外贸社区
商贸英语实用对话6-11
（6）Agency Business
◆ A Taiwanese exporter of sporting goods talks with an English distributor about the possibility of becoming a commissioned agent.
◆ Distributor : It's a very innovative design. This tennis racquet is stronger, lighter, and more flexible than other existing racquets.
◆ Exporter : Yes, our company is the first to take the carbon fiber graphite used in rockets and apply this technology to racquets. As you know, Colin, we'd like to introduce our products to England. But our experience with English markets is limited. We're considering appointing an agent for the U.K. How would you like to be our agent?
◆ Distributor: That might work well for both of us. Let me assure you that I'd do my best for you. I'd make sure this racquet got a good reception in the U.K.
◆ Exporter : We'd offer you a 10% commission on all sales.
◆ Distributor : What about buyers who don't make good on their payments?
◆ Exporter : I'm afraid that would be the responsibility of the agent.
◆ Distributor : What terms of payment would you offer buyers?
◆ Exporter : The usual. 20% when the order is placed, 50% at delivery, and 30% 30 days after delivery. And a 5% cash discount.
◆ Distributor : Would you consider both C.W.O.and C.O.D. as cash?
◆ Exporter : I'm afraid not, since with C.O.D. orders, the money is not paid until delivery. We'd only offer a discount on C.W.O. orders.
◆ Distributor : Then I guess you wouldn't offer discounts for prompt cash payments either. With that sort of arrangement the payment is supposed to be made within a reasonable time after delivery-usually within a few days.
◆ Exporter : We might be able to consider that kind of payment. And perhaps we could offer some discount for that and C.O.D., but not as much as for cash.
◆ Distributor : What about installment payments?
◆ Exporter : For domestic purchases that form of payment is quite popular and safe for the seller. You can reclaim goods if payments aren't made. In the case of foreign trade you can't do that easily. Goods are difficult to reclaim from abroad, though, of course, I know you would use good judgment in choosing customers.
◆ Distributor : Well, we aren't obliged to offer installment payments. We always say, A bird in the hand is worth two in the bush （7）Salesmanship
Salesmanship I
◆ Taiwan exporters show skill in selling to foreign importers.
◆ Importer : This is a low price all right, but why do these disposable hospital gowns cost so much less than others?
◆ Exporter : Let me tell you why. One reason is that the gowns are made from non-woven fabric. We use a special micro-fiber we've developed to make the fabric.
◆ Importer : How does that affect the price?
◆ Exporter : Non-woven fabric is easy to cut and sew. We're able to assemble the gowns quickly.
◆ Importer : How's the durability of the gowns?
◆ Exporter : I happen to be especially proud of that feature of our gowns. Our fabric has more elasticity than others, so our gowns resist tearing and maintain their shape.
◆ Importer : That sounds too good to be true.
◆ Exporter : I've been selling these gowns for over a year. Our testing and customer feedback all testifyi to their quality.
◆ Importer : I'm also concerned about their wet strength and water resistance. Hospital workers are exposed to stains and spills of all kinds.
◆ Exporter : Our fibers have a special finish which makes them highly stain and moisture-resistant. We think this product is going to be the pride of our company. Salesmanship II
◆ Importer: I'm interested in your satellite receivers.
◆ Exporter : Our TVROs are one of our best-selling products. In fact we occupy about 50% of the world market on this item. We specialize in microwave technology.
◆ Importer : Taiwan has certainly gained a place in the high-tech market.
◆ Exporter : We used to lack R & D so we found it hard to innovate. That's the reason our company now invests 10% of our revenues in R & D.
◆ Importer: You used to have trouble with quality control too. Can you tell me how your company insures that your receivers meet a uniform high standard?
◆ Exporter : At first we had to station one of our engineers at the factories we used to forge the parts for our TVROs. But by now these factories have stringent quality control of their own.
◆ Importer : Well, we're looking for a supplier who can give us a lower price with no reduction in quality.
◆ Exporter : May I ask how many TVROs you were thinking of ordering?
◆ Importer : I would estimate that we'd buy about 1,000 per month.
◆ Exporter : Well, since you'd be placing a large order, we can give you a discount on the price.
◆ Importer : That would certainly encourage us to order from you. Let me discuss what you offer with my home office.
◆ Exporter : I'll be expecting your call then. 8）Purchasing
◆ An American importer discusses the purchase of photocopying machines with a Taiwan salesman.
◆ Importer : I'm thinking of placing an order with you for some of your copiers.
◆ Salesman : What model are you interested in?
◆ Importer : I like the Rep0100, and the larger model, the Rep 0200.
◆ Salesman : Would you like to order some of both, or are you trying to decide between the models?
◆ Importer : I think some of both would fit my company's needs best.
◆ Salesman : What quantity of each do you think you'll need?
◆ Importer : Well, that depends partly on price. Also, I'd like more information on the copiers before I order.
◆ Salesman : I'd be happy to answer any questions.
◆ Importer : I see from your promotional literature that the larger model can make 44 copies per minute, while the smaller one makes 35.
◆ Salesman : That's right.
◆ Importer : Does the larger model have a copy-enlarging feature?
◆ Salesman : Yes, it does, but the smaller one doesn't. An enlarger is almost never a feature on smaller machines.
◆ Importer : What's the frequency of repairs on these machines?
◆ Salesman : That depends on many things. For example, how much use the copier gets. These machines have a record of going without repair longer than any copy machines in their price range.
◆ Importer : They look as if they would fit our needs. Could I see a price list?
◆ Salesman : Here you are.
◆ Importer : I think these copiers are fine, but I don't like these prices.
◆ Salesman : The prices include the freight company's commission for packing and shipping, plus freight charges to San Francisco.
◆ Importer : Then there would be no further costs for shipping the copiers?
◆ Salesman : That's right.
◆ Importer : The price is no problem then, especially since shipping costs are such a big factor in imports. Does the price also include customs duties?
◆ Salesman : Yes, it does.
◆ lmporter : Well, then I think we can discuss an order.
◆ Salesman ; Let me know the details of your order when you're ready.
◆ Importer : By the way, what about English-language instruction manuals?
◆ Salesman : English manuals are generally shipped with the copiers to English-speaking countries. 9）Insurance
◆ A Chinese exporter discusses insuring an order with an
American buyer.
◆ Exporter : Of course, we'll need to insure your shipment of baby coaches.
◆ Importer ： What is the primary purpose of insurance?
◆ Exporter ： It protects against damage or loss of goods during shipping.
◆ Importer ： A business acquaintance told me that you're an experienced exporter. Why don't you explain how goods are valued for insurance purposes? I suppose there's more than one factor that goes to make up insured valuation.
◆ Exporter ： Yes, the primary factor is the cost of the goods at the point of delivery. Then, too, it depends on whether goods are shipped F.O.B. or EX-factory1.
◆ Importer ： I'd like to hear something about those unfamiliar terms.
◆ Exporter ： F.O.B. means free on board. This means the seller is responsible for delivery of the goods to the carrier TM, and from there the buyer is responsible.EX-factory means from the point of origin. This means the buyer pays all shipping costs from the factory.
◆ Importer : How should we go about shipping the baby coaches?
◆ Exporter : Our firm uses a freight forwarder. As soon as the order is ready, my company issues an order to our freight handler. They prepare all the documents needed for shipping, including the certificate of insurance.
◆ Importer : I understand freight forwarders handle packing and insurance as well as the other documents needed for export.
◆ Exporter : Right.
◆ Importer : What sort of documents do you need to provide to the freight forwarder?
◆ Exporter : We must submit a commercial invoice which provides accurate information about the goods, their value, their quantity, and the names of the consignor and consignees.
◆ Importer : But it's the freight forwarder who chooses the insurance company?
◆ Exporter : Yes. They only deal with reputable firms, so you can be sure of dependable coverage.
◆ Importer :The insurance is protection against loss arising from damage?
◆ Exporter : Yes, we're usually covered for loss or damage. As soon as the insurance company gets the export declaration-- if they agree to insure -- they write a policy fixing the terms and the premium.
◆ Importer : And then the consignee pays the premium?
◆ Exporter : And the insurance company issues a receipt for the premium called a covering note. That secures the goods until the actual policy is written.
◆ Importer : So from that point on we're protected against loss or damage?
◆ Exporter : Some policies cover TLO, so in that case we're covered for total loss of goods only, not for partial loss or damage. But all this is always spelled out in advance.
◆ Importer : Well, thanks for the information. （10）Packing and Shipping
◆ A Taiwan exporter talks to a freight forwarder about shipping his goods.
◆ Exporter ：How do you do, Mr. Blake? Your company has been recommended to me by Mr. Hsiao.
◆ Freight Forwarder ： What did your friend say about our services?
◆ Exporter : He explained how we could have lowered shipping costs by using your company.
◆ Freight Forwarder ： Yes, a freight forwarder can cut down on a reat deal of your shipping expense.
◆ Exporter ： How do you do that?
◆ Freight Forwarder ： We are knowledgeable about shipping and can secure you the best rates. We also cut costs by our efficiency in preparing the documents you need for export.
◆ Exporter : What documents are those?
◆ Freight Forwarder : Generally, exporters need a consular invoice, a bill of ladin, a certificate of insurance, and sometimes a certificate of origin and a carnet.
◆ Exporter : What about packing?
◆ Freight Forwarder : We can crate, box, or rope any items for a small charge.
◆ Exporter ：I'm concerned about damage to my breakable goods. Can you mark this shipment Fragile?
◆ Freight Forwarder ： We can attach all kinds of labels such as Handle with Care and Keep Dry. Shipments can also be given special handling for an additional fee.
◆ Exporter ：How much does special handling cost?
◆ Freight Forwarder ： Well, regular shipping is cheaper, of course. But you have to measure that saving against the advantages of reducing damage. I'm afraid there's some weight limitation on shipments given special handling.
◆ Exporter : It sounds as though you offer some useful services. How much does all this cost?
◆ Freight Forwarder : You can understand that the price depends on many things. We estimate fees on a per-shipment basis. Rates also vary with the costs of the merchandise carried. Our charges are generally reasonable. The seller often pays a commission for our services and passes it on to the buyer. So it works out to be very inexpensive.
◆ Exporter :Becoming an exporter sounds as though it will be easier than I thought, with a freight forwarder to help me. ◆ An American importer meets with a Taiwan exporter to discuss terms of payment.
◆ Importer : Thank you for meeting with me this morning. We've been getting together quite often lately. My company is very pleased with the deal I've been able to negotiate.
◆ Exporter: Yes, we've been able to undersell the competition with our new hearing device.
◆ Importer: Now that we've settled on a price, we need to discuss terms of payment. Is it necessary to do anything special in the way of payments for international trade?
◆ Exporter: You could have the goods sent on consignment.
That way you wouldn't have to pay until you actually sold the hearing devices.
◆ Importer : But wouldn't we get a better deal if we bought the goods outright? We'd expect to be able to obtain a reasonably large reduction in price.
◆ Exporter : Yes, you would; and we'd prefer to have the money up-front, so we can pay off our transistor supplier.
◆ Importer ： Has the supplier indicated a need for money?
◆ Exporter : Oh, no. They're an enormously well-financed organization. It's just that we'd get a discount if we paid before the fifteenth of the month. Importer Can we pay you by check?
◆ Importer : Can we pay you by check?
◆ Exporter : The customary method of payment in international trade is the letter of credit. A local bank will grant you, let's say a letter of credit line of $250,000. You would then need to pay one half the total invoice in local currency. The balance would be payable upon receipt of the goods.
◆ Importer : How can I open a letter of credit?
◆ Exporter : You would need to describe the transaction to the bank, and specify the documents the bank needs. For example, the certificate of insurance.
◆ Importer : I see no reason why my company can't operate this way.
◆ Exporter: We ask you to use an irrevocable letter of credit. this means that the bank would guarantee payment even if your company is unable to pay. This way we maintain continuous control over our financial risk until the final payment is made.
◆ Importer : I guess the next step is for me to visit the bank. Thank you for making my first importing experience a pleasant one.
◆ Exporter : Well, exporting is what we're in business for. I notice that you have very few hesitations about beginning.
◆ Importer : You've calmed my fears marvelously.
◆ A Taiwanese exporter of sporting goods talks with an English distributor about the possibility of becoming a commissioned agent.
◆ Distributor : It's a very innovative design. This tennis racquet is stronger, lighter, and more flexible than other existing racquets.
◆ Exporter : Yes, our company is the first to take the carbon fiber graphite used in rockets and apply this technology to racquets. As you know, Colin, we'd like to introduce our products to England. But our experience with English markets is limited. We're considering appointing an agent for the U.K. How would you like to be our agent?
◆ Distributor: That might work well for both of us. Let me assure you that I'd do my best for you. I'd make sure this racquet got a good reception in the U.K.
◆ Exporter : We'd offer you a 10% commission on all sales.
◆ Distributor : What about buyers who don't make good on their payments?
◆ Exporter : I'm afraid that would be the responsibility of the agent.
◆ Distributor : What terms of payment would you offer buyers?
◆ Exporter : The usual. 20% when the order is placed, 50% at delivery, and 30% 30 days after delivery. And a 5% cash discount.
◆ Distributor : Would you consider both C.W.O.and C.O.D. as cash?
◆ Exporter : I'm afraid not, since with C.O.D. orders, the money is not paid until delivery. We'd only offer a discount on C.W.O. orders.
◆ Distributor : Then I guess you wouldn't offer discounts for prompt cash payments either. With that sort of arrangement the payment is supposed to be made within a reasonable time after delivery-usually within a few days.
◆ Exporter : We might be able to consider that kind of payment. And perhaps we could offer some discount for that and C.O.D., but not as much as for cash.
◆ Distributor : What about installment payments?
◆ Exporter : For domestic purchases that form of payment is quite popular and safe for the seller. You can reclaim goods if payments aren't made. In the case of foreign trade you can't do that easily. Goods are difficult to reclaim from abroad, though, of course, I know you would use good judgment in choosing customers.
◆ Distributor : Well, we aren't obliged to offer installment payments. We always say, A bird in the hand is worth two in the bush （7）Salesmanship
Salesmanship I
◆ Taiwan exporters show skill in selling to foreign importers.
◆ Importer : This is a low price all right, but why do these disposable hospital gowns cost so much less than others?
◆ Exporter : Let me tell you why. One reason is that the gowns are made from non-woven fabric. We use a special micro-fiber we've developed to make the fabric.
◆ Importer : How does that affect the price?
◆ Exporter : Non-woven fabric is easy to cut and sew. We're able to assemble the gowns quickly.
◆ Importer : How's the durability of the gowns?
◆ Exporter : I happen to be especially proud of that feature of our gowns. Our fabric has more elasticity than others, so our gowns resist tearing and maintain their shape.
◆ Importer : That sounds too good to be true.
◆ Exporter : I've been selling these gowns for over a year. Our testing and customer feedback all testifyi to their quality.
◆ Importer : I'm also concerned about their wet strength and water resistance. Hospital workers are exposed to stains and spills of all kinds.
◆ Exporter : Our fibers have a special finish which makes them highly stain and moisture-resistant. We think this product is going to be the pride of our company. Salesmanship II
◆ Importer: I'm interested in your satellite receivers.
◆ Exporter : Our TVROs are one of our best-selling products. In fact we occupy about 50% of the world market on this item. We specialize in microwave technology.
◆ Importer : Taiwan has certainly gained a place in the high-tech market.
◆ Exporter : We used to lack R & D so we found it hard to innovate. That's the reason our company now invests 10% of our revenues in R & D.
◆ Importer: You used to have trouble with quality control too. Can you tell me how your company insures that your receivers meet a uniform high standard?
◆ Exporter : At first we had to station one of our engineers at the factories we used to forge the parts for our TVROs. But by now these factories have stringent quality control of their own.
◆ Importer : Well, we're looking for a supplier who can give us a lower price with no reduction in quality.
◆ Exporter : May I ask how many TVROs you were thinking of ordering?
◆ Importer : I would estimate that we'd buy about 1,000 per month.
◆ Exporter : Well, since you'd be placing a large order, we can give you a discount on the price.
◆ Importer : That would certainly encourage us to order from you. Let me discuss what you offer with my home office.
◆ Exporter : I'll be expecting your call then. 8）Purchasing
◆ An American importer discusses the purchase of photocopying machines with a Taiwan salesman.
◆ Importer : I'm thinking of placing an order with you for some of your copiers.
◆ Salesman : What model are you interested in?
◆ Importer : I like the Rep0100, and the larger model, the Rep 0200.
◆ Salesman : Would you like to order some of both, or are you trying to decide between the models?
◆ Importer : I think some of both would fit my company's needs best.
◆ Salesman : What quantity of each do you think you'll need?
◆ Importer : Well, that depends partly on price. Also, I'd like more information on the copiers before I order.
◆ Salesman : I'd be happy to answer any questions.
◆ Importer : I see from your promotional literature that the larger model can make 44 copies per minute, while the smaller one makes 35.
◆ Salesman : That's right.
◆ Importer : Does the larger model have a copy-enlarging feature?
◆ Salesman : Yes, it does, but the smaller one doesn't. An enlarger is almost never a feature on smaller machines.
◆ Importer : What's the frequency of repairs on these machines?
◆ Salesman : That depends on many things. For example, how much use the copier gets. These machines have a record of going without repair longer than any copy machines in their price range.
◆ Importer : They look as if they would fit our needs. Could I see a price list?
◆ Salesman : Here you are.
◆ Importer : I think these copiers are fine, but I don't like these prices.
◆ Salesman : The prices include the freight company's commission for packing and shipping, plus freight charges to San Francisco.
◆ Importer : Then there would be no further costs for shipping the copiers?
◆ Salesman : That's right.
◆ Importer : The price is no problem then, especially since shipping costs are such a big factor in imports. Does the price also include customs duties?
◆ Salesman : Yes, it does.
◆ lmporter : Well, then I think we can discuss an order.
◆ Salesman ; Let me know the details of your order when you're ready.
◆ Importer : By the way, what about English-language instruction manuals?
◆ Salesman : English manuals are generally shipped with the copiers to English-speaking countries. 9）Insurance
◆ A Chinese exporter discusses insuring an order with an
American buyer.
◆ Exporter : Of course, we'll need to insure your shipment of baby coaches.
◆ Importer ： What is the primary purpose of insurance?
◆ Exporter ： It protects against damage or loss of goods during shipping.
◆ Importer ： A business acquaintance told me that you're an experienced exporter. Why don't you explain how goods are valued for insurance purposes? I suppose there's more than one factor that goes to make up insured valuation.
◆ Exporter ： Yes, the primary factor is the cost of the goods at the point of delivery. Then, too, it depends on whether goods are shipped F.O.B. or EX-factory1.
◆ Importer ： I'd like to hear something about those unfamiliar terms.
◆ Exporter ： F.O.B. means free on board. This means the seller is responsible for delivery of the goods to the carrier TM, and from there the buyer is responsible.EX-factory means from the point of origin. This means the buyer pays all shipping costs from the factory.
◆ Importer : How should we go about shipping the baby coaches?
◆ Exporter : Our firm uses a freight forwarder. As soon as the order is ready, my company issues an order to our freight handler. They prepare all the documents needed for shipping, including the certificate of insurance.
◆ Importer : I understand freight forwarders handle packing and insurance as well as the other documents needed for export.
◆ Exporter : Right.
◆ Importer : What sort of documents do you need to provide to the freight forwarder?
◆ Exporter : We must submit a commercial invoice which provides accurate information about the goods, their value, their quantity, and the names of the consignor and consignees.
◆ Importer : But it's the freight forwarder who chooses the insurance company?
◆ Exporter : Yes. They only deal with reputable firms, so you can be sure of dependable coverage.
◆ Importer :The insurance is protection against loss arising from damage?
◆ Exporter : Yes, we're usually covered for loss or damage. As soon as the insurance company gets the export declaration-- if they agree to insure -- they write a policy fixing the terms and the premium.
◆ Importer : And then the consignee pays the premium?
◆ Exporter : And the insurance company issues a receipt for the premium called a covering note. That secures the goods until the actual policy is written.
◆ Importer : So from that point on we're protected against loss or damage?
◆ Exporter : Some policies cover TLO, so in that case we're covered for total loss of goods only, not for partial loss or damage. But all this is always spelled out in advance.
◆ Importer : Well, thanks for the information. （10）Packing and Shipping
◆ A Taiwan exporter talks to a freight forwarder about shipping his goods.
◆ Exporter ：How do you do, Mr. Blake? Your company has been recommended to me by Mr. Hsiao.
◆ Freight Forwarder ： What did your friend say about our services?
◆ Exporter : He explained how we could have lowered shipping costs by using your company.
◆ Freight Forwarder ： Yes, a freight forwarder can cut down on a reat deal of your shipping expense.
◆ Exporter ： How do you do that?
◆ Freight Forwarder ： We are knowledgeable about shipping and can secure you the best rates. We also cut costs by our efficiency in preparing the documents you need for export.
◆ Exporter : What documents are those?
◆ Freight Forwarder : Generally, exporters need a consular invoice, a bill of ladin, a certificate of insurance, and sometimes a certificate of origin and a carnet.
◆ Exporter : What about packing?
◆ Freight Forwarder : We can crate, box, or rope any items for a small charge.
◆ Exporter ：I'm concerned about damage to my breakable goods. Can you mark this shipment Fragile?
◆ Freight Forwarder ： We can attach all kinds of labels such as Handle with Care and Keep Dry. Shipments can also be given special handling for an additional fee.
◆ Exporter ：How much does special handling cost?
◆ Freight Forwarder ： Well, regular shipping is cheaper, of course. But you have to measure that saving against the advantages of reducing damage. I'm afraid there's some weight limitation on shipments given special handling.
◆ Exporter : It sounds as though you offer some useful services. How much does all this cost?
◆ Freight Forwarder : You can understand that the price depends on many things. We estimate fees on a per-shipment basis. Rates also vary with the costs of the merchandise carried. Our charges are generally reasonable. The seller often pays a commission for our services and passes it on to the buyer. So it works out to be very inexpensive.
◆ Exporter :Becoming an exporter sounds as though it will be easier than I thought, with a freight forwarder to help me. ◆ An American importer meets with a Taiwan exporter to discuss terms of payment.
◆ Importer : Thank you for meeting with me this morning. We've been getting together quite often lately. My company is very pleased with the deal I've been able to negotiate.
◆ Exporter: Yes, we've been able to undersell the competition with our new hearing device.
◆ Importer: Now that we've settled on a price, we need to discuss terms of payment. Is it necessary to do anything special in the way of payments for international trade?
◆ Exporter: You could have the goods sent on consignment.
That way you wouldn't have to pay until you actually sold the hearing devices.
◆ Importer : But wouldn't we get a better deal if we bought the goods outright? We'd expect to be able to obtain a reasonably large reduction in price.
◆ Exporter : Yes, you would; and we'd prefer to have the money up-front, so we can pay off our transistor supplier.
◆ Importer ： Has the supplier indicated a need for money?
◆ Exporter : Oh, no. They're an enormously well-financed organization. It's just that we'd get a discount if we paid before the fifteenth of the month. Importer Can we pay you by check?
◆ Importer : Can we pay you by check?
◆ Exporter : The customary method of payment in international trade is the letter of credit. A local bank will grant you, let's say a letter of credit line of $250,000. You would then need to pay one half the total invoice in local currency. The balance would be payable upon receipt of the goods.
◆ Importer : How can I open a letter of credit?
◆ Exporter : You would need to describe the transaction to the bank, and specify the documents the bank needs. For example, the certificate of insurance.
◆ Importer : I see no reason why my company can't operate this way.
◆ Exporter: We ask you to use an irrevocable letter of credit. this means that the bank would guarantee payment even if your company is unable to pay. This way we maintain continuous control over our financial risk until the final payment is made.
◆ Importer : I guess the next step is for me to visit the bank. Thank you for making my first importing experience a pleasant one.
◆ Exporter : Well, exporting is what we're in business for. I notice that you have very few hesitations about beginning.
◆ Importer : You've calmed my fears marvelously.
写评论
发短文 
写文章 
提问题 
