《国际商务信函（英文）》课程教学大纲

PAGEPAGE27国际商务信函教学大纲TeachingProgrammeforInternationalBusinessLetter-Writing经济学院国际经济与贸易/国际商务教研室TableofcontentsITeachingpurposesandrequirements………………3IIPointstobenoted……………………3IIITeachingcontents……………………4Unit1…………………4Unit2…………………5Unit3………………..7Unit4…………………8Unit5…………………10Unit6…………………11Unit7…………………14Unit8…………………16Unit9…………………17Unit10………………20Unit11………………22Unit12………………23Unit13………………25IVperiodallocation……………………27VMainreferencedocuments…………….…………28Teachingpurposeandrequirements教学目的与要求Throughthestudy,thestudentsshouldmastertherelevanttheories,principles,theproceduresandtherelevantknowledgeofinternationalbusinesscommunications.Thestudentsshouldmasterthecommonlyusedsentences,phrasesandexpressionsofbusinesscommunications.Thestudentsshouldmastertheskillsofwritingbusinessletters.Pointstobenoted应当注意的问题Internationalbusinesscommunicationisoneofthemainspecializedcoursesforstudentsmajoringininternationaltradeandeconomicswhichshouldbetaughtin3rdyear(6thsemester)ofthecollegeteaching.Beforestudythiscourse,thestudentsshouldhavelearnedtherelevantcourseslikeINTERNATIOANLTRADE,PATCTICEOFINTERNATIONALTRADE,INTERNATIONALFINANCE,INTRENATIONALCOMMERCIALLAW,MARKETINGandINTERNATIONALBUSINESSNEGOTIATION.Themainmethodisteachingtogetherwithstudents’participation.IIITeachingcontentsUnitOneBusinessLetterWritingIKeypoints重点ThesevenmainpartsconsistingabusinessLetterwriting:IIDifficultpoints难点EssentialsofBusinessLetterWritingIIITeachingcontents教学内容I．EssentialsofBusinessLetterWriting/Essentialqualitiesofbusinessletters/theso-calledthreeCsClearness：thelettershouldbeexactandclear,trytouseplainandsimplewordsConciseness:Don’twritethoseunnecessarywords/sentenses.Courtesy:promptness:Writetheletterinthe“you“attitude.Andtobepoliteenough.II.LayoutofBusinessLettersIntermsofcontents:Businesslettersconsistofsevenprincipleparts:A.TheletterheadB.ThedateC.InsidenameandaddressD.ThesalutationE.Themessage/thebodyF.ThecomplimentarycloseG.Thewriter’ssignatureandofficialpositionIII.Howtoaddressanenvelop?IVReviewandpointsforconsideration复习思考题WhataretheEssentialsofBusinessLetterWriting2.Howtoaddressanenvelopeandthelittlestyles？UnitTwoESTABLISHINGBUSINESSRELATIONSIKeypoints重点Letterwritingforestablishingbusinessrelations.IIDifficultpoints难点THROUGHWHATCHANNELSCANPEOPLEGETTHENAMEANDADDRESSOFAFIRM?IIITeachingcontents教学内容1.WHYDOFOREIGNFIRMSNEEDBUSINESSCONNECTIONS?Inordertostartorexpanditsbusinessactivities.2.THROUGHWHATCHANNELSCANPEOPLEGETTHENAMEANDOFAFIRM?Ifafirmneedtoopenupamarkettosellsomethingorbuysomethingfromfirmsinforeigncountries,thepersoninchargeshouldfirstofallfindoutwhomheisgoingtodealwith.Suchinformationusuallycanbeobtainedfrom:internet，tradefairs,friends,banksandadvertisingetc.3.HOWTOwriteALETTEROFESTABLISHINGBUSINESSrelations?Tobegintheletterbytellingtheaddresseehowhisnameisknown,②Thensomegeneralinformationshouldbegivenastothelinesofbusinessbeinghandled,andtellingtheotherpartywhatyoucansellorwhatyouwanttobuy.③Expressthehopethatbusinessrelationscansoonbeestablished4.Howshouldthereceiverofaletterreply?Heshouldreplyinfullwithouttheleastdelayandwithcourtesy.SpecimenLetters:Reviewthesevenpartsconsistingabusinessasper1stletterwithsomecommentsLetter-2(1)ChinaNationalChemicalsImport&ExportCorporationNational/branch/sub-branchSINOCHEM/SINOPECKnowledgepoints:USUALLYTHEREAREFOURSTEPSFORBUSINESSCONSULTATION：Enquiryoffer—counteroffer—acceptance.Amongthesefoursteps,offerandacceptancearethetwoindispensablestepsBeautifulphrases:Withreferenceto/asfor/astoEnterinto/establish/setupForyourreferenceIncompliancewith/InaccordancewithASPERLetter-2(2)SpecializeinLookforwardtodoingsth.ShippingqualityandweightThestructureoftheletterItisaverytypicalletterofestablishingbusinessrelationsandexplainthepurposeofeachparagraph.Especiallythefirsttwoparas.Letter-2(3)ThisistointroduceAregularsupplyofCompetitiveofferfor50MTCompetition/compete/competitive;MT/tonTobuyinlargequantitiesIVReviewandpointsforconsideration复习思考题HOWTOWRITEALETTEROFESTABLISHINGBUSINESSRELATIONS?UnitThreeStatusenquiriesIKeypoints重点：LetterwritingforstatusenquiriesforI/EcorpsIIDifficultpoints难点：Whatisstatusenquiries?IIITeachingcontents教学内容I．Whatisstatusenquiries?Statusenquiriesarethosewrittencommunicationsinwhichtradersaskforinformationconcerningthefinancialposition,credit,reputation,andbusinessmethodsofotherfirmsoneisgoingtoenterintorelationswith.IITradersmayapplytobanks,chamberofcommerceorinquiryagencies.Generallyspeaking,informationfrombanksorachamberofcommerceisreliable.ThiskindoflettershouldbeheadedwithPrivateandconfidentialLetterofcreditIII．Threemainpaymentterms:Remittance（汇付）/collection（托收）:D/P&D/A/L/C（信用证）即期、远期BemostgratefulTobemuchobligedClient/customerDue/duetos.s.steamshipvesselWordsandphrasesWhatarethefunctionsofstatusenquiries?……istogetinformationconcerningthefinancialposition,credit,reputation,andbusinessmethodsofdoingbusinessofotherfirms.Whyisitimportanttoobtainalltheinformationpossiblerespectingthefirmoneisabouttoenterintorelationswith?…….Willhelptodecidewhetheritisadvisabletodobusinesswiththefirmornot.AsfarasourinformationgoesForyourreferenceBemostgratefulEnjoyhighreputationIVReviewandpointsforconsideration复习思考题Whatisstatusenquiries?andthroughwhatChannelscanyouapplytoforstatusenquiries?UNITFOURINQUIRIESANDREPLIESIKeypoints重点Letterwritingfirmakinganenquiryletter?(themainstructuresandsteps)IIDifficultpoints难点ThefourstepsandtheunderlyingmeaningformakingadealIncludinganinquiry.IIITeachingcontents教学内容1.Bywhomaretheenquiriesusuallymadeinforeigntrade?buyers.2.Whatistheaimofmakingenquiries?togetinformationaboutthegoodstobeorderedsuchasprice,deliverydateandotherterms.3.Shouldenquiriesbeaddressedtoindividual?Whynot?NO.,becauseiftheparticularpersonisawayfromoffice,theenquirieswillhavetowait,ortheenquiriesmaybeaddressedtothewrongperson,thiswillmeandelay.4.Whatshouldtheanswerstoenquiriesbe?Theanswertoenquiriestoenquiriesshouldbeprompt,courteousandhelpful.I.Aninquiry/enquiryisarequestforinformationconcerningthepossibilityortheconditionsofmakingabusiness.Itisusuallythefirststepinabusinessnegotiationandisoftenmadebybuyers.Itisnotlegallybindinguponeitherthebuyerortheseller.Therearetwotypesofinquiries:generalandspecific.Theformerissenttoacquiresomegeneralinformationaboutproducts,suchasaskingforpricelists,cataloguesandsamples,etc.Thelatterexpressesadefinitewishtopurchaseaspecificproduct,anditrequiresmoredetailedinformationsuchastheavailabilityofgoods,pricesandotherterms.Aninquiryshouldbewrittendirectlyandcourteously,Ifitisafirstinquiry,startyourletterbytellingtherecipientfromwhichsourceyougothisname,thenyoucangiveanintroductionofyourownbusinessandexplainwhatyouwantthereceivertodo.II.Howtowriteanenquiryletter?1.Stateyourchannelsofgettingtheinformation2.Putforwardyourrequirements.3.expressthehopethatapositivereplycansoonbereceivedThegeneralstepsandcommonlyusedsentencesforwritinganinquiryletterareasfollows:1.Stateyourchannelsofgettingtheinformation(toinformtheotherpartythechannelsofgettinghisnameandaddress.)e.g.WehavegotyournameandaddressthroughtheintroductionofourfriendMr.LiinBeijing.YournamehasbeengivenusbyBankofChinaofthiscity…2.Putforwardyourrequirements.①Statedirectlythegoodsyouwanttobuy.e.g.weareconsideringthepurchaseof…weareinterestedinimportingchemicals.weareregularbuyerofmen’sknitwear.②asktheotherpartytosendcatalogue,pricelist,sample,andothertermsandconditions.e.g.wouldyoupleasesendusyourlatestcatalogueandpricelist.Weshouldliketoknowifyouallowanydiscount.PleaseletushaveyourlowestFOBYantaiprices,quantityavailable,packing,termsofpayment,etc.Ifyourquotation③Stresstheimportanceofacompetitiveandreasonablepricee.g.Ifyourofferisreallycompetitive,wewillsendyouatrialorder.Ifyourtermscomparefavorablywiththoseofothersuppliers,wecanplaceyouregularorder3.expressthehopethatapositivereplycansoonbereceivede.g.Pleaseletusknowbyreturninge-mailwhetheryouwouldbeinterestedsuchanorder.Lookingforwardtohearingfromyousoon.Usefulphrasesinthespecimenletters:Dozen/scorediscountBeexcellentinqualityandreasonableinpricebecomepopularmeetthedemandinviteyourattentionplaceanorderATRIALORDERthereisasteadydemandforsomethingWeareinthemarketforsomethingtakeitthat:youmaybelievethatthedemandexceedsthesupply.thesupplyisinadequatetomeetthedemand/supplyfallsshortofdemandsupplygoesoverdemand.Pleaserestassuredthatpleaseputyourheart/mindateaseTobeinthemarketforIVReviewandpointsforconsideration复习思考题Howtowriteanenquiryletter?(themainstructuresandsteps)UNITFIVESENDINGFROFORMAINVOICEIKeypoints重点LetterwritingforSENDINGFROFORMAINVOICE.IIDifficultpoints难点Thedifferencesbetweenanordinaryinvoiceandaproformainvoice.IIITeachingcontents教学内容I.MeaningandfunctionsofproformainvoiceAproformainvoiceisaninvoicesentforform’ssake.Itbindsneitherthebuyernortheseller。Itcanbeusedasaformalquotation,andthebuyercanuseittomaketherelevantpreparations.Itdoesnotnecessarilyinvolveineverybusiness。II.Good/usefulwordsandphrases:Duplicate/triplicate/quadruplicateImportlicence:alegalpermittodosomethingdrivinglicenceExpire:cometoanendTheforthcomingGuangzhoufairWordsandphrasescommonusedinforeigntradeUsefulexpressionsHoldtheofferfirm/open//good/validIVReviewandpointsforconsideration复习思考题TheletterwritingforSENDINGFROFORMAINVOICE.UNITSIXOFFERS&COUNTEROFFERSIKeypoints重点LetterwritingformakinganofferIIDifficultpoints难点Meaningoffirmofferandnon-firmofferIIITeachingcontents教学内容I.Anofferwhichcanalsobecalledaquotationisusuallythesuggestionorthetermsandconditionssentbythesellerinresponsetoaninquiryforacceptanceinordertoconcludeadeal.Ifthebuyersendsanoffer,itiscalledabid.Therearetwokindsofoffer:firmofferandnon-firmoffer.Afirmofferisapromisetosellgoodsatastatedpriceandquantity,usuallywithinastatedperiodoftimewhichcannotbewithdrawn,revokedandamendedanditisuptothebuyertoacceptortorejectortomakeacounterofferduringthevalidityperiod.AspertherelevantUNregulations,anoffer,aslongasithasthenameofthecommodity,thepriceandthequantity,thenitisafirmoffer.(itiscomplete)Yetinthefactualbusiness,afirmoffershouldbeinasmuchdetailsaspossible,suchaspaymentterms,timeofshipment,packingandspecifications,etc)Afirmoffershouldbedefinite,clear,completeandfinal.II.EffectiveWritingSkillsforwritingaletterofmakinganoffer?Lettersofmakingoffersarealsooneoftheroutinedutiesforaforeigntrader.Theyshouldbewrittenpromptlyandhelpfully.Replytoallinquiriespromptly.Sincebuyers’inquiriesarevaluablesalesleads,yourresponseandthetimeittakesyoutoreplyarecriticaltobesuccessful.Makeyourofferhelpful.Asatisfactoryletterofmakingofferswillbringafavorableresult,creatingchancesofbusiness.Thus,thiskindoflettershouldanswerallthequestionsmentionedintheinquiries.Thesamplesandcataloguesshouldbesenttotheprospectivebuyerassoonaspossible.Tobeaccurateandwithconfidence.Theinformationsuchaspriceandquantityyouprovideshouldbeexactandaccurate.Youshouldtrytowritetheletterwithassuranceanddesireforfuturecooperation.Thegeneralstepsandcommonlyusedsentencesforwritingaletterofmakinganofferareasfollows:1.Expressyourthanksfortheinquirye.g.(Many)thanksforyourinquiryofOct1andforyourinterestinourproducts.WethankyouforyourinquiryofOct1andarepleasedtoquoteasfollows.2.Providetheinformationrequiredbytheotherparty,andpreferablymakesomefavorablecommentsonyourproductse.g.Asrequested,wearepleasedtoofferyouasfollowsandaresendingyouthecataloguesandsamples.Ourproductsenjoygreatpopularityforthegoodqualityandreasonableprice.Ourproductsaregoodinqualityandreasonableinprice.3.Indicatethevalidityperiodoftheoffer(ifitisafirmoffer).e.g.Pleasenotethattheaboveofferisvalid(firm/good)for5days.TheofferissubjecttoyouracceptancebeforetheendofthisweekWemuststressthattheofferwillremainopenforthreedays.4.Expressthehopethattheofferwillbeaccepted.e.g.Welookforwardtoreceivingyourpromptconfirmation.Wetrustthatyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.4.Howtowritealetteraletterofrejection?(p.111)SpecimenlettersLetter1/2PlaceregularorderswithyouprovidedyourpricesarecompetitiveParticularlystresstheimportanceofpriceHaverepeatordersUSD13/eachCIFNYTermsofpaymentTimeofshipmentL/Catsight/L/Cat30days’sight/L/C30daysaftersightWearepleasedtoofferyouourbestpriceasfollows.Wearegladtoquoteyouourbestprice/mostcompetitiveprice/mostfavorablepriceasfollowsRock-bottompriceThequotationissubjecttoourfinal/furtherconfirmationThisofferisvalid/good/firmforthreedaysLetter3thecontentsisveryusefulandbeautiful,youshouldtrytorecitethefirsttwoparagraphsYourpricesappeartobeonthehighsideascomparedwiththoseofothermakesTobefrankwithyou/TobecandidwithyouTomake（conclude）adeal/business/transactionIfyoucannotdoso,weshallhavenoalternativesbuttoleavethebusinessasitis.Letter4AvailablefromstockNotavailableforsupplyatpresentAfortnightDonothesitatetodosomethingWillreceiveourcarefulattentionWordsandphrasescommonlyusedinforeigntradeUsefulexpressionsExercises:ExerciseIIIpointoutwhichofthefollowingexpressionsarefirmoffersExerciseIVWritealettertome,withaquotationofaproductofyourhometown,givingfavorablecommentsontheproductandrecommendingmyacceptance.IVReviewandpointsforconsideration复习思考题Howtowritealetterofmakinganofferandacounteroffer.UNITSEVENSALESPROMOTIONIKeypoints重点LetterwritingforwritingasalesletteIIDifficultpoints难点Typesofsalespromotionlettersandtherelevantknowledge.IIITeachingcontents教学内容Typesofsalespromotionletterssalesletter促销信:letterstopersuadebuyertobuywhatthesellercansupply.Usuallythiskindofletterforbotholdandnewcustomers,especiallyfornewcustomersagoodsalesletterconsistsoffourelementsA.arouseinterestB.createdesireC.carryconvictionD.induceactionrevivers振兴信:letterstoregainortooldcustomersfollow-upletters随访信:(alsoforoldcustomers)letterswhichrefertocustomers’inquirywhichhasbeenpreviouslymade,expresstheregretthatnoorderornobusinessandinquireintothereasons,andputforwardnewandpossibleadvise.Rulestoobserve:TokeepthelettershortCatchthereader’sinterestGivetheletteranattractivelookspecimenlettersSellfastOrdercardlookthroughinsubstantialquantityitisjustthenextnewesttoclearthestockuptothepresentwritingawaitwaitforIIIwordsandphrasesandusefulexpressionsYourpricesaretoohightointerestthebuyersinmakingacounterofferByvirtueofitssuperiorqualityTobesaleableinyourmarketTobenotavailableforsupplyatpresentIVReviewandpointsforconsideration复习思考题Letterwritingforwritingasalesletter,areviverandafollow-upletterUnitEightOrdersandTheirFulfilmentIKeypoints重点Letterwritingofplacinganorder.IIDifficultpoints难点Theunderstandingoftheobligationsofthebuyerandthesellerrespectively.IIITeachingcontents教学内容I.Knowledgepoints:1.Whatisanorder?2.Whatarethecontentsofanorder?3.Whenanorder/agreementcomesintoforce,whataretheobligationsofthebuyerandthesellerrespectively?Theseller:todeliverthequalifiedgoodsattheagreedtimeandquantity.Thebuyer:toacceptthegoodsandmakethepayment.BooktheshippingspaceSomemostcommonlyusedphrases:Areductioninprice/ToreducethepriceReplacementofgoodsCanceltheordertomakeaclaimII.SpecimenlettersPlacingafirstorderTosupplyfromcurrentstockInduplicateacknowledgementofthefirstorderbythefirstavailablesteamercoveringletterwithorderformacknowledgementoforderNO.237salesconfirmation/agreement/contractpurchasingcontractcountersigninsb’sfavorwiththeleastpossibledelaystipulations/termsandconditions/clausesIVReviewandpointsforconsideration复习思考题Letterwritingofplacinganorder.UnitNineTermsofPaymentIKeypoints重点L/CAmendment&ExtensionUrgingEstablishmentofL/CIIDifficultpoints难点L/CAmendment&ExtensionIIITeachingcontents教学内容PartItherelevantknowledgeofPayment***Threemainkindsofpayment:L/CCollectionremittanceWhyL/CisthemostwidelyusedpaymenttermsItissafeandreliableforboththesellerandthebuyerandithassolvedtheproblemofdisbeliefbetweensellerandthebuyer.2.theproceduresofopeninganL/C.3.whatismeaningofanirrevocableL/CTheapplicantcannotamendthetermsoftheL/Cwithouttheagreementoftherelevantparties.theexportercanonlyacceptanirrevocableL/C4.compareL/C,D/PandD/A,whydopeoplesay(fortheexporter)L/CisbetterthanD/PandD/PisbetterthanD/A?Ifyouareanexporteranditisuptoyoutodecide,whichdoyouprefer?D/PcallsforactualpaymentagainsttransferoftheshippingdocumentswhereasD/Acallsfordeliveryofdocumentsagainstacceptance.***Collection-_--D/PD/A5.Ifyouareanimporter,whichpaymenttermwouldyouchoosefirst?andwhichisyoursecondchoice?Paymentinadvance,L/CorD/P?IIspecimenlettersPlaceaninitialorderAsagreedAdequatestocksDrawonFreightprepaid→CIF/CFRFreighttocollect→FOBThedrawer→exporter→payeeThedrawee→importer→payerPartIIUrgingEstablishmentofL/CThemeaningofurgingEstablishmentofL/CitisthesellerwhourgesthebuyertoopentheL/CifthebuyerfailstoissueitortheL/Cdoesnotreachthesellerintime.Specimenletters:3rd/5th/letterforoptionalstudyareverytypical.HowtowritealetterofurgingestablishmentofL/C?①WehavenotreceivedyourL/Csofar,andthegoodshasbeenready.②PleaseopentheL/CASAP,Or….③LookingforwardtoreceivingyourL/Csoon.Sample:Dearsirs:We’dliketodrawyourattentiontothefactthatwehavemadethegoodsreadyforthe2000dozenofThermosFlaskfordeliveryinJuly,butyourL/Chasnotreachedussofar.Thishascausedusmuchinconvenience.PleaseopentheL/CASAP,ortheshipmentmightbedelayed.HopewecanreceiveyourL/Csoon.PartIIIL/CamendmentandextensionThemeaningofL/Camendment.ItisthesellerwhoasksthebuyertoamendtheL/C.WhenthesellerreceivestheL/C,theveryfirstjobforhim/hertodoistocheck/examinetheL/C.Ifhefindssomediscrepancies(somepointswhicharenotinaccordancewiththecontract),thenheshouldasktheapplicanttoamendtheL/CAmendment&extensionUsuallytherearethreedatesinanL/C:ThedateofissuingtheL/CThelatestshippingdateTheexpirydateRespectivelyThedeadlineforbookingtheshippingspaceUsefulexpressionsHowtowritealetterofamendingtheL/C?⑴WehavereceivedyourL/CNo.xxx,butonexamination,wehavefoundsomediscrepanciesasfollows:a.Thepriceshouldbe“”⑵PleaseamendtheL/Caccordingly,ortheshipmentmightbe……⑶LookingforwardtoreceivingyourL/Camendment.SAMPLE:ChinaNationalI/ECorpxxxxxxxxxxxxxxx,P.R.CTele:xxxxxFax:xxxxxE-mail:xxxxxDate:July15th,xxxxHuaFengTradingCo.DearMr.Zhang:WehavereceivedyourL/CNo.94625,butonexamination,wehavefoundsomediscrepanciesasfollows:a.PleaseamendtheL/Ctoread“100%confirmedandirrevocable…”b.ThetotalamountshouldbeUSD8,750.00c.Transhipmentshouldbeallowed.d.PleaseextendthelatestshippingdateandexpirydatetoAugust31standSept21strespectively.WehopeyoucanamendtheL/CaccordinglyandarrangetheL/CamendmenttoreachusbytheendofJuly,ortheshipmentmightbedelayed.LookingforwardtoreceivingyourL/Camendment.YourssincerelyXXXIVReviewandpointsforconsideration复习思考题Letter-writingforamendingL/CUnitTenPACKINGIKeypoints重点TypesofmarkingsIIDifficultpoints难点LetterforthepackingclauseIIITeachingcontents教学内容Twotypesofpacking:⑴Transportationpackingwhichcanbecalledlarge/outerpacking⑵Salespackingwhichcanbecalledsmall/innerpacking2.Typesofmarkings⑴Asperthereasons:①theconsignee’sowndistinctivemarking②officialmarkings③Specialmarkings⑵Purposes:①shippingmarks②Indicativemarks③Warningmarksthestudentsshouldlist/namesomespecifiedpackingcontainersbag/drumscarton,etc.palletsandcontainersTwomostcommontypesofcontainers:20and40feetcontainersTEUShanghaiisnowoneofthethreelargestportsinthewholeworldintermsofimportandexportvolume.ShanghaiwhereasYantaihasreached1millionwhichisoneofthetenlargestportsinChina.LinerFCL—fullcontainerloadTWO20feetFCLsLCL—lessthancontainerloadspecimenlettersWordsandphrasesUsefulexpressionsIVReviewandpointsforconsideration复习思考题LetterforpackingclausesUnitElevenINSURANCEIKeypoints重点therelevantKnowledgespointsconcerninginsuranceIIDifficultpoints难点InsuranceclausesIIITeachingcontents教学内容I.Keypointswhichthestudentsmustmaster:1.Specializedwords:Insurancepolicy/certificateMainriskswhichareusuallycoveredunderaninsurancepolicythepremium2．Insurer→insurancecompanytheinsured→I/Ecorporations3.ChinainsuranceClausescanbeabbreviatedasCIC,therearethreeprincipalperilsunderCIC,whatarethey?TheyareFPA,4．Usuallypeopleeffecttheinsurancefor110%oftheinsurancevalue.Sometimesthebuyermayrequesttocovermorethan110%,thentheextrapremiumshouldbeforthebuyer’saccount.5.Whatarethedifferencesbetweengeneralaverageandparticularaverage?Thecausesforthelossaredifferent{particularaveragemeanspartiallossordamageaccidentallycausedtotheshiportheparticularlotofgoodsWhereasthecauseforgeneralaverageisvoluntarysacrificeorexpenditureintimeofperilandforthesafetyofthevesselandthegoods.ForParticularaverage,itistheownerofthegoodsorthevesselwhoshouldbeartherelevantcharges,whereasforgeneralaverage,itissharedbyallwhohaveafinancialinterestinthevoyageanditsrisksinproportiontothevalueoftheirinterests.6.Howshouldtheinsurancevaluebecalculated?Therearefourpartsconsistingtheinsurancevalue:cost,freight,insuranceandexpectedprofitWhatarethemainfactorsdeterminingthetypeofinsurancewhichpeopleshouldeffect?Natureofcargo,modeoftransportation,destinations,packing,creditofbusinesspartners*(judge)Ithasbeentheusualpracticethatininternationaltrade,peopleeffectinsurancefor120%oftheinvoicevalueunderCIFtransactions.*(judge)Ifpeoplehaveeffectedinsuranceagainstallrisks,theinsurershouldberesponsibleforallthelossesunderanyeventincludingthefactthatthereisawar.IVReviewandpointsforconsideration复习思考题therelevantKnowledgespointsconcerninginsuranceUnitTwelveShipmentIKeypoints重点TwotypesofoceanvesselsIIDifficultpoints难点FunctionsofB/LIIITeachingcontents教学内容Knowledgepointstomaster:1.TwotypesofoceanvesselsLiners:withregularroute/ports/rate&schedule,loadingandunloadingchargesincludedinthefreight,idealforsmallquantityofgoodsTramps:withnoregularroute/ports/rate&schedule,loadingandunloadingchargesareusuallynotincludedinthefreight,idealforlargequantityofthegoods2.FunctionsofB/L:itpresentsthreeaspects:itisareceiptofthegoods,itisacontractevidence&anditisatitledocument.3.TherearemanytypesofB/L.Amongallthesetypes,shipped/cleanandorderB/Lismostwidelyused.4.TEUreferstoa20feetcontainer,andthemostwidelyusedcontainersininternationaltradeare20/40feetcontainers*Shanghaiisoneofthethreelargestportsintheworldintermsofimportandexportvolume,whichis20millionTEUbyend2006Yantaiisoneofthetenla