主要贸易术语

主要贸易术语：

(1)FCA (Free Carrier) 货交承运人

(2)FAS (Free Alongside Ship) 装运港船边交货

(3)FOB (Free on Board) 装运港船上交货

(4)CFR (Cost and Freight) 成本加运费

(5)CIF (Cost,Insurance and Freight) 成本、保险费加运费

(6)CPT (Carriage Paid T o) 运费付至目的地

(7)CIP (Carriage and Insurance Paid T o) 运费、保险费付至目的地

(8)DAF (Delivered At Frontier) 边境交货

(9)DES (Delivered Ex Ship) 目的港船上交货

(10)DEQ (Delivered Ex Quay) 目的港码头交货

(11)DDU (Delivered Duty Unpaid) 未完税交货

(12)DDP (Delivered Duty Paid) 完税后交货

主要船务术语简写：

(1)ORC (Origen Recevie Charges) 本地收货费用（广东省收取）

(2)THC (T erminal Handling Charges) 码头操作费（香港收取）

(3)BAF (Bunker Adjustment Factor) 燃油附加费

(4)CAF (Currency Adjustment Factor) 货币贬值附加费

(5)YAS (Yard Surcharges)码头附加费

(6)EPS (Equipment Position Surcharges) 设备位置附加费

(7)DDC (Destination Delivery Charges) 目的港交货费

(8)PSS (Peak Season Sucharges) 旺季附加费

(9)PCS (Port Congestion Surcharge) 港口拥挤附加费

(10)DOC (DOcument charges) 文件费

(11)O/F (Ocean Freight) 海运费

(12)B/L (Bill of Lading) 海运提单

(13)MB/L(Master Bill of Lading) 船东单

(14)MTD (Multimodal Transport Document) 多式联运单据

(15)L/C (Letter of Credit) 信用证

(16)C/O (Certificate of Origin) 产地证

(17)S/C (Sales Confirmation)销售确认书（Sales Contract) 销售合同

(18)S/O (Shipping Order)装货指示书

(19)W/T (Weight Ton)重量吨（即货物收费以重量计费）

(20)M/T (Measurement Ton)尺码吨（即货物收费以尺码计费）

(21)W/M(Weight or Measurement ton)即以重量吨或者尺码吨中从高收费

(22)CY (Container Yard) 集装箱（货柜）堆场

(23)FCL (Full Container Load) 整箱货

(24)LCL (Less than Container Load) 拼箱货（散货）

(25)CFS (Container Freight Station) 集装箱货运站

(26)TEU (Twenty-feet Equivalent Units) 20英尺换算单位（用来计算货柜量的多少）

(27)A/W (All Water)全水路（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）

(28)MLB(Mini Land Bridge) 迷你大陆桥（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）

(29)NVOCC(Non-Vessel Operating Common Carrier) 无船承运人

货运用语中英文对照

货物goods | | freight | | cargo

运输transportation | | transit | | conveyance

运送to transport | | to carry | | to convey

运输业transportation business | | forwarding business | | carrying trade

运输代理人a forwarding agent

承运人a freight agent | | a carrier

船务代理人a shipping agent

陆上运输transportation by land

海上运输transportation by sea

货物运输goods traffic | | freight traffic | | carriage of freights | | carriage of goods

货轮cargo boat | | freighter | | cargo steamer | | cargo carrier

火车goods-train | | freight-train

卡车goods-van | | goods wagon | | freight car | | truck

货运办公室goods-office | | freight-department

运费率freight | | freight rates | | goods rate

运费carriage charges | | shipping expenses | | express charges

车费cartage | | portage

运费预付carriage prepaid | | carriage paid

运费到付carriage forward | | freight collect

运费免除||免费carriage free

协定运费conference freight | | freight rate

运费清单freight account

托运单way-bill | | invoice

运送契约contract for carriage

装运shipment | | loading

装上货轮to ship | | to load | | to take on a ship

装运费shipping charges | | shipping commission

装运单||载货单shipping invoice

装运单据shipping documents

大副收据mate's receipt

装船单shipping order

提货单delivery order

装船通知shipping advice

包裹收据parcel receipt

准装货单shipping permit

租船契约charter party

租船人charterer

程租船||航次租赁voyage charter

期租船time charter

允许装卸时间lay days | | laying days

工作日working days

连续天数running days | | consecutive days

滞期费demurrage

滞期日数demurrage days

速遣费despatch money

空舱费dead freight

退关short shipment | | goods short shipped | | goods shut out | | shut-outs 赔偿保证书(信托收据) letter of indemnity | | trust receipt

装载loading

卸货unloading | | discharging | | landing

装运重量shipping weight | | in-take-weight

卸货重量landing weight

压舱ballasting

压舱货in ballast

舱单manifest

船泊登记证书ship's certificate of registry

航海日记ship's log

船员名册muster-roll

(船员，乘客)健康证明bill of health

光票clean bill

不清洁提单foul bill

有疑问提单suspected bill

外贸价格术语

价格术语trade term (price term)

运费freight

单价price

码头费wharfage

总值total value

卸货费landing charges

金额amount

关税customs duty

净价net price

印花税stamp duty

含佣价price including commission

港口税portdues

回佣return commission

装运港portof shipment

折扣discount,allowance

卸货港port of discharge

批发价wholesale price

目的港portof destination

零售价retail price

进口许口证inportlicence

现货价格spot price

出口许口证exportlicence

期货价格forward price

现行价格（时价）current price

国际市场价格world (International)Marketprice

离岸价（船上交货价）FOB-free on board

成本加运费价（离岸加运费价）C&F-cost and freight

到岸价（成本加运费、保险费价）CIF-cost,insurance and freight

外贸术语交货条件

交货delivery

轮船steamship(缩写S.S)

装运、装船shipment

租船charter (the chartered shep)

交货时间time of delivery

定程租船voyage charter;

装运期限time of shipment

定期租船time charter

托运人（一般指出口商）shipper,consignor

收货人consignee

班轮regular shipping liner

驳船lighter

舱位shipping space

油轮tanker

报关clearance of goods

陆运收据cargo receipt

提货to take delivery of goods

空运提单airway bill

正本提单original B\L

选择港（任意港）optional port

选港费optional charges

选港费由买方负担optional charges to be borne by the Buyers

或optional charges for Buyers' account

一月份装船shipment during January 或January shipment

一月底装船shipment not later than Jan.31st.或shipment on or before Jan.31st. 一/二月份装船shipment during Jan./Feb.或Jan./Feb. shipment

在......(时间）分两批装船shipment during....in two lots

在......(时间）平均分两批装船shipment during....in two equal lots

分三个月装运in three monthly shipments

分三个月，每月平均装运in three equal monthly shipments

立即装运immediate shipments

即期装运prompt shipments

收到信用证后30天内装运shipments within 30 days after receipt of L/C

不允许分批装船partial shipment not allowed partial shipment not permitted

partial shipment not unacceptable

外贸常用词汇

出口信贷export credit

出口津贴export subsidy

商品倾销dumping

外汇倾销exchange dumping

优惠关税special preferences

保税仓库bonded warehouse

贸易顺差favorable balance of trade

贸易逆差unfavorable balance of trade

进口配额制import quotas

自由贸易区free trade zone

对外贸易值value of foreign trade

国际贸易值value of international trade

普遍优惠制generalized system of preferences-GSP

最惠国待遇most-favored nation treatment-MFNT

商品检验Commodity Inspection

Shall we take up the question of inspection today?

今天咱们讨论商品检验问题吧。

The inspection of commodity is no easy job.

商检工作不是那么简单。

Mr. Black is talking with the Chinese importer about inspecting the goods.

布莱克先生与中方进口商就商品检验问题进行洽谈。

As an integral part of the contract, the inspection of goods has its special importance.

作为合同里的一个组成部分，商品检验具有特殊的重要性。

We should inspect this batch of porcelainware to see if there is any breakage. 我们要检查一下这批瓷器是否有破损的。

The exporters have the right to inspect the export goods before delivery to the shipping line.

出口商在向船运公司托运前有权检验商品。

The inspection should be completed within a month after the arrival of the goods. 商品检验工作在到货后一个月内完成。

How should we define the inspection rights?

商检的权力怎样加以明确呢？

I'm worried that there might be some disputes over the results of inspection. 我担心对商检的结果会发生争议。

We'll accept the goods only if the results from the two inspections are identical with each other.

如果双方的检测结果一致，我们就收货。

Words and Phrases

inspection 检验

inspect 检验

to inspect A for B 检查A中是否有B

inspector 检验员

inspector of tax 税务稽查员

inspection of commodity 商品检验

Where do you wish to reinspect the goods?

您希望在哪里复验商品？

The importers have the right to reinspect the goods after their arrival.

进口商在货到后有权复验商品。

What's the time limit for the reinspection?

复验的时限是什么时候？

It's very complicated to have the goods reinspected and tested.

这批货测试和复验起来比较复杂。

What if the results from the inspection and the reinspection do not coincide with each other?

如果检验和复验的结果有出入该怎么办呢？

Words and Phrases

reinspect 复验

reinspection 复验

合同Contract

We'll have the contract ready for signature.

我们应准备好合同待签字。

We signed a contract for medicines.

我们签订了一份药品合同。

Mr. Zhang signs the contract on behalf of the China National Silk Import & Export Corporation.

张先生代表中国丝绸进出口总公司在合同上签了字。

A Japanese company and SINOCHEM have entered into a new contract.

中国化工进出口总公司已经和日本一家公司签订了一份新合同。

It was because of you that we landed the contract.

因为有了你，我们才签了那份合同。

We offered a much lower price, so they got the contract.

由于我们报价低，他们和我们签了合同。

Are we anywhere near a contract yet?

我们可以（接近于）签合同了吗？

We sign a contract when we are acting as principals.("principals" refers to the "seller" and the "buyer")

当我们作为货主时都要签订合同。（这里的“货主”指合同中的卖方和买方）

I know we (the seller) should draw up a contract and the buyer has to sign it. 我们知道我们（卖方）应该拟出一份合同，买方必须签署合同。

We should simultaneously sign two contracts, one sales contract for beef and mutton, and the other contract of equal value for the purchase of cotton.

我们同时签两个合同，一是牛羊肉的销售（出口）合同，另一个是等额的棉花购买（进口）合同。

We both want to sign a contract, and we have to make some concessions to do it.

我们都想签合同，因此双方都要做些让步。

We are here to discuss a new contract with you.

我们来这里和您谈谈订一份新合同的问题。

Our current contract is about to expire, and we'll need to discuss a new one. 欧文们现有合同快要期满了，需要再谈一个新合同。

We can repeat the contract on the same terms.

我们可以按同样条件再订一个合同。

A few problems with supply under the old contract must be quickly resolved. 老合同中的一些供货问题必须尽快解决。

We ought to clear up problems arising from the old contract.

我们应该清理一下老合同中出现的问题。

Do you always make out a contract for every deal?

每笔交易都需要订一份合同吗？

As per the contract, the construction of factory is now under way.

根据合同规定，工厂的建设正在进行中。

Words and Phrases

contract 合同，订立合同

contractor 订约人，承包人

contractual 合同的，契约的

to make a contract 签订合同

to place a contract 订合同

to enter into a contract 订合同

to sign a contract 签合同

to draw up a contract 拟订合同

to draft a contract 起草合同

to get a contract 得到合同

to land a contract 得到（拥有）合同

to countersign a contract 会签合同

to repeat a contract 重复合同

an executory contract 尚待执行的合同

a nice fat contract 一个很有利的合同

originals of the contract 合同正本

copies of the contract 合同副本

a written contract 书面合同

to make some concession 做某些让步

索赔Claim

Claims occur frequently in international trade.

国际贸易中经常发生索赔现象。

We are now lodging a claim with you.

我们现在向贵方提出索赔。

I've heard that you have lodged a claim against us.

听说你们已经向我们提出了索赔。

We've given your claim our careful consideration.

我们已经就你们提出的索赔做了仔细研究。

We lodged a claim with you on fertilizer yesterday.

昨天我们就化肥问题向贵方提出索赔。

We filed a claim with(against) you for the shortweight.

关于短重问题，我们已经向你方提出索赔。

The Chinese representative and Mr.Bake discussed the claim.

中方代表与贝克先生商谈了索赔问题。

We have received the letters giving full details of this claim.

我们已经收到了内容详尽的索赔信件。

Sometimes the shipping company or insurance company is found to be responsible for the claim.

有时候，船公司或保险公司应负责赔偿。

Words and Phrases

claim 索赔；赔偿；赔偿金

compensate 赔偿，补偿

to make a (one's) claim 提出索赔

to register a (one's) claim 提出索赔

to file a (one's) claim 提出索赔

to lodge a (one's) claim 提出索赔

to raise a (one's) claim 提出索赔

to put in a (one's) claim 提出索赔

to bring up a (one's) claim 提出索赔

to make a claim with (against) sb. 向某方提出索赔

to make a claim for (on)sth. 就某事提出索赔

claims 索赔；债权

销售Sale

Your T shirts can find a ready market in the eastern part of our country.

贵国的T恤在我国东部市场很畅销。

We all understand that Chinese shippers are very popular in your market on account of their superior quality and competitive price.

我们都知道中国拖鞋因价廉物美而畅销于你方市场。

This product has been a best seller for nearly one year.

该货成为畅销货已经将近1年了。

There is a good market for these articles.

这些商品畅销。

There is a poor market for these articles.

这些商品滞销。

There is no market for these articles.

这些商品无销路。

Your bicycles find a ready market here.

你们的自行车在此地销路很好。

They talked over at great length the matter of how to increase the sale of your products.

他们详细地讨论了怎样增加你方产品的销售。

Please furnish us with more information from time to time so that we may find outlets for our stationery.

由于对此货物的需求将不断增加，请提前补充货源。

They are doing their utmost to open up an outlet.

他们正在尽最大努力以打开销路。

Our demand for this product is steadily on the increase.

我们对该产品的需求正在稳步地增长。

We are sure that you can sell more this year according to the marketing conditions at your end.

根据你地的市场情况，我们确信今年你们有望销得更好。

Packing has a close bearing on sales.

包装对产品的销路有很大关系。

We are trying to find a market for this article.

我们正在努力为此项商品找销路。

We regret we cannot find any market for this article.

我们很抱歉不能为此项商品找到销路。

According to our experience, these handicrafts can find a ready market in Japan. 根据我们的经验，这些手工艺品在日本销路很好。

We can discuss further details when you have a thorough knowledge of the marketing possibilities of our products.

等你们全面了解我们产品销售可能性之后，我们再进一步细谈。

According to your estimate, what is the maximum annual turnover you could fulfill?

据你估计，你能完成的最大年销售量是多少呢？

The market situation is not known to us.

我们还不了解市场情况。

Your market still has great potential.

你们的市场仍有很大潜力。

There are only a few unsold pieces.

只有几件商品未售出。

Words and Phrases

salable 畅销的

popular 有销路的

find a market 销售

selling line 销路

trial sale, test sale, test market 试销

salable goods 畅销货

popular goods 快货

the best selling line (the best seller) 热门货

to find (have) a ready market 有销路，畅销

to have a strong footing in a market 很有销路

good market 畅销

poor(no) market 滞销

goods that sell well 畅销货

sell like wild fire 畅销，销得很快

代理Agency

In consideration of your extensive experience in the field, we are glad to appoint you as our agent.

考虑到你们在这一业务范围的丰富经验，我们很高兴指定你们为我们的代理。

I'm entitled to being appointed as your agent.

我有权被指定为你方代理。

We keep a stock in London and act as distributors as well as agents.

我们在伦敦有库存并经营销售兼做代理。

We've decided to entrust you with the sole agency for cars.

我们决定委托你作为我们汽车的独家代理。

Thank you for your proposal of acting as our agent.

谢谢你方作为我们代理的建议。

If we come to terms, we'll appoint you as our agent.

如果达成协议，我们将指定你为我方的代理。

We wish to handle as an agent the goods you are exporting.

我们愿意担任你们出口商品的代理。

We can play an important part as a buying agent in your overseas trade.

我们能在担任你方海外贸易的进口代理中起重要作用。

We're in a position to take good care of your import business as a buying agent. 我们能负起作为你方进口业务中买放代理的责任。

Please get in touch with our agents for the supply of the goods you require.

你们所需的商品，请与我们的代理联系。

We'll leave aside the problem of agency until next week.

我们暂时把代理问题搁置到下周。

We're not prepared to take the agency into consideration for the time being. 目前我们还不准备考虑代理问题。

We won't consider agency in your market at present.

我们目前不考虑在你地市场的代理问题。

We have to decline your proposal of acting as our sole agency.

我们不得不谢绝你们作为我方独家代理的建议。

I think it premature for us to discuss the question of agency.

我认为现在讨论代理问题为时过早。

Unless you increase the turnover, we can hardly appoint you as our sole agent. 除非你们增加营业额，否则我们无法指定你们作为我方的独家代理。

Don't you think the annual turnover for a sole agent is rather conservative?

对独家代理来讲，这样一个年销售量，您不认为太保守吗？

It was two years ago that we made them our sole agent.

我们是在两年前委任他们为我方独家代理的。

When opportunity matures, we will consider making you our exclusive agent for the U.K.

当机会成熟时，我们将考虑委托你为我方在联合王国的独家代理。

We'll consider appointing you as our sole agent for our T shirts for the next two years in your local market.

我们将考虑指定您为贵国市场上T恤衫的独家代理，为期两年。

I am here today to apply for the sole agency of your product in our local market. 我今天来是为了申请做你方产品在我国市场上的独家代理。

How can we appoint you as our sole agent for such a small quantity?

订货量如此之少，我们怎能请您做独家代理呢？

I propose a sole agency agreement for bicycles for a period of 3 years.

我建议订一个专销自行车的为期三年的独家代理协议。

We are not yet prepared to take the question of sole agent into consideration for the time being.

我们目前还不准备考虑有关独家代理的问题。

Your application for sole agency is now under our careful consideration.

我们正在仔细考虑你方想要独家（经营）代理的请求。

We should be interested in acting as your sole agent.

我们很乐意做贵公司的独家代理人。

Words and Phrases

sole agent 独家代理（人）

exclusive agent 独家代理（人）

When do you expect to sign the agency agreement?

您何时签定代理协议呢？

The agency agreement has been drawn up for the period of one year.

为期一年的代理协议书已经拟订出来。

I want to sign a sole agency agreement with you on this item for a period of 2 years.

我想和你们签定一项为期两年的独家代理协议。

The agency agreement was made out with great care and we have found no loopholes in it.

代理协议书制订的非常仔细，我们没有发现里面有漏洞。

I hope we can see eye to eye about the other terms of the agency then.

我希望到那时候我们能在代理协议的其他条款上能取得一致意见。

We wonder whether we may conclude a long term agency contract with you.

我们不知道能否与你方达成长期代理合约。

Well, what annual quantity would you like to suggest for the new agreement then?

那么，您认为在新的协议中年销售量应是多少呢？

Our agency agreement calls for a timely market report.

我们的代理协议要求你方及时递交市场报告一份。

Since the agency agreement was signed, your turnover has amounted to $500. 自从代理协议签定以后，你们的销售额已达500美圆。

I hope you'll spare no efforts to promote the sale of our products so as to pave the way for renewing the agency agreement when it expires at the end of this year.

希望贵能尽力促进销售，为协议在今年年底期满后续订铺平道路。

We can renew the agreement of agency on its expiry.

我们可以在代理协议期满时续订。

I've come again to renew our sole agency agreement for another 3 years.

我们这次再访是想把我们之间的独家代理协议延长三年。

Additional Words and Phrases

selling agents 销售代理

buying agents 购货代理

forwarding agents 运输代理

the agent carrying stock 储货代理

the agent of necessity 客观需要时的代理人

principal 委托方

agent 代理人

agents or agency 代理方或代理公司

express agency 明示代理

implied agency 默认代理

佣金Commission (2)

The commission has been increased to 5% in your favour.

贵方佣金已增至百分之五。

You can grant us an extra commission of 2% to cover the additional risk.

你们可以获得另外百分之二的佣金，以补偿你受的额外风险。

We'll get 0.5% more in commission for our effort.

经过努力，我们可以多谋到百分之零点五的佣金。

For every additional 10 pieces of pianos sold, we'll give you 0.2% more commission.

每笔交易若能多卖出10架钢琴，你们可以多得百分之零点二的佣金。

We can't agree to increase the rate of commission.

我们不能同意增加佣金率。

A 5% commission means an increase in our price.

百分之五的佣金就等于价格提高了。

A higher commission means a higher price.

如果佣金提高了，价格也要提高。

A 4% commission is the maximum.

我们最多给百分之四的佣金。

Is it possible to increase the commission to 4%?

能不能把佣金提高到百分之四呢？

Even a 6% commission is not high.

甚至百分之六的佣金都不算高。

2% commission is not enough, is it?

百分之二的佣金是不是少了点？

The present commission isn't enough.

现有的佣金不够。

There are three items of commission left unpaid.

只剩三笔交易的佣金未付。

Additional Words and Phrases

commissions earned 佣金收入

commissions received in advance 预收佣金

commission for collection 代收帐款佣金

commission insurance 佣金保险

commission system 佣金制

commission agency 代理贸易

selling commission 代销佣金

buying commission 代购佣金

佣金Commission (1)

He came to China to hold a talk about the commission for his new business. 他来中国是洽谈有关生意中的佣金问题。

What about the commission?

佣金是多少？

Usually a 1% commission is given to our agent.

一般情况下，我们给代理商百分之一的佣金。

We'll give you a 3% commission on every transaction.

每笔交易我们都付给百分之三的佣金。

We expect a 5% commission, of course.

当然，我们希望能得到百分之五的佣金。

We're usually paid with a 5% commission of the amount for every deal.

对每笔交易的成交量，我们通常付给5%的佣金。

Our agents in other areas usually get a 3-5% commission.

我方其他地区的代理通常得到3-5%的佣金。

We can get 4.5% commission if 10,000 cases are ordered.

如果订1万箱，我们可以得到4.5%的佣金。

The commission from our corporation is very favourable.

我们公司给的佣金很优惠。

The above price includes your commission of 2%.

上述价格包括百分之二的佣金在内。

The above price excludes your commission.

上述价格不包括佣金在内。

This amount includes all commission.

这一数字包括所有佣金在内。

Our quotation is subject to a 4% commission.

我方报价包括百分之四的佣金在内。

Generally speaking, commission depends on the quantity of goods ordered.

一般来说，佣金多少由订货量决定。

You can get a higher commission rate if you order a bigger quantity.

如果你们订货量大，佣金率就会高。

It's better for us to start business on commission basis first.

对我们来说，最好能在给佣金的基础上开展交易。

We don't pay any commission on our traditional products.

对我们的传统产品，概不付给佣金。

Commission is allowed to agents only.

我们只对代理付佣金。

We don't pay commission to firms dealing with us on principal-to principal basis. 对于不通过中间商直接往来的商号，我们一概不付给佣金。

Words and Phrases

commission (com.) 佣金，手续费

two or several items of commission 两笔或几笔佣金

all commissions 所有佣金

to pay the commission 支付佣金

rate of commission or scale of commission 佣金率

commission transaction 付佣金的交易

commission agent 代理商；代办人；代理贸易商

commission charges 佣金；手续费

overriding commission 追加佣金

commission on a sliding scale 递加佣金