Situation 1：Speaking“Fashion Exhibition”

Fashion Exhibition

?Learn the new words and phrases：

product catalogue　　knit　　outerwear　　manufacturing

Sample 1：Self-introduction

Andy：Good morning, I'm Andy. This is the product catalogue of our company and this is my card.We focus on knits and outerwear manufacturing.If you have time, I can show you some samples for our next season.

Frank：Thank you. This is my card.I would like to go through this catalogue first.

Andy：All right. I hope you will find something interested.

Exercise：

1.How to do a self-introduction in English?How many ways can you think of?

2.Role play.One student plays a Chinese merchandiser and the other plays a foreign buyer.Try to use different expressions to do a self-introduction.

?Compare and learn：

unit price　　retail price　　market price　　quantity　　quality

Sample 2：Price

Frank：Hello, my name is Frank Spacey, and I'm the manager of the Golden Co.，Ltd. We are interested in your products.This is my card.May we know about the unit price of#7301，7302 and 7303?

Andy：Of course. Here is mine.My name is Andy.I am the sales manager.Our price is now 25 US dollars, FOB Shanghai.If the purchase quantity is over 5000，an extra discount will be given.

Frank：Good. I'd love to have a discussion about that.

Andy：How much time do you have?Maybe we can discuss this inside.

Frank：That would be wonderful.

Notes：

Incoterms（International Commercial Terms，全稱為International Rules for the Interpretation of Trade Terms）國際貿易術語解釋通則：

EXW　工廠交貨

FCA　貨交承運人

FAS　船邊交貨

FOB　船上交貨

CFR　成本加運費

CIF　成本　保險費加運費

CPT　運費付至

CIP　運費　保險費付至

DAF　邊境交貨

DES　目的港船上交貨

DEQ　目的港碼頭交貨

DDU　未完稅交貨

DDP　完稅后交貨

Sample 3：Insurance

Frank：May I ask a few questions about insurance?

Andy：Sure, go ahead.

Frank：What risks are you usually covered against?

Andy：As a rule, we don't cover them, unless you ask to.

Frank：I'd like to have the insurance of the goods covered at 120%of the invoice amount.

Andy：I will take that under consideration and discuss this with our manager. I will let you know about the insurance policy as soon as possible.

?Learn in commercial context

ocean Marine Cargo Insurance　海洋運輸貨物保險

basic insurance　基本險

free from particular average（FPA）平安險

with particular average（WPA）水漬險

all risks　一切險

general additional risks　一般附加險

failure to delivery risks　交貨不到險

import duty risk　進口關稅險

war risk　戰爭險

strike risk　罷工險

invoice　發票

commercial invoice　商業發票

proforma invoice　形式發票

tax invoice　稅務發票；納稅單據

Exercise：

Try to answer the following questions.

A. What do the three types of basic insurances cover?

B. Did they reach an agreed insurance policy at the end of the conversation?

Sample 4：Payment and Shipment

Frank：Would you please let us know your price?

Andy：____________________.

Frank：Do you think you can possibly cut your prices by 10%?

Andy：If your order is large enough, we may reconsider our price.____________________.

Frank：I'd like to order 100 dozen of these shirts.

Andy：Thank you very much for your order.

Frank：When will the goods reach our port?

Andy：____________________.

Frank：You know that the time of delivery is very important to us. I hope you can give our request your special consideration.

Andy：I'll find out with our home office.____________________. And we expect payment in advance on first orders.

Frank：____________________.

Andy：I'm sorry. We can't accept D/P or D/A.we insist on payment by L/C.

Frank：I guess I have no alternative, but to accept your terms of payment.

Andy：These are two originals of the contract we prepared. Shall we go over the other terms and conditions of the contract, to see if we agree on all the particulars?

Frank：Okay.

Exercise：

Please complete the above conversation by using the following sentences.

A. The earliest delivery we can make is at the end of September.

B. This is our price list.In general, our prices are given on a FOB basis.

C. We hope you will accept D/P payment terms.

D. How many items do you intend to order?

E. We'll do our best to advance the time of delivery.

Words and Expressions

alternative　可供選擇的、二中擇一的

amount　數量、總額

asap=as soon as possible　盡快

catalogue　目錄

condition　條件

contract　合同

d/a　承兌交單

d/p　付款交單

delivery　傳送

discount　折扣

dozen　打

exceed　超過

fob　船上交貨

focus on　集中在

home office　總部

in advance　提前，預先

insurance　保險

invoice　發票

knit　編織、針織

manufacturing　制造業、工業

market price　市場售價

merchandiser　跟單員

original　原創的、原始的

outwear　外套

payment　付款

quality　質量

quantity　數量

request　需求、要求

retail price　零售價

sample　樣本

season　季度、季節

shipment　船運

term　條款

unit price　單價