商务英语听说教程下unit10TradeForms课件

商务英语听说教程下unit10TradeForms商务英语听说教程下unit10TradeForms1ContentsUnit1

CustomerServiceUnit2PromotionUnit3

TradeFairUnit4

TradeNegotiationUnit5

Quality,QuantityandPackagingUnit6

PaymentUnit7

TransportationUnit8

InsuranceUnit9

DisputesandClaimUnit10TradeFormsContents2Pre-listeningListening

PartA

PartB

FurtherPracticeActivitiesUnit10TradeFormsPre-listeningUnit10TradeFo3Pre-listening

2.Findoutthetermsoftradeformsbasedontheexplanationsgiven.exclusive/solesale,agency,consignment,future/forwardbusiness,bartertrade,internationaltender,thejointinternationalventure,processingtrade/improvementtrade,compensationtrade,internationalleasing,licensingtrade/technologytrade,internationalinvestmentexclusivesale/solesaleconsignment1.Makealistofthetradeformsthatyouknow,andexchangeyourliswithyour

classmates.(1)

meansthatanexclusivedistributororagencyisgrantedanexclusiverighttoselltheproductinaparticular

areaortoaparticulartypeofcustomerbytheexporter.(2)

meansthataconsigneeimportsgoodsbutdoesnot

payforthemimmediately.Theconsignorhastowaituntilpartorallof

goodshavebeensoldbytheconsignee.Inthisprocess,theconsignoris

theprincipalofthegoodsandtheconsigneesarethefirm,companyor

agentspecialized.Discussingroupsoffourthefollowingquestionsandreporttheanswerstothewholeclass.Pre-listening

2.Fi4(3)

meansthatadomesticenterpriseissuppliedwithmaterialsorpartsbyaforeignenterprise,andmakesthemintofinishedgoodsforexport

fortheforeignsuppliertoearnprocessingfee.(4)

meansthatforeignfirmsprovidethedomesticenterprises

withequipmentandtechnology,paymentofwhichismadewiththegoods

manufacturedwiththeequipmentandtechnologyorwithothergoods.(5)

meansdoingbusinessbyexchanginggoodsofonesortforgoodsofanothersortwithoutusingmoney.(6)

meansthatasuppliersellstherightofusingtechnologytoanacceptorbywayoflicense.Underalicensingagreement,thelicensorgrants

rightstothelicensee,eitherexclusiveornon-exclusive,includingpatents,

trademarks,know-how,cessingtradecompensationbartertradelicensingtrade(3)5Listening

PartA-Task1ConversationMr.BrownandMs.Qiaretalkingoverbuy-back.Listentotheirconversationonceandnumberthefollowingeventsaccordingtotheorderinwhichtheyoccur.a.Qidiscussedwiththetechnicians.b.Qievaluatedthelengthoftimeforhercompanytocompletethe

payment.c.Qistudiedthecatalogueofthemachine.d.QiaskedthepreferenceofMr.Brownbetweentotalandpartial

compensation.e.QipreparedadraftagreementwithMr.Brown.f.QiaskedthepreferenceofMr.Brownbetweenbuy-backandcounter

purchase.g.Qitoldthatthepriceforthemachineishigh.cagfdbeListening

PartA-Task1Co6PartA-Task2Conversation1.Listentothemonologueonceandfillinthemissingwords.

ofinternationaltradeincludeagency,

,consignment,futurebusiness,

andtender.

ofinternationaltrademainlyare

,processingtrade,compensation,leasing,

andinternationalinvestment.(1)Anagencyariseswhenaprincipalauthorizesathirdpartytoactonbehalfofthe

principal.(2)Thecommissionforanagentisnormallyapercentageofthepriceofthegoods

theagentsold.(3)Thefourtypesofagentareordinaryagent,generalagent,excludedagentandDel

credereagent.(4)Aprincipalmayappointseveralgeneralagentsinonearea.(5)Delcredereagenttakesthecreditriskforordersandisresponsibleforpayment

iftheprincipalfailstopay..2.Listentothemonologueagainandcorrecttheerrorineachstatement.Thereisonlyoneerrorineachstatement.TraditionalformsexclusivesalebartertradeNewformsjointventuretechnologytransfer(anagent)(value)(exclusive)(ordinary)(customer)PartA-Task2Conversation17PartA-Task2ConversationUsefulSentencesorExpressionsBelowaresomeusefulsentencesandexpressionswhichcanbeusedintalkingabouttradeforms.OncompensationtradeWemayconsiderundertakingcompensation.Whichdoyouprefer,buy-backorcounterpurchase?Doyouwishtohaveatotalcompensationorapartialone?Compensationisconsiderpreferablebyoursidesinceitsavesusforeignexchange.Youpayusthroughtheproductsmadebyourequipment.L/Cshallmakepaymentofcountersaleproductspayableatsight,andequipmentshallbemadeondeferredterms.OnagencyWhatarethetermsonwhichyou’dliketoactasanagent?Anannualturnoverof10,000piecesisconservativeforasoleagent.We’dliketohavethepleasureofbeingofferedyoursoleagency.We’llpayyouacommissionof5%basedonFOBvalues.I’mheretosignasoleagencyagreementwithyouforaperiodof3years.Asanexperiencedfirm,wewon’tmakeourprincipaldisappointed.OnconsignmentWhatisthecommissionfortheconsignment?Whatareyourtermsonconsignment?We’llofferyou20%offthepricelist.Youdon’tmakeanypaymentinadvance.Thesettlementistobemadeforafixedperiodoftime.Onsaleorreturnbasis?PartA-Task2ConversationU8PartA-Task2ConversationOntechnologytransferWecantransferourtechnologytoyou.Whataboutthepaymentforthetechnology?Aninitialdownpaymentof100,000anda5%royaltyofthenetsaleprice.Buyingtechnologyisbetterthanbuyingtherighttousethepatent.Willthelicensebeexclusiveornon-exclusive?Howcanyoumakeusmastertechnologicalknow-how?OnprocessingtradeHowmuchisyourrateofprocessingcharges?Processingfeeshouldbefixedupontheworldlaborprice.Thematerialswillbedeliveredtoyourwarehouseatourexpense.Wecanproduceshoesaccordingtobuyer’sdesignandmaterials.Processingwithsuppliedmaterialshasbeenourusualpractice.Whatproductsdoyouwantbyprocessingandassembling?Whatwillbethequantityofthefinishedproducts?PartA-Task2ConversationO9PartA-Task3Follow-upAisfromtheUS,lookingforaconsigneeinShanghaiforhiscosmetics.BisamanagerofaShanghaicompany.AintroducesthepopularityofthecosmeticsandfeaturesforOrientals.BintroducestheadvantagesfordoingbusinessinShanghai.Thentheytalkovertermsofconsignment,commission,andsettlement.Youmayusethesentencesorexpressionsabove.PartA-Task3Follow-upAis10PartB-Task1VocabularyBuildingMatchtheChinesetranslationwiththewordorphrasewhichhasthesimilarmeaning.PartB-Task1VocabularyBu11PartB-Task2

Conversation1.Listentotheconversationonceandanswerthefollowingquestions.a.HowcantheChinesetechniciansmasterthetechnicalknow-how?b.Howmuchistheinitialdownpayment?c.HowmuchpercentroyaltydoesMr.Anhavetopay?d.Howmanysetsofwashingmachinearesoldannually?e.Hasthepotentialimprovedtechnologyincludedinthetotalpayment?Getassistancefrom2Americantechniciansfor6months.200,000dollars.3%.Over200,000sets.Yes.2.Listentotheconversationagainanddecideontheconditionsfortechnologytransfer

accordingtotheconversation.PartB-Task2Conversation12PartB-Task3Monologue1.AneconomicanalystisreportingresultsofaninvestigationonChina’sprocessing

trade.Listentothespeechonceandwritedowntermsthatindicatefigures.a.TheproportionofChina’sprocessingexports

higherthan

50%,whereasprocessingimports

about35%.b.In2010processingexports

about55%oftotalexports.c.Processingimportsaccountedfor

45%oftotalimports.d.Processingimports/exportswithassemblyis

7.12%ofChina’stotal

imports/exports.e.Processingwithimportedinputsaccountsfor

22%oftotal

imports.()Processingwithassemblywasprevalentinthe1990s.()Increaseinprocessingexportsindicatesvalue-addingoftheprocessingtrade.()Inthisspeech,processingwithassemblyreferstoprocessingwithraw

materials.()IncreaseinprocessingwithimportedinputsindicatesChina’seconomic

development.()Firmsdoingprocessingwithassemblypaythematerialstheyimport.()Processingwithassemblydoesn’trequireimportduty.()Firmsdoingprocessingwithassemblycanobtaindutyrebatelater2.Listentothespeechagainanddecidewhetherthefollowingstatementsaretrueor

false.WriteTforTrueandFforFalse.TFFFFremaineddeclinedaccountedapproximatelytoformoreroughlythanTTPartB-Task3Monologue1.An13FurtherPracticeActivities

Task1ReadingReadthepassageanddiscussthefollowingquestionswithyourteammates.Task2TeamworkFormgroupsoffourtoinvestigatethefirst3prevalenttradeformsinthe1980s,1990s,and2010sinChina,andthenpresenttothewholeclass.Comparethefiguresandanalyzethepotentialfactorsforanychanges.TapeScriptsandKeysTapeScriptsandKeysFurtherPracticeActivities

Ta14Anauctionisaprocessofbuyingandsellinggoodsconductedbyanofficiallyapprovedauctioneer.Theauctioneerasksthecrowdtobidandthensellstheitemtothehighestbidder.Ineconomictheory,anauctionmayrefertoanymechanismorsetoftradingrulesforexchange.Theword“auction”isderivedfromtheLatinaugeōwhichmeans“Iincrease.”Auctionshavealonghistory,havingbeenrecordedasearlyas500B.C.AccordingtoHerodotus,inBabylonauctionsofwomenformarriagewereheldannually.DuringtheRomanEmpire,Romansoldierswouldoftendriveaspearintothegroundaroundwhichthespoilsofwarweretobeauctionedoff.Laterslaves,oftencapturedasthe“spoilsofwar”,wereauctioned.Therearemanytypesofauctions.Forexample,EnglishAuction,knownasanopenascendingpriceauction,isarguablythemostcommonformofauctioninusetoday.Participantsbidopenlyagainstoneanother,witheachsubsequentbidrequiredtobehigherthanthepreviousbid.InDutchAuction,knownasanopendescendingpriceauction,theauctioneerbeginswithahighaskingpricewhichislowereduntilsomeparticipantiswillingtoaccepttheauctioneer’sprice.Thewinningparticipantpaysthelastannouncedprice.商务英语听说教程下unit10TradeForms课件15InSealedFirst-priceAuction,allbidderssimultaneouslysubmitsealedbidssothatnobidderknowsthebidofanyotherparticipant.Thehighestbidderpaysthepricehesubmitted.All-payAuctionisanauctioninwhichallbiddersmustpaytheirbidsregardlessofwhethertheywin.Thehighestbidderwinstheitem.SilentAuctionisavariantoftheEnglishAuctioninwhichbidsarewrittenonasheetofpaper.Attheendoftheauction,thehighestlistedbidderwinstheitem.Thisauctionisoftenusedincharityevents.Theauctionis“silent”inthatthereisnoauctioneerselling.Thebidderswritetheirbidsonabiddingsheetoftenleftonatableneartheitem.Questionsfordiscussion:HowisEnglishAuctiondifferentfromDutchAuction?WhydoyouthinkSilentAuctionisoftenusedincharityevents?Howisauctionsimilarwithbidininternationaltrade?Andhowarethey

different?InSealedFirst-priceAuction,16商务英语听说教程下unit10TradeForms商务英语听说教程下unit10TradeForms17ContentsUnit1

CustomerServiceUnit2PromotionUnit3

TradeFairUnit4

TradeNegotiationUnit5

Quality,QuantityandPackagingUnit6

PaymentUnit7

TransportationUnit8

InsuranceUnit9

DisputesandClaimUnit10TradeFormsContents18Pre-listeningListening

PartA

PartB

FurtherPracticeActivitiesUnit10TradeFormsPre-listeningUnit10TradeFo19Pre-listening

2.Findoutthetermsoftradeformsbasedontheexplanationsgiven.exclusive/solesale,agency,consignment,future/forwardbusiness,bartertrade,internationaltender,thejointinternationalventure,processingtrade/improvementtrade,compensationtrade,internationalleasing,licensingtrade/technologytrade,internationalinvestmentexclusivesale/solesaleconsignment1.Makealistofthetradeformsthatyouknow,andexchangeyourliswithyour

classmates.(1)

meansthatanexclusivedistributororagencyisgrantedanexclusiverighttoselltheproductinaparticular

areaortoaparticulartypeofcustomerbytheexporter.(2)

meansthataconsigneeimportsgoodsbutdoesnot

payforthemimmediately.Theconsignorhastowaituntilpartorallof

goodshavebeensoldbytheconsignee.Inthisprocess,theconsignoris

theprincipalofthegoodsandtheconsigneesarethefirm,companyor

agentspecialized.Discussingroupsoffourthefollowingquestionsandreporttheanswerstothewholeclass.Pre-listening

2.Fi20(3)

meansthatadomesticenterpriseissuppliedwithmaterialsorpartsbyaforeignenterprise,andmakesthemintofinishedgoodsforexport

fortheforeignsuppliertoearnprocessingfee.(4)

meansthatforeignfirmsprovidethedomesticenterprises

withequipmentandtechnology,paymentofwhichismadewiththegoods

manufacturedwiththeequipmentandtechnologyorwithothergoods.(5)

meansdoingbusinessbyexchanginggoodsofonesortforgoodsofanothersortwithoutusingmoney.(6)

meansthatasuppliersellstherightofusingtechnologytoanacceptorbywayoflicense.Underalicensingagreement,thelicensorgrants

rightstothelicensee,eitherexclusiveornon-exclusive,includingpatents,

trademarks,know-how,cessingtradecompensationbartertradelicensingtrade(3)21Listening

PartA-Task1ConversationMr.BrownandMs.Qiaretalkingoverbuy-back.Listentotheirconversationonceandnumberthefollowingeventsaccordingtotheorderinwhichtheyoccur.a.Qidiscussedwiththetechnicians.b.Qievaluatedthelengthoftimeforhercompanytocompletethe

payment.c.Qistudiedthecatalogueofthemachine.d.QiaskedthepreferenceofMr.Brownbetweentotalandpartial

compensation.e.QipreparedadraftagreementwithMr.Brown.f.QiaskedthepreferenceofMr.Brownbetweenbuy-backandcounter

purchase.g.Qitoldthatthepriceforthemachineishigh.cagfdbeListening

PartA-Task1Co22PartA-Task2Conversation1.Listentothemonologueonceandfillinthemissingwords.

ofinternationaltradeincludeagency,

,consignment,futurebusiness,

andtender.

ofinternationaltrademainlyare

,processingtrade,compensation,leasing,

andinternationalinvestment.(1)Anagencyariseswhenaprincipalauthorizesathirdpartytoactonbehalfofthe

principal.(2)Thecommissionforanagentisnormallyapercentageofthepriceofthegoods

theagentsold.(3)Thefourtypesofagentareordinaryagent,generalagent,excludedagentandDel

credereagent.(4)Aprincipalmayappointseveralgeneralagentsinonearea.(5)Delcredereagenttakesthecreditriskforordersandisresponsibleforpayment

iftheprincipalfailstopay..2.Listentothemonologueagainandcorrecttheerrorineachstatement.Thereisonlyoneerrorineachstatement.TraditionalformsexclusivesalebartertradeNewformsjointventuretechnologytransfer(anagent)(value)(exclusive)(ordinary)(customer)PartA-Task2Conversation123PartA-Task2ConversationUsefulSentencesorExpressionsBelowaresomeusefulsentencesandexpressionswhichcanbeusedintalkingabouttradeforms.OncompensationtradeWemayconsiderundertakingcompensation.Whichdoyouprefer,buy-backorcounterpurchase?Doyouwishtohaveatotalcompensationorapartialone?Compensationisconsiderpreferablebyoursidesinceitsavesusforeignexchange.Youpayusthroughtheproductsmadebyourequipment.L/Cshallmakepaymentofcountersaleproductspayableatsight,andequipmentshallbemadeondeferredterms.OnagencyWhatarethetermsonwhichyou’dliketoactasanagent?Anannualturnoverof10,000piecesisconservativeforasoleagent.We’dliketohavethepleasureofbeingofferedyoursoleagency.We’llpayyouacommissionof5%basedonFOBvalues.I’mheretosignasoleagencyagreementwithyouforaperiodof3years.Asanexperiencedfirm,wewon’tmakeourprincipaldisappointed.OnconsignmentWhatisthecommissionfortheconsignment?Whatareyourtermsonconsignment?We’llofferyou20%offthepricelist.Youdon’tmakeanypaymentinadvance.Thesettlementistobemadeforafixedperiodoftime.Onsaleorreturnbasis?PartA-Task2ConversationU24PartA-Task2ConversationOntechnologytransferWecantransferourtechnologytoyou.Whataboutthepaymentforthetechnology?Aninitialdownpaymentof100,000anda5%royaltyofthenetsaleprice.Buyingtechnologyisbetterthanbuyingtherighttousethepatent.Willthelicensebeexclusiveornon-exclusive?Howcanyoumakeusmastertechnologicalknow-how?OnprocessingtradeHowmuchisyourrateofprocessingcharges?Processingfeeshouldbefixedupontheworldlaborprice.Thematerialswillbedeliveredtoyourwarehouseatourexpense.Wecanproduceshoesaccordingtobuyer’sdesignandmaterials.Processingwithsuppliedmaterialshasbeenourusualpractice.Whatproductsdoyouwantbyprocessingandassembling?Whatwillbethequantityofthefinishedproducts?PartA-Task2ConversationO25PartA-Task3Follow-upAisfromtheUS,lookingforaconsigneeinShanghaiforhiscosmetics.BisamanagerofaShanghaicompany.AintroducesthepopularityofthecosmeticsandfeaturesforOrientals.BintroducestheadvantagesfordoingbusinessinShanghai.Thentheytalkovertermsofconsignment,commission,andsettlement.Youmayusethesentencesorexpressionsabove.PartA-Task3Follow-upAis26PartB-Task1VocabularyBuildingMatchtheChinesetranslationwiththewordorphrasewhichhasthesimilarmeaning.PartB-Task1VocabularyBu27PartB-Task2

Conversation1.Listentotheconversationonceandanswerthefollowingquestions.a.HowcantheChinesetechniciansmasterthetechnicalknow-how?b.Howmuchistheinitialdownpayment?c.HowmuchpercentroyaltydoesMr.Anhavetopay?d.Howmanysetsofwashingmachinearesoldannually?e.Hasthepotentialimprovedtechnologyincludedinthetotalpayment?Getassistancefrom2Americantechniciansfor6months.200,000dollars.3%.Over200,000sets.Yes.2.Listentotheconversationagainanddecideontheconditionsfortechnologytransfer

accordingtotheconversation.PartB-Task2Conversation28PartB-Task3Monologue1.AneconomicanalystisreportingresultsofaninvestigationonChina’sprocessing

trade.Listentothespeechonceandwritedowntermsthatindicatefigures.a.TheproportionofChina’sprocessingexports

higherthan

50%,whereasprocessingimports

about35%.b.In2010processingexports

about55%oftotalexports.c.Processingimportsaccountedfor

45%oftotalimports.d.Processingimports/exportswithassemblyis

7.12%ofChina’stotal

imports/exports.e.Processingwithimportedinputsaccountsfor

22%oftotal

imports.()Processingwithassemblywasprevalentinthe1990s.()Increaseinprocessingexportsindicatesvalue-addingoftheprocessingtrade.()Inthisspeech,processingwithassemblyreferstoprocessingwithraw

materials.()IncreaseinprocessingwithimportedinputsindicatesChina’seconomic

development.()Firmsdoingprocessingwithassemblypaythematerialstheyimport.()Processingwithassemblydoesn’trequireimportduty.()Firmsdoingprocessingwithassemblycanobtaindutyrebatelater2.Listentothespeechagainanddecidewhetherthefollowingstatementsaretrueor

false.WriteTforTrueandFforFalse.TFFFFremaineddeclinedaccountedapproximatelytoformoreroughlythanTTPartB-Task3Monologue1.An29FurtherPracticeActivities

Task1ReadingReadthepassageanddiscussthefollowingquestionswithyourteammates.Task2TeamworkFormgroupsoffourtoinvestigatethefirst3prevalenttradeformsin