资源简介

Unit Seven Establishments，Amendments and Extensions of LC
【基本要求】
本单元主要介绍信用证支付方式是当前国际贸易中普遍采用的一种主要支
付方式。信用证的主要内容，主要当事人，信用证的支付程序和信用证的种类
；信用证的审核和修改，审核的主要内容，修改信用证的常用方法。
【重点难点】
1. 熟悉信用证的主要当事人
2. 掌握信用证的修改和延期展证以及信用证条款的翻译
【讲授学时】
4学时
【课程内容】
Ⅰ.Brief Introduction
1. Parties Involved
The opener （buyer，applicant， principal， accountee，accreditor，
for/on account of，at the request of，on behalf of，by order of）:the
person who asks a bank to open a letter of credit
The opening bank （the issuing， opening， establishing
bank）:the bank in the importer’s country issuing the letter of
credit at the request of the importer
The advising bank （notifying bank）:the bank in the exporter’s
country which advises the exporter of the establishment of letter of
credit
The drawer （seller，exporter）:the person who sells the goods
and draws a draft on the opening bank or the buyer
The drawee （buyer，importer）:the person，usually the buyer，on
whom a draft is drawn，is responsible for making payment when the draft falls due
The negotiating bank: the bank that pays or accepts the draft
presented by the exporter
The reimbursing bank: normally the issuing bank itself that
repays the negotiating bank for the money given in advance by the
latter. In some cases，it may be its reimbursing agent in a third country
The beneficiary（in favour of，in one’s favour）:the party in
whose favor the letter of credit is issued，in other words，the
person who is entitled to draw a draft and receive the payment of the
shipment
2. Urging Establishment of L/C
When a transaction is concluded，the buyer，as a rule，is under
obligation to establish a letter of credit with his bank within the
time stipulated in the sales contract （confirmation）.
Messages urging establishment of letter of credit must be
written with tact. Their aim is to persuade the buyer to co-operate
more closely and in fact to fulfil his obligations；otherwise they
will give offence to the buyer and bring about unhappy consequences.
3. L/C Amendment and Extension
Not only can the seller ask for amendment to an L/C，the buyer
can likewise ask for amendment if he finds something in the L/C needs
to be altered. The usual procedure is that the buyer should first obtain consent from the seller and then instruct the opening bank to amend the L/C.
Besides the date of shipment，which is usually stipulated in the
L/C，every L/C has its expiry date. In order to leave sufficient time
to the seller to make out the shipping documents and the bank to make
their negotiation，the date of shipment and the expiry date of the
L/C should be made at least two weeks apart.
Ⅱ.结合课本的示例1-8对上面的知识点进行巩固
Ⅲ.New Words and Expressions（课本P129）
Ⅳ.Notes
1. effect vt.实现；产生；招致accomplish；bring about
2. arrange vi.安排，准备
make plans in advance；see to the details of sth.
3. recall vt.回想，回忆；使回忆（bring back to the mind）
4. verify vt.证实；查证；检验；
核实（testify；assert or prove to be true）
5. effect vt.实现,完成,达到（目的等）
6. as for 在……时候；到……为止；从……时起
7. promise vt.允诺，答应
8. demand n.需求；要求
9. afford vt.给予；担负得起（费用、损失、时间、后果等）
10. for one’s benefit为……利益
11. come to达到，共计
12. increase vt.增加
n.增加 on the increase 在增加中
13. expedite
vt.加快；促进；发出，派出
adj.畅通的，无阻碍的；迅速的，敏捷的；机警的；便利的
　　to expedite matters 加速事情的发展
14. courtesy n.礼貌，谦恭；殷勤；好意，优遇
　　by courtesy 为表示礼貌起见；承蒙好意
　　by courtesy of… 蒙……允许；蒙……好意赠送（或借用）
　　courtesy card 特别优待券
　　courtesy title 礼节上的尊称
15. circumstance n.(pl.)情况，形势，环境；境遇，境况
　　act according to circumstances 随机应变
　　in/under present circumstances 在当前情况下
　　in favourable (adverse)circumstances在顺境（逆境）中
　　n.详情，细节；事件，事实；（有关）事项；命运，机会
　　in/under no circumstances 无论如何不，决不
　　in/under the circumstances 既然这样
circumstanced adj.在某种环境或情况下
　　different circumstanced 情况不同的
well circumstanced 境况优裕的
Ⅴ. Expressions on Establishments，Amendments and Extensions of L/C
1.Please amend L/C No.JX123 as follows:
1）Amount to be increased to USD 58,800.00
2）Validity to be extend to Sep.26th
3）The words “Transhipment Not Allowed” are to be deleted
　请按下列内容修改第JX123号信用证：
1）金额增至58800美元
2）有效期展至9月26日
3）删去“不可转船”
2.We have instructed our bank to open an irrevocable，confirmed L/C
in your favor for an amount of USD 10,000,expiring on Dec.31st.
我方已通知我方银行开出以贵方为受益人的，金额为10 000美元的，保兑的、
不可撤销的信用证，该证于12月31日到期。
3.As the L/C is valid till the end of Aug.，please execute our order
within the time contracted.
由于信用证有效期到8月底止，务请在合同规定的时间内履行此订单。
4.They have applied to our authorities for an import license and an
L/C in your favor would he opened soon.
对方已向当局申请进口许可证，以贵方为受益人的信用证很快就会开出。
5.The covering L/C has been established with the Bank of China，
London. Please advise us upon receipt of it.
有关信用证已通过伦敦中国银行开出，收到后请即告知。
6.With the approach of the delivery date，the late arrival of your
L/C will cause us great inconvenience.
交货期日益临近，信用证的迟到将给我方带来极大的不便。
7.As stipulated in our S/C No.255,relative L/C should he opened and
reach us before Oct.15th.
按照我方第255号销售确认书规定，有关信用证应在10月15日前开立并抵达我方。
8.Please insert the word “on or about” before the time of shipment
in L/C No.6889.
请在6889号信用证装运期前加上“在……或左右”字样。
9.Upon checking L/C No.SJ784 for S/C No.123,we regret to find that
the unit price is US$3.25,which should be amended as US$3.52 as
contracted.
有关第123号售货确认书的SJ784号信用证，经审核发现单价为3.25美元，
而合约的单价为3.52美元，请予修改。
10.The amount in your L/C No.682 is short opened USD 500,please
increase as stipulated in the contract.
贵方第682号信用证少开500美元，请按合同增加。
11.Regarding L/C No.6523,we will appreciate if you will instruct the
bank to amend the commission as 5％.
信用证6523号，请通知银行将佣金改为5％，不胜感激。
12.In order to avoid subsequent amendments，please see to it that the
L/C stipulations are in exact accordance to the terms of S/C.
为避免日后改证，请注意信用证规定应与销售确认书完全相符。
13.Please delete the clause “Transshipment at HK prohibited” from
your L/C.
请删除信用证中“禁止在香港转船”的条款。
14.As your L/C stipulates the same deadline for shipment and
Validity，please extend the L/C for 15 days as usual.
由于贵方信用证装期和效期相同，请按惯例将信用证有效期展15天。
15.We look forward to your cable extension of the above L/C so as to
enable us to carry out the S/C.
盼电传上述信用证以便我们履行合同。
Ⅵ.巩固本章知识完成课后习题Unit Eight Packing and Shipment
【基本要求】
本单元学习国际货物运输的方式和国际贸易中货物的包装、标识、装运。
【重点难点】
掌握有关国际货物运输的术语、缩略语、基本句型法
【讲授学时】
4学时
【课程内容】
Ⅰ.Brief Introduction
1. Packing
Packing can be divided into two kinds:
1）Transport packing （outer packing）is done mainly to keep the
goods safe and sound during transportation. It must not only be solid
enough to prevent the packed goods from any damage，but also be
pilferage-proof，easy to store，convenient to load and unload.
Conventionally，outer packing marks mainly include transport marks，
directive marks and warning marks.
2）Sales packing （inner packing）is done mainly to push sales.
A packing that catches the eye will help them push the sales. It is
now universally recognized as a decisive aid in selling household
consumer goods. It can be realized in various forms and with
different materials as long as it is nice to look at，easy to handle
and helpful to sales.
2. Marking
Mark or packing mark can also be referred to as transport package
shipping mark.
Usually，marks can be divided into three types: shipping mark，
supplementary/additional mark，and indicative/ warning mark.
Shipping marks include:
1）symbol: triangle，rhombus，rectangle，etc.
2）code or initials of the consignor or consignee
3）port of destination
4）package number
3. Shipment
Shipment，which means the act of shipping goods.
The shipment clause involves the time of shipment，rate of
shipment，ports of loading and destination，means of transport，
shipping documents，etc.
Shipping Advice，in general，may include: the contract，L/C number，
name of commodity，number of packages，total quantity shipped，name
of vessel and its sailing date，etc.
Ⅱ.结合课本的示例1-8对上面的知识点进行巩固
Ⅲ.New Words and Expressions（课本P178）
Ⅳ.Notes
1. Packing
2. Mark
3. Transport
4. full set of一整套
two (several)sets of两（多）套
5. Non-negotiable未议付的
6. document n. 文件,单据
　transport document运输单据
　shipping documents装船单据
7. Bill of lading (B/L)提单
8. to order to凭某人指定
Ⅴ. Useful Expressions for Packing and Shipment
1.What do you think of the packing for china
你认为瓷器该怎样包装？
2.These cosmetics are tastefully packed.
这批化妆品的包装十分精美。
3.The packings are in good (bad)order.
包装完好无损（破损）。
4.We have especially reinforced out pacing in order to minimize the
extent of any possible damage to the goods.
为了使任何损坏货物的可能减少到最低程度，我方已经特别加固包装。
5.The unique design of the packing will help you promote the sale of goods.
独特的包装设计将有助于贵方推销这些货物。
6.The packing must be strong enough to withstand rough handling.
包装必须十分坚固，以承受粗糙的搬运。
7.We agree to use cartons for outer packing.
我方同意用纸箱做外包装。
8.It would cost more for you to pack the goods in wooden cases.
使用木箱包装成本会高些。
9.Please make the oil jar airtight.
请把油罐密封。
10.The piece goods are to be wrapped in kraft paper，then packed in wooden cases.
布匹在装入木箱以前要用牛皮纸包好。
11.Twelve bottles are put into a box and 100 boxes into a carton.
12支装入一小盒，100盒装入一个纸箱。
12.I’m afraid the cardboard boxes are not strong enough for ocean transportation.
我担心远洋运输用纸箱不结实。
13.Such goods packed in cardboard cartons can save freight cost.
使用硬纸箱包装这批货物可以节省运费。
14.We prefer packing in smaller cases.
我们宁愿用小箱子包装。
15.We advocate using smaller container to pack the goods.
我们主张用小容器包装这批货。
16.We use metal angles at each corner of the carton.
每个箱角都用金属角加固。
17.The ring is placed in a satin?covered small box，lined with
beautiful silk ribbon.
戒指装在一个锦缎小盒里，再用一条漂亮的绸带系在外面。
18.On the outer packing，please mark wording，“Handle with Care”.
在外包装上请标明“小心轻放”字样。
19.Please cable packing and marks.
请电告包装及唛头式样。
20.We will mark the packages the same as before.
我们将在货包上刷上和以前一样的唛头。
21.What is your specific transport requirement
你们具体的运输条件是什么？
22.It will cause a lot of problems in our transportation.
这将给我们的运输带来很多问题。
23.The two sides finally reached an agreement on the mode of
transportation.
双方就运输方式达成了协议。
24.A part of the goods were damaged in transit.
一部分货物在运输途中受损。
25.Would you accept delivery spread over a period of time
不知贵方能不能接受在一段时间里分批交货？
26.How long does it usually take you to make delivery
贵方通常要多久才能交货？
27.Could you make prompt delivery
可以即期交货吗？
28.Is it possible to effect shipment during October
能不能在10月份交货？
29.Can our order of 100 cars be shipped as soon as possible
我们订的100辆小汽车能尽快装运吗？
30.We can effect shipment in December or early next year at the latest.
我方最晚在今年12月份或明年初交货。
Ⅵ.巩固本章知识完成课后习题Unit Nine Insurance
【基本要求】
本单元主要学习国际货物运输保险的含义、海损、保险险别以及投保方式。
【重点难点】
掌握国际货物运输在不同情况下的投保方式
【讲授学时】
4学时
【课程内容】
Ⅰ.Brief Introduction
1. Definition
The purpose of insurance is to provide compensation for a person
or a group of persons or a company who suffer from loss or damage.
The contract of insurance is made in the form of an insurance
policy between two parties: the insurer on the one hand，accepts the
risks， and the insured seeks protection from the risk on the other
hand.
2. Maritime Losses
Maritime Losses are generally divided into two kinds as follows:
1）Total loss （全损）
（1）Actual Total Loss，also Absolute Total Loss
（2）Constructive Total Loss
2）Partial loss also “Average”
（1）General Average
（2）Particular Average
3.Types of Coverage
The principal perils the basic Marine Policy of the PICC insures
against under its Marine Cargo Clauses are as follows:
1）Free From Particular Average （FPA）
2）With Average (WA)or With Particular Average （WPA）
3）All Risks （AR）
Additional Risks are usually classified into two categories:
1）General additional risks Which includes:
（1）Theft，Pilferage & Non-delivery. TPND
（2）Fresh Water/Rain Damage FWRD
（3）Risk of Shortage
（4）Risk of Intermixture & Contamination
（5）Risk of Leakage
（6）Risk of Clash & Breakage
（7）Risk of Odour
（8）Damage Caused by Heating & Sweating
（9）Hook Damage
（10）Loss for Damage by Breakage of Packing
（11）Risk of Rust
2）Special Additional Risks Which includes:
（1）War Risk
（2）Strike Risk
（3）On Deck Risk
（4）Failure to Deliver Risk
（5）Reject Risk
4.Effecting Insurance on Cargoes
The ways of effecting insurance on cargoes differ in their terms
of transaction.
1）On the basis of FOB or C & F，the cargoes are to be insured by
the importer.
2）On the basis of CIF，the exporter is to insure the goods and to
pay the premium.
Ⅱ.结合课本的示例1-8对上面的知识点进行巩固
Ⅲ.New Words and Expressions（课本P167）
Ⅳ.Notes
1. insurance
1）n.保险
2）insure v.保险，投保
2. debit note 账单
3. account
1）n.账目，账款，账户
a. for account of 为……受……的委托
b.(to be)for sb’s account，for the account of sb.由某人负担
c. on account of 由于，因为
d. to take…into account 考虑，重视
e. on one’s own account 为自己的利益，自行负责
f. not on any account 无论如何不
2）v.与for连用
a.说明（原因），是……的原因
b.（指数量）占……
4. take out v.通过申请而取得；办理(保险)手续
5. policy n.保(险)单
6. Lloyd Insurance Company，London 伦敦劳埃德保险公司
7. on good terms with sb.与某人关系良好
8. underwriter n.保险商
9. handsome adj.相当大的，可观的
10. premium n.保(险)费；较高价格
11. rebate n.回扣
　　freight rebate运费回扣
　　interest rebate利息回扣
insurance rebate保险回扣
12. cover
1）n.(保险业)保险 Insurance Cover保险
2）v.保险，投保
coverage n.保险范围
13. delete v.删除
14. franchise n.免赔率(额)；特权，特许
15. on condition that 如果，在……条件下，以……为条件
1）according as…如果
2）assuming that估计，以为
3）except（ing）除了
4）given that假定
5）if only只要；要是……就好了，可以表示对现在，过去、将来的虚拟，
具有很强烈的感彩
6）say假定；比如说（可用虚拟句）
16. Insurance is to be covered for 10％ of invoice value.
这句话可以写成：
1）Insurance is to be covered for 10％ above the invoice value.
2）Insurance is to be covered at invoice value plus 10％.
17. endorsement
1）n.背书；赞同；保险批单
2）endorse v.背书，批准，赞同
18. lay in贮藏
Ⅴ. Useful Expressions on Insurance
1.The underwriters are responsible for the claim as far as it is
within the scope of cover.
只要是在保险责任范围内，保险公司就应负责赔偿。
2.The loss in question was beyond the coverage granted by us.
损失不在我方承保的范围内。
3.The extent of insurance is stipulated in the basic policy form and
in the various risk clause.
保险的范围写在基本保险单和各种险别的条款里。
4.We shall effect Insurance on (the name of the cargo)for US$×××
against All Risks with the PICC.
我们将该批价值×××美元之货物向中国人民保险公司投保综合险。
5.Please insure the name of cargo against All Risks at the rate of
0.05% with the PICC.
请向中国人民保险公司以0.05％费率为该批货投保综合险。
6.What types of cover does your insurance company usually underwrite
贵保险公司一般承保哪些险种
7.Our company generally underwrites WPA,FPA & AAR.
我公司一般承保水渍险、平安险和综合险。
8.How long is the period from the commencement to termination of
insurance
保险责任的起讫期限有多长
9.The cover should be limited to sixty days upon discharging of the
insured goods from the sea going vessel at the final port of
discharge.
被保险货物在卸货港卸离海轮后，保险责任以60天为限。
10.For the cover of All Risks，the insurance company shall be liable
for total or partial loss on land or sea of the insured goods within
the period covered by the insurance.
对投保综合险，投保货物在承保期内不论在海上还是陆上遭受的全部或部分损
失均由保险公司负担。
11.We generally insure WPA on CIF basis. Special risks such as TPND
Leakage，Breakage，Freshwater，Oil，Grease etc. can also be covered
upon request.
按到岸价条款之交易，我们一般保水渍险。其他特殊险别，如偷窃、提货不到
险、渗漏险、破碎险、淡水险、油渍险，可根据要求另保。
12.Breakage is a special risk for which an extra premium will have to
be charged. The additional premium is for the buyer?s account.
破碎险是一种特别险，需收取额外的保险费。增加的费用由买方负担。
13.The difference between WPA and FPA is that the WPA covers more
risks than the FPA.
水渍险与平安险不同之处在于，前者的保险范围较后者的宽。
14.The “Warehouse to Warehouse” Clause is commonly used in
international insurance.
“仓对仓”条款为国际保险业所惯用的责任条款。
15.Shall we attend to the insurance If so，against what risks
是否需要我们办理保险 若然，投保何类险种
16.Please insure against Leakage/Breakage/Fresh Water Damage.
请保渗漏险／破碎险／淡水雨淋险。
17.Would you please insure against All Risks
贵方愿意投保综合险吗
18.Please insure/cover the goods with WPA.
该批货物请投保水渍险。
19.We shall provide such insurance/coverage at your cost.
我方将投保这种险别，费用由贵方负担。
20.We will effect insurance against All Risks，as required，charging
premium and freight to the consignees.
我方将按要求投保综合险，保险费与运费将向收货人索取。
21.As usual，the goods have been insured on WPA terms.
该批货物已按惯例投保了水渍险。
22.Premium will be added to invoice amount together with freight
charges.
保险费连同运费合并在发票金额内。
23.The shipment should be covered for 150% of invoice value against
All Risks. We know that according to your usual practice，you insure
the goods only 10% above invoice value，therefore the extra premium
will be for our account.
该批货物必须按发票价值的150％投保综合险，我方知道，按惯例，贵方只按
发票价另加10％投保，因此，额外保险费用由我方负责。
24.We generally insure our export shipment with the People’s
Insurance Company of China.
我方通常为出口货物向中国人民保险公司投保。
25.Please quote your lowest FPA rate on general merchandise valued at
about US$2,000 from Manila to Jiangmen.
请报送价值约2 000美元之一般商品由马尼拉运到江门投保平安险之最低费率。
26.As requested，we have effected insurance of US$2,500 + 10% over
invoice value on (the name of goods)shipped by M.S.Pearl River from
HuangPu to Seattle USA.
遵嘱，我方已为由“珠江”轮从黄埔港运到西雅图之(货物名称)，按发票金额
为2 500美元加10％买了保险。
27.We have effected insurance with PICC for US$6,000 on 1,000 pairs
of Leather Sandals on AAR Terms at 1.5% including TPND.
我们已向中国人民保险公司为价值6 000美元的1 000双皮凉鞋按1.5％费率
投保了综合险，包括偷窃及提货不到险。
Ⅵ.巩固本章知识完成课后习题Unit Ten Complaints and Claims
【基本要求】
本单元主要主要学习贸易问题，出现贸易问题的原因，索赔原因以及申诉。
【重点难点】
掌握索赔函的书写
【讲授学时】
2学时
【课程内容】
Ⅰ.Brief Introduction
1. Issues in Trade
Losses or damages in international trade are not only confined to
(局限于)both exporters and importers. Generally speaking，there are
three possibilities.
1）If the insurer is held responsible for the losses，the claim
incurred is called “Insurance Claim”.
2）If the carrier （承运人）is held responsible for the losses，
the claim incurred is called “Transportation Claim”.
3）If the trader （either the importer or the exporter）is held
Responsible，the claim is called “Trade Claim”.
4）In case the responsibility is not yet made sure whether it is
the fault of the carrier （the shipping company）or the
responsibility of the insurer，claims can be lodged against both of
them，reserving the right of claim. The party，who is responsible for
a claim is the claimed/claimee （被索赔人），hile the party who
lodges the claim is the claimant （索赔人）.
5）Any issue in trading is usually settled amicably between both
sides of the transaction. If no compromise（和解）can be made between
them，the issue should go to arbitration （仲裁）.This will be done
in accordance with the arbitration clause in the contract. If there
is no such a contract，a provisional （临时的）arbitrator is needed.
2. Replies to Enquiries
The causes of trade issues usually seen are as follows:
1）Not fulfilling the contract （不履行和约）
2）Delay in delivery （延迟交货）
3）The specifications of goods are not in compliance with the contract （货物不符）
4）Commission not yet paid （欠交佣金）
5）Shortage of goods (短装)
6）No contract is made (拒签合约)
7）Sample not yet sent (未交样品)
8）Ill packing (包装不良)
3.Causes for Claim
1）The seller is held responsible for the following claims:
—Non-delivery or part-delivery
—Delay in delivery /shipment
—Inferior or wrong quality
—Wrong quantity
—Insufficient packing
—Failure in entering into contract
—Non-fulfilment of contract
—Discrepancies in specification
2）The buyer is held responsible for the following:
—Refuse to open an L/C
—Delay in opening L/C
—Delay in payment
—Commission unpaid
—Failure in entering into contract
—Non-fulfilment of contract
3）The carrier is held responsible for the following:
—Short-landed
—Goods missing
—Rough handling
—Others
4）The insurer is held responsible for the following:
—Goods suffer losses or damages in transit because of the risks
insured against
—Other reasons stipulated in the policy according to which，the
insured is entitled to ask for compensation
4.Genuine Complaint & Market Complaint
There are some main points in writing a claim and the answer to the
claim:
1）Lodging a claim
（1）Telling the facts which caused the claim.
（2）Citing the facts reasonably，not being swayed by emotions (被
情绪左右).
（3）The description of facts should be concrete，such as quoting
the file number，the date of delivery，the goods concerned etc.
（4）Analyzing any possible impacts.
（5）Suggesting a way to settle the issue.
（6）Not using such expressions as “We shall suspend our business
relations in case the claim can not be settled”.
（7）Hoping for an early solution of the problem.
2）Reply to a claim
（1）Confirming receipt of the claim and give it an answer as quick
as possible no matter whether there is a time limit or not.
（2）Expressing thanks to the opposite party’s attention to the
matter.
（3）Showing regretfulness for what has happened and sincere wish
for resolving the problem.
（4）Promising to look into the matter carefully.
（5）When accepting the opposite party’s demand，put forward the
principle for settling the problem；when not accepting，explanation
should be made in the letter.
（6）Showing enthusiasm to continue the business relations with the
opposite party and wishing for further co-operation.
（7）Not being swayed by emotions.
When a claim is lodged against an insurance company or a shipping
company，it should be accompanied by the following documents:
Survey Report
Certificate of Inspection
Mate’s Receipt.“Mate” is the rank below a ship’s captain，first mate，second mate
Invoice
Insurance Policy
Weight Certificate
Marine Protect
Packing List
Shortlanded Certificate
Damage Report
Weight Note
Tally?List
Ⅱ.结合课本的示例1-8对上面的知识点进行巩固
Ⅲ.New Words and Expressions（课本P188）
Ⅳ.Notes
1. trace n.踪迹，痕迹
2. considering连词，引导原因状语从句，表示“考虑到、鉴于某个事实”
3. claim
1）vt.
a.索赔，索汇，索款；要求(应得)权利
b.声称，宣称，自称，主张
2）vi.索赔，提出要求
3）n.(对权利等的)要求，索赔，索款，索汇
4. attribute to归因于，归咎于
5. sustain v.1）遭受；2）支持，证实
6. convince vt.说服，使信服，使确信，便明白，使认识错误
7. due to 1）由于；2）应给，应归；3）预定，预期；4）应付给
in addition to over and above；besides 加于……之上；除……之外又
8. responsible adj. 辨析：responsible，answerable与accountable
9. bear vt.
1）负担，承担
2）带有，具有，标明
3）承受，经得起，耐（得住）
10. rest with 在于
11. disposal n.支配 management
12. dispatch = dispatch
1）n.发送，迅速
2）v.发运，迅速办理
13. invoice n. (for something)list of goods sold or services provided
with the prices charged 发票
14. You will no doubt yourselves be claiming compensation from the party concerned.
毫无疑问，贵方自己向有关方索取赔偿。
15. The responsibility for the losses may rest with the shipping company and we suggest you yourselves make the claim for compensation.
损失的责任可能在于船运公司，我方建议贵方自己（向船运公司）索赔。
16. at one’s disposal：available for one / somebody to use as one
wishes 供任意使用，可自行支配
17. match the sample 与样品相符
18. can not help不禁，不得不相当于can not but，can not help but
19. be quite unsuited to十分不适合
20. have no choice but别无选择只有……
21. embarrass v.使窘迫，使为难
22. be meant for 预定给
pare…with与……比较
24. straighten （something）out：settle or resolve something；remove
difficulties from something 解决（某事）
25. be subject to：depending on something as a condition 以某物为条件，取决于某物
26. support：help to show that (a theory，claim,etc.)is true；confirm
支持，证实
27. ground:(esp.pl)reason(s)or justification for saying，doing or
believing something 说,做或相信某事的理由
28. take up the matter with somebody：speak or write to somebody
about something；raise something with somebody 向某人提出某事
Ⅴ. Useful Expressions on Complaints and Claims
1.Lodging a claim提出索赔要求
（1）Putting forward the question问题的提出
1） With reference to the 22 cases of glassware shipped by
M.V.Huangshi，we are greatly disappointed at the unbusiness like way
in which you were handling our order.
关于由“黄石”号轮运来之玻璃器皿22箱，我方对贵方处理我方订货之非商业
水准之方法感到极其失望。
2） We are extremely sorry to have to draw your attention to the
repeated delays in the execution of our order.
我们极其遗憾地提请注意，贵方对执行我方订货已多次延误。
3）We have received the plastic toys shipped by you on November
2nd,but we find that none of the quantities or designs correspond to
your invoice of the same date.
已收到贵方11月2号发运来的塑料玩具，但我们发现，无论数量及款式均与贵
方同时开来之发票不相符。
4）We thank you for the prompt dispatch of 500 drums of chemicals
shipped by M.V.Song hai on our Order No.76,but we regret to inform
you that 10 drums of them are broken and their contents leaked out
severely.
感谢贵方由“松海”号轮迅速运来我们订单76号之化学品500桶，但我们遗
憾地通知贵方其中有10桶破裂，且内容物严重渗漏。
（2）Inferior quality货物品质低劣
1）The fabrics were not sorted out to our specification.
贵方之纺织品并未按照我们的规格说明分类。
2）The goods are much inferior to the quality of our samples.
该批货物与我方样品相比，质量极其低劣。
3）Our customers reported that much inferior quality of materials were used to make your products.
我方客户反映，贵方的产品是以十分低劣之原材料制造的。
4）Our customers complain that the quality is very poor in proportion to the price.
我方客户抱怨，贵方货物之质量与价格相比极不相称。
5）We shall be pleased to know your explanation as to this
discrepancy in quality，and also as to what is the best you can do
for us in the matter.
我方将乐于听取贵方对货物质量差别之解释，也希望知道贵方有何善法解决这
个问题。
6）None of the goods is of any use to us being different from what we
ordered. So we hold them at your disposal pending your reply.
由于货物不符合我方订单之要求，因此它们对我们毫无用处。所以我方将之交
由贵方处理，等待贵方之答复。
7）When the bags were opened for checking purposes,25 bags were found
infested with live white worms and rice bugs not fit for human
consumption.
当开包检查时，发现其中25包／袋有活的小白虫及米寄生虫大量出现，已不适于食用。
（3）Wrong quantities数量不符
1）We had ordered 25 cases but only 13 were found in the shipment.
我方订购的是25箱，但运来之该批货仅有13箱。
2）We regret to inform you that each bag weighs short by 6 to 10
kilograms.
我方遗憾地告知贵方，每包／袋短重6-10千克。
3）According to the Survey Report，there was a shortage of 50 kilograms.
根据检验报告，总共短缺50公斤。
4）Upon opening the case，we were greatly surprised to find that
there was a shortage of 10 dozen of sample No.121 while No.122 was
over supplied by as many dozen.
开箱时，我方大吃一惊，因为样品121号之货物短缺10打，而第122号之货物
则多出10打。
5）The landed weight of each bale turned out to be 97kg gross on the
average instead of 100 kg.
卸货后，每包毛重平均仅为97千克而非100千克。
6）As you may note that 100 pieces were specified in our purchase
order，however you shipped us 110 pieces.
正如贵方会注意到的，我方购货单上注明为100件，但贵方却运来110件。
（4）Delayed shipment装船延误
1）As we have pointed out repeatedly，prompt delivery is essential in
this trade. However we have not yet received the goods or any advice
when we may expect delivery.
正如我们已多次指出的，迅速交货对这笔业务来说十分重要。但我们迄今未收到货物，亦未收到可能何时交货的通知。
2）It is natural that you should be responsible for all the losses
resulting from the delay of shipment.
贵方应当承担由于装船延误所招致的一切损失的责任，这是顺理成章的事情。
3）You promised to effect shipment by the end of October，but we have
heard nothing from you about the shipment.
贵方答允在10月底装船，但迄今我方仍未收到有关装船的任何消息。
4）Unless the goods are delivered before 5th of this month，we
shall refuse them，as they will be of no use for this season’s trade.
除非该批货能在本月5号前发运，否则我方将拒收，因为它们将错过本销售季。
　5）This is not the first time a delay in delivery has occurred，and
this has compelled us to point out that business on such conditions
can not be continued for a long time.
此次装船延误已非第一次，这迫使我方指出，这样的生意往来是不能长久维持下去的。
6）We shall certainly not be encouraged to place further orders with
you if we lose money through your failure to deliver in time.
如果我方由于贵方交货延误而遭受经济损失的话，这肯定不会鼓励我方再向贵方订货。
（5）Goods damaged货物受损
1）Two of the cases was badly smashed and the contents were seriously
damaged.
其中两箱已砸坏，内装货物严重损毁。
2）Upon unpacking the cases，we find that many fragile articles have been broken.
　开箱时发现许多易碎物品已破损。
3）The goods have been so discoloured and heavily saturated by rain that they are unsalable.
　货物褪色并为雨水所浸透，已无法销售。
4）The damage is apparently caused by improper packing.
　显然损坏是由于不良包装所造成的。
5）According to the Surveyor’s Report，the damage was due to
rough/careless handling during transit.
　根据验证报告，损坏的原因是由于在运输过程中的野蛮／不小心装卸之故。
6）The goods were packed loose in the case without sufficient padding in it，this causing the breakage of some.
　货物在箱内包装松散，没有足够垫衬以致造成其中一些破损。
（6）Suggestions or Requirements建议或要求
1）Please look into the matter and speed up delivery as soon as possible/or inform us of the result of your tracer.
　请调查此事并尽快发货／或将追查结果告知我方。
2）Please let us know by fax when we may expect delivery.
　请电告我方何时可以发货。
3）We would like to know what you intend to do in the matter.
　我方希望了解贵方打算如何处理此事。
4）Please let us know if you will take the goods back or make us an adequate allowance for the damage the goods have sustained.
　请告知我方，贵方是否要收回货物抑或给予适当减免折扣，作为对该批货物所受损失之补偿。
5）If you can extend payment to 30 days，and still allow us a 15% discount，we can arrange to take them.
　如若贵方能把付款期延长至30天，并给予15％折扣，我们则可以安排接受该批货物。
6）We are holding the goods subject to your instruction while warehousing them at your expense.
　我方将保留这批货物以待贵方通知如何处理，而仓租则由贵方负责。
7）Unless we can depend upon the very best quality being supplied in
every case，we shall be compelled to place our order with some other
firms.
除非我方可以信赖每次交易货物均能保证最好质量，否则我方将被迫向其他公司订货。
8）It is our hope that better attention/greater care should be paid
to our future order. Otherwise we shall have to obtain supplies from
other sources.
　我方希望将来的订单能得到更妥善的处理，否则我方将从其他来源取得供货。
9）We reserve the right to claim compensation from you for any loss
or damage/to file a claim for the expenses incurred.
　我方将保留由于任何损失或损坏向贵方提出索偿的权利／提出赔偿所产生的
费用的权利。
10）Please let us know when we may expect the correct goods/what
you wish us to do with the goods.
请告知我方何时可得到已更换之货物／贵方打算让我方如何处理这些货物。
　2.Answer to a claim对索赔的答复
（1）Admitting mistakes or faults承认有错失
1）Thank you for your letter of×××informing us that shipment of
goods has been delayed.
　感谢贵方×月×日来函，通知我方货物装船有延误。
2）Thank you for your letter of×××calling this matter to our
attention about the condition of the merchandise in our shipment of
（a certain date）.
　感谢贵方×月×日来函，提请我方注意×月×日装船货物的情况。
3）We have received your letter of×××from which we are very sorry
to learn that the goods were not what you had ordered./the quality of
our consignment was not to your satisfaction.
　我方已收到贵方×月×日来函并得悉该货并非贵方所订，十分抱歉。／该货
质量并不令贵方满意，十分抱歉。
4）We very much regret to learn from your letter of×××that the
goods when they reached you，were not in good conditions./our last
shipment of footwear arrived badly damaged./the goods did not
exactly suit you when you received them.
　从贵方×月×日来函得悉，该货到达贵处时情况并非完好，深以为歉。／我
方上次鞋类用品之发货到达贵处时已严重受损。／当贵方收到该货时，发现它
们并不十分合适。
5）You have good reason to complain for/ (you are quite justified in being annoyed with)our stupid error in filling your order.
　贵方对我方执行贵方订单时出现之不应有差错的抱怨是理所当然的／对……
感到生气，是有道理的。
6）We can understand the inconvenience and annoyance you have
suffered，and will do our best to adjust the matter to your fullest
satisfaction.
　对贵方所感到的不便和生气我方充分理解，我方将尽力改正，令贵方满意。
7）Owing to the rush of orders，it is impossible for us to make
delivery as soon as we wish./Heavy orders have made it impossible for
us to...
　由于订单大量集中，我方已不可能像我方所希望那样尽快发货。／由于订单
数量极大，我方已不可能……
8）We are not able to fill orders for this merchandise as promptly as
usual on account of the shortage of raw material which is beyond our
control.
　我方对此项商品之订单不可能像往常一样迅速执行，因为原材料缺乏，而对
此我方也无能为力。
9）We assure you that this was due to a clerical error and an
oversight on our part，that all the goods were not included in the
shipment.
　我方向贵方确认，货物并未全部装运，这是由于办事人员的错误而我们又监
督不力所致。
10）The defective goods which you have mentioned must have been
overlooked by our inspectors.
　贵方所提及的有瑕疵之商品必定是我方的质检人员疏忽大意所致。
（2）Explaining the way to settle the problem 说明解决问题的办法
1）We are pleased to inform you that the goods will be ready for
shipment next month，and hope that they will arrive in time.
　我方高兴地告知贵方，货物将会在下月备妥装船，希望它们能及时抵达贵处。
2）We would suggest that you look into the matter and send us
definite information as to the cause of the damage.
　建议贵方调查此事并就有关损坏原因明确告知我方。
3）We have sent a replacement today and hope you will be pleased with
the new lot/they will arrive in good order.
　所更换之货物今天已发运，希望贵方对此批货物会感到满意/希望它们到达时
状况良好。
4）If you will keep the goods，we shall give you an allowance of 15％
off the invoice value.
　如贵方肯保留该批货物，我方将会按发票价值给予15％折扣。
5）If our offer is not acceptable to you，please suggest a solution.
　如贵方认为我方提议难以接受，请提出解决办法。
6）Please let us know what adjustment you think is satisfactory in
the matter. Please propose／suggest a settlement which is fair and
reasonable.
　请贵方告知对此事之何种调整办法贵方认为满意。请提出一个公正而合理的解决办法。
（3）Not admitting mistakes of Faults(不承认己方有任何错失)
1）The goods were in good conditions when they were shipped on board
the Vessel as shown in the clean B/L issued by the shipping
company. Therefore，we are not to blame in the matter.
　从船务公司签发之清洁提单显示货物装船时状况完好。因此，此事不能归咎于我方。
2）We are confident that the goods were in good order when they left
here，and the damage must have occurred during transit.
　我方确信货物离开此地时状况良好，损坏情形必然是在运输途中出现的。
3）The difference in quality/quantity is unavoidable in this kind of goods.
　此类货物质量／数量的一些差别是无可避免的。
4）As the damage occurred in transit，we are not to be held
responsible for the trouble.
　由于货物是在运输途中受损的，我方对此类问题不承担任何责任。
5）If you consider our proposals unacceptable，we suggest that the
matter be submitted to arbitration.
　如若贵方认为我方的建议不能接受，我方则建议此事提请仲裁解决。
6）Evidently the damage occurred during transit，we would suggest
therefore，that you lodge your claim with the forwarders/the shipping
company.
　很显然，损坏是在运输过程中出现的，因此，我方建议贵方向运输代理人/船
务公司索赔。
7）Since your complaint does not agree with results of our own test，
we suggest that another thorough examination be conducted by you to
show whether there is any reason for a claim.
　由于贵方之投诉与我们的检验结果并不一致，我方建议贵方进行另一次彻底
的检查，以便弄清是否有理由提出索赔。
8）We are giving due consideration to the matter and will let you
have a reply towards the end of this month.
　我方已认真考虑这个问题，并将在本月底答复贵方。
Ⅵ.巩固本章知识完成课后习题Unit Eleven Agency
【基本要求】
本单元主要学习有关代理的函电写作的基本知识，写作技巧和常用词汇、
短语、术语、习语和习惯表达方式。掌握国际贸易中代理的种类和含义。
【重点难点】
代理信函写作的学习
【讲授学时】
2学时
【课程内容】
Ⅰ.Brief Introduction
Agency，served as an essential part to international business，is
a business or place of business providing services such as selling or
purchasing.
In international business，there are mainly two kinds of agents：general agents and sole agents（exclusive agents）.
When selecting a helpful agent，the principal should bear in mind
such qualifications of agent:
1）Reliability and financial soundness
2）Technical ability to deal with the goods to be marketed
3）Market connections and sales effectiveness
The agency agreement，which should be in written form，normally
contains the following points:
1）the names，scopes，contents，price ranges，terms of payment，
kinds of foreign currency of the entrusted import or export commodity，
and other terms that shall be specified
　　2）the extent of the right of the agent authorized by the
principal
3）the rights and obligations of both parties as well as the
expenses that they shall bear
4）the agency commission and other stipulations on the sharing of
other economic interests
　　5）the settlement of disputes
6）the period of validity of the agency agreement
Ⅱ.结合课本的示例1-6学习代理信函的写作
Ⅲ.New Words and Expressions（课本P211）
Ⅳ.Notes
1. agent n.代理人；经纪人
2. resort
1）v.（常与to 连用）求助于或诉诸于某事物
2）n.常去；常到（某处）
3）度假胜地
3. exclusive adj.独家的，独占的
4. commission n.
1）佣金；回扣；酬劳金
2）行动；任务；工作；委托
3）委员会
4）做（坏事或不法事）
5. bargain
1）n.协议(双方或各方约定要为对方所做的事)
2）v.（常与with，over，about） 谈判；讨价还价
3）n.廉价商品
6. specialize （in sth.） v.专攻于；专门从事
7. outlet n.经销店
8. engage v.
1）常与in （doing） 连用意为“(使某人)参加某事或从事某事”
2）允诺；答应；保证
3）占有（某人的时间）；吸引（某人的注意力等）
engaged adj.
1）忙着，时间占用着
2）（与to 连用） 已订婚
engaging　adj.吸引注意力的；迷人的
9. considerable adj.十分的；相当的
10. well-established adj.坚固的；牢靠的；有实力的
11. entrust vt. (常与to 或 with 连用） 委托某人负责某事物（照看某人）
12. entitle v.
entitle sb. to do sth. 给某人做某事的权利
entitled to do sth. 有权做某事
13. renewal n.（协议等的）展期；延长；续（重）订
14. budget n.
1）预算；2）专款，专用开支；3）习语：on a （tight）budget 拮据
budget v.
1）budget sth. （for sb.）将编入预算
2）budget （for sth.）存钱
budget adj.不贵的;便宜的;廉价的
15. oblige v.
1）oblige sb.（with sth./ by doing sth.）为某人效劳；帮忙
2）强迫或要求某人做某事
obliged adj.be obliged (to sb.)(for sth./doing sth.)感激某人
16. warrant v.证明正当；有理
17. justify v.表明或证明是正当,有理的
18. place v.
1）place sth. (with sb.)（向某人或某公司）发（订单）
2）将（某物）放置某处
3）使（某人）处于某处境
4）将（某人/某事物）分类
5）place sb. （in sth.）；place sb. ；（with sb./sth.）为某人找到；
安排；安置（家；工作）
6）投（资；股票）
7）(体育竞赛)定出（选手）名次
19. fulfill v.履行；实现；满足；符合
20. forward
1）（常与to 连用）发送；递送；转递
2）促进；发展；提高
21. submit v.
1）（常与to 连用）提交；呈递
2）（常与 to 连用）屈服；顺从
22. interfere v.
interfere in sth.干预；干涉
interfere with sth.弄坏；阻碍
interfere with sb.干扰妨碍某人
Ⅴ. Useful Expressions on Agency
1.We would appreciate it if you could consider our application to act
as your agency for the sale of your shirts in China.
　如能考虑我方担任贵公司在中国的衬衫销售代理，我方将不胜感激。
2.We have decided to offer you a sales agency in America subject to
the following terms.
　我方已决定按下列条款授予贵方为在美国的销售代理。
3.We decide to appoint an agent to handle our export trade with your
country.
　我方决定指定一家代理商经营我方在贵国的贸易。
4.Since you have no directly representative in our area，we’d like to offer our service as your sole agent.
　由于贵方在我方地区还没有直接的代表，我方请求担任贵方在我方地区的独家代理。
5.Having obtained a reputable position and thorough knowledge，we
ensure that any goods entrusted to us will be executed to your
satisfaction.
　由于具有良好的声誉和丰富贸易的知识，我方确信贵方委托销售的商品会使贵方满意。
6.We are willing to appoint you as our exclusive agent in your
country on condition that the annual sales value must reach
US$650,000.
我方愿意指定贵方为在贵国的独家代理，条件是贵方每年的销售量要达到
650,000美元。
7.We suggest a trail period of one year. If everything turns out
satisfaction，we can renew the agreement on its expiry.
　我方建议先试行一年，如果双方都满意,可在到期时可续签协议。
8.The representative we are looking for will be rich experienced in
trade，and should already be doing business of cosmetic，having
contacts with suitable outlets.
我公司要寻找的代理商，必须是在贸易方面有丰富的经验，目前正从事化妆品
贸易且与市场有联系的代理商。
9.We shall do all in our power to assist you in establishing a
mutually beneficial business relation.
我方将尽最大努力和贵方建立互惠互利的商贸关系。
10.We do not think the time is ripe for the consideration of the
proposal of exclusive agent.
　我方认为考虑独家代理的建议时机还不成熟。
11.The volume of business does not warrant entrusting you with
exclusive agency at present.
　目前的业务量不足使我方委托贵方为独家代理。
12.Referring to your request to act as our sole agent for toys，we
will consider when business between us has been further extended.
　关于贵方要求在玩具方面做我方的独家代理的请求，在我方业务进一步扩大
后再予考虑。
13.The Agency Agreement has been drawn up for duration of one year，
automatically renewable on expiration for a similar period unless a
written notice is given to the contrary.
本代理协议签署的有效期为一年，到期时，如果未用书面提出异议，本协议将
自动延长一年。
14.The territory covered by this agent agreement is confined to
Switzerland only.
本代理协议所包含的地区只限于瑞士。
15.You undertake not to sell any other foreign product of the same
line and competitive types.
　贵方不能销售其他国外相同和有竞争性的产品。
16.A 5% commissions on invoice value of actual shipment will be
remitted to you after receipt of payment.
我方将在收妥货款后，按实际出货发票金额汇付贵方5%的佣金。
17.You undertake the obligation to forward semi-annually to us a
detailed report on current market conditions and consumer’s comment.
　贵方有义务每半年向我方详细报告市场情况和消费者意见。
18.In order to consider your proposal of acting as our agent，we’d
like to know your plan for promoting the sales of our products，the
estimate volume of business that you expect to reach monthly.
为了考虑贵方担任代理的建议，我方希望了解贵方对我方产品促销的计划，每月预期可达贸易额的约计数。
19.You shall not exceed the limit of you district in canvassing for
orders on our agent agreement.
　贵方不能超越代理协议中规定在招揽订单中规定的代理地区的范围。
20.We accept the terms on the draft agent agreement，and look forward
to a new phase of our business relation.
　我方接受代理草案中的条款，并盼望双方的业务关系进入一个新阶段。
Ⅵ.巩固本章知识完成课后习题

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