商务英语口语课程期末复习提要
责任教师 苏理华
一、考试范围
本课程使用的文字教材是《商贸英语口语一本通》（张翠萍主编，对外经济贸易大学出版社）。本课程的学习目的是课文中比较丰富的、根据实际商务活动场景加以改编的对话实例，给同学们提供一个大概的概念，即：在商务活动中人们说些什么，以及怎么说，从而让学生体会，模拟实际谈判的过程和技巧，以达到进一步掌握商务英语口语的目的。同时，学生要了解商务英语活动中常用的词汇，表达法，熟悉常见的商务谈判题目。
二、考试题型及复习重点
本课程期末考试为闭卷口试，由考生在每套题的A,B,C三份题签中抽取一份，准备5分钟后答题并将答题内容录制在磁带上。考试过程中不允许使用教材、字典和参考书。
考试有三种题型。为了帮助大家进行复习，现将本学期的重点学习内容 (Chapter11---25) 按照考试题型归纳如下：
I.
Complete the following
dialogues in English with sentences in parentheses (20%):
1.Could you give me an indication of the price?
__________(这是我们最近的船上交货价格单，单子上所的价格均以我方最后确认为准。)
2．I have come about your offer for your “Ricoh” brand camera.
__________ (我们已为你准备好了报盘。给您1500台理光照相机型号为XF-30D, 每台成本加运费保险费上海价为75美元，2001年11月至12月交货。其它条款与以往相同。此报盘有效期3天。)
3. But no matter how great the difference is, you’ll have to move. Both of us move, and move together, right? It’s impossible for me to move alone.
__________ (好吧，刚才您说我方应降价10%， 让我们各让一半，5% 如何？就因为是老朋友，我才给您5% 降价，我方已经是亏本销售了。)
4．Well, perhaps the easiest way to do this is to allow us a commission increase on the sale of these new lines.
__________ (能不能想点其它的办法？因为产品的价格已作过精确的计算，提高佣金不太好办。但我们可以支付5000美元的费用支持促销活动，你们认为这样是不是更切实际一些？)
5．We are your old customers; please give us some priority on supply.
__________(好吧，按规定，我们只供给每位客户1000件，但我例外给您2000件，我已尽全力。)
6．I faxed the offer you made to my head office yesterday. The head office thought the price was unacceptable. It is 12% higher than that of the previous year. I think both of us need to move further to make an agreement.
__________(很高兴你方乐意与我们做生意。但我们的成本价上涨了很多，我能做的就是是价格仅上涨10%。 我方的优质羊绒衫按这个低价肯定会在你方市场畅销。)
7．There is one more thing to make
clear. I’d like to know in case of claims, which institution in
_________(如果我们之间发生了争执，我们可以请中国国际贸易仲裁委员会来解决。)
8. As one of our old customers, you know well that Chinese toys have enjoyed a good reputation in your market and will be selling well. The quick turnover will not only free your cost on L/C, but also benefit you a lot.
_________(你的话听起来不错，但我方仍认为用信用证支付不太合理，特别是在国际市场功能不景气的今天。为了达成交易，我们双方都需做些让步。50% 采用付款交单方式，如何？不然的话我们可能转向别的供应商。)
9. But there is still one last thing I’d like to mention here. Because the goods will be transshipped, I hope each case will be marked with details of weights, symbols of warnings and directions, as well as your own marks.
___________(没问题。实际上这些包装不仅防震，而且防潮。 我们已在箱上写上了如“请勿钩挂”、“避开热源”，和“轻搬轻放”的警示。希望你们对此能更放心一些。)
10．We’ve agreed to concluded the deal on a FOB basis. Even if you deliver the goods at the end of November, we still have to go through the Customs and this will take us about two weeks. If you manage to deliver the goods two or three weeks earlier, everything will be fine and we will be able to make it.
____________(好吧，因为这是地一笔生意，希望我们能达成交易。我将与厂家取得联系，请他们尽最大努力与11月中旬交货。也许一些其它订单将被取消。我们将与你方保持联系。)
11．According to the stevedore’s report, damaged cargos have been found in No. 1 hold. We think the damage was due to poor dunnaging.
___________ (什么，是不合格货垫？不，我不同意这种说法。我认为破损是有装卸公司造成的。)
12．Firstly I’d like to know something about cargo insurance.
___________(货物保险是保险公司的一线主要业务。货物运输有不同的方式：海上运输，陆地运输，空中运输等等。货物也是各种各样的---有一般货物，冷藏货物，散装原油，活畜生禽及其它。)
13．There are risks like F.P.A and W.P.A. I know that FPA stands for “Free from Particular Average”, while WPA stands for “With Particular Average”. That means WPA covers more risks that FPA, doesn’t it?
____________(是的，水渍险条款承保一定百分比的单独海损性质的损失，而平安险则不包括这部分。平安险可说是保险范围较小的一种险别。)
14．What should we do if we suffer loss or damage of our consignment?
____________(如果这样的话，你方可向验货代理或理赔代理申请立刻进行货损检验。如果没有这方面的人，也可找当地合格的公证人进行检验。)
15．The problem mainly stems from the excessive moisture of the goods. If there hadn’t the excessive moisture, we wouldn’t have come for a settlement.
____________(我能看一下你们检验局的报告吗？你们的分析是用保留货样做的吗？我们对达到目的地后的货物受潮不负责任。)
16．What kinds of disputes do you usually handle?
_____________(很多。例如由对外贸易，货物运输，保险，技术转让，租赁等引起的纠纷。)
17．We’re really pleased to know that
you find our products satisfactory and that you think there is room for
expanded sales in
______________(那都是为了我们双方共同的利益。我们还意欲做你们的单家代理。如您所知，将产品卖给不同的进口商容易是生意复杂化。我们在丝绸生意上经验丰富且在此行业中与所有居领先地位的批发商和零售商都有联系。)
18．If your price is reasonable and I can get the commission I want, we can place an order immediately.
____________(原则上，我们不给佣金。但如果订货量大，我们回考虑的。从价格单上您会发现我们的价格非常有竞争力。)
19．Could you make sure that the goods will be delivered before May so that they can catch up with the sales season before the Children’s Day?
_______________(这样的话，你方最好
20．I need to check with my company about it. But what kind of installment payment do you have in mind?
________________(我们想先支付头期货款。发货后，根据项目安装的进度，我们分四次付清期于款项。)
II、Translate the following sentences into
Chinese or vice versa.(30%)
1.The above inquiry was forwarded to you on Oct.10, but we haven’t received your reply until now. Your early offer will be highly appreciated.
2. I think your goods will find a ready market in
3.One principal that should be remembered clearly during inquires is that you should only request prices from 2 or 3 companies and no more; besides, you should not specify the amount or the quantity of your order.
4. We can quote you a price of 150,000 Italian lire per 100 units, though I regret that , because of fluctuating exchange rates, we can only hold this price for 3 weeks from today’s date.
5. Offer is usually the first step in actual business transactions. Customarily, it’s issued by the seller to the buyer, and thus it’s caller “seller’s offer”. Sometimes, however, the buyer will issue offer to the seller. This practice is called “buyer’s offer”, or “bid”.
6. There is no doubt that your facilities are of high quality. But many foreign telecommunication companies wish to come into the Chinese market such NORTEL, AT&T, etc. The competition is very keen. I understand some companies are lowering their prices and offering technical assistance and after-sale services.
7. Should buyers like to trade with us on C&F basis and insure the goods themselves, only 0.5% is to be deducted from the C.I.F. price.
8. Your commission is based on the invoice value after the deduction of freight and insurance.
9. We
are pleased to advise you that your order No. 1245 has now been put on the No.
161 Beijing---
10. Thank you for your order for pure cotton bed sheet, but unfortunately we have run out of the material you asked for. As you have particularly requested only pure cotton, we will not offer a substitute, but hope we will get delivery of a new consignment within next three months. Please contact us then.
11. No adjustment shall be made and the Contract price shall remain unchanged for the first thirty days of delay in delivery of the vessel beyond the delivery date as defined in Article VII hereof.
12. We always think our commercial reputation is of first importance and promise that the execution of the contract will not be affected no matter what happens.
13. We are a small company and opening an L/C is quite costly and will tie up the capital of our company. Can you be a bit more flexible and bend the rules a little?
14. We will open the confirmed, irrevocable L/C without recourse, payable at sight against presentation of shipping documents to the negotiating bank at the port of shipment.
15. Considering that you’re an old client of ours, we can let you make the payment by usance L/C, and pay the interest according to the rates on international monetary market.
16. The first installment payment on deferred payment will be made in 12 months after completion of shipment for 90% of the contract value.
17.Although the cartons are light and easy to handle, we think it is not strong enough to be shipped.
18. Solid packing and overall stuffing can prevent the cases from vibration and jarring.
19. Time charter charges are calculated on the tonnage of the ship (i.e., the weight of the ship) plus running costs of the vessel, excluding wages. So the larger the ship, the more the chartered pays, regardless of whether he ships 500 tons or 5000 tons.
20. The
cost of freight Heathrow/
21. Would you please handle all the shipping formalities and insurance, and send us seven copies of the bill of lading, five copies of the commercial invoice, and the insurance certificate?
22. As per the terms of the contract, we forwarded you by air mail a full set of non-negotiable documents immediately after the goods were loaded.
23. Inspection of commodities shall cover: quality, specifications, quantity, weight, packing and requirements for safety and sanitation/hygiene.
24. Many methods are used in commodity inspection, such as screening (100% of items), lot sampling and continuous sampling, and so on.
25. We can cover various kinds of insurance, including F.P.A. (Free from Particular Average), W. P. A. (With Particular Average), A.R. (All Risks), T.L.O(Total Loss Only), etc.
26. Unless we hear from you to the contrary, we shall arrange the insurance on the cargo against the usual risks, for the value of the goods plus freight.
27. Because of this postponed delivery, we’ll have to bear the additional cost of one month’s rent of the storage place, and the losses of bank interest, insurance and the possible rot thereby arising.
28. As the quality of the goods was much lower than required, we therefore are lodging a claim of $ 1,000 for inferior quality.
29.The consignment was carefully inspected before shipment and in perfect condition when they left here so your claim has obviously no sufficient evidence to support it.
30. With the support of the certificate submitted by our Inspection Bureau, we are here to lodge a claim on the quality and the shortweight of the good plus the survey fee.
1．贵方的瓷器在欧洲很受欢迎。我们欲订购。请告知我方你们能提供什么样的产品，以及你们的销售条件，如支付方式，交货日期，折扣率。
2．我们通常给予20%的商业折扣，外加订货1000件以上的数量折扣。
3． 所有报盘都以我方最后确认为准，实盘例外。除非另有规定或协议，所有价格均没有折扣。
4．我对你们的化工产品很感兴趣，请你是否能就下列产品报给我纽约港的到岸价。
5． 我们的还价和国际市场的价格是相符的。如果您接受的话，我们将说服客户向你们订购。
6．这是我们的最低价，我不能在让步了，请理解我们的难处。
7．如果我方订购的颜色无货，其替代颜色也可以，但式样应是订单上规定的式样。
8．我们公司依靠薄利多销，快速周转，所以不能提供长期信贷。
9．假如谈判不能解决问题，双方同意将其交双方都能接受的第三国仲裁。
10．如果合同一方形势发生变化，不能如期按原合同规定来完成，就应要求另一方修改合同的有关条款。
11．我方银行同知我们已收到装运单并将我方信用证转到你方帐户。望收到后马上装船并电告我方货船的名称及开航日期。
12．随函附上贵方第C8312号价值1050美元订单的形式发票1164号。 货物已经包装好，正待装运。一收到贵方支票，我方立即发货，几天后就可以到达。
13．我们这次例外接受你方承兑交单的付款方式，但这不是我方的通常做法。
14．为使损失减少到最低限度，我们对货物的包装足以承受长途海运。
15．由于我们两地间有定期直达班轮，所以希望海运我们订的这批货。
16． 如果你方填写好所附的装运单并于交货前两天通知我方，我方司机取货时，会把发票给你方。
17．如果你方想在香港装运货物，你方信用证必须在装船月份前到达我处，以便我方能够向运输公司预订舱位。
18．偷盗险，谈水雨淋险，油渍险，钩损险，破损险，渗漏险，污染险，变质熄那等在保险单中被特别提出来，所以必须单独申请。
19．你方作为投保人，如果能代表我方和承包人接洽处理问题的话，我方将不胜感激，保单号为3357824。
20．这批货与合同中的规格不符。如果你们减价10%，我们才能接受这批货。
III、Dialogue Situations: (50%)
Students are asked to make two dialogues based on the following materials:
1. You sell Three Fives stainless steel cookware(三五牌不锈钢器皿) on behalf of China National Light Industrial Production Imp & Exp Corp. , Shanghai Branch (轻工总公司上海分公司) at the Trade Fair. Now a businessperson from U. K comes to your and makes an inquiry about your Three Fives cookware, which your sell only in sets. Every set consists of 5 pieces: two pans, big and small; and three pots, small, medium and large. Each set is sold for $ 89 FOB Huangpu, and shipment is within 45 days. Now you discuss with him from inquiry to offer and counter offer and date of delivery.
2.
You’re an agent in
3. You represent China National Instruments
Imp & Exp Corporation (中国仪器进出口总公司). You’re on a purchase trip to
4. You sell Grangxi bamboowares (广西竹制品) on behalf of China National
Native Produce and Animal By-products Imp & Exp Corp., Guangxi Branch. A
businessman from
5. You represent China National Cereals,
Oils & Food Stuffs Imp a& Exp Corp (粮油总公司). You’ve placed a total order for 200 000 metric tons of wheat,
FOB,
6. You signed a Chinese furniture contract
with a
7．You represent China National Chemical Imp & Exp Corp., Shanghai Branch. An Australian businessman has ordered from you $16 000 of your Winged Tiger Brand paints (飞虎牌油漆). He wants them to be packed in different sized tins : 3 gallon tin, 5 gallon tins and 7 gallon tins. Besides, he wants to ship the goods to two different ports: Belbourne (墨尔本) and Port Kembla (堪培拉); and he asks you to help him arrange ships. You decide what you can do and what you can’t do for him.