世纪商务英语综合教程四(第三版)教师用书.doc

《世纪商务英语——综合教程IV》（第三版）教案

Unit 1 Import and Export
Related Information
Procedures for Import and Export
As import from one country means export of that country, take the procedures of export transaction as an example to illustrate the general procedures for import and export:
1. Market research
The most difficult part of exporting is taking the first step. Any exporter who wants to sell his products in a foreign country or countries must first conduct a lot of market research. Market research is a process of conducting research into a specific market for a particular product. Export market research, in particular, is a study of a given market abroad to determine the needs of that market and the methods by which the products can be supplied. The exporter needs to know which foreign companies are likely to use his products or might be interested in marketing and distributing the products in their country. He must think whether there is a potential for making a profit.
2. Business negotiation
If a foreign company is interested in buying the exporter’s products, negotiation should be organized. Business negotiation plays a very important role in the conclusion and implementation of a sales contract. It has a great bearing on the economic interests of the parties concerned. No matter what way the negotiations are held, in general, they consist of the following links: enquiry, offer, counteroffer, acceptance and conclusion of sales contract, among which offer and acceptance are two indispensable links for reaching an agreement and concluding a contract.
3. Conclusion of sales contract
As soon as an offer is accepted, a written sales contract or sales confirmation is usually required to be signed between the buyer and the seller to confirm the sales and stipulate their rights and obligations respectively. A sales contract or sales confirmation contains some general terms and conditions as well as the specific terms that vary with the commodity. But such terms as the names of the seller and the buyer, the description of the goods, quality and specification, quantity, packing, unit price, amount, payment, date of delivery, shipping, insurance, inspection, claim and arbitration are indispensable. The sales contract or sales confirmation is normally made out in two originals, one for the buyer and the other for his seller.
4. Implementation of contract
Under CIF contract with terms of payment by L/C, the implementation of export contract usually goes through the steps of goods preparation, inspection application, reminding of L/C, examination and modification of L/C, chartering and booking shipping space, shipment, insurance, documents preparation for bank negotiation and the settlement of claims, etc.
① Preparing goods for shipment
After a contract is made, it is the main task for the exporter to prepare the goods for shipment and check them against the terms stipulated in the contract. The quality, specification, quantity, marking and the packing should be in line with the contract or the L/C, the date for the preparation should agree with the shipping schedule.
② Inspection application
If required by the stipulations of the states or contract, the exporter should obtain a certificate of inspection from the institutions concerned where the goods are inspected. Usually, the commodity will be released only after the issuance of the inspection certificate by the inspection organization.
③ Reminding, examining and modifying L/C
In international trade, a banker’s letter of credit is commonly used for the payment of purchase price. In the course of the performance of contract, one of the necessary steps for the seller is to urge the buyer to establish an L/C. According to the contract, the buyer should establish the L/C on time, but sometimes he may delay for various reasons. For the safe collection of payment, the seller has to urge the buyer to expedite the opening of the L/C. Upon receipt of a letter of credit, the seller must examine it very carefully to make sure that all terms and conditions are stipulated in accordance with the contract. If any discrepancies exist, the seller should contact the buyer immediately for necessary amendments so as to guarantee the smooth execution of the contract.
④ Chartering and booking shipping space
After receiving the relevant L/C, the exporter should contact the ship’s agents or the shipping company for the chartering and the booking of shipping space and prepare for the shipment in accordance with the importer’s shipping instruction. Chartering is required for goods of large quantity which needs full shipload; and for goods in small quantities, space booking would be enough.
⑤ Customs formalities
Before the goods are loaded, certain procedures in customs formalities have to be completed. As required, completed forms giving particulars of the goods exported together with the copy of the sales contract, invoice, packing list, weight memo, commodity inspection certificate and other relevant documents, have to be lodged with the customs. After the goods are on board, the shipping company or the ship’s agent will issue a bill of lading which is a receipt evidencing the loading of the goods on board the ship.
⑥ Find a customs broker
To different countries, import customs clearance procedures may differ. In some countries, the customs service does not require an importer to have a license or permit and an individual may make his own customs clearance of goods imported for personal use or business. You’d better, however, have a licensed customs broker (or a freight forwarder) act as the clearing agent for you unless you’re very familiar with the import customs clearance formalities in your country.
Therefore, the first tip is to find a licensed customs broker who can work with you on a long term basis. They are especially valuable to you when your business is not located in the destination air/sea port which is usually the port of entry — if you’re unable to be there to prepare and file your entry, the customs broker may act as your agent, pick up and deliver the shipment to your door.
⑦ Insurance
The export trade is subject to many risks. For example, ships may sink or consignments may be damaged in transit, exchange rates may alter, buyers default or government suddenly impose an embargo, etc. It is customary to insure goods sold for export against the perils of the journey. The cover paid for will vary according to the type of goods and the circumstances. If the exporter has bought insurance for the goods, he will be reimbursed for the losses.
⑧ Documents preparation for bank negotiation
After the shipment, all kinds of documents required by the L/C shall be prepared by the exporter and the importer and presented, within the validity of the L/C to the bank for negotiation. As to the shipping documents, they include the commercial invoice, bill of lading, insurance policy, packing list, weight memo, certificate of inspection, and, in some cases, consular invoice, certificate of origin, etc. Documents should be correct, complete, concise and clean. Only after the documents are checked to be fully in conformity with the L/C, the opening bank makes the payment. Payment shall be disregarded by the bank for any discrepancies in the documents.
⑨ Settlement of disputes
In international trade, it’s not uncommon for imports to be delayed, or to find that when goods arrive the shipment is incomplete or contains damaged goods. It may be the supplier’s responsibility, the importer’s fault, or caused by shipping or customs delays. In any case, it’s worth agreeing in advance how deliveries will be inspected and how problems will be handled. In most cases, returning incorrect shipments and waiting for a new delivery is too expensive and time consuming.
Lead-in
1. Listening
1. F 2. T 3. T 4. T
Tape Script:
International Trade is One of the Hot Industries of the New Millennium
International trade is one of the hot industries of the new millennium. But it’s not new. Think Marco Polo. Think the great caravans of the biblical age with their cargoes of silk and spice. Think even further back to prehistoric man trading shells and salt with distant tribes. Trade exists because one group or country has a supply of some commodity or merchandise that is in demand by another. And as the world becomes more and more technologically advanced, as we shift in subtle and not so subtle ways toward one world modes of thought, international trade becomes more and more rewarding both in terms of profit and personal satisfaction.
2. Spot Dictation
plicated 2. conclude a transaction. 3. in the course of
4.undergoes four stages 5.implementing the contract 6.illustrate
Text A
Language Study
1. merchandise
① n. commercial goods; commodities 商品，货物
◆There is much discount merchandise on holidays.
◆Merchandise first should be the products of labour.
② vt. to engage in the commercial purchase and sale of (goods or services); trade 做生意，交易
◆He is merchandising auto parts.
merchandise broker 商品经纪人
merchandise budget 商品预算
merchandise export 商品出口
merchandise cost 商品成本
2. broker
n. an agent who, acting on behalf of a principal, buys or sells goods, securities, etc, in return for a commission (股票债券等的)经纪人,(买卖的)中间人,代理人
◆He set up in business as an insurance broker.
brokerage n. 经纪业，佣金，回扣，经纪费
broker agent 经纪人兼代理人
broker insurance 保险代理人
3. prospective
a. looking towards the future 将来的，未来的；盼望中的；预期的；有希望的
◆The foreign investor withdrew funds without getting his prospective benefits.
◆She demonstrates an article to a prospective buyer.
prospective buyer 可能的买主
prospective damage 预计的损失
prospective market 未来的市场
prospective return 预期收益
prospective benefits 预期利益
4. outlay
n. an expenditure of money, effort, etc 费用，花费；支出
◆The weekly outlay on day-to-day operation in the company was enormous.
◆This will involve high expenses and nonrecoverable outlays.
outlay accounts 支出账户
outlay cost 支出成本
outlay for loan payment 偿还债务支出
outlay of liquidation 清理支出
5. attorney
n. a person appointed to act for another in business or legal matters (业务或法律事务上的)代理人
◆The attorney’s summation was telling.
◆He has been appointed as the attorney of the company to sign the contract with its partner.
attorney at law 律师
attorney fee 律师公费
attorney general 首席检察官
power of attorney 委托权; 委任书
6. substantial
a. large in amount or number 很多的，大量的
◆The man incurred substantial losses during the stock market crash.
◆The existence of substantial invisible income suggests that the income distribution system should be standardized.
substantial cost differentials 巨大成本差额
substantial increase 大幅度增长
substantial labour surplus market 劳动力大量剩余市场
7. identify
vt. recognize sb/sth and be able to say who or what they are 确认、证明某人（某事物）；鉴别出
◆The man refused to identify himself as the person who should have been in full charge of the accident.
identification n. 识别，证实，核对
dentification card 身份证
dentification dimensions 船舶文件规定的尺度
identify oneself with 支持，参与
8. make a commitment (to sb/sth) 作出承诺
◆I’d like to make sure if it is acceptable to the factory before making a commitment to you.
9. relieve...of... 免除某人的职务；解除某人的(负担等)；减轻某人的(痛苦等)
◆The company relieved Mr. Brown of his post as manager.
◆The workers are relieving of burdens from the ship.
Translation of the Text
商品进出口
对大多数国家来说，进出口是国际收入和支出的主要来源。进出口的对象主要指的是货物和服务。有形产品，由于其出入境的可见性常被看作是有形进出口。这些概念广泛应用于商品进出口的实际操作中。
出口
间接出口
许多间接出口贸易中都会涉及中间人。有好几种中间人：
收费代理商
收费代理商扮演着联系你的产品或服务与特定的外国购买商的“掮客”的角色。一般来说，代理人或掮客并不会履行订单，而是把它们交给你，让你来决定。
出口代理公司（EMC）
出口代理公司是“不在场”的出口部门，向潜在的海外买家推荐你的产品以及其他公司的产品。
出口贸易公司（ETC）
出口贸易公司的作用，许多都和出口代理公司一样。然而，作为买卖双方的中间人，他以需求为动力，以交易的达成为导向。这样的定位对于制造商来说就能减少与出口相关的风险。
出口贸易商/出口代理商
出口贸易商或出口代理商会买进产品然后重新包装来出口，他们承担全部的风险，把产品卖给自己的顾客。
直接出口
虽然间接出口有许多的优点，但是直接出口也有自己的优势。虽然初期投入比较多，相关风险也比较大，但是其利润也相应更高一些。
销售代表
海外销售代表相当于制造商在国外的代理人。他们利用公司的产品目录和样品向潜在顾客宣传产品。
代理商
常被理解错误的“代理商”其真正含义是经授权，甚至拥有代理权的能代表其所代理的公司做承诺的代理人。
海外经销商
海外经销商是从出口商手中购买货物（通常以很低的折扣购买）然后转手卖出获利的商人。海外经销商一般会对产品提供支持和服务，这样就减轻了出口商相应的责任。
国外零售商
公司也会直接将产品卖给海外零售商，虽然在这样的交易中，产品一般仅限于消费品。这种方式主要依赖于和国外零售商直接打交道的巡回推销员。
直销给用户
美国公司可能将自己的产品或服务直接卖给国外的用户。买家可能是国外政府机构，例如医院等。
进口
一个国家进口就意味着另一个国家出口。进口就是产品或服务被其他国家的买家购买的过程，意思与出口刚好相反。
同样的，进口被分为直接进口和间接进口。间接进口通过国内中间商实现，而直接进口则是进口商直接从国外购买产品。相较而言，我们可以得出这样的结论，间接进口对产品的选择要求比较高，但其方便是显而易见的。而直接进口虽然经济实惠但是程序复杂。
Keys
1. Reading
1. There are 4 kinds of export intermediaries mentioned in the text. They are Commissioned Agent, Export Management Company (EMC), Export Trading Company (ETC), and Export Merchant/Export Agent.
2. There are 5 kinds of direct exporting mentioned in the text. They are Sales Representative, Agent, Foreign Distributor, Foreign Retailer and Direct Sales to End Users.
3. Indirect importing is limited in selection of goods, however its convenience is obviously seen. While direct importing is economical but more complicated in procedure than indirect importing.
4. off-site: away from the site; demanddriven: be driven by the demand; transactionoriented: aim to wrap up a business deal.
5. Indirect exporting needs export intermediary. It requires less investment and takes lower risk. While in direct exporting, the exporter takes the whole control of the business and requires more investment, as well as higher riskrunning.
2. Comprehension
Part 1 1. D 2. B 3.D 4.D
Part 2

3. Vocabulary
Part 1
1. visible 2. Direct 3.repackage 4. equivalent
5. representatives 6. merchant 7. distributor 8. retailers
Part 2
1. E 2. F 3. B 4.G 5. J 6. A 7. H 8.C 9. I 10. D
Part 3
1. relieve...of... 2. on behalf of 3. tend to 4. be classified... into...
5. Along with 6. act as 7. been identified as 8. made a commitment
Part 4
1. initial 2. merchandise 3. outlays 4. government 5. substantial
4. Translation
Part 1
1. 商品进出口 2. 收费代理商 3. 出口代理公司 4. 出口贸易公司
5. 出口贸易商 6. 出口代理商 7. 销售代表 8. 潜在买家/顾客
9. 潜在的海外买家 10. 国外零售商 11. 直销 12. 终端用户
Part 2
1. The merchandise could be classified into visible one and invisible one.
2. The foreign distributors can get substantial discount from the exporters.
3. There is difference between direct sales and Pyramid sales.
4. Indirect exporting needs the export intermediaries, the initial outlays and risk of which are less compared with direct exporting.
5. One country’s export can be another’ import which also have direct importing and indirect importing.
Part 3
从饮料到其他各类商品，到其他许多你从未想象过会成为全球性商品的东西，所有的一切都是精明的生意人做买卖的对象。这些产品每天在全世界的某个地方被买卖，代理和分销。
Text B
Language Study
1. transmission n.
① the act or process of transmitting 传递；移转
② a system of shafts, gea