课程习题

Cross Cultural Links

Frequently Used Sentences in Business

Lesson 1 I. Answer the following questions:

•  Must business cards be exchanged among businesspeople?

•  What would be safe topics in the conversation when meeting at the airport?

II. Fill in the blanks in the dialogue using the words given below:

A: _____1_____ me, you must be Mr. West from the United States .

B: That ' s right. I ' m not Johnny West. You are … ?

A: I ' m Xia Ning, from China Times Corporation. Our ____2____ Mr. Ma has asked me to come to ____3____ you.

B: How do you do, Miss Xia? Thanks for coming to the ____4____ to meet me.

A: How do you do? May I ____5____ you to Mrs. Huang, the director of our office? She has made a special ____6__ to come and meet you.

B: How do you do, Mr. Huang? Nice to see you.

C: Nice to see you, too. How is your ____7____?

B: It ' s pleasant. Thank you.

C: I ' m glad to hear that. Hope you ' ll ___8_____ your stay here.

B: It ' s a pleasure to have an ____9____ to come to Shanghai .

C: We hope your visit will _____10_____ our mutual understanding and reinforce our business relations.

III. Translation:

•  我刚下飞机。

•  我一直盼望着这次旅行。

•  我们去那休息一下。

•  旅途怎么样？

•  希望你在这度过一段快乐时光。

Lesson 2

I. Answer the following questions:

•  To establish business relations in the first meeting, what aspects should be considered?

•  Why are business connections valuable?

II. Fill in the blanks in the dialogue using the words given below:

A: Good morning, Mr. Brown. I guess you ' ve had a good ____1___.

B: Thank you.

A: Mr. Brown, Mr. Jones, our manager has ____2_____ to see you.

B: Oh, very good.

A: Mr. Jones, this is Mr. Brown, this is Mr. Jones.

C: How do you do, Mr. brown? ____3_____ to Dalian . I hope you ' ll have a pleasant __4___ here.

B: Thank you, Mr. Jones. I ' m very happy to have this _____5_____ to visit your company. It was very kind of you to invite me.

C: Not at all. It ' s my pleasure. And by the way, Mr. Brown, I ' d like to have your ___6__ on the ____7___ arrangements we ' ve made for your stay in China if you don ' t mind.

B: I ' d like to know them first.

C: Mr. Brown, I have written down the ____8_____. Please take a look at them.

B: Great. Thank you. This is my first visit to your company. I ' d appreciate your kind ____9____ in the coming negotiations.

C: We are very happy to be of help. I can ___10____ you of our close cooperation.

III. Translation:

•  见到你很高兴。

•  请具体谈一谈好吗？

•  欢迎到我们公司来。

•  谢谢你的邀请。

•  我可以带你去看一看。

Lesson 3

I. Answer the following questions:

•  What is “ inquiry ” ?

•  How should you make your “ first Inquiry ” ?

II. Fill in the blanks in the dialogue using the words given below:

A: Just now, you showed great ___1___ in the computerized washing machines in our show room.

B: I ' ve greatly ____2___ by what I ' ve seen. Now I ' d like to know what you can offer in this line as well as your sales terms.

A: We supply the computer-aided machines of all types and sizes. As you know, we have years of experience in the manufacture of these machines. My I know what particular ___3___ you are interested in?

B: I ' m interested in Extra 50. For the moment, I wish order there hundred for prompt ____4_____.

A: I ' m afraid it won ' t be ___5___ till December. If you are in urgent need of goods, I ' d like to ___6___ Extra 52. It is very similar and even superior to Extra 50.

B: It hasn ' t been ___7__ into our market yet, has it?

A: No, it hasn ' t. But it may be a good chance for you to get the ___8___ of other. I suggest you ___9___ a trial order first. You know it ' s the early bird that catches the worm.

B: I ' ll send a fax home and see whether a trial order is __10____.

III. Translation:

•  你们通常要多久才能交货？

•  如果你不介意的话，我想再问一个问题。

•  我们大约有一年没见了吧？

•  真遗憾啊！

•  当下一批产品到货时，我们会通知你。

Lesson 4

I. Answer the following questions:

•  How to make an offer?

•  What are the compulsory items in the offer?

•  What is “ firm offer ” ?

II. Fill in the blanks in the dialogue using the words given below:

A: I ' m here in Guangzhou on a holiday trip. But I happen to have a chance to visit your exhibition of your goods.

B: Thanks for coming. We have some exhibits in our ___1___ hall. Would you like to have a look first?

A: Yes, I ' d like to. As a matter of fact, I ' m especially attracted by your ___2___ super woolen carpets. And Art. No. 6 and No. 8 are my favorites.

B: Our company has been exporting a lot of carpets. The quality is good and the ___3___ are quite beautiful.

A: I agree. Could you quote on them?

B: I have our price sheet on all FOB Guangzhou . And there ' s also the ___4___of a CIF price.

A: Thanks. Is your offer a firm one or one __5___ to final confirmation?

B: A firm one, which remains open for 3 days.

A: Could you give us some ____6___ if we place a large order with, say, 3000 pieces?

B: In that case, we are ready to __7____ our price by 2%. That ' s general practice of our company.

A: Good. But could you extend the ___8___ for a few more days? You know, I ' m here on a __9___ trip, not a business one.

B: That wouldn ' t be a problem. We will reverse the offer for you till ___10___ next week.

A: Thank you once again.

III. Translation:

•  这是我们的最新价格单。

•  你们的报价几天内有效？

•  如你方价格优惠，我们可以马上订货。

•  我们在展示间有一些样品。

•  请稍等。

Lesson 5

I. Answer the following questions:

•  Do you think the price can be settled easily?

•  How will you negotiate with your counterparty concerning the price?

II. Fill in the blanks in the dialogue using the words given below:

A: Mr. we ' ve done canned meat business for many years. Now, how ' s your ___1___ going?

B: Not bad, I should say. We ' ve done plenty well these years. This time I ' d like to order a much large quantity. And for an attractive order, you will no doubt give me a lower ___2___. What is the lowest price?

A: $200 per case.

B: It ' s too high for us to accept. You know, the order is for a much larger __3___.

A: May I ask what ' s your idea of a much larger quantity?

B: 3,000 cases.

A: I ' m afraid you can hardly call it a large quantity.

B: But it is still an order of some ___4___.

A: Then what ' s your ___5___ of price?

B: The best we can do is $168 per case.

A: I ' m afraid that ' s quite ___6___. Price can ' t be taken separately from quality. It ' s the excellent quality that makes it worth the __7___ in price.

B: I agree that yours are of better quality. But your price is still on the side even if we take quality into __8___. How about ___9___ each other half way with the price gap?

A: It seems there is nothing more I can do but take you up.

B: Then, that ' s ___10___.

III. Translation:

•  我明白你的意思。

•  这听起来还合理。

•  恐怕你们的价格太高了。

•  这要看你们的价格。

•  明天给你回话。

Lesson 6

I. Answer the following questions:

•  What is “ order ” ?

•  What should sellers do when cannot accept buyers ' orders?

II. Fill in the blanks in the dialogue using the words given below:

A: What shall we discuss next?

B: Let ' s discuss the problem ___1___ an order, shall we?

A: Of course. How many do you ___2___ to order our products?

B: We want to order 5,000 TW38 filing cabinets. Can you meet our ___3___?

A: I ' m afraid we are not able to ___4___ as much as you required. I suggest that you cut down the quantity of your order by ___5___.

B: Would you try to supply us with 2,500?

prompt shipment. I suggest that you buy TW48. The supply of this product is better.

B: How about the ___7___ of this product?

A: In respect to quality, I don ' t think that the goods of other brands can __8___ with ours. Our product can stand the ___9___.

B: Well then, we ' ll order 3,000 TW48 filing cabinets.

A: We can __10____ your order.

III. Translation:

•  你看一下样品好吗？

•  我想你一定会感兴趣。

•  我们可以提供另一款质量类似的。

•  什么牌子？

•  你要订多少货？

Lesson 7

I. Answer the following questions:

•  Why do sellers often make use of discount in trade?

•  What are the most important discounts?

II. Fill in the blanks in the dialogue using the words given below:

A: How are you doing, Mr. Green? I ' m glad to see you again. What do you think of our offer?

B: It ' s a pleasure to see you. I receive the designs and catalogues last week. The color and quality of printed pure silk, synthetic silk are of my great interest. So I ' d like to ___1___ No. 250,000 yards for printed silk and No. 330,000 yards for synthetic silk.

A: I ' m very pleased to hear that. It ' s bigger than before.

B: As this is a ___2___ order, I was wondering what sort of discount could you offer me? The Japanese would give us 10% ___3___ off the price for such a big order.

A: I ' m sorry. We could not go as high as that. As a special ___4___, I could give you 5% discount.

B: Nowadays, Japanese businessmen are ___5___ into Europe . It is a great pity if you are replaced by them and suffer great ___6___ What do you say 7%?

A: I do have ___7___ in our Chinese silk products which are reasonable in price and excellent in ___8___.

B: Anyway, a discount of 5% is not ___9___ enough.

A: Considering your sale-pushing effort, and to meet you half way. We just make an ___10___ to give you 6% which is best we can offer.

B: Ok, I ' ll take it.

III. Translation:

•  我们恐怕不能接受你们的还盘。

•  我们各让一半。

•  我非常高兴我们在价格问题上已达成协议。

•  我们将给你 3% 的折扣。

•  你知道，这是例外。

Lesson 8

Answer the following questions:

•  Why payment is of great importance in trade?

•  What kinds of payment are usually used in trade? And which is the best means?

Fill in the blanks in the dialogue using the words given below:

A: Could you accept the terms of payment by ___1___ for our present transaction?

B: With an eye to our future ___2___, we can accept the terms this time. But you must make ___3___ that the first installment reach us 15 days before the delivery.

A: Well shall I pay for my ___4___ in RMB or inn US dollars?

B: Generally, we prefer you to pay in US dollars.

A: Could you tell me how to make payments in RMB if we do?

B: Many banks in North America carry __5____ in RMB with the Bank of China, Beijing .

___6___ with them and you will see they are ready to provide this ___7___ to you.

A: May I know how long will it __8____ to deliver my imports?

B: As a ___9___, we will finish the delivery with 3 months after we accept your first installments. Sometimes we can do it more promptly if we get goods early from the __10____.

A: I see. Thanks a lot.

•  我们接着商谈付款条件吧。

•  你们可不可以破例一下，接受付款交单的付款方式？

•  我们只接受信用证。

•  我们必须什么时候开证？

•  我非常高兴我们合作成功。

Lesson 9

I. Answer the following questions:

•  What would be the possible result for earlier or later shipment?

•  How many categories are there with regard to the time limit governing a shipment?

II. Fill in the blanks in the dialogue using the words given below:

A: When do you think is possible to ___1___ the shipment?

B: By the mid of June, I think.

A: Could you possibly make your ___2___ date not later than May? You see, June is the right season for the goods. If they arrive later than June, we will ___3___ the selling season.

B: It is understood. To meet your ___4___, we can manager to ___5___ the shipment by one month. But we can only deliver 50% of the goods. For the balance, the reminder will be shipped in the following month.

at once.

B: I ' m sorry. %0% is the best we can do, because our factory is full ___7___ these months. Besides, there won ' t be enough spacing for the goods.

A: Still, I don ' t want to give up trying. A ___8___ delivery means a lot to us, you know.

B: We also hate to disappoint our customers. Anyway, we will contact our ___9___ and shipping company to see what they can do.

A: Thank you for your cooperation. We will be waiting for your __10____.

III. Translation:

•  贵方在受到信用证后能否随即发货？

•  我们最早能在 12 月初交货。

•  就这样定了。

•  我希望你们能给予通融。

•  我尽力而为。

Lesson 10

I. Answer the following questions:

•  Why packing plays an important role in product sales?

•  How many types of packing do we usually utilize in trade?

II. Fill in the blanks in the dialogue using the words given below:

A: We have settled the ___1___ of payment. Now shall we discuss the packing of the goods?

B: Fine! For the inner packing, we would use boxes with beautiful designs on them, all ready for window ___2___.

A: That ' s good! Then, what ' s for the outer packing?

B: We will use cartons ……

A: Cartons? I ' m afraid that they won ' t do. You know glassware is ___3___ and not easy to handle.

B: Yes, you are right. That ' s why we use hard fermented plastic padding for fixing the ___4___.

A: Well we still hope you could use wooden cases instead.

B: You see, hard fermented plastic padding is as strong as wooden cases. Besides, cartons are comparatively light and more ___5__. The ocean freight is by ____6__ you know, not by measurement. Our price is FOB price. So, this is really for your convenience.

A: Thank you then, you are really very ___7___.

B: As for packing, we always ___8___ to it that our customers are guaranteed economical and ___9___ packing.

A: One more thing to mention. Please don ' t forget to stencil “ Handle With Care ” , “ Fragile ” and other relative ___10___ on the cartons.

B: Of course. No need to worry about that.

III. Translation:

•  我想知道关于玩具包装的细节问题。

•  那么外包装如何？

•  这点你尽可放心。

•  下面需要讨论的是包装问题了。

•  它们轻，易于搬运。

Lesson 11

I. Answer the following questions:

•  Why is insurance so important in trade?

•  How many kinds can “ Loss ” be divided into?

•  What are basic insurance coverage?

II. Fill in the blanks in the dialogue using the words given below:

A: I ' d like to talk to you about insurance.

B: OK. Go ahead, please.

A: According to our ___1___ practice we prefer our export shipment to be insured by the People ' s Insurance Company of China .

B: Good. What insurance have you ___2___?

A: We have insured your order of 2000 pottery goods with the People ' s Insurance Company of China , Qingdao Branch, against ___3___.

B: Could you cover the ___4___ for us?

A: Sure. But Breakage is a ____5_____ risk, for which an extra ___6___ will have to be charged.

B: What ' s the ___7___, then?

A: The insurance premium to Breakage is 3%. We can cover the Risk of Breakage for you if you want.

B: Who will you pay the premium of the Risk of Breakage?

A: It ' s for the buyer ' s ____8______.

B: We would like to cover the ___9___ against All Risks and Risk of Breakage. We leave the insurance arrangements to you. Thank you.

A: With ____10____.

III. Translation:

•  保险应有你方办理。

•  保额为发票值的 110% 。

•  一般来说，由你决定。

•  我想到保险公司去。

•  我很乐意帮你解决问题。

Lesson 12

I. Answer the following questions:

•  By whom is commodity inspection usually conducted?

•  How many ways are there in which commodity inspection are done?

•  What ' s the function of inspection certificate?

II. Fill in the blanks in the dialogue using the words given below:

A: Mr. Blackwell, I think our contract should have such terms as ____1_____ of Quality.

B: Don ' t worry. We have inspection ____2_____ in the contract. But there are still a few minor points to be ____3____.

A: Yes? What are they?

B: You ' ve said that before making ____4____,you should make a precise and comprehensive inspection of the goods and see everything is all right and you assured that the quality and performance of your machines could ____5___ every possible test. And you should issue___6__, certifying that the goods are in conformity with the stipulations of this contract. The certificate shall form an integral part of the documents to be presented to the paying bank for negotiation of payment but shall not be considered as final in respect of quality, specifications, performance and quantity/weight. Particulars and results of the test carried out by the manufacturers must be shown in a statement to be___7___ to the said Quality Certificates.

A: Well, if you feel it necessary, you may send your representatives or appoint your officers to observe the ___8___ before shipment.

B: Oh, no need. As we ' re stated that we should apply to the China Commodity Insurance Bureau for a preliminary inspection and a Survey Report should be issued by the Bureau.

A: But there are times when discrepancies are found and the responsibilities lie with the insurance company or shipping company.

B: that ' s possible. But if that is not within their responsibilities, we should have the right to reject the goods or to ___9___ against you, within 30 days after the arrival of the goods at the part of destination.

A: That ' s natural. Anything more?

B: One more point, the claims mentioned just now shall be regarded as being accepted if the Sellers fail to reply within 30 days after___10___ of the Buyer ' s claim.

A: Ok. Is that all?

B: That ' s all from me.

A: Very well. Let ' s call it a day.

III. Translation:

•  我公司要求这批货物在装运港检验。

•  我公司不反对。

•  我公司可以安排。

•  否则，我们认为货物良好无误。

•  你方应在两周内通知我方。

Lesson 13

I. Answer the following questions:

•  What is “ contract ” ?

•  Can a contract be signed very easily?

•  What will happen to the party who fails to fulfill the signed contract?

II. Fill in the blanks in the dialogue using the words given below:

A: Since ____1____ on all the clauses discussed has been reached, I suppose it is time we signed the contract.

B: Yes. But let ' s have one more ____2____ on all the clauses to see if anything ____4____ or overlooked.

A: Let ' s not forget to go over all the papers and record of the ____3___ in order to avoid arguing over minor details.

B: OK.

A: Oh, something ought to be added to the contract: “ In case one ___5____ fails to _____6_____ the contract, the other party is entitled to cancel the contract. ”

B: You are absolutely correct about that. Have you noticed that the “ force majeure ” clause is ____7___?

A: Oh, that ' s something we can ' t afford to miss. In Australia we often suffer from ____8____, so sometimes production might be ____9_____.

B: In case of “ force majeure ” , please ____10_______ us quickly as possible, so we can make proper arrangement.

A: Sure.

B: Let ' s sign the contract now.

A: All right.

III. Translation:

•  请您过目，并告诉我您的想法。

•  那我们什么时候再见面呢？

•  我准备签字啦。

•  请你在这签字。

•  祝我们的友谊长存。

Lesson 14

I. Answer the following questions:

•  Does it mean that you need do nothing but wait for the execution of the contract after signing it? Why?

•  What should the party do if he found something important should be added to the contract?

II. Fill in the blanks in the dialogue using the words given below:

A: I always enjoy having dinner and talking with a friend, especially after a hard day of work.

B: I share the same feeling with you. You know, it is great to bring the business to a satisfactory end and sign a contract for such a great amount of wheat.

A: This ________ is very important to me, so I ' m still a little bit worried.

B: So what ' s bothering you?

A: You know, as soon as I am back to Australia , I have to get the wheat ready. I have to make sure that the _________ and quality of the wheat are in _______ with the contract. I also need to remind the farms of importance of punctual ________.

B: I have a lot of thing to take care of too. Before the _______, I need to _________ open the letter of credit, to charter the vessels or book space. After the shipment, I need to arrange ______, check the shipping documents and pay the draft. After arrival of the shipment, I must have wheat reinspected and so on.

A: That ' s true. By the way, would you please make sure that all the main points of the contract are clearly specified in the letter of credit when you open it?

B: No problem with that. I hope you ' ll guarantee ______ shipment as ______ in the contract.

A: What if shipment has to be _______ because of the problems at the loading port after you have already opened the letter of credit?

B: I ' m afraid we have to amend the letter of credit accordingly.

A: What would happen then?

B: It means we ' d both have more work to do and extra charges to pay. It would probably delay the _______ of the contract.

A: That ' s too bad.

III. Translation:

•  有几点我想提一下。

•  第二点是付款方式。

•  好主意。

•  恐怕不行。

•  这就占压了我们的资金。

Lesson 15

I. Answer the following questions:

•  NO complaints should occurred after the contract being signed, right?

•  How to make complaints before submission?

II. Fill in the blanks in the dialogue using the words given below:

A: The problem is a serious one both for us and our users.

B: Clearly when the shipment is ___1____ in the same month that the contract is signed, then both parties must move quickly. And it is the ___2___ of the buyer to open the letter of credit immediately and correctly. Without this the seller cannot perform his ___3___.

A: The L/C was opened quickly enough with major ____4___ agreed and ___5____. However, although shipment was ___6___, you were unable to ___7____ a vessel. We do not believe you were ready and able to ___8____ the contract.

two ___10____ amendments.

A: May I point out that all the major amendments have been made in good time?

III. Translation:

•  事情是这样的。

•  那么，是什么麻烦？

•  相当多的纸板箱严重受损。

•  我们要进行彻底调查。

•  在此之前，我们不能做出任何承诺。

Lesson 16

I. Answer the following questions:

•  How to avoid possible claims?

•  Why is avoiding claims crucial for the exporter?

II. Fill in the blanks in the dialogue using the words given below:

A: Hello, how are you doing? It ' s nice meeting you again.

B: How are you? It ' s really a pleasure to see you here in the U.S.A. .

A: I hope you have nice trip. Have you got over the jetlag? It ' s really a long trip.

B: I just feel fine. Thank you. The trip didn ' t seem to bother me at all.

A: If you don't mind, I ' ll talk with you directly.

B: Perfectly all right with me. You see, you have certainly been ________ of the bad quality of the computers you sold us, haven ' t you?

A: Yes I have. Did you say that about 500 out of 10,000 computers were not up to the _______?

B: Yes. Here is the quality certificate from the China National Import and Export commodities Inspection _______.

A: I can hardly believe this.

B: I ' m sorry, but there is something wrong with the quality of this _______ of computers.

A: Do you have any idea how to settle the claim?

B: I think you should ______ us by 5% of the total amount of the contract, as well as the inspection fee.

A: I have to remind you of the contract we both signed. It says our party is only responsible for _______ or replace the computers which have _______.

B: We have already suffered a great deal of loss, because the _______ computers have bad influence on our sales.

A: I understood that. But it seems that you are asking too much.

B: Do you have any better ideas?

A: I suggest that we compensate you by 4% of the total value. Plus we ' ll send our ________ to repair those faulty computers. So, what do you think of this?

B: Ok. Your proposal is reasonable. I ' ll take it. Thank you for being so ______ in settling the claim.

extension of pleasant business relations.

III. Translation:

•  我很想知道怎么会发生这种事情？

•  希望你们认真考虑我们的索赔。

•  我们理应按照合同办理。

•  我要跟您谈一件很不愉快的事情。

•  令我们失望的是。我们发现货物短重。

•  不过，我保证一定会调查这些问题。

•  我会等待您的调查结果。

•  我非常欣赏你们在这件事上采取的态度。

Lesson 17

I. Answer the following questions:

•  What you should do if claims do occur?

•  What do you think is the best way to settle the claims?

II. Fill in the blanks in the dialogue using the words given below:

A: Welcome to help straighten out the trouble concerning the rollers.

B: thank you. I ' ve been sent here by our company to discuss the matter. Would you please first of all state the facts?

A: In our letter of November 5, we mentioned the rusty spots on the rollers. Here we have a copy of the inspection certificate issued by the Tianjin Commodity Inspection Bureau and the ________ record photos. From this photo you will clearly see the rusty stains. These photos will back up the findings. It is most evident that the cause of the rust is due to poor ________.

B: How many rollers are there in this condition?

A: Four of the twenty.

B: This is indeed quite serious. But most probably the rusty stains are due to ________ at sea.

A: Our experts hold that the rust was not scoured off completely before electroplating. As a result, the chrome coating would certainly not hold. Take a look at this photo.

B: As a matter of fact, our _______ have always paid particular attention to the quality of their products.

A: But in this case they have failed to _______ their high standard.

B: But you well imagine, to plate such a large surface is no easy job. It has to be done section by section, and some spots might have occurred in the _______ areas. Anyway we ' ll ask our manufacturers to look into the matters.

( A week later)

A: Any news from your manufacturers about the rollers?

B: Our manufacturers were really distressed to learn that some of the rollers had caused you so much _______. They asked me to convoy their sincere apologies to you and promise to replace these rollers by new ones.

A: Thank you very much for your efforts to help make such a satisfactory solution. But you must be aware that the machines are being ______. The test run is scheduled for early January, and then they will be put into regular service. That ' s why we are anxious to have the _______ as soon as possible.

B: Don ' t worry. My home office has told me that all these replacement rollers will be shipped by the end of December. I hope this will meet your wishes.

A: We are glad that we have settled the claim in such a friendly way and appreciate your kind_______.

III. Translation:

•  我们非常希望友好解决这件事。

•  你方必须对此负责。

•  我们不同意你方的观点。

•  我们实在出不了太多。

•  请你以书面形式确认你方的理赔意见。

Lesson 18

I. Answer the following questions:

•  How many means are usually available for the settlement of disputes?

•  What is the comparative advantage of arbitration?

II. Fill in the blanks in the dialogue using the words given below:

A: Hoe are doing?

B: I ' m so glad we signed the contract last. Since the equipments are highly ___1____, the inspection is going to be rather difficult. I am afraid that there might be some ___2____ over the results of the inspection.

A: You don ' t have to worry about that. If there ' s nothing that can be done, there is an arbitration ____3___ we can refer to in the contract.

B: Yes. In case of any disputes, a settlement can be reached through an international arbitration organization.

A: Where do you usually have the arbitration held?

B: We usually adopt the ___4____ practice of arbitration. That is, if you submit the case for arbitration, the place for arbitration is going to be in China , if we ___5____ the case for arbitration, the place for arbitration is going to be in Sweden .

A: I see. the International Commercial Arbitration Association of Sweden enjoys a good ___6___ in this field. How about in China ?

B: I don ' t mean that we can employ the service of the standing arbitration organization of Sweden or China . It is only fair to submit the case for arbitration to a ____7___ court.

A: Do you mean that arbitrators are to be selected by both parties and the arbitrators will then set a temporary court?

B: That ' s correct! We think such a court with arbitrators from both sides should be able to settle disputes without bias or ____8___.

A: In such a case, who is going to take care of the arbitration fee?

B: According to customary practice the losing party is responsible for all the arbitration fee unless otherwise ___9____ by the temporary court.

A: I see. But ___10____, I think the best way to settle disagreement is a friendly negotiation.

B: We share the same feelings. Arbitration should be the last thing we have to return to.

III. Translation:

•  你们常常胜诉吗？

•  中国的仲裁费用怎么样？

•  开庭对外公开吗？

•  裁决是终局的，对双方都有约束力。

•  你们允许在第三国进行仲裁吗？

Lesson 19

I. Answer the following questions:

•  What is “ agent ” ?

•  How many types of agents are there mainly in foreign trade?

II. Fill in the blanks in the dialogue using the words given below:

A: May we now continue our discussion of canned food products?

B: Yes, I believe we have reached the stage where we should ___1___ on the feasibility of setting up an agency relationship with your company, Mr. Parker.

A: We are pretty ____2___ in your canned mushrooms and canned fruits and are willing to act as your sole agent. As for canned beef, we would like to complete some further ___3____ research studies before making any commitment to you in this regard.

B: OK. Wherever you wish to reopen discussion on these commodities, we will look ___4___ to hearing from you.

A: During our earlier discussions, you mentioned that your ___5____ quantity of shipping is one container.

B: That is ___6____, Mr. Parker.

A: What would be your agent ' s ____7___ on these minimum quantities?

B: We, too, have had some internal discussions on this matter and we can ___8___ you an agent ' s commission of four percent of the selling price o all canned food.

A: Some of the canned food products will be more ___9___ than others. For example, I can foresee that, with the right amount of promotional ____10___, we would be able to develop a significant market for your canned mushrooms.

III. Translation:

•  我有个好消息要告诉你。

•  那么，我们就把握这次机会吧。

•  贵公司可愿意成为我们的独家代理？

•  贵方对每年最低的营业额可有要求？

•  这听起来比较合理。

Lesson 20

I. Answer the following questions:

•  What is “ commission ” ?

•  Is commission legal or illegal in foreign trade?

II. Fill in the blanks in the dialogue using the words given below:

A: Good morning, Mr. Black.

B: Good morning, Mr. Yang. Shall we ___1___our discussion on the commission issue that we mentioned yesterday?

A: Sure. You know, our usual ___2___ is to offer our agents abroad a commission of 3.

B: I ' m afraid that 3% is too low. As we all know, in order to ___3____ your products, we ' ll spend a lot of money on advertising, promoting and after-sale service. #% is not ___4____.

A: ____5___ the cost, we agree that advertising and promotion sales will be shared between us.

B: That ' s ____6___.

A: besides, we ___7____ you a higher commission rate if your sale score a ___8____increase. If your annual turnover is US$800,000, we offer you a commission of 3%. we will offer 5%. If your annual turnover ___9____ US$1,500,000, we will offer 5%.

B: That ' s sounds fine. I ' ll talk it over wit my boss. If it is OK, we would like to sign an agency __10____ with you immediately.

A: We ' ll be looking forward to your early reply.

III. Translation:

•  贵方通常支付多少佣金？

•  总体上，我们接受贵方的条件。

•  您意见如何？

•  我与老板商谈一下。

•  我们静候佳音。

Lesson 21

I. Answer the following questions:

•  What is “ quota ” ? And how is it expressed?

•  Does quota exist among the countries as WTO members?

II. Fill in the blanks in the dialogue using the words given below:

A: How are you?

B: Fine, thank you. What can I do for you?

A: I ' m doing a survey about quota conditions of China since it ___1____ WTO I 2001.Can you answer some questions?

B: Sure. I ' m happy that I could help.

A: What countries or ____2___ are most of China ' s quota for?

B: USA and Europe .

A: How can a Chinese garment exporting company ___3____ quota to the above regions?

B: There are three ways. First, exporting companies can ___4____ for quota from the quota administration department. The ___5____ will be based on how much they had gained in the ____6___ year. Second, they can bid for the aiming quantity. And last, companies can buy from others, but the price may be higher.

A: When will the quota system end?

B: The total quantity for quota has been ____7___ a lot during the past three years. We believe that there will be no quota by the end lf 2005.

A: Some people are scared of the ___8____ conditions in the future when there is no ___9____ in international trade.

B: I ' m ____10___ with trading conditions because the demanding will adjust the market.

III. Translation:

•  这完全在我的意料之外。

•  那么您拿到了一半的配额。

•  这要看市场的实际情况。

•  很难预料。

•  我来是讨论订单的问题。

Lesson 22

I. Answer the following questions:

•  What are the basic procedures of using import license?

•  What would probably happen to the goods if failing the import license?

II. Fill in the blanks in the dialogue using the words given below:

A: I am currently working for Liaonig Counter Trade Corporation. Our company is the Importing ____1___ of Jinbei automobile factory. We are willing to ___2___ 5,000 tons of cold rolled steel of Korean origin.

B: 5,000 tons? That ' s a big quantity. Do you have the import license?

A: Yes, Jinbei auto factory will be allocated 3,000 tons and our company can ___3____3,000 tons more.

B: That ' s great. The best price for auto steel is US $700 per ton on FOB ___4___. And we need to confirm the order within next week, so that we can deliver in time.

A: We need to check with Jinbei before we ___5___ the contract.

B: By the way, when and how can you get the import license?

A: We are ___6____ to present copy of the contract, copy of letter of credit together___8____ an application form to the license issuing ___7____. We can get the license after three working days.

B: Is there anything we can do for you to obtain the import license?

A: No, ___9____. That is the ___10____ of the buyers.

B: Good. Let ' s talk about the inspection terms of the contract, then.
A: All right.

III. Translation:

•  去年也有进口许可证的要求。

•  今年不起作用了。

•  我们要申请新的许可证。

•  由谁来签发许可证呢？

•  公司如何申请许可证呢？

Lesson 23

I. Answer the following questions:

•  What is “ compensation trade ” ?

•  What categories does compensation trade cover?

II. Fill in the blanks in the dialogue using the words given below:

A: well, I ' m told that you have now adopted some ___1____ ways of doing business. Is that true?

B: Yes, it is. To ____2___ the increasing international needs, our foreign trade corporations have adopted some flexible ways in trading with other countries of the world. In dealing with our ____3___, we have adopted some new methods, such as manufacturing according to buyer ' s ___4____, processing customers ' materials, assembling their components on commission and compensation trade.

A: I have ___5____ idea of compensation trade. Would you mind telling me something about it?

B: Certainly not. So far as I know, it is one of the forms of international; trade today. In compensation trade, the buyer will pay in ____6___ product for all part of the equipment and technology purchased from aboard.

A: Do you mean that we can import what we need without ___7____ foreign exchange?

B: Exactly.

A: Then, it ' s very helpful to our industrial development, isn ' t it?

B: Yes it is.

A: It seems to me that compensation trade is more to the ___8___ of the buyer than of the seller, for it will be some time before the seller receives the payment for his equipment and technology.

sale of his equipment and the products.

A: Well, what you have said is very helpful and interesting. Thank you so much.

B: Not at all. I ' m sure you will come to know more about compensation through practice.

III. Translation:

•  您今天看上去气色不错。

•  自然越快越好。

•  您的估计并非百分之百的准确。

•  麻烦您起草一下协议吧。

•  这正是我想说的。

Lesson 24

I. Answer the following questions:

•  How many sorts of enterprises are there? What are they?

•  What is “ joint venture ” ?

•  What are the two types of joint venture at present?

II. Fill in the blanks in the dialogue using the words given below:

A: What do I have to do if I want to start a joint venture in China ?

B: First of all you have to do a market ___1___ to the right project and seek a suitable Chinese ___2___.

A: Do we sign an agreement with the Chinese company?

B: Not an agreement, but a letter of intend. Then your Chinese partner shall ___3___ the project proposal to the authorities concerned for examination and ___4___. That ' s only the first stage of requirements.

A: What is ____5___ in the second stage?

B: You should prepare three ___6___ -- a feasible study, a contract and articles of association, and send them to the same ____7___ for approval.

A: How long will it ____8___ for all these documents to be approved?

B: According to the existing ___9___, a project proposal will take no more than 20 days, and the feasibility study and so on, 30 days.

A: Thank you for your ___10____.

III. Translation:

•  非常感激贵方的热情接待。

•  我们有很多的优惠条件。

•  合资企业有时间限制吗？

•  我会等着你们的好消息。

•  我们准备投资 60% 。

Lesson 25

I. Answer the following questions:

•  What is “ barter trade ” ?

•  How to carry out barter trade?

•  Is there risk for the party who first opens L/C? Why or why not?

II. Fill in the blanks in the dialogue using the words given below:

A: Have you decided on the ___1___ of our underwear?

B: Yes, I ' d like to order 500 women ' s Good Sleeper gowns.

A: I ' m sorry, but that item is out of ___2____ at the moment.

B: Are you ____3___ any to come in soon?

A: We expect our ___4____ to come in around 15 September. However, we can offer you another brand of similar quality.

B: What ' s the brand?

A: It ' s Peach, also one of our best selling ____5___, which we can sell as low as $ 16 a piece.

B: If the business ___6____ are satisfactory, I ' d like to ___7____ a trial order for the Peach women ' s gowns.

A: That ' s fine. How many would like to order?

B: 100. When can we expect __8____?

A: In about two weeks.

B: All right, we ' ll pay by check.

III. Translation:

•  你知道我俩都是经营食品的。

•  对我们来说，这不成问题。

•  但我们可以试一试。

•  没有风险。

•  这也是我们喜欢这产品的原因。

Lesson 26

I. Answer the following questions:

•  What is “ consignment sale ” ?

•  How to conduct consignment sale?

II. Fill in the blanks in the dialogue using the words given below:

A: Maria, looking at these figures! The cost of wool is ___1____ 10% during the next year.

B: Oh, that means trouble for our woolen sweater line.

A: That ' s what I ' m thinking. Wool is our main raw material. So we can not go with the original ____2___ for our importers.

B: You are ____3___ right. But this is___4____ our already declining order. What if our importers reduce their orders?

A: Well, you know we are not the price leader in the field and woolen products are very ____5___ in price. We ' ve got to work ____6___ a solution.

B: How about a consignment trade?

A: Exactly. Let ' s get going ____7___ this idea.

B: We can contact our buyers first. If they have interest in this, we can go ___8____ detail about the sale.

A: Under this situation, this is really the most ____9___ offer we can make. I trust they will react ___10____ to it.

B: After all, they do not have to take a big risk.

III. Translation:

•  最近怎样？

•  咱们说正事。

•  我们也许提出报价。

•  我们通常以这种方式交易茶叶吗？

•  每一笔交易你都签合同吗？

Lesson 27

I. Answer the following questions:

•  What is “ bid ” ?

•  What ' s the purpose of bidding? Who will become the bidder usually?

II. Fill in the blanks in the dialogue using the words given below:

A: So you fell that the ____1___ isn ' t complete yet?

B: No, I ' m afraid not. I ' m not at all sure what ____2___ has been arranged to get the goods to Huston.

A: I ' ll ask our shipper — we ' re using COSCO this time — I ' ll get them to let you know.

B: Please make sure that we get a list of the marks___3____ on the container.

A: Yes, I ' ll do that. And we have the export ___4___, which we ' ll send on to you. We ' ve made the ___5___ at the consulate, so we ' re getting the consular invoices which will confirm the ___6____ cost of the consignment. Will you send it through to the importing ___7____ authorities, or shall we?

B: We ' ll do that for you. Have you sent a copy, with the other documents, to your bank so that they can ___8___ them all through the Bank of Hong Kong?

A: Not yet, because there ' s been a delay with the ___9___. For some reason they ' ve put the wrong number of packages on it, so we ' re just waiting for that to be cleared up. We ' ll get it off as soon as we can.

B: Good. And there should be no trouble with the terms since they ' ve already seen a ___10___ invoice.

A: No, there was no problem at all.

III. Translation:

•  我们要把标单交给你香港的办事处吗？

•  我回香港后给他打电话。

•  你们致富上次货物的费用了吗？

•  很抱歉这次迟付款。

•  出了什么问题？

Lesson 28

I. Answer the following questions:

•  What is “ trade mark ” ?

•  What if an imitation of trade mark is found?

II. Fill in the blanks in the dialogue using the words given below:

A: Good morning.

B: Good morning.

A: Can I help you?

B: Er, thank you, but I ' m just looking at the moment.

A: Yes, please do. Have you ___1___ our products before?

B: I think I have ___2____ them, yes.

A: We are relatively new but Golf Loop is ____3___ a reputation very quickly. We have become world leaders in metal woods.

B: Really? Well, actually I am quite interested in metal woods. In fact, I mainly ___4____ ladies ' clubs.

A: Oh, that ' s nice. We just developed a new range of ladies ' clubs called Golf Loop Lady.

B: Do you think you can give me the prices?

A: Yes. The full set of nine irons ___5____ ￡ 465. Woods, the set of three is ￡￡ 240.

B: Thank you, do you have some information about your top of the range full set of clubs as well?

A: Of course. That is our Golf Loop V. This is real ___6___ when it comes to professional clubs. The set of nine irons is just ￡ 825. Very reasonable I think you ' ll agree.

B: Mmm, not bad. But I just wonder whether you have it ___7____ with Trade Mark of Bureau at Denmark ?

A: Oh, we haven ' t done that yet.

B: So I ' m afraid we will ____8___ at a higher cost if we intend to promote your products there? I mean the advertising costs will be driven high?

A: Oh, I see. I ' ll take it over with my boss and see to it. Here are some of our latest brochures with ___9____ information on the full ranges. And also my card.

B: Thank you. I would like to read some more about your products.

A: Please ___10___ me if you need any more information.

III. Translation:

•  设计新颖而生动。

•  要从商标局获得批准得需要多长时间？

•  你所说的对我们来说太重要了。

•  它们非常符合我们的市场要求。

•  这也不符合商标规则。

Lesson 29

I. Answer the following questions:

1. What do you think is a better way to entertain your foreign guests?

2. Do you think local characteristic taste is favorable to your foreign guests?

II. Fill in the blanks in the dialogue using the words given below:

A: I would like to have something Chinese. I have seen to many Chinese restaurants in London and I have come to like Chinese food. I can ' t imagine leaving China without having some ____1___ Chinese food.

B: The kind of Chinese food you have at home are mostly Cantonese food. Some of it has been more or less ___2____. China is a large country and every place has its own ____3___ dishes.

A; Do you have anything to 4

B: I think lotus seeds in chicken soup and double cooked shark ' s fin are quite ____5___ here. You ' ll be deeply impressed.

A: I ' ve heard of these dishes. I ' ll be happy to ___6___ them out today.

B: What would you like to drink ___7____ your meal?

A: I ' d like to have some liquor.

B: Foreign or Chinese?

A: Of course Chinese. In China do as Chinese do, you know.

B: The most popular liquor here in China is Maotai Liquor. It ' s an excellent liquor, ____8___ smooth and ___9____. ___10____ as it is, it never goes to the head. What do you say to it?

A: All right.

III. Translation:

•  请多吃点。

•  你喜欢海鲜吗？

•  这鱼味道鲜美。

•  看起来就好吃，吃起来味道也不错。

•  我不太喜欢甜点。

•  我已经吃得够多的了。

•  你吃得满意吧？

•  八点钟，我到宾馆接你。

Lesson 30

I. Answer the following questions:

•  Why do businesspeople often travel by air?

•  What should you pay attention to when travel by air?

II. Fill in the blanks in the dialogue using the words given below:

A: There seems to be a ___1___. I ' m supposed to leave at 4:20, but now it ' s 4:30.

B: Listen, Flight 217 to New York City will ____2___ from Gate 3. Let ' s move there.

A: Wait! What did I ___3____ with my boarding pass?

B: It ' s right there in your pocket. Don ' t worry. It ' s going to be a very ___4____ flight.

A: Yeah, I hope so.

B: This is a direct flight, isn ' t it?

A: No, there ' s a ___5____ in Vancouver . And there I have to change to another flight to NYC.

B: When will you be ___6____ home?

A: Around 9 a .m. at local time.

B: I wish you could not suffer from a ___7____. It ' s such a long journey, you know.

A: Well, I ' m flying in the air all year around, doing business,. I ' ve got used to it now.

B: Don ' t you feel a bit ___8____ after your flight?

A: Yeah, you ' re right. I usually ___9____ up for a day and start to work the next day.

B: Now we ' re at the entrance. Have a nice trip!

A: Thank you for your ___10____. Bye-bye.

III. Translation:

•  你准备好走了吗？

•  让我帮你拿行李。

•  你是 9 点整的飞机，对吧？

•  不着急。

•  祝你一路平安，并代我向史密斯问候。

•  你也多保重。

•  我要乘航空公司的汽车去机场吗？

•  我此次之行非常满意。

Keys

Lesson 1

I.

1. In business circles, business cards are generally expected but not always a necessity.

2. Inquiries about journey, weather and rest will be safe topics but avoid some personal conversation.

II.

1. Excuse 2. manager 3.meet 4.airport 5.introduce

6. trip 7. flight 8.enjoy 9.opportunity 10.promote

III.

•  I have just got off the plane.

•  I have been looking forward to this trip.

•  Let ' s take a short rest there.

•  How ' s your flight?

•  I hope you will have pleasant stay here.

Lesson 2

I.

1.Presenting oneself in terms of one ' s job; finding points of common interests; introducing the company or business; showing interest in buying or selling.

2.Because the parties can not only consolidate their established relations but also develop and revitalize their by searching for new connections from time to time.

II.

1.rest 2.come 3.Welcome 4.stay 5.chance

6.comments 7. flight 8.arrangements 9.consideration 10.assure

III.

•  I ' m glad to meet you.

•  would you tell me some more details, please?

•  Welcome to o ur company.

•  Thank you for your invitation.

•  I ' ll show you around.

Lesson 3

I.

•  Inquiry is usually made by the buyers without engagement to get information about the goods to be orders, such as price, catalogues, delivery date and other terms.

•  You should begin by telling him how you obtained his name. Some details of your own business will also help.

II.

1. interest 2. impressed 3.items 4.shipment 5.available

6. recommend 7. introduced 8.start 9.place 10.possible

III.

•  How long does it usually take you to make delivery?

•  One more question if you don ' t mind.

•  It ' s almost a year since I saw you last.

•  What a pity!

•  When the next supply comes in, we ' ll get in touch with you.

Lesson 4

I.

1. An offer is usually made either by way of advertisements, circulars and letters or in reply to inquiries.

2. Name of commodity; quantity; prices.

3. A firm offer is a promise to sell goods at a stated price, usually within a stated period of time.

II.

1. exhibition 2. handsome 3.designs 4.sheet 5.subject

6. discount 7. reduce 8.offer 9.holiday 10.today

III.

•  this is our latest price list.

•  Hoe long does your offer remain valid?

•  If your price is favorable, we can book an order right away.

•  We have some samples in our showroom.

•  Please wait a moment.

Lesson 5

I.

•  No. Price is one of the most sensitive factors in the negotiation of business. The buyer wants to buy cheap; on the contrary, the seller wants sell dear.

•  You should have a bottom line in your mind; be aware of the advantage and disadvantage; make a sophisticated bargain; meet half way.

II.

1. business 2. price 3.quantity 4.size 5.idea

6. impossible 7.difference 8.consideration 9.meeting 10.settled

III.

•  I see what you mean.

•  That sounds reasonable.

•  I ' m afraid your price is too high.

•  That will depend on your price.

•  We ' ll get back to you tomorrow.

Lesson 6

I.

1. An order is a request to supply a specific quantity of goods.

2. It is advisable for sellers to recommend suitable substitutes, make counteroffers and persuade buyers to accept them.

II.

1. placing 2.intend 3.requirements 4.airport 5.half

6. quantity 7.quality 8.compare 9.compitition 10.confirm

III.

1. Would you like to have a look at the sample.

2. I ' m sure you will be interested in them.

3. we can offer you another brand of similar quality.

4. What ' s the brand?

5. How many would you like to order?

Lesson 7

I.

•  To help sell their products; to encourage buyers to stock earlier than their normal demand.

•  They are cash, trade, and quantity discount.

II.

1. place 2.bulk 3.discount 4.concession 5.aqueezing

6. loss 7.faith 8.quality 9.fair 10.exception

III.

•  I ' m afraid we can ' t accept counter-offer.

•  Let ' s meet each other half way.

•  I ' m glad we ' ve come to an agreement on prices.

•  We ' ll give you a discount of 3%.

•  That ' s an exceptional case, you know.

Lesson 8

I.

1. Because the final result of business activities is to get the amount of money for goods supplies or service renders.

2. L/C, D/P, D/A. The best means is L/C.

II.

1. installment 2.cooperation 3.sure 4.imports 5.accounts

6. Consult 7.service 8.take 9.rule 10.manufacturers

III.

•  Let ' s move on to the terms of payment.

•  Could you make an exception and accept D/P?

•  We can only accept L/C terms.

•  When must we open the relevant L/C?

•  I am so glad that we can cooperate with each other.

Lesson 9

I.

•  Dispatch for earlier and demurrage for later.

•  Shipment with a fixed date; with a date in the near future; with a indefinite date.

II.

1. effect 2.delivery 3.miss 4.demand 5.advance

6. seasonal 7.committed 8.timely 9.producer 10.reply

III.

•  Can you ship the goods promptly after you get our L/C?

•  The earliest shipment we can make is early December.

•  Let ' s call it a deal.

•  I hope you will give us a special accommodation.

•  I ' ll do my beat.

Lesson 10

I.

1. Because it ensures goods in good condition, forms an integral part of an attractive product presentation.

2. They are Outer Packing, Inner Packing, Neutral Packing.

II.

1. terms 2. display 3.fragile 4.articles 5.economical

6. weight 7. considerate 8.see 9.sea-worthy 10.marks

III.

•  I want to know the details about the packing of your toys.

•  What about the outer packing?

•  You can rest assured of that.

•  The next thing I ' d like to bring up for discussion is packing.

•  They are light and easy to handle.

Lesson 11

I.

•  Because international trade is subject to many risks. Exporters and importers may possibly suffer from losses or damages. Insurance can compensate for the loss.

•  They are General average, Particular average, Total loss.

•  They are Free From Particular Average(FPA), With Particular Average or With Average(WPA or WA), All Risks.

II.

1. usual 2. taken out 3.all risks 4.Risk of Breakage 5.special

6. premium 7. rate 8.account 9.consignment 10.pleasure

III.

•  Insurance is to be covered by you.

•  the insurance amount will be 110% of the invoice value.

•  Generally speaking, it depends on you.

•  I ' d like to go to the insurance company.

•  I ' ll be glad to help solve the problem.

Lesson 12

I.

•  By a third, authentic party that has nothing to do with the seller and the buyer, i.e. by authentic surveyor, sworn measurer, or laboratory.

•  Shipping Quality/Weight (Quantity) as Final; Landing Quality/Weight (Quantity) as Final; Inspection and Reinspection.

•  It can be served as the evidence in the process of delivering the goods, getting paid and lodging a claim.

II.

1. Guarantee 2. clause 3.clear up 4.delivery 5.stand

6. certificates 7. attached 8.inspection 9.claim 10.receipt

III.

•  We want the goods to be inspected at the port of shipment.

•  we won ' t object to it.

•  That can be arranged.

•  otherwise, we consider the goods as accepted.

•  You shall advise us within two weeks.

Lesson 13

I.

•  A contract is an agreement which sets forth binding obligations and rights of the two parties.

•  Usually a contract can be signed through many times of negotiations.

•  He may be sued and ordered to make compensation.

II.

1. agreement 2. check 3.unclear 4.negotiations 5.party

6. carry out 7. missing 8.drought 9.affected 10.notify

III.

•  Please have a look and tell me your opinion.

•  When will be our next meeting, then?

•  I ' m ready to sign the contract.

•  Please sign your name here.

•  May the friendship between us be forever.

Lesson 14

I.

•  No. The two parties should discuss it carefully again and make it clear that each clause is strictly carried out.

•  He should contact the other party at once and discuss them in order to make an supplementary legal memo.

II.

1. deal 2. specifications 3.conformity 4.articles 5.shipment

6. insurance 7. prompt 8.scheduled 9.postponed 10.execution

III.

•  There are a few points which I ' d like to bring up.

•  The second point is about the terms of payment.

•  That ' s a good idea.

•  I ' m afraid not.

•  That will tie up our money.

Lesson 15

I.

•  No. They may sometime arise in spite of our planned and careful work in the performance of a contract.

•  The matter should be investigated and the details be laid before the party charged in written form.

II.

1. due 2. responsibility 3.obligations 4.amendments 5.actioned

6. imminent 7. nominate 8.fulfill 9.workable 10.outstanding

III.

•  Things are like this.

•  What ' s the trouble then.

•  Quite a number of cartons were badly damaged.

•  We ' ll make a thorough investigation.

•  Before that, we can not promise anything.

Lesson 16

I.

•  Many claims can be easily avoided with more emphasis on quality control and proper care when first planning the overseas shipment.

•  It is crucial not only because of the merchandise sales loss and the administrative and legal costs of claim, but because of the greater, long run potential loss of importer satisfaction and good will.

II.

1. advised 2. standard 3.Bureau 4.consignment 5.compensate

6. repairing 7. defects 8.defective 9.technicians 10.cooperative

III.

•  How did it happen, I wonder?

•  I hope you ' ll consider our claim seriously.

•  we should settle it according to the contract.

•  I have something very unpleasant to talk over with you.

•  To our disappointment, we found the goods were underweight.

•  But I promise I ' ll check into these problems.

•  I ' ll be waiting for your result.

•  I really appreciate your correct attitude in this case.

Lesson 17

I.

•  Speed and thoroughness in reporting them to all parties involved is essential.

•  Through negotiation to make compensation and not do harm to the business relationship.

II.

1. on-the-spot 2. workmanship 3.dampness 4.manufacturers 5.live up to

6.adjoining 7. inconvenience 8.installed 9.replacement 10.assistance

III.

•  we ' d much prefer to settle this matter in a friendly way.

•  You must take responsibility for it.

•  We cannot agree to your point.

•  We really cannot go much higher.

•  Please confirm your settlement offer in writing.

Lesson 18

I.

•  Friendly negotiation, arbitration and lawsuit.

•  and impartial.

II.

1. sophisticated 2. disagreement 3.clause 4.customary 5.submit

6. reputation 7. temporary 8.partiality 9.awarded 10.personally

III.

•  Do you often win?

•  What about the cost of arbitration in China ?

•  Are the hearings conducted in open session?

•  The award is final and binding the parties.

•  Do you permit arbitration in a third country?

Lesson 19

I.

•  An agent is actually a person who has authority from another person, his principal, to act on his principal ' s behalf to enter into business relations with the customer.

•  A general agent and a sole agent.

II.

1. focus 2. interested 3.market 4.forward 5.minimum

6. correct 7. commission 8.offer 9.marketable 10.effort

III.

•  I have something good to tell you.

•  Then we ' ll take this chance.

•  Would you like to act as our sole agent?

•  What ' s the minimum turnover that you require?

•  That seems fair enough.

Lesson 20

I.

•  Commission is the remuneration paid by the seller to the dealer in the export transaction.

•  It ' s legal both for expressed and unexpressed commission.

II.

1. continue 2. practice 3.prompt 4.promote 5.Considering

6. reasonable 7. allow 8.substantial 9.exceeds 10.agreement

III.

•  what ' s your usual practice of giving commission?

•  We generally agree to your terms.

•  What ' s your idea?

•  I ' ll talk it over with my boss.

•  We will be looking forward to your reply.

Lesson 21

I.

•  Quota is a limitation on the Quantity of goods that may be imported into a country from all countries or from specific countries during a set period of time. It is usually expressed in terms of either physical quantity or value.

•  Normally no except for some special conditions, such as within transitional period for a new WTO member.

II.

1. entered 2. regions 3.obtain 4.apply 5.quantity

6. previous 7. decreased 8.messy 9.quota 10.optimistic

III.

•  It ' s quite beyond my expectations.

•  You ' ve taken half of the total quota.

•  It really depends upon the market situation.

•  It ' s also difficult to predict.

•  I came to discuss about our order.

Lesson 22

I.

•  The importing enterprise applies for import license; arrange for the importation; the Customs releases the goods against the presentation of the license.

•  Goods may be confiscated or rejected by the Customs upon declaration, or releases the goods after fine based on retroactive issuance and special ratification by issuing authorities.

II.

1. agent 2. purchase 3.obtain 4.basis 5.sign

6. required 7. with 8.department 9.thanks 10.responsibility

III.

•  Import licenses were also required last year.

•  It ' s no longer in effect this year.

•  We ' ll have to apply for a new license.

•  Who will issue import license?

•  How can companies get the import license?

Lesson 23

I.

•  Compensation trade is the trade in which the local company or manufacturer is able to pay for equipment or technology with future deliveries of products directly produced with the imported equipment or technology.

•  Direct Product Compensation and Indirect Product Compensation.

II.

1. flexible 2. meet 3.customs 4.sample 5.little

6. resultant 7. consuming 8.advantage 9.mutual 10.profit

III.

•  You look great today.

•  Naturally, the sooner the better.

•  Your estimation does not seem to be 100% accurate.

•  Would you please prepare the draft agreement?

•  That ' s what I am going to say.

Lesson 24

I.

•  Sole proprietorship, partnership and corporation.

•  “ Joint venture ” is the term generally used for an arrangement between foreign and domestic investors establishing a new corporation for the purpose of producing goods or carrying out other operations.

•  Equity Join Venture, Contractual Joint Venture.

II.

1. survey 2. partner 3.submit 4.approval 5.involved

6. documents 7. authorities 8.take 9.rules 10.explanations

III.

•  We do appreciate your hospitality.

•  There are many favorable conditions.

•  Any time limit for a joint venture?

•  I ' ll certainly be expecting the good news from you.

•  We are prepare to contribute 60%.

Lesson 25

I.

•  Barter trade refers to the direct exchange of goods for other goods, without the use of money as a medium of exchange and usually with the involvement of a third party.

•  All three parties have to open L/C against one another.

•  Usually there is no risk involved with one who first opens his letter, because he may state in his L/C that said L/C comes into effect only when a L/C with approximately the same value from the counter party is established with certain tolerance.

II.

1. purchase 2. stock 3.expecting 4.restock 5.items

6. terms 7. place 8.delivery

III.

•  You know we are both dealers in foodstuffs.

•  It doesn ' t really matter to us.

•  Anyway, we can certainly try it.

•  There ' s no risk involved at all.

•  That ' s why we have a fancy for it.

Lesson 26

I.

•  Consignment trade is a trade of which an exporter consigns his goods to an importer for sale.

•  Sign a sales contract between consignor and consignee. Consignor ships the goods to the consignee who will sell the goods at his local market. After all the goods are sold out, consignee deducts his commission and other expenses from the sales profit and mail the rest in the way stipulated in the contract to the consignor.

II.

1. going up 2. offer 3.absolutely 4.worsening 5.sensitive

6.out 7. on 8.in 9.competitive 10.positively

III.

•  How is everything going?

•  Let ' s get down to business.

•  We might come up with an offer.

•  Is that the way we usually trade in tea?

•  Do you always make out a contract for every deal?

Lesson 27

I.

•  Bid refers to a price offered in order to buy something, especially at an auction.

•  Bidding is made to get the best price from those buyers or service providers. Usually the one who offers the lowest price or highest price will become the bidder.

II.

1. documentation 2. transport 3.stencilled 4.license 5.declaration

6.exworks 7. customs 8.present 9.bill of lading 10.pro forma

III.

•  Shall we submit our tender to your Hong Kong office?

•  I ' ll call him when I am bock in Hong Kong .

•  Have you paid the invoice for the last shipment yet?

•  we are terribly sorry for this late payment.

•  can we just ask what has happened?

Lesson 28

I.

1. A trade mark identifies that a firm has legally registered its brand name or trade name so the firm has its exclusive use, thereby preventing others from using it.

2. If so you ought to lodge an appeal to the law firm and the counterfeit ought to compensate the loss suffered.

II.

1. come across 2. heard of 3.acquiring 4.deal in 5.comes to

6. state-of-the-art 7. registered 8.operate 9.up-to-date 10.contact

III.

•  The design is fresh and vivid.

•  How long will it take to obtain the approval from the Trade mark Bureau?

•  What you said is of great importance to us.

•  They meet up to the demands of our market very well.

•  This violates the trade mark regulations, you know.

Lesson 29

I.

1. A better way to order food is to ask your foreign guests whether they do not eat anything in particular first, ask them to make their choice.

2. Yes if they accept. For example, Beijing duck some seafood, hot and spicy Shichuan food.

II.

1. genuine 2. westernized 3.special 4.recommend 5.typical

6. try 7. for 8.extra 9.mellow 10.Strong

III.

•  Have some more, please.

•  Do you care for seafood?

•  The fish is fresh and tasty.

•  It tastes as good as it looks.

•  I ' m not much on sweets.

•  I have had more than enough.

•  I hope you enjoy your meal.

•  Let me pick you up from your hotel at eight o ' clock.

Lesson 30

I.

•  Because it is fast, convenient and effective.

•  You should arrive at the airport early enough, at least 45 minutes, for the check – in. Be sure to have your boarding pass with you and your luggage within weight limit.

II.

1. delay 2. depart 3.do 4.pleasant 5.stopover

6. arriving 7. jet-leg 8.fatiguing 9.rest 10.hospitability

III.

•  Are you ready to leave?

•  Let me help you with your luggage.

•  Your flight is about to take off at 9 sharp, is it right?

•  take your time.

•  Have a nice journey and remember me to Mr. Smith.

•  You too take care,

•  Shall I take the airways bus to the airport?

•  I do enjoy staying here.