《电子商务英语》课件1

ContractUnit7ContractFinalconclusionwillbereachedafterlong-timenegotiationandbargainingbetweenthebuyerandtheseller.Writtenagreementwillbesignedforconfirmationthen.Contractsarelegalwrittenagreementapprovedbybothorseveralparties.Acontractincludesbasictermsandconditionstospeculatetheparties'rightsandobligations.Generally,abusinesscontractmainlyincludesthefollowingterms:(1)Commodityname;(2)Quality;(3)Quantity;(4)UnitPrice;(5)TotalAmount;(6)Payment;(7)Packing;(8)DeliveryTime;(9)LoadingPort;(10)DestinationPort;(11)Insurance;(12)ForceMajeure;(13)Arbitration;(14)Remarks.Unit7ContractTheperformanceofacontractmainlycontainspayment,shipmentandinsurance.Caseintroduction:Afterlong-timenegotiations,Mr.ZhangisaskingMr.Johnsonwhatheisnotclearaboutbeforesigningthecontract.Theyaremakingadialogue,writingsomelettersforfinalconfirmationanddraftingthecontractforsignature.Unit7ContractDialogue(1)A:

Here

is

the

Contract

for

signature.

Iwonderifyouwill

take

a

lastlook.B:Everythingisallrightexceptthatthestipulationsin

the

relevant

credit

shouldstrictlyconform

to

the

terms

stated

inthecontract.A:Allright.Iwillseetoit,Whatdoyouthinkofthe

wording?B:The

wording

is

really

idiomatic.

Iam

verysatisfiedwithit.A:Is

there

any

otherquestions?B:

No,

nothing

more.A:Shallwesignthecontractnow?B:With

pleasure.

I’ve

been

looking

forwardtothismoment.Part1DialogueUnit7ContractDialogue(2)-1A:Morning,Mr.Johnson,gladtoseeyouinouroffice.I'msohappywehavereachedfinalagreementonourChinesecannedfoodafterfriendlynegotiation.B:Morning,Mr.Zhang.Wishtocooperatesuccessfullywithmutualbenefitsfromnow.I'mcomingheretovisityouforsigningthecontracttoday.A:Wonderful!I'vepreparedadraftcontract.Pleasehavealookandletusknowanythingyouarenotclearabout.B:Thankyou.(Aftergoingthroughitcarefully)Well,thereissomethingweshouldaddtothisprovision:"Ifonesidefailstohonorthiscontract,theothersideisentitledtocancelthiscontract.”Doyouthinkso?Part1DialogueUnit7ContractDialogue(2)-2A:Certainly.Ishouldn'thaveignoredit.Weshouldincludethisprovisioninit.Anythingelseyou’venoticed?B:Qualityisthemostimportantitem,butitisnotsoclearinourcontract.Wepreferaqualityguaranteebysampleinsteadofasimpledescription.AndthequalitycertificateshouldbeissuedbySGS.Additionalclauseshouldbeincludedinthecontract:"Qualitymustbeinconformitywiththesamplesentbytheseller.WeightandQualitycertificatesmustbeissuedbySGS.Part1DialogueUnit7ContractDialogue(2)-3A:Justtakecare.Wewanttodolong-termbusinesswithyou.notonlyonetime.Qualityguaranteeisalsoourmostimportanteffort.Weagreetoamendthequalityitem:”Qualitymustbeinconformitywiththesamplesentbytheseller.“ButiftheWeightandQualitycertificatesareissuedbySGS,wewillspendmoreinspectioncost.Ifyouinsist,itshouldbeclearthatadditionalfeeoftheinspectioncertificatesshouldberesponsiblebythebuyer.WesuggestrevisingSGSintoCIQ.Doyouagree?B:OK.CIQisalsoingoodreputation.Justaddlikethis:"Qualitymustbeinconformitywiththesamplesentbytheseller.WeightandQualitycertificatesmustbeissuedbyCIQorSGS.”Part1DialogueUnit7ContractDialogue(2)-4A:OK.Anythingelse?B:Thereisonemorethingtomakeclear.I'dliketoknowincaseofclaims,whichinstitutioninChinawillhandlearbitration.A:Oh,supposewehaveadispute,wecanresolvethecasebysubmittingthedisputetotheChinaInternationalEconomicandTradeArbitrationCommission.B:Arbitrationshouldbesettledbyarecognizedindependentthirdinternationalorganizationacceptedbyboththesellerandthebuyer.A:OK.Iagree.B:OK,Ithinkwe'vegoteverythingclearnow.Ihopewecansignitverysoon.Part1DialogueUnit7ContractDialogue(2)-5A:Thankyou.We'llcontactyouassoonastheformalcontractisready.(Threehourslater,Mr.ZhangandMr.Johnsongotoahotel.Theyarereadytosignthecontractwithaconversationaroundadinnertable.)B:Wehavefinallycometothismoment!Iamsoexcited.A:Yes,I'vebeenlookingforwardtoittoo.B:Eachofuswillsigntwoformalcopiesofthecontract:theChinesecopyandtheEnglishone.Heretheyare.Pleasecheckitagainandsignithereandhere.A:(Aftersomeminutesofcheckingandsigning)We'vemadeitatlast.Allowmetoproposeatoasttothesuccessofourbusinessandtoourfuturecooperation.Cheers!B:Cheers!Part1DialogueUnit7ContractBusinessletter1-1Date:April20,2018DearMr.Johnson,Wearepleasedtoreachafinalbusinessconclusionbybothefforts.Asnegotiated,wehavemadeadraftcontractforyourreferenceandconfirmationaccordingtoouragreementasfollows:(1)Commodityname:Chinesecannedfood(2)Quality:InconformitywiththesampleSpecifications:Size:150cmX100cm(3)Price:USD50/CTNSFOBQingdao(4)Quantity:2,000CTNSPart2BusinessletterUnit7ContractBusinessletter1-2(5)Payment:L/Catsight(6)Packing:ReeferContainer.(7)Deliverytime:BeforeendofMay.(8)Insurance:BythebuyerOthertermsandconditionsarebasedongeneralpracticeanddetailedspeculationsofrightsandobligationsgiveninthecontract,Wishyoucheckitcarefully.Anycommentsandamendmentsuggestionsarewelcome.Attachedthedraftcontractforconfirmation.Bestwishes.Part2BusinessletterUnit7ContractBusinessletter2Date:April21,2018DearMr.Zhang,Thanksforyourefforts.Wecheckedcarefullythedraftcontract.Youreallydidagoodjobbuttherestillshouldberevisedandadded.Deliverytimeshouldbeclearer.Itshouldbeamendedlikethis:"NotlaterthanMay10,2018.Furthermore,Transshipmentnotallowed,Partialshipmentnotallowed"shouldbeaddedintheprovision.Othertermsremainthesame.Itisappreciatedtorevisethecontractandsendmeforsignatureassoonaspossible.Waitingforyourconfirmation.Bestwishes.Part2BusinessletterUnit7

OnlinesalesUnit8OnlinesalesThescaleofe-commercehasgrownanddevelopedrapidly.Atthesametime,theInternetisprofoundlychangingpeople'sconsumptionbehavior.The internet is exerting the influence over purchases carried out in the offline world.One of the biggest commercial advantages of the internet is a lowering of transaction costs, which usually translates directly into lower prices for the consumer,sopeoplearekeenononlineshopping.Itcanbesaidthatanytime,anywhere,followone'sinclinations.Unit8OnlinesalesDialogue(1)A：Ihavethedirectoriginofcannedfood,butIcan'tfindthewayfordistribution.B:Whynotissuetheinformationonline?A:Agoodidea.Canyouhelpme?B:Certainly！Youshouldwritedownthebrandnameoftheproductanditscharacteristicsatfirst.A：ItiscalledtheSnackfood.Itisalowvalue,highsalesvolumegoods.B：Yes.Youshouldstresstheadvantagesoftheproduct.A：Itisahealthyandgreendietproductandreadytoeatwhenopened.B:Now,saywhatadistributorcanget.A：Itcanallowthedistributortoprofitfurtherdowntheroad.Part1DialogueUnit8OnlinesalesDialogue(2)-1A: Lastmonth,weonlyhad40hitsonoursite.Ourproductsandpricesaregood,buttheproblemisthatnooneknowsaboutourwebsite.B: If we want to get this internet business off the ground, we've got to do somethingfast.A: Weneedtomaximizethechancesthatoursitewillbeatthetopofsearch enginelists,butI'mnotsurehowtodoit.B: We'vegottoputmorebuzzwordsintothepagetext,soitwillpopupwhenpeoplesearchaboutkindofproducts.Part1DialogueUnit8OnlinesalesDialogue(2)-2A: Yeah, you're right. We've got to get the most popular phrases there. . . .How else can we boost site traffic? B: I think one of the least costly ways to attract business is to ask some of our neighboring sites to offer links to our page inside oftheirs. If they haverelated services,they may be willing to helpus out.A: I guess we could also put out a few advertisementsforour websiteinsideofthe search engine. I would like to find the most effective way to let people know about our site and our products.Part1DialogueUnit8OnlinesalesBusinessletter1Dearsir,Ourcompanymainlysellscannedfoodonline.Ourproductfeaturesgreenandhealthyfood,whichisalsotheconsumptionconceptofmodernpeople.Anditisaproductwithlowpriceandhighsalesvolume.Youcanalsogetinformationabouttheproductsfromourwebsite.Atanytime,youcanconsultthecustomerservicepersonnelonline,andwewillsendyoutheproductsamples.Wereallyhopetocooperatewithyourcompany!Lookingforwardtoyourreply!Yourstruly,Part2BusinessletterUnit8OnlinesalesBusinessletter2Dearsirs,Iencloseanillustratedsupplementtoourcatalogue.Itcoversthelatestproductswhicharenowavailablefromstock.Wearemostgratifiedthatyouhave,forseveralyears.Includeaselectionofourproductsinyourmail-ordercatalogues.Theresultingsaleshavebeenverysteady.Webelievethatyouwillfindournewcannedfoodsmostattractive.Theyshouldgetaverygoodreceptioninyourmarket.Onceyouhavehadtimetostudythesupplement,pleaseletusknowifyouwouldliketotakethematterfurther.Wewouldbeveryhappytosendsamplestoyouforcloserinspection.Foryourinformation,weareplanningaseriesofproductswithdifferenttasteswhich,shoulddowellinthenorthernmarket.Wewillkeepyouinformedonourprogressandlookforwardtohearingfromyou.Yourssincerely,Part2BusinessletterUnit8

After-salesandClaimsUnit9After-salesandClaimsIne-commerceactivities,after-salesandclaimsplayanimportantroleintheprocessoftrade,whoseessenceistoachievethepurposeofbehaviorthroughlanguage.Itisusuallyadocumentinwhichthebuyerlodgesaclaimbecauseofhisdissatisfactionwiththegoodsreceived,suchas:thegoodsdidnotarriveontime;althoughthegoodsarrived,theyweredifferentfromthedescriptionoftheorder;thegoodsweredamaged,etc.Unit9After-salesandClaimsDialogue(1)A：Iwanttotalkaboutourorderofcannedgoodswithyourcompany.B:What'swrongwiththeorder?A:Well,weorderedalargequantityofcannedfoodfromyouonMay15andhavenotreceivedityet.B:Wearesosorryfortheinconveniencewebroughttoyouinthisdelay.Andthegoodswillbedeliveredassoonaspossible.A:Wehopeyouwillcompensateusforthelosswehavesufferedasaresultofyourdelay.B：ThatsoundsOK.Oneofmypeoplewillgotoyourcompanytomorrowtotalkaboutcompensationfortheloss.A:Ireallyappreciateyourcorrectattitudeinthiscase.AndIsincerelyhopethateverythingwillbesmoothinourfutturebusiness.B:Pleasebelievemethisisasingularcase.I'msurethateverythingwillbesmoothinourfuturebusiness.Part1DialogueUnit9After-salesandClaimsDialogue(1)-1A:Goodmorning,HuaZhang.Pleasetakeaseatandhavesomecoffee.B:Goodmorning,Mr.Johnson.Thankyou.IthinkyouknowwhyIcomeheretoday.A:Yes,youmentionedtheprobleminyourfaxseveraldaysago.Ihopewecansettletheprobleminapleasantway.Haveyoucheckedhowmuchofthecontentsofthedamagedbalescanstillbeused?B:

The

report

said

that

the

majority

could

besalvaged.

About

20%

can't

be

used

or

sold

out.

We’re

very

anxious

about

it.

We

had

counted

onreceiving

the

shipment

to

complete

several

orders.A:

We

understand

your

problem.B:

I'm

sure

we

can

count

on

your

support

to

help

us

to

overcome

the

present

difficulty.Part1DialogueUnit9After-salesandClaimsDialogue(1)-2A:

What

do

you

suggest

for

a

settlement?B:

We

are

willing

to

accept

the

shipment

if

you

will

allow

a

30%

reduction

in

price.A:

Let's

compromise

on

a

20%

reduction

in

price

on

this

shipment.

And

for

your

next

order,

we'll

give

you

some

preferential

terms

in

addition

to

what

you

are

getting

from

us

now.B:

I

apprec