新职业英语 经贸英语教案 Unit7

Unit 7

Delivery

本单元结合国际经贸业务中的典型工作流程、工作场景概述国际货物买卖过程中商业背景调查之后的一个重要环节——“运输”：

●国际贸易术语：了解国际贸易术语的重要性和分类情况；掌握常用术语所确

定买卖双方需要承担的责任和风险。以及在不同的术语分类下，责任和风险是如何在买卖双方之间转移的，为进行实际工作奠定基础。

●运输的基本流程：通过接待顾客的咨询，以及和客户的协商，熟悉运输的基

本流程；针对客户的不同要求，提出建议与客户达成一致意见

●解决常见问题：熟悉运输中常见的问题，掌握对不同问题的处理方法；通过

与客户的协商，学会与客户的沟通方法；了解提单的作用

●常见文件的写作：熟悉常见运输文件的写作，掌握如何以电子邮件就运输问

题与客户进行有效的沟通

Unit Objectives

After studying this unit, you are able to:

●Understand the basic procedure of delivery

●Discuss common problems encountered during shipment

●Understand major shipping document

●Write and answer emails concerning shipment

1.Warming-up

Task 1

Match the following pictures with the relevant modes of transport.

Task 2

In international trade, sea transport is the most widely-used form. The major procedures of shipment by sea are provided in the following chart. Arrange them in the correct order.

2.Reading A

Background Information

The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. Thus the uncertainties of different interpretations of such terms in different countries can be avoided or at least reduced to a considerable degree. For the ease of understanding, the terms are grouped in four basically different categories: namely starting with the term whereby the seller only makes the goods available to the buyer at the seller’s own premises (the “E” t erm Ex Works); followed by the second group whereby the seller is called upon to deliver the goods to a carrier appointed by the buyer (the “F” terms including FCA, FAS and FOB); continuing with the “C” terms where the seller has to contract for carriage, but without assuming the risk of loss or damage to the goods or additional costs due to events occurring after the shipment and dispatch (CFR, CIF, CPT and CIP); and finally, the “D” terms whereby the seller has to bear all costs and risks needed to bring the goods to the place of destination (DAF, DES, DEQ, DDU and DDP).

Task 1

Before reading the passage, see how much you know about packing by answering the following questions.

1. What is the basic use of Incoterms?

They are used to specify obligations of the buyer and the seller.

2. Of all the Incoterms, which one indicates the most extensive responsibilities of the buyer?

EXW. The term means the seller only makes the goods available to the buyer at the seller’s own premises. So the buyer must pay for th e goods in accordance with the

contract and bear all the costs and risks of the goods from the time when they have been placed at his disposal by the seller.

Text

Incoterms

Incoterms or international commercial terms are a series of international sales terms widely used throughout the world. They are used to specify obligations of buyer and seller. The use of trade terms greatly simplifies the contract negotiations, and thus saves time and cost. Some of the most commonly used terms are listed as follows:

FOB– Free on Board (named loading port)

FOB stands for “Free on Board”, and is always used in conjunction with a port of loading. Indicating “FOB port” means that the seller pays for transportation of the goods to the port of shipment, plus loading costs. The buyer pays cost of marine freight transport, insurance, unloading, and transportation from the arrival port to the final destination. The risk of loss or damage to the goods is transferred to the buyer when the goods pass the ship’s r ail.

For example, “FOB Vancouver” indicates that the seller will pay for transportation of the goods to the port of Vancouver, and the cost of loading the goods onto the cargo ship. The buyer pays for all costs beyond that point (including unloading). Resp onsibility for the goods is with the seller until the goods pass the ship’s rail. Once the goods are loaded onto the ship, the buyer assumes risk.

《国际贸易术语解释通则》是一系列在世界范围内广泛使用的国际销售术语。《通则》用以明确买卖双方应承担的义务。贸易术语的使用大大简化了合同的谈判，从而节约了时间和成本。最常用的术语列举如下：

FOB 即船上交货（……目的港）

FOB 术语是船上交货的简称，它总是和装运港联在一起使用。如果指明“FOB 港口”则意味着卖方负责将货物运送到装运港，并承担装船费用。买方负责海运费用、保险、卸货以及从目的港到最后目的地的费用。货物在装运港越过船舷后，有可能发生丢失或损坏的风险就转移到了买方。

例如，“FOB 温哥华”表明卖方承担将货物送到温哥华港口的费用，并支付将货物装到运货船只的费用。买方负担货物在装运港越过船舷后的一切费用（包括卸货）。货物越过船舷之前，风险由卖方承担。一旦货物装上了承运船只，买方则继续承担风险。

CFR– Cost and Freight (named destination port)

Under this condition, the seller must pay the costs and freight to bring the goods to the port of destination except for insurance which becomes the buyer’s responsibility. However, risk is transferred to the buyer once the goods have crossed the ship’s rail.

CIF– Cost, Insurance and Freight (named destination port)

CIF is exactly the same as CFR except that the seller must in addition procure and pay for insurance for the buyer. That is to say, the seller is responsible for all costs of delivering goods to the buyer’s named port of destination, including the costs of insurance for the whole journey.

The International Chamber of Commerce grouped all the trade terms into four basically different categories as follows:

CFR 即成本加运费(……目的港)

在这种成交条件下，卖方必须负担货物运至约定目的港所需的成本和运费，但买方应负责保险费。但是一旦货物越过船舷，风险就转移给了买方。

CIF 术语指的是成本、保险费加运费(……目的港)

CIF 成交条件下，卖方除具有与CFR 术语相同的义务外，还要为买方办理货运保险，支付保险费。就是说，卖方负责将货物送到买方指定目的港所需的所有费用，包括整个运输过程的保险费。

国际商会将所有的贸易术语归纳为四种基本的类别：

Task 2

Read the passage. Choose from the following expressions and fill in the appropriate. Under the term FOB, the seller is responsible for: delivery of the goods to the port of shipment; clear the goods for export

Under the term CFR, the seller is responsible for: delivery of the goods to the port of shipment; clear the goods for export; cost of marine freight transport

Under the term CIF, the seller is responsible for: delivery of the goods to the port of shipment; clear the goods for export; cost of marine freight transport; marine insurance

Of above three terms, the term that shows the buyer assuming the largest

responsibility: FOB

Task 3

Read the passage again and tick off the facts mentioned in the passage about the Incoterms.

Task 4

The reading passage has shown clearly the division of risk and cost between the buyer and seller in international trade. Discuss with your classmates and decide which terms represent the minimum and maximum obligation for the seller respectively.

3.Listening

Task 1

Miss Brown is talking with Mr. Grey about the packing. Listen to the conversation and fill in the blanks with what you hear.

Andrew: Good morning. I’m Andrew from Precise Instruments. Recently we received an order for some auto-control instruments. I’d like to know something about . Kate: You are in control of when you need the flight and how much cargo to send, we each flight to your needs, not ours.

Andrew: Sounds good. Can you let me know your freight charges?

Kate: We usually calculate charges based on , , or value, and sometimes risk. I’ll fax you our rate for freight later.

Andrew: Good. Can you find us a suitable ship if we are to ship our goods to Shanghai Port, China?

Kate: Sure, we can arrange transportation by sea. I’ll send you a by fax soon.

Script

Kate: Good morning. Pan Atlantic Shipping Co. How can I help you?

Andrew: Good morning. I’m Andrew from Precise Instruments. Recently we received

an order for some auto-control instruments. I’d like to know something about chartering a vessel.

Kate: Maybe it’s a good idea for you to charter an aircraft. It’s quick and safe. Besides, chartering an aircraft allows you to set your own schedule.

Andrew: What if I have too much cargo and need more than one flight?

Kate: You are in control of when you need the flight and how much cargo to send. We customize each flight to your needs, not ours.

Andrew: Sounds good. Can you let me know your freight charges?

Kate: We usually calculate charges based on size, weight, or value, and sometimes risk. I’ll fax you our rate for freight later.

Andrew: Good. Can you find us a suitable ship if we are to ship our goods to Shanghai Port, China?

Kate: Sure, we can arrange transportation by sea. I’ll send you a sailing schedule by fax soon.

Andrew: Great. Thank you very much.

Kate: You are welcome.

Task 2

Andrew is talking to Li Min, import manager of China Instrument Import & Export, about some details of shipment. Listen to the conversation and answer the following questions.

1.How much quantity difference does Li Min allow?

It can’t exceed 5% of the quanti ty stipulated.

2. When calculating the difference, what will be based on?

It will be based on the price provided in the contract.

3. What should Andrew be responsible for according to CIF?

He should be responsible for cost, insurance and freight, including any customs duties on export, as well as any service charges on goods to be exported.

4. When should Li Min inform Andrew of the shipping instruction according to the contract?

Within 20 days before shipment.

Script

Li Min: Hello, Andrew, do you allow any quantity difference when the goods are loaded on board ship?

Andrew: Yes, there may be some difference, but it can’t exceed 5% of the quantity

stipulated.

Li Min: How do you calculate the difference?

Andrew: We’ll calculate it based on the price provided in the contract.

Li Min: Will you bear all the costs of transportation of the goods?

Andrew: According to the CIF price terms, we should be responsible for cost, insurance and freight, including any customs duties on export, as well as any service charges on goods to be exported.

Li Min: Good. As stipulated in the contract, I will inform you of the shipping instruction by fax within 20 days before shipment.

Andrew: Yes, then we will send you the shipping advice by cable after shipment and tell you the name of ship, loading capacity, contract number and the shipment agents.

Li Min: OK. I’m very glad that we both agree upon the terms of shipment.

Task 3

Li Min is receiving Alfred of Precise Instruments. Listen to the conversation and match the people with the correct information.

Script

Alfred: I was informed by our shipping department yesterday that liner space for Shanghai Port up to the end of next month has been fully booked up. Do you think it’s acceptable to have the goods t ransshipped?

Li Min: We prefer direct sailing as transshipment increases the risk of damage and sometimes may delay arrival.

Alfred: I understand. But if we can’t get hold of a direct vessel, we have to make the goods transshipped.

Li Min: Well, it seems we have no choice.

Alfred: Thank you for your understanding. As far as I know, sailings to Hong Kong are quite frequent. How about making shipment via Hong Kong?

Li Min: You mean you’ll have the goods shipped to Shanghai via Hong Kong? Alfred: Yes, exactly.

Li Min: It sounds good. We hope to receive our goods at the earliest possible time. Alfred: We’ll try our best.

Task 4

Thomas of Anderson Trading Co. is calling Lin Fang’s company. Listen to the conversation and decide whether the following statements are true (T) or false (F).

Script

Thomas: Hello, this is Thomas from Anderson Trading Co. I’m calling to ask how long it usually takes you to make delivery.

Lin Fang: Goods are generally delivered within two months after receipt of the L/C. Thomas: Can you ship the goods promptly after you get our L/C?

Lin Fang: I’m afraid it’s rather difficult. The earliest shipment we can make is in December.

Thomas: That’s a bit late. We hope the shipment could be made before November, so that they are just in time for Christmas sales. Can you give our order special consideration?

Lin Fang: You know our factory has heavy workload; there are a lot of orders ahead of you. Considering our long-standing relationship, we will try our best to make the shipment no later than the end of October.

Thomas: Great. Thank you!

Task 5

John is calling Miss Li of a shipping company. Listen to the conversation and fill in the blanks with what you hear.

1. John is calling to enquire if it is possible to .

2. Miss Li’s company has been fully these months, and she is not sure if .

3.Miss Li will contact to solve the problem.

Script

John: Hello, this is John Smith. I am calling to enquire if it is possible to effect shipment in June.

Miss Li: In June? That is one month earlier than scheduled.

John: Yes, I know. But our manufacturers need the goods urgently. Could you possibly make the delivery no later than May?

Miss Li: Well, that’s hard. Our company has been fully committ ed these months. Besides, I don’t know if there will be enough space for the goods.

John: You know, the time of delivery means a lot to us. Could you give us priority?

Miss Li: We hate to disappoint our customers.

Anyway, I will contact them to see if they can delay their shipment.

John: I’m sorry for the inconvenience. Thank you very much.

4.Speaking

Task 1

Work in pairs. Practice making short conversations with the words provided according to the example below.

Task 2

Work in pairs. Suppose a Singapore businessman wants to advance shipment. He is negotiating with the manager of a shipping company about the time of delivery. Practice making a conversation. Some useful expressions are provided for your reference.

Task 3

Work in pairs. The manager of China Instrument Import & Export Group is talking about the mode of shipment with the sales representative of Sky Electrical Co. Role play it according to the instructions below.

Task 4

Work in pairs. The representative of the seller is calling the buyer about the shipment information. Practice making a conversation with the help of the instructions below.

5.Reading B

Task

Bill of Lading

A bill of lading (sometimes referred to as a BOL, or B/L) is a document issued by a carrier to a shipper, signed by the captain, agent, or owner of a vessel, and stating the conditions in which the goods were delivered to (and received by) the ship; and an engagement to deliver goods at the prescribed port of destination to the lawful holder of the bill of lading; a bill of lading is, therefore, both a receipt for merchandise and a contract to deliver it as freight. It is a document of title to goods, enabling the shipper or owner of the goods to endorse title to other parties, and present to banks with other documents in seeking payment under documentary credits. Unquestionably it is the most important document in international trade.

Banks usually insist on “clean bills of lading”. This means that the merchandise is received by the shipping company in apparent good order—the packing crates do not appear to be damaged, leaking, or insecurely wrapped. The following is an example of marine bill of lading:

Task 1

Read the passage and decide whether the following statements are true (T) or false (F).

Task 2

Match the following terms with their Chinese meanings.

Task 3

Translate the following passage into Chinese.

6.Writing

Task 1

Suppose your company has ordered 2,000 sets of machines under CIF from Union Tech Co. Write a shipping instruction to that company.

Task 2

The machines your company has ordered from Union Tech Co. have reached you on time, and no damage was found after check. Write an email to Union Tech Co. expressing thanks.

7.Project

Project Guidelines

This project aims to go through the process of delivery. The whole task is divided into three steps. Step One is about negotiating the terms of shipment. Step Two focuses on common letters involved in delivery. Step Three deals with a specific detail: transshipment.

Please follow the Task Description to complete the project. Task Description

Step One

Step Two

Step Three

8.Vocabulary and Structure

Task 1

Match the words or phrase in left column with their meanings in right column.

Task 2

Fill in each blank with the appropriate form of the word given in brackets.

1.As there is no direct steamer, shipment has to be made by an indirect steamer with (transship) at Hong Kong.

2. Shipping agents can save a lot of time and trouble for exporter, and they charge a

(reason) fee for the service.

3. The goods we ordered are (season) goods, so it will be better to ship them all at once.

4. We are willing to pay an additional fee for immediate (deliver).

5. Your (fail) to deliver the goods within the stipulated time has greatly inconvenienced us.

6. We trust you will make all necessary (arrange) to deliver the goods in time.

7. It is (essence) to choose the right means of transportation.

8. (contain) can be used to reduce the additional costs of loading or unloading.

9. Oil companies transporting crude or refined petroleum products from their own docks in an importing nation are typical of bulk- (carry) users.

10. Generally, Incoterms do not deal with the consequences of breach of contract and exemptions from liability owing to (vary) impediments.

Task 3

Complete the following sentence with the words or phrases given below. Change the form if necessary.

1. is a person or an organization authorized to act for or on behalf of another person or organization.

2. is the responsibility for damage to or loss of cargo or for delayed delivery, usually covered by insurance.

3. The CFR term requires the seller to the goods for export.

4. The CIF term is a popular cargo delivery arrangement and can only be used for sea and inland transportation.

5. We will do our best to shipment to meet your requirements in time.

6. We shall be grateful for as the goods are needed urgently.

7. please find a set of duplicate copies of shipping documents.

8. Shipment is to be made in three equal lots beginning from June, with at Copenhagen.

9. We shall you by cable as soon as the goods are shipped.

10. The exporter, customers, carriers, and importers rely on shipping marks and numbers to

one consignment from another.

Task 4

Translate the following sentences into English using the words or phrases given in brackets.

1. As the goods are urgently needed, we should be glad if

(你方即刻发货不再拖延). (dispatch)

2. Our shipment terms are shipment within

(收到信用证后的三个月). (receipt)

3.

(我们货柜的长度从10英尺到40英尺不等) .They can take loads from 2-16 tons respectively. (range from…to )

4.We will keep contact with the shipping company. (如果没有收到我方代理的特别说明). (available)

5.We wish to point out that (如果你方不能在指定的时间内装船)，we shall not be able to fulfill our contract with our clients. (effect; specified)

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