《 外贸英语口语 》复习提要
为了帮助大家进行复习，现将1---10课(11---15课不作考试要求)的重点内容按照考试题型归纳如下：
一、用中文（能用英文更好）解释外贸术语（20%）
1.Shipping Agent
2.Insurable Value or Insured Value
3.Insurance
Coverage
4.Claim
5.Adjustment
6.Selling Agent
7.Sole Agent, Exclusive Agent
8.Compensation Trade, Counter Trade
9.Irrevocable L /
C
10.Prompt Shipment
11.Marketing
Channels
12.Certificate of Commodity Inspection
13.Processing Trade(Deal)
14.Tax Exemption
二、根据括号中的提示，用英语作出回答式反应（20%）
1. As
the sales volume of our garments in your market is limited, we
are thinking of appointing a local sales agent to help push the sales.
------（如果指定我公司为独家代理，一定全力为贵公司服务。）
2.
Our prices are so advantageous that we must insist on payment cash on delivery
without allowing any discount.
________ ( 关于这个新情况,得向总经理汇报后再同你联系)
3. I'd like to seek advice on developing processing business with
________（中国市场广大并有人力和其他生产成本低廉的优势。）
4. This
matter is entirely due to the carelessness on your part. We ask you to
take steps to make up for the loss caused to us.
--------- (我们一定尽快地使问题得到令人满意的解决。)
5.
----（ 已经注意到了，但还想了解即将要采取的步骤。）
6. Is it possib1e to compensate by other products?
---- （ 可以，可用间接产品，即不以进口设备所生产的产品，而以另一方所需其他产品偿付。）
7.What is meant by FPA?
____(不包括单独海损。负责赔偿整批货物在运输途中由于…等天灾造成的全损或由于… 等意外事故所造成的部分损失。)
8. What will be the insurable value?
——（通常是：货物成本+运费+保险费，并加买方合理利润（一般可
至发票金额的百分之十到十五。）
9.We
are convinced that there is a considerable market waiting to be developed for
your electrical appliances and should like to act as your agent in this line.
---- ( 我们也注意到极大的销售潜力， 准备指定一个销售代理，请告知能保证多大的年销售量。)
10. Will container-shipping add
to the transport cost?
______ (不一定。有很多有利条件：可加快货运过程，减少运输过程中的残损和损失，还可减少包装费用。)
11. Can
you tell me, Mr Wu, why should ocean cargo insurance be dealt with as an
essential tool of foreign trade?
______ ( 因进出口货物通常是海运, 要冒各种灾害的风险,如风暴… 等。保了险就可弥补损失。)
12. The purpose
of my present visit is to extend our agency agreement for another two years.
_______(须将年销售量提高到8%, 按目前的市场情况应能办到.)
13. How would payment be made under compensation trade
arrangement？
---- （ 买方将以商品而不是以外汇支付，有两种形式：制成的产品或其他商品。）
14. Is it important for people in foreign trade to know something about
shipping for which the shipping company is responsible?
—— （是的。要做到有效率，就要掌握货运程序和货运单据的细节。）
15.Do you see any possibility of developing freight business between our
two countries?
—— （空运业务不断增长。对一些商品如… 及贵重物品来讲, 空运是最佳选择.）
三、英汉互译 （30%）
1. We’re one of the largest cereals exporters in the
world. We understand you had a poor crop last year, and wou1d like to make you
an offer for the quantity you may want.
-----That’s
good of you. We would be pleased to start business with you.
2. I’d like to know what your specific
requirements are?
----We used to import wheat only, but for
this year, we require 5, 000 tons of wheat and 5, 000 tons of rice.
3.Is
it possible for you to supply the chemicals we require for shipment by the end
of May?
-----I’m
afraid not. Only one half is available by that time.
4. Are you ready to discuss the sales
terms and conditions now?
-----Yes. Here’s my quotation sheet with all the sales terms and
conditions.
5.
We’re a well-established importer of
steel with extensive connections on the home market. We
6.As the market is new to us, we are planning to start
with a small contract. If the sales prove satisfactory, larger contracts can be
signed.
—I fully share your view.
7. If you can raise the amount of your order to 1,000
tons, we could give you 1 percent discount.
—That’s a nice offer, indeed. But our
end users require a total of not more than 500 tons a year.
8. Well, Mr. Johnson, I think I’m convinced. I’m ready to
give you a 2 percent reduction in price if your order exceeds 1, 000.
— So, we have come to agreement again. My order is for 1, 200.
9. I
agree to your proposal. But this is subject to the final confirmation of our
headquarters. I’ll let you know tomorrow.
---I’ll be expecting your phone call then.
10.We regret that we have to cancel our
order because of the irregularity caused by you. We ask you to cover any
losses which might be caused as a result of. the cancellation of the contract.
---- It seems that you are dissatisfied with the goods
delivered. P1ease let us know what the problems are.
11.I’m afraid
I have to insist that you approach the insurance company for settlement, that
is, if you have included this risk in your coverage.
12. We
have been shipping goods in the same manner of packing for the last 10 years,
but have never received any complaint like this from our consignees. We are
sure we are not responsible for this irregularity. Please investigate the
matter again.
13. The
shortage may have been caused during the shipment by the vessel. We will
approach the shipping company for the irregularity. Meanwhile we sent you
goods to make up for the shortage today.
14. We
have for some years been acting as agent for several lines of Chinese products.
As we are a well-established firm familiar with the customers’ needs here, we
could also develop a good market for your products.
1.由于价格正不断上涨，我们建议你方马上定货，不要耽误。
2.这一报价的最低订货量为100台，所报价格以我方最后确认为准。
3. 由于我公司服装在贵国市场销售额不大, 我们考虑在当地指定一名销售代理,以提高销售量。
4．在检验时发现约有40%的箱子都破了,很明显是由包装不适所造成的.
5．我们要求得到保证，新的这批货不得使用多次使用的包皮、破损的包装或使用过的箱子。否则我们要提出索赔。
6．我们也做来料加工业务，在有充裕生产能力的地区，如客户有原料，我经常以这种方式进行合作，为世界市场生产产品。
7. 投保金额通常是这样计算的：货物成本+运费+保险费， 并加上买方合理利润。
8．你方所需的型号目前无货可供。此外，生产厂家在未来的几个月中定单已满。
9．我们将记住你方对这些产品的需求,一旦有货可供,我们将马上与你方联系。
10．这一报价的最低订货量为100台，所报价格以我方最后确认为准。
11. 按照你方指示, 我公司承担了水渍险, 未保破损险, 因此你所说的损失不在我公司责任范围内。
3, 场景对话. 30分 此题要求就规定场景自编一段2分钟左右的对话。
例如：
1. 询价和答复询价 2. 讨论货物的包装
3. 催交货物
4. 讨论货物短缺的原因 5. 索赔和理赔 8. 讨论付款条件
6. 申请销售代理
7. 海洋货物运输的险别 2. 讨论付款方式