物流英语（第三章）.ppt

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1、物流英语物流英语主编：刘芳、曹卫中制作：王伟2012年12月物流英语物流英语n nPart C International Logisticsn nProject 1Project 1n nBusiness NegotiationBusiness Negotiationn nTask 1 EnquiryTask 1 Enquiryn nTask 2 Offer Task 2 Offer n nTask 3 Counter-offer Task 3 Counter-offer n nTask 4 Acceptance Task 4 Acceptance n nProject 2Project 2

2、n nFreightFreight ForwardingForwardingn nTask 1 A Forwarding AgencyTask 1 A Forwarding Agencyn nTask 2 Communications in Daily Practical WorkTask 2 Communications in Daily Practical Workn nTask 3 Dealing with DocumentsTask 3 Dealing with Documents物流英语物流英语n nProject 3Project 3n nCustoms and Inspectio

3、n EnglishCustoms and Inspection Englishn nTask 1 Customs EnglishTask 1 Customs Englishn nTask 2 Commodity InspectionTask 2 Commodity Inspection n nProject Project 4 4n nContainerized TransportationContainerized Transportationn nTask 1 Container TransportationTask 1 Container Transportationn nTask 2

4、InsuranceTask 2 InsurancePart C International Logisticsn nProject overview:n nProject Content:n nProject 1 Business NegotiationProject 1 Business Negotiationn nProject 2 Freight ForwardingProject 2 Freight Forwardingn nProject 3 Customs and Inspection English Project 3 Customs and Inspection English

5、 n nProject 4 Containerized TransportationProject 4 Containerized TransportationProject 1Business Negotiationn nTeaching Targetsn nTo master all of useful business phrases and To master all of useful business phrases and expressionsexpressionsn nTo learn to write the letter of enquiry,offer,counter-

6、To learn to write the letter of enquiry,offer,counter-offer and acceptanceoffer and acceptancen nTo use the layout of a business letter properly and To use the layout of a business letter properly and pay attention to the tone of it.pay attention to the tone of it.n nTask Contentn nTask 1 EnquiryTas

7、k 1 Enquiryn nTask 2 OfferTask 2 Offern nTask 3 Counter-offerTask 3 Counter-offern nTask 4 AcceptanceTask 4 AcceptanceProject 1Business Negotiationn nCase Import:n nThe ABC company is an importer in Brazil.They are The ABC company is an importer in Brazil.They are in the market for Bamboo Basket of

8、a Chinese in the market for Bamboo Basket of a Chinese company,who has been a professional bamboo company,who has been a professional bamboo products manufacture with 14 years experience in products manufacture with 14 years experience in china.There will be many exchanging china.There will be many

9、exchanging correspondences between the two companies,such correspondences between the two companies,such as the letter of enquiry,offer,counteroffer,and as the letter of enquiry,offer,counteroffer,and acceptance.acceptance.Project 1Business Negotiationn nYour task：n nIf your company needs to import

10、the goods from If your company needs to import the goods from foreign countries,how would you communicate with foreign countries,how would you communicate with foreign client and finally get the business done?foreign client and finally get the business done?Project 1Business NegotiationTask 1 Enquir

11、yn nSpecimen Lettern n1.General Enquiry1.General EnquiryDear sir,Dear sir,We learn from ABC company that you are a leading We learn from ABC company that you are a leading exporter in your country.exporter in your country.We are,at present,very much interested in importing your We are,at present,ver

12、y much interested in importing your goods and would appreciate your sending us catalogues,goods and would appreciate your sending us catalogues,sample books or samples if possible.sample books or samples if possible.Please give us detailed information of CIF prices,discounts,Please give us detailed

13、information of CIF prices,discounts,and terms of payment.and terms of payment.We hope this will be a good start for our further business.We hope this will be a good start for our further business.Yours faithfully,Yours faithfully,Task 1 Enquiryn nAnalog Dialogue:n nIf you were an importer,you are re

14、quested to buy If you were an importer,you are requested to buy the goods from foreign countries.Write a letter of an the goods from foreign countries.Write a letter of an enquiry.enquiry.Task 1 Enquiryn nWords and Notes:n ngeneral general enquiry enquiry 一般询盘一般询盘n nspecific enquiry specific enquiry

15、 具体询盘具体询盘 n ncataloguecatalogue商品目录商品目录n ninvitation n.invitation n.邀请邀请n npromptly adv.promptly adv.立即地立即地n nappreciate v.appreciate v.感谢感谢n ndiscount n.discount n.折扣折扣Task 1 Enquiryn nterms of payment terms of payment 支付条件支付条件n ncommission mission n.佣金佣金n nbe desirous of be desirous of 渴望，想要渴望，想要n

16、 ncovering prep.covering prep.关于关于n nquote v.quote v.报价报价n ninclusive of inclusive of 包括包括Task 1 Enquiryn nExercises:n1.Fill in the blanks with the best choice:n n1).This price is _of your 3%commission.1).This price is _of your 3%commission.a a.includes b.covering c.inclusive d.including.includes b.

17、covering c.inclusive d.includingn n2).While_ an enquiry,you should enquire into quality,2).While_ an enquiry,you should enquire into quality,specification and price.specification and price.a a.making b.offering c.sending d.giving.making b.offering c.sending d.giving Task 1 Enquiryn n3).The letter we

18、 sent last week is an enquiry_ TV 3).The letter we sent last week is an enquiry_ TV sets.sets.a.about b.for c.of d.as a.about b.for c.of d.as n n4).Should your price be competitive and delivery date 4).Should your price be competitive and delivery date _,we intend to place a large order._,we intend

19、to place a large order.a.acceptable b.be acceptable c.is acceptable d.being a.acceptable b.be acceptable c.is acceptable d.being acceptableacceptablen n5).There are _ left unpaid.5).There are _ left unpaid.a.two commission b.two commissions c.two items of a.two commission b.two commissions c.two ite

20、ms of commissions d.two items of commissioncommissions d.two items of commissionTask 1 Enquiryn n2 2.Translate the following sentences into.Translate the following sentences into English:English:n n1).1).请报你方最优惠的上海到岸价，包括我方请报你方最优惠的上海到岸价，包括我方4%4%佣佣金。金。n n2).2).如果你方价格有竞争力的话，我们打算订购如果你方价格有竞争力的话，我们打算订购303

21、0万万码棉布。码棉布。n n3).3).为了便于你方了解我们的产品，我们立即航寄目为了便于你方了解我们的产品，我们立即航寄目录本和样品册。录本和样品册。Task 1 Enquiryn n3.Draw a letter of a general enquiry asking for 3.Draw a letter of a general enquiry asking for all the information you need.all the information you need.Task 1 EnquiryTask 2 Offern nSpecimen Letters:n nA fi

22、rm offer:A firm offer:Dear Sirs,Dear Sirs,In reply to your letter of July 18,we are making you an offer,In reply to your letter of July 18,we are making you an offer,subject to your reply subject to your reply reaching us by the end of this month,as follows:reaching us by the end of this month,as fo

23、llows:Commodity:Common Round Iron NailsCommodity:Common Round Iron NailsSpecifications:As per attached listSpecifications:As per attached listPacking:Loose in plywood keg of 40 kgs.NetPacking:Loose in plywood keg of 40 kgs.NetQuantity:120 kegsQuantity:120 kegsPrice:USD50.00 net per keg CIF LagosPric

24、e:USD50.00 net per keg CIF LagosTask 2 OfferShipment:April/May,2011Shipment:April/May,2011Payment:Confirmed,Irrevocable Letter of Credit payable by draft Payment:Confirmed,Irrevocable Letter of Credit payable by draft at sight.at sight.Under separate cover,we have sent you samples of various sizes U

25、nder separate cover,we have sent you samples of various sizes and the brochure required.and the brochure required.We are looking forward to your early order.We are looking forward to your early order.Yours faithfullyYours faithfullyTask 2 Offern nA non-firm offerA non-firm offerDear sir,Dear sir,Re:

26、Hog CasingsRe:Hog CasingsThank you for your letter of March 7 and very pleased to be Thank you for your letter of March 7 and very pleased to be informed that there is a large demand for the captioned goods in informed that there is a large demand for the captioned goods in Tokyo.Tokyo.In order to s

27、tart a concrete transaction between us,we take pleasure In order to start a concrete transaction between us,we take pleasure in making you an offer,in making you an offer,subject to our final confirmation.subject to our final confirmation.Task 2 OfferCommodity:Hog CasingsCommodity:Hog CasingsSpecifi

28、cations(cm):30/32 32/34 34/36Specifications(cm):30/32 32/34 34/36Quantity(barrel):2 4 6 Quantity(barrel):2 4 6 Price:USD150 CIF TokyoPrice:USD150 CIF TokyoShipmentShipment：JulyJuly，20102010PaymentPayment：By confirmed,irrevocable L/C payable by draft at sight.By confirmed,irrevocable L/C payable by d

29、raft at sight.We trust the above offer will be acceptable to you and waiting for We trust the above offer will be acceptable to you and waiting for your order with keen interest.your order with keen interest.Task 2 Offern nAnalog Dialogue:nIf you were an exporter,write a letter of an offer in reply

30、to the last letter of enquiryTask 2 Offern nWords and Notes:n nfirm offer firm offer 实盘实盘n nnon-firm offer non-firm offer 虚盘虚盘n nas pe as pe 参照参照n nPlywood keg Plywood keg 胶合板的小桶胶合板的小桶n na confirmed and irrevocable L/C a confirmed and irrevocable L/C 保兑的不可撤销保兑的不可撤销的信用证的信用证Task 2 Offern nunder separa

31、te cover under separate cover 另邮，另寄另邮，另寄n nbrochure brochure 小册子小册子n ncaptioned goods captioned goods 标题商品标题商品n ntransaction transaction 交易交易n nconfirmation confirmation 确认确认n ndraft draft 汇票汇票n nwith keen interest with keen interest 殷切地殷切地n ncommission commission 佣金佣金n nproforma invoice proforma in

32、voice 发票发票Task 2 Offern nExercises:n n1.Fill in the missing words in the blanks of the 1.Fill in the missing words in the blanks of the following.following.n n1)We are prepared to keep the offer open _ 201)We are prepared to keep the offer open _ 20thth this this month.month.n n2)This offer is firm,

33、subject _ your _ _ us 2)This offer is firm,subject _ your _ _ us before or _ noon time June 6.before or _ noon time June 6.Task 2 Offern n3)The middleman receives a commission _ 5%.3)The middleman receives a commission _ 5%.n n4)Please _ us your lowest prices for both mens and 4)Please _ us your low

34、est prices for both mens and womens shoes.womens shoes.n n5)This is our best price,_ which we have already 5)This is our best price,_ which we have already conclude the business.conclude the business.Task 2 Offern n2.Translate the following sentences into 2.Translate the following sentences into Chi

35、nese.Chinese.n nWe have quoted our most favorable prices so that we can We have quoted our most favorable prices so that we can not be able to entertain any counter-offer.not be able to entertain any counter-offer.n nFor your information,our offers remain open for two For your information,our offers

36、 remain open for two weeks.weeks.n nWe trust the above offer will be acceptable to you and We trust the above offer will be acceptable to you and await your trial order with keen interest.await your trial order with keen interest.n nWe take pleasure in making you the following offer,We take pleasure

37、 in making you the following offer,subject to our final confirmation.subject to our final confirmation.n nIf you should make us an acceptable bid,there is a If you should make us an acceptable bid,there is a possibility of your obtaining the goods.possibility of your obtaining the goods.Task 2 Offer

38、n n3.Answer the following questions:3.Answer the following questions:n n1.Whats the difference between an offer and a quotation?1.Whats the difference between an offer and a quotation?n n2.Whats the difference between a firm offer and a non-2.Whats the difference between a firm offer and a non-firm

39、offer?firm offer?Task 2 OfferTask 3 Counter-offern nSpecimen Letters:n nA counter-offerA counter-offerDear Sir,Dear Sir,Re:Offer No.110 for RefrigeratorsRe:Offer No.110 for RefrigeratorsWe have received your offer No.110 of March 9,offering us 2000 We have received your offer No.110 of March 9,offer

40、ing us 2000 sets of the captioned goods at USD400.00 per set on usual sets of the captioned goods at USD400.00 per set on usual terms.terms.In reply,we regret to inform you that our clients find your price too In reply,we regret to inform you that our clients find your price too high.Information ind

41、icates that some kinds of the said articles high.Information indicates that some kinds of the said articles are being sold at a level about 5%lower than that of yours.are being sold at a level about 5%lower than that of yours.Task 3 Counter-offerWe do not deny that the quality of your products is sl

42、ightly better,We do not deny that the quality of your products is slightly better,but the difference in price should,in no case,be so big.To step but the difference in price should,in no case,be so big.To step up trade,we counter offer as follows,subject to your reply up trade,we counter offer as fo

43、llows,subject to your reply reaching us by 5 pm,our time,March 19:reaching us by 5 pm,our time,March 19:Sharp Type 220,2000 sets,at USD380.00 per set,other terms as per Sharp Type 220,2000 sets,at USD380.00 per set,other terms as per your letter of March 9.your letter of March 9.As the market is ful

44、l of keen competition,we recommend your As the market is full of keen competition,we recommend your immediate acceptance.immediate acceptance.Yours faithfullyYours faithfullyTask 3 Counter-offern nAnalog Dialogue:n nAs an importer or a buyer,if you do not agree with As an importer or a buyer,if you

45、do not agree with any or some of the transaction terms of a quotation any or some of the transaction terms of a quotation or an offer,please write a letter of a counter-offer to or an offer,please write a letter of a counter-offer to state your own opinion.state your own opinion.Task 3 Counter-offer

46、n nWords and Notes:n non usual terms on usual terms 按惯常条款按惯常条款n ninformation indicatesinformation indicates有消息表明有消息表明n ndenydeny否认否认n nslightly betterslightly better略好略好n ndifference in pricedifference in price价格的差异价格的差异Task 3 Counter-offern nin no case in no case 绝不绝不n nto step up tradeto step up t

47、rade为了促进贸易为了促进贸易n ncounter offer:counter offer:还盘还盘n nas followsas follows如下如下n nkeen competitionkeen competition竞争激烈竞争激烈n nalterationalteration变化变化n nsignifysignify表明表明n nnegotiatenegotiate磋商，洽谈磋商，洽谈Task 3 Counter-offern nExercises:n n1.Fill in missing words:1.Fill in missing words:n n1.Your price

48、is found to be _.1.Your price is found to be _.n n2.We offer you 100 metric tons _ walnut meat 2.We offer you 100 metric tons _ walnut meat _USD1500 _ metric ton _ usual terms._USD1500 _ metric ton _ usual terms.n n3.We _ to say that the business has fallen through.3.We _ to say that the business ha

49、s fallen through.Task 3 Counter-offern n4.We are _ that we cannot supply the entire quantity 4.We are _ that we cannot supply the entire quantity required.required.n n5.It is _ that the matter should still be unsettled.5.It is _ that the matter should still be unsettled.Task 3 Counter-offern n2.Tran

50、slate the following into Chinese:2.Translate the following into Chinese:n n1)We do not deny that the quality of your products is 1)We do not deny that the quality of your products is slightly better,but the difference in price should,in no slightly better,but the difference in price should,in no cas