English for Business Communication

1. English for Business Communication DLVTC XU MEIRONG

2. English for Business Communication Third Edition Xu Meirong from Department of Int’l Business Communication of Dalian Vocational & Technical Collage

3. Learning Objectives • Be able to write letters of shipping instruction • Be able to write letters of shipping advice

4. Main & Difficult Points • Packing Clause • Shipping Instruction • Shipping Advice • Shipping Clause • Main Kinds of Bill of Lading

5. Key Points delivery卖方按照同买方约定的时间、地点和运输方式将合同规定的货物交付给买方或其代理人。 • 装 运: Make shipment将货物装上运输工具，它与交货是两个不同的概念。 • 关键点: 在国际贸易中，由于采用FOB/CIF/CFR三种价格术语时，卖方只要根据合同的有关规定将货物装上船，取得提单，就算交货。提单签发日期亦即为交货日。因此，装运一词常被用来代替交货的概念。这种凭单交货被称为象征性交货（Symbolic Delivery）。凭单交货时，装运期和交货期是一致的（实际交货Physical Delivery是指货物运抵目的地，因而，装运时间与交货时间并不是一致的）。 交 货:

6. Key Points （交货期）可分为：定期装运、近期装运和不定期装运。 • 定期装运 即明确规定具体期限 • 限于某月或某几个月内装运 • for shipment during October 1999 • 限于某月某日前装运 • shipment on or before 15 November 1999 装运期: • 近期装运 采用某些术语表示装运期 • 立即装运 immediate shipment • 即期装运 prompt shipment（各国对它的解释不尽相同。美国指合同签订后三周内装船，而英国是在签约后两周内装运。） • 尽快装运 shipment as soon as possible • 不定期装运 即规定在收到信用证后若干天装运 • shipment within 30 days after receipt of the L/C

7. Key Points • 包装:packing 是对外贸易中一个重要的环节，它包括运输包装（习惯称外包装或大包装）和销售包装（习惯称小包装或内包装）。它们都是为了保护商品的品质完好和数量完整而采取的措施。 • 装运标志（唛头或墨头）:shipping mark 指示性标志和警告性标志，其中运输标志是必不可缺的。按照国际标准组织（ISO）建议，为了简化单证，便于用打字机一次做成，运输标志不宜用几何图形。一般包括4行，每行不超过7个字母，包括数字和符号。①收货人或发货人的代号名称；②合同号码或信用证号码；③目的港；④件号、序号。 • 中性包装: Neutral packing 它是在商品包装上既不注明生产国别、地名和厂名，也不注明原有商标和牌号的包装。 中性包装分无牌中性包装和定牌中性包装。其目的是为了打破进口国所实施的关税与非关税壁垒或为了满足买方的特殊需求而采取的措施。

8. Key Words & Expressions • packing requirements neutral packing • shipping instructions • shipping marks warning marks indicative marks shipping advice modes of transportation time of shipment destination partial shipment transshipment Bill of Lading • shipping space charter

9. Key Words & Expressions ⊙Identifying the reference of your letter a. Reference is made to the packing of our Order No.312. b. When packing, please pay attention to it that the packing should be strong enough. c. Please see to it that the packing of our order should be suitable for long seaworthy packing.

10. Key Words & Expressions ⊙ stating the main idea of your letter a. The packing of our goods should be strong enough to withstand rough handling. b. The packing and marking shall be at seller’s option. c. Please pack each piece of men’s shirt in a poly-bag, half dozen to a box and 10 dozen to a cardboard carton. d. We usually pack one TV set to a cardboard carton, 4 sets to a wooden case suitable for export. e. We are pleased to inform you that you Order No.118 has been dispatched, packed in 100 cases of 10,000 m/ts in accordance with your shipping instruction.

11. Key Words & Expressions ⊙ Endings a. We trust the goods will reach you in good condition, and hope to receive further orders from you soon. b. Please be assured that the packing is not only seaworthy but also strong enough to protect your goods from any damage. c. The packing of the goods is in strict conformity to the stipulations of the S/C, we hope it will turn out to your entire satisfaction.

12. Task 1 • Warming-up Discussion • Since you (China National Garments Imp. & Exp. Corporation), have signed Sales Contract covering 3,000 dozen of Silk Blouses with the buyer (Fashion Trading Company in U.K.). Upon receipt of your S/C, the buyer sent you a letter as follows:

13. Specimen Letters for Analysis (1)

14. Language Points 1.pack v. 包装 be packed in 用…包装 男式衬衫用塑料袋包装，10打装一纸箱。 Men’s shirts are packed in poly-bags, 10 dozen to a carton. Your turn 我们希望用盒子包装铅笔，每盒装一打，100盒装一纸箱。 We would like you to have the pencils packed in boxes, each containing one dozen, 100 boxes to a carton.

15. Language Points Your turn • 货物用适于海运的木箱包装。 The goods are packed in seaworthy wooden cases. • 保险公司要求这类商品用特别坚固的箱子包装。 The insurance company requires that this class of merchandise should be packed in extra strong boxes.

16. Language Points • Useful expressions: • in…，each containing…用某种容器包装，每件内装若干 • Pliers are packed in wooden cases, each containing 100 boxes. 钳子用木箱包装，每箱装一百盒。 • …to…若干装于一件某种容器若干 • Men’s shirts are packed 10 dozen to a carton. 男式衬衫十打装一个纸板箱。 • each… in…and…to每单位装某种容器，若干单位装另一种较大的容器 • Each shirt is packed in a polybag and 6 to a box. 每件衬衫装一个塑料袋，6袋装一盒。

17. Language Points Pliers are packed 2 dozen to a box and 100 boxes to a wooden case. 钳子两打装一盒，一百盒装一木箱。 部分常用的出口包装容器： • Bag 袋；包 • Carton 纸板箱 • Box 盒；箱 • Crate 板条箱 • Polybag 塑料袋 • Cask 木桶 • Keg 小圆桶 • Drum 铁皮圆桶 • Bale 包；布包 • Bundle 捆 • Case 箱 • Wooden case 木箱 • Sack /Gunny bag 麻袋 • Can 听，罐头 • Tin 听，罐头 • Barrel 琵琶桶 …to…and …to若干单位装某种容器，若干此种容器装另一种较大的容器

18. Language Points 2. shipment n. 装运 • make shipment 装运 • effect shipment 装运 • handle shipment 装运 • expedite shipment 加速装运 • rush shipment 赶快装运 • shipment date 装运期 • shipment time 装运期 • hasten shipment 加紧装运

19. Language Points 3.pallet n. 托盘 4.FCL === full container load 整柜 TEU =Twenty feet Equivalent Units 20尺集装箱 FEU = Forty feet Equivalent Units 40尺集装箱 LCL = Less Than Container Load 拼箱 FCL = full container load 整柜 40 HC = 40 High Cubic 40柜 40 HRF = 40 High Refrigerator 40冻柜 G.C = General Cargo 普通柜 CFS = container freight station 集装箱处理站 CY = container yard 集装箱堆场

20. Language Points Packing lined with plastics can protect the goods better. 5.line v. 加衬里于 内衬塑料的包装可以更好地保护货物。 Your turn Containers used for packing the glass must be lined with soft padding. 用于包装玻璃的容器必须加软衬。

21. Language Points 6. polythene n. 聚乙烯 7. overall adv. 全部地， 总共 8.strap v. 捆绑 9.during transit === in transit 在运输途中 10.stencil v.刷唛

22. Chinese version of Letter 1 执事先生： 随函附上有关3 000 打真丝衬衫的我方第2211号合同，该合同已经我方会签。 希望你方能将货物每件装一塑料袋，10打装一纸箱，12箱放一个托盘，10托盘装入一整柜。每一纸箱内有塑料衬纸并全部捆绑，这样以防止货物在运输途中受潮或可能造成的损失。 请将运输标志（唛头）按下列所示印刷在外包装上。 殷切希望早日收到你方的装船通知。 谨上，

23. Specimen Letters for Analysis (2)

24. Writing Steps for reference 1.identifying the reference of the letter 2.stating clearly and concisely your shipping advice 3. stating your expectations

25. Language Points 1. consignment n.所托运的货物； 代销货物 e.g. consignment invoice 发货单 consignment note 发货通知书 2. S.S. === steamer ship M.V.=== motor vessel 内燃机轮船 3. sail for （your port） 驶往（贵港） e.g. This ship sails for New York on Monday. 这船将于星期一开往纽约。

26. Language Points 4. in sound condition状况良好、完好无损 7. in good order井然有序；完整无损 The goods arrived in good order 货到时完整无损。 Everything in the kitchen is in good order. 厨房里的每样东西都井然有序。 5. Shipping documents 装运单据 6. non-negotiable不可转让的

27. Chinese version of Letter 2 执事先生： 关于3，000打真丝衬衫 欣然通知你方上述货物现已装到4月30日驶往伦敦的“飞鱼”号轮船。 随函附上有关此批货物的装运单据一套，包括： 1.一份不可转让的提单副本 2.商业发票一式两份 3. 质量证书副本一份 4.数量证书副本一份 5.重量单一式两份 6.保险单副本一份 希望货物完好无损的抵达你处并令你方完全满意。 谨上，

28. Task 2 • Warming-up Discussion • Suppose you are China National Garments Imp. & Exp. Corporation, and have signed Purchase contract with the seller (Fashion Trading Company in U.K.). According to the S/C, you have opened the relative L/C covering the T-shirts you ordered one month before shipment, but as the delivery date is drawing near, you still heard no news from the seller. what will you write to the seller?

29. Writing Steps for reference • 1.identifying the reference of the letter • 2. urging punctual shipment • 3. Endings

30. Specimen Letters for Analysis (2)

31. Language Points 1. expiration n. 期满；终止 • 这批货物必须在许可证期满前运到。 The shipment must arrive here before the expiration of the license. 2. selling season 销售旺季 3. effect shipment == make shipment 装运 4. brisk demand 需求活跃 5. delay in + n./ g. 在某方面的延误

32. Language Points Your turn You must be aware that any further delay in shipment will bring about adverse effect on our future business. 你方必须清楚：如果再延误装运的话，见会给我们以后的交易带来不利的影响。 我们相信你方会按期发运货物，因为在装运我方订货上的任何耽搁都将给我们造成极大麻烦和经济损失。 We trust you will ship the goods within the prescribed time as any delay in shipping our order would bring us no little inconvenience and financial losses.

33. Language Points 6.look into === go into 调查 7. involve sb. in trouble 使某人陷入（卷入）麻烦中

34. Chinese version of Letter 3 执事先生， 事由：关于我方第5767号订单的T恤 我方早于一个多月前就开立了以你方为受益人的信用证，提请你方注意该证的有效期到1月31日。 由于销售季节来临，我方客户急需订货。希望你方尽快装运以便于使他们能赶上市场活跃需求。 我们愿意重申在装运我方所订货物方面的任何延误，都将毫无疑问地使我们陷入困境。 情调查此事，并尽快给我方一个明确的答复。 谨上，

35. Specimen Letters for Self-Study Letter 4

36. Language Points 1. Partial shipment 分批装运 2. lot 一批 分批装运的具体表达方法 to make shipment in three lots 分三次装运 to make shipment in three equal lots分三次平均装运 The contract stipulates that the shipment should be made in two equal lots. 合同规定需分两批等量装运。

37. Language Points 3. advance v.提前 4. comply with 照做 We should comply with the rules.我们应该遵守规定。 We can not comply with your request.你方的要求我方歉难照办。

38. Language Points 5. arrangement n.安排，筹备 We are busy make arrangement for chartering vessel of January. 我们正忙于租一月份的船。 6.(sth.) agreeable to sb. ……对某人而言是可接受的；同意…. Is this agreeable to you? 这合你的意吗？ sb. be agreeable to sth.欣然同意某事

39. Chinese version of Letter 4 执事先生： 你方3月2日来函收悉，信中要求我方将所有的5000打 T恤一批次装运。非常遗憾，我方无法按你方的愿望办理。 关于这批货物在签订合同时，清楚的表明5月15日装船。 如果你方希望早一些交货的话，我方只能分批装运：2500打4 月份装船，余下的2500打5月份装船。我方希望你方能同意这 一安排。如果同意，请将相关信用证修改为允许分批装运。 请立即告知我方你方对此事的确认以便我方要求生产商加 速交货。 谨上，

40. Specimen Letters for Self-Study Letter 5

41. Language Points • incident n. • clarify v. 澄清 • 以上所述澄清了我方对此事的看法。 The above clarifies our view on this matter. • 你方目前这封信与前一封信似乎相互矛盾，请澄清。 Your present letter seems to contradict the previous one. Please clarify.

42. Language Points 3. prefer v. 更喜欢；宁可 • 我们宁愿你方在成本加运费的基础上向我方报盘。 We prefer to have your offers on CFR terms. 2）我们愿意你方按照规定开立信用证以便于我们双方能维持友好的贸易关系。 We would prefer you issue your L/C as stipulated so that we can continue our friendly business relations.

43. Language Points 4. meet the requirements 满足需要；满足要求 • meet demand 满足要求 • 非常感谢你方五月二日的来函。随函附上我方第616号目录册并且已报出最好的交易条件，相信我们的货物能满足你方的需求。 Many thanks for your letter of May 2. We enclose our catalogue No.616 and we have quoted our best terms in the attached price lists. We believe that our goods will meet your requirements.

44. Chinese version of Letter 5 执事先生： 遗憾告知你方1月28日运往迪拜港的100箱螺丝中有8箱破损。 为了避免以后的交易出现类似的问题，我方现写信与你讨论螺丝的包装事宜。为了以后的交易，我们认为有必要澄清一下具体的规定。 对运往伊斯坦布尔的货物应用木箱包装，每箱净重112磅，内装16小包，每包重7磅。对运往吉达的货物，希望你方能用双层麻袋包装，每袋装50公斤。至于运往加尔各答市场的货物，我们的客户喜欢用纸板箱包装，每箱25公斤。 请告知能否满足我方的这些要求。 谨上，

45. Specimen Letters for Self-Study Letter 6

46. Language Points • container n. 集装箱；容器；货柜 • container bill of lading 集装箱提单 • container service 集装箱业务 • container ship 集装箱船 • shipping container 船运集装箱 • container base 集装箱基地 • container berth 集装箱泊位 • container depot 集装箱装卸站 • container station 集装箱中转站 • container cargo 集装箱货 • container loader 装箱机 • container loading list（packing list）集装箱清单 • container parking area 集装箱置放地

47. Language Points container pool 集装箱堆放场 container rate 集装箱运费率 container route 集装箱运输航线 container storage yard 集装箱存放场 container system 集装箱货运法 container tonnage 集装箱吨位 container traffic 集装箱运输 container yard 集装箱堆放场 box containers 盒式集装箱 open top containers 顶部开盖集装箱 side containers 侧开式集装箱 bulk containers 杂货集装箱；散装货集装箱 tank containers 液罐集装箱 insulated containers 绝缘集装箱 refrigerated containers 冷藏集装箱

48. Language Points • container-ship v. 用集装箱装运 • containerize v. 用集装箱发运 • containerization n. 集装箱化运输，是近年来使用最广泛的一种新型运输方式，它包括三部分：集装箱、集装箱船和现代化装卸设施。 • 你可以用任何适当的容器来装运象牙雕刻。 You may ship the ivory carvings in any suitable containers. 我们注意到你方要求今后用集装箱发运。 We note your request for containerizing future shipments. • 集装箱化被认为是一种高效率的货运方式。 Containerization is regarded as a mode of more efficient shipment. • 10ft. = 10 freight ton 10 运费吨；运价吨 • 10ft. = 10 feet 10 英尺

49. Language Points • 她容易晕机。 • liable adj. 易于…的；有…倾向的（后接介词to）；有责任的（后接介词for） She’s liable to airsickness. • 不仔细调查研究，我们就很容易得出错误结论。 Without careful investigation, we are liable to come to wrong conclusions. • 水果和蔬菜容易很快变质。 Fruits and vegetables are liable to quick deterioration. • 如果我们给你们特别折扣，其他买主容易产生误解。 Other buyers are liable to misunderstand if we allow you a special discount. • 我们对装运上的延误没有责任。 We are not liable for the delay in shipment.

50. Language Points • water-tight 不透水的；防水的 • freight n. 运费；货物 • freight list 运价表 • freight charges 运费 • freight rate 运费率 • freight rebate 运费回扣 • freight space 舱位；船位 • freight tariff 运费表 • freight ton 运费吨 • freight to collect 运费到付 • freight prepaid 运费预付 • dead freight 空舱费 air-tight 不透气的；密封的