Lesson16--20

1、Lesson 16-20I Shipping instructions:FOB free on board(装运港船上交货) FCA free carrier(货交承运人) FAS (free alongside ship)-船边交货价Lesson 16 Shipping Instruction and Advices1方式上 ：第一，FCA的交货点不与运输工具相联，它的交货点是空运承运人在飞机场接受货物的地点。 第二，FCA卖方负责安排航空运输，而FOB条件下，安排运输是卖方的额外义务。 II. FCA和 FOB的区别II. FCA和 FOB的区别第三，FCA的航运提单不具有物权凭证的性质。

2、它是承运人或代理人所签发的货物收据，是托运人与承运人之间运输合同的证明。收货人在目的地不是凭航空货运单提货，而是凭航空公司的提货通知单提货 2、地点上 1、风险划分界限不同 FOB是船舷 FCA 是承运人为止 2、FCA 适合包括多失式联运在内的各种运输方式.FOB只适合船运 3、总结如下：1.风险转移界限不同：FOB的风险转移界限在货物运过装运港船舷 FCA的风险转移界限在货加承运人处置时起2.交货地点不同： FOB在装运港口 FCA在出口国内地、港口 3.适用的运输方式不同： FOB适合水上运输 FCA适合任何运输方式 III. Layout of letterThe informatio

3、n is neutraldirect plan or approachUseful words & expressions S.S =steamship, m / v =motor vesselSteamer, forwarder, mark, shipping mark, carton, initial, Estimated time of dispatch (ETD)Estimated time of arrival (ETA)Take delivery, packing list, insurance policy, survey reportIV. Keys to ExercisesI

4、. Choose the best answer:15 d d b d c 610 c b d d a 1115 d d b b dII. Put the following into Chinese(see the reference)Lesson 17 InsuranceI. Information is neutral-direct plan or approachII. General insurance1.coverage-home contents, motor vehicle, income2. Personal accidenttravel ,life insurance,3.

5、 Marine insurance-all risks coverage (全险）General coverage (共同海损）With Particular average (WPA) 单独海损险/水渍险3. Marine insurance-all4. Free of Particular Average (FPA) 无单独海损险/平安险5. WAR RISK 战争险/兵险6. Inherent Vice 内在缺陷7. WAREHOUE-TO-WAREHOUSE protection仓库至仓库保险条款III. Useful Words & PhrasesBasic risks, speci

6、al risks, premium, breakage, extra, Franchise, insure, cover, General Additional Risks:(Theft, Pilferage and Non-Delivery Risk, TPND)(FWRD, Fresh Water and Rain Damage Risk)(Leakage Risk, Shortage Risk)(Intermixture and Contamination Risk)(Clash and Breakage Risk, Taint of Odor Risk)IV. Keys to Exer

7、cises I. Choose the best answer15 b b b d a 610 a b a d a II. Put the following into English(See the reference)Lesson 18 ComplaintsI. Information is negative-direct plan or approachII. A suggested Customer Complaint ProcedureProvide customer with the opportunity to complain,2. Give customers your fu

8、ll and undivided Attention,3. Listen completely,1.4. Ask the key question: “what else”5. Agree that a problem exists, never disagree orargue,6. apologize,7. Resolve the complaint;8.Thank the customer for bringing the complaint to your attention.III. Handling ComplaintsI) Unjustified complaints (无理投诉

9、）1. attitude, 2. tips-tell the customer that you have received his/her complaint,-tell the customer politely that the complaint or claim is not justified.-explain why you are not responsible fro the problem.-be helpful in offering assistance or suggestion-when possible, be cooperative in compromise

10、or partial adjustments.III. Handling ComplaintsII) Justified complaintsPAIR-placate, attend, investigate, and resolveFive-step method-listen-open-minded-respond-show concern and empathy-decide on action-take action-act promptly-follow upIV. Keys to ExercisesI. Choose the best answer15 c d a c d 610

11、c d c d b 1115 b b d d a II. Put the following into English(See the reference)Lesson 19-20 ClaimI. information-positive-direct plan or approachII. Information-negative-indirect plan or approachIII. Useful words & expressionsShort-weight, evidence, inspection bureau, improper packing, register, settl

12、ement, look into, handle, overlook, upcoming, credit, adjustmentIV. Useful information1. Complaining and replying2. Problems3. Remedies and suggestions4.Investigation 5. Apologies6. Rejection of complaints7. Warning and legal actionV. Keys to ExercisesLesson 19I. Choose the best answer15 b a a a b d

13、 610 d d a d c 1115 c b a a cLesson 20I. Choose the best answer15 b c c b b 610 a c a b d 1115 a c c d cVI. Keys to April 2009一、单项选择15 C B A C A 610 D D C D B 1115 A C D B C 1620 A C B C D二、填空题21.for 22. reference 23.amend 24. favor.by25. in26.in 27. without 28. fromat 29.to.for 30. of31. by 32. wit

14、hfor 33. to 34.of 35. on 36. by 37. with 38. of 39. on / upon 40. for 41. for三、英汉翻译42. 我们真诚地希望质量与合同中规定的一致。43. 至于短缺的货物,我们建议你们在下一次交货中补上.44. 就我所知如果货物在此港口转运,会有偷盗及货损的风险.45.由于保费因保险范围不同而不同,因此如需增加保险类别,额外的保险费由买方负担.46. 由于装运耽搁,买方敦促卖方作出解释.三、英汉翻译47. 我们已经在海河号轮船上定了货舱.航程一般为三周.48. 经与银行核查,我们得知你方信用证还未到达.49. 只要我们的客户能履行

15、其义务,我们将继续向他们提供信货.50. 你会发现我们的报价比你从别处得的要优惠.51. 由于你方发错货,我们只能要求你们将我们的定货发来.四、汉英翻译52. They can not accept any fresh orders because of heavy commitments.53. Our price is a little bit higher, but the quality of our products is better.54. The buyer suggested D/A as the terms of payment, but the seller was un

16、willing to make any exception.四、汉英翻译55. The bill of lading should be marked with “freight prepaid”.56. Usually , it is cheaper to have the goods sent by sea than by railway.五、撰写英文书信Dear sirs, Thank you very much for your quotation and samples of March 21. We have carefully studied your quotation. We

17、 appreciate the high quality of your products, but your prices are much higher that those offered by other suppliers for the products of the same quality. Regretfully, we have no alternative but to五、撰写英文书信Decline your quotation and meet our requirements elsewhere. We are regular buyers of these arti

18、cles and we shall invite your quotations in the future. Yours faithfully,VI. Keys to April 2010一、单项选择15 D C C D A 610 B A B A C 1115 A B C D D 1620 A D D D A 二、填空题21. extend 22. against 23. place 24. freight 25. on26. at 27. for 28. with 29. in for 30. onof31. withfor 32. to 33. forin 34. intowith 3

19、5. towith 36. from 37. down 38. in 39.to三、英汉翻译40. 因我厂目前接以大量的订单，因此我们很遗憾不能接收你方的订单。41.有关我方的信用状况的任何信息,你方可以联系中国银行,北京支行。42. 这是一个技术性的问题,我方会竭诚为您联系技术部.43.我方非常荣幸与你方建立贸易往来。我们的努力是值得的，长时间的协商有利于我们的贸易。三、英汉翻译44.收到相关资料以后,我们会及时告知贵方感兴趣的产品。45.由于原材料价格上涨, 我方恐怕也要相应地调整产品价格。46. 你方若能把价格降到2150港币,也许能成交。47.按照你方不迟于11月20日中午答复的要求，

20、我方给出以下的报盘。48.鉴于目前我方现金储备有限，再占用3至4个月的资金会给我方的业务带来问题。49. 我方负责更换受损货物。四、汉英翻译50. We sincerely hope that the quality is in conformity with the contract stipulations.51. Goods inspection shall be completed one month after the arrival of goods.52. In case the goods are transshipped, we should have to overpay the freight.四、汉英翻译53. Establishing the letter of credit will increase the cost of import.54. We shall appreciate it very