1、商务英语听说教程下unit10Trade Forms Customer ServiceCustomer ServicePromotion Promotion Trade FairTrade Fair Trade NegotiationTrade Negotiation Quality,Quantity and PackagingQuality,Quantity and Packaging PaymentPayment TransportationTransportation InsuranceInsurance Disputes and ClaimDisputes and ClaimTrade
2、 FormsTrade Forms Part APart A Part BPart B * 2.Find out the terms of trade forms based on the explanations given.exclusive/sole sale, agency, consignment, future/forward business, barter trade, international tender, the joint international venture, processing trade/improvement trade, compensation t
3、rade, international leasing, licensing trade/technology trade, international investmentexclusive sale/ sole saleconsignment 1.Make a list of the trade forms that you know, and exchange your lis with your classmates.(1) means that an exclusive distributor or agency is granted an exclusive right to se
4、ll the product in a particular area or to a particular type of customer by the exporter.(2) means that a consignee imports goods but does not pay for them immediately. The consignor has to wait until part or all of goods have been sold by the consignee. In this process, the consignor is the principa
5、l of the goods and the consignees are the firm, company or agent specialized.Discuss in groups of four the following questions and report the answers to the whole class.(3) means that a domestic enterprise is supplied with materials or parts by a foreign enterprise, and makes them into finished good
6、s for export for the foreign supplier to earn processing fee.(4) means that foreign firms provide the domestic enterprises with equipment and technology, payment of which is made with the goods manufactured with the equipment and technology or with other goods.(5) means doing business by exchanging
7、goods of one sort for goods of another sort without using money.(6) means that a supplier sells the right of using technology to an acceptor by way of license. Under a licensing agreement, the licensor grants rights to the licensee, either exclusive or non-exclusive, including patents, trademarks, k
8、now-how, etc.processing tradecompensationbarter tradelicensing trade*Part A Part A - Task 1 ConversationMr.Brown and Ms.Qi are talking over buy-back. Listen to their conversation once and number the following events according to the order in which they occur.a. Qi discussed with the technicians.b. Q
9、i evaluated the length of time for her company to complete the payment.c. Qi studied the catalogue of the machine.d. Qi asked the preference of Mr.Brown between total and partial compensation.e. Qi prepared a draft agreement with Mr.Brown.f. Qi asked the preference of Mr.Brown between buy-back and c
10、ounter purchase.g. Qi told that the price for the machine is high.c a g f d b ePart A Part A - Task 2 Conversation1.Listen to the monologue once and fill in the missing words. of international trade include agency, ,consignment, future business, and tender. of international trade mainly are ,process
11、ing trade, compensation, leasing, and international investment.(1)An agency arises when a principal authorizes a third party to act on behalf of the principal.(2)The commission for an agent is normally a percentage of the price of the goods the agent sold.(3)The four types of agent are ordinary agen
12、t,general agent,excluded agent and Del credere agent.(4)A principal may appoint several general agents in one area.(5)Del credere agent takes the credit risk for orders and is responsible for payment if the principal fails to pay.2.Listen to the monologue again and correct the error in each statemen
13、t. There is only one error in each statement.Traditional formsexclusive salebarter tradeNew formsjoint venturetechnology transfer(an agent)(value)(exclusive)(ordinary)(customer)Part A Part A - Task 2 ConversationUseful Sentences or ExpressionsBelow are some useful sentences and expressions which can
14、 be used in talking about trade forms.On compensation tradeWe may consider undertaking compensation.Which do you prefer, buy-back or counter purchase?Do you wish to have a total compensation or a partial one?Compensation is consider preferable by our side since it saves us foreign exchange.You pay u
15、s through the products made by our equipment.L/C shall make payment of counter sale products payable at sight, and equipment shall be made on deferred terms.On agencyWhat are the terms on which youd like to act as an agent?An annual turnover of 10,000 pieces is conservative for a sole agent.Wed like
16、 to have the pleasure of being offered your sole agency.Well pay you a commission of 5% based on FOB values.Im here to sign a sole agency agreement with you for a period of 3 years.As an experienced firm, we wont make our principal disappointed.On consignmentWhat is the commission for the consignmen
17、t?What are your terms on consignment?Well offer you 20% off the price list.You dont make any payment in advance.The settlement is to be made for a fixed period of time.On sale or return basis?Part A Part A - Task 2 ConversationOn technology transferWe can transfer our technology to you.What about th
18、e payment for the technology?An initial down payment of 100,000 and a 5% royalty of the net sale price.Buying technology is better than buying the right to use the patent.Will the license be exclusive or non-exclusive?How can you make us master technological know-how?On processing tradeHow much is y
19、our rate of processing charges?Processing fee should be fixed upon the world labor price.The materials will be delivered to your warehouse at our expense.We can produce shoes according to buyers design and materials.Processing with supplied materials has been our usual practice.What products do you
20、want by processing and assembling?What will be the quantity of the finished products?Part A Part A - Task 3 Follow-upA is from the US, looking for a consignee in Shanghai for his cosmetics. B is a manager of a Shanghai company. A introduces the popularity of the cosmetics and features for Orientals.
21、 B introduces the advantages for doing business in Shanghai. Then they talk over terms of consignment, commission, and settlement. You may use the sentences or expressions above.Part B Part B - Task 1 Vocabulary BuildingMatch the Chinese translation with the word or phrase which has the similar mean
22、ing.Part B Part B - Task 2 Conversation1.Listen to the conversation once and answer the following questions.a. How can the Chinese technicians master the technical know-how?b. How much is the initial down payment?c. How much percent royalty does Mr.An have to pay?d. How many sets of washing machine
23、are sold annually?e. Has the potential improved technology included in the total payment?Get assistance from 2 American technicians for 6 months.200,000 dollars.3%.Over 200,000 sets.Yes.2.Listen to the conversation again and decide on the conditions for technology transfer according to the conversat
24、ion.Part B Part B - Task 3 MonologueMonologue1.An economic analyst is reporting results of an investigation on Chinas processing trade. Listen to the speech once and write down terms that indicate figures.a. The proportion of Chinas processing exports higher than 50%,whereas processing imports about
25、 35%.b. In 2010 processing exports about 55% of total exports.c. Processing imports accounted for 45% of total imports.d. Processing imports/exports with assembly is 7.12% of Chinas total imports/exports.e. Processing with imported inputs accounts for 22% of total imports.( )Processing with assembly
26、 was prevalent in the 1990s.( )Increase in processing exports indicates value-adding of the processing trade.( )In this speech, processing with assembly refers to processing with raw materials.( )Increase in processing with imported inputs indicates Chinas economic development.( )Firms doing process
27、ing with assembly pay the materials they import.( )Processing with assembly doesnt require import duty.( )Firms doing processing with assembly can obtain duty rebate later2.Listen to the speech again and decide whether the following statements are true or false. Write T for True and F for False.TFFF
28、FremaineddeclinedaccountedapproximatelytoformoreroughlythanTT*Task 1 ReadingRead the passage and discuss the following questions with your teammates.Task 2 Team work Form groups of four to investigate the first 3 prevalent trade forms in the 1980s,1990s,and 2010s in China, and then present to the wh
29、ole class. Compare the figures and analyze the potential factors for any changes. Tape Scripts and KeysTape Scripts and KeysAn auction is a process of buying and selling goods conducted by an officially approved auctioneer. The auctioneer asks the crowd to bid and then sells the item to the highest
30、bidder. In economic theory, an auction may refer to any mechanism or set of trading rules for exchange.The word “auction” is derived from the Latin auge which means “I increase.” Auctions have a long history, having been recorded as early as 500 B.C. According to Herodotus, in Babylon auctions of wo
31、men for marriage were held annually. During the Roman Empire, Roman soldiers would often drive a spear into the ground around which the spoils of war were to be auctioned off. Later slaves, often captured as the “spoils of war”, were auctioned.There are many types of auctions. For example, English A
32、uction, known as an open ascending price auction, is arguably the most common form of auction in use today. Participants bid openly against one another, with each subsequent bid required to be higher than the previous bid.In Dutch Auction, known as an open descending price auction, the auctioneer be
33、gins with a high asking price which is lowered until some participant is willing to accept the auctioneers price. The winning participant pays the last announced price.In Sealed First-price Auction, all bidders simultaneously submit sealed bids so that no bidder knows the bid of any other participan
34、t. The highest bidder pays the price he submitted.All-pay Auction is an auction in which all bidders must pay their bids regardless of whether they win. The highest bidder wins the item.Silent Auction is a variant of the English Auction in which bids are written on a sheet of paper. At the end of th
35、e auction, the highest listed bidder wins the item. This auction is often used in charity events. The auction is “silent” in that there is no auctioneer selling. The bidders write their bids on a bidding sheet often left on a table near the item.Questions for discussion:How is English Auction different from Dutch Auction?Why do you think Silent Auction is often used in charity events?How is auction similar with bid in international trade? And how are they different?
