Chapter 2 业务类型（busine types）： 代理商(agent)、采购办事处(buying office)、分销商/批发商(distributor /wholesaler)、生产商(manufacturer) 贸易公司(trading company) registered capital 注册资金 EVA （Ethylene/vinyl acetate ）乙烯-醋酸乙烯共聚物 OEM（Original Equipment Manufacturer） 原始设备制造商，即
贴牌加工
ODM（Original Design Manufacturer）
即原始设计制造商 OBM（Original Brand Manufacturer），即原始品牌制造商 1.engage in经营
2.mould manufacturer 模具生产商
3.import and export进出口 4.OEM order贴牌加工订单 5.establish busine relations建立业务关系 6.sell well畅销7.满足某人的需求meet one’s demand 8.盼望look forward to 9.公司宗旨company’s principle 10.注册资金registered capital the fast sale items畅销品 busine lines业务种类 electronic catalogue电子目录 for your examination供你方检查 combine Western fashion elements with our design concepts结合西方时尚元素与我们的设计概念 enhance wearer’s charm提高穿戴者的魅力 1.be in the market for寻购 2.private company私人公司 3.under separate cover另函 4.ODM order设计代工订单 5.fast sale items .畅销产品 6.latest catalogue最新目录 7.满足某人的需meet one’s demand8.多种多样a wide range of9.商会chamber of commerce10.供你们参考for your reference/examination/information 1.distributor分销商 2.exhibitor参展商 3.APEC亚太经济合作组织 4.broker中间商 5.wholesaler批发商 6.booth No摊位号 7.商品交易会commodities fair 8.单证员documentation officer 9.销售代表sales representative 10.货代员forwarding agent Chapter3 1.Bank银行
2.The Economic and Commercial Counsellor’s office of our Embay in Foreign Countries 我驻外商务处 3.Chambers of Commerce商会 4.Enquiry agencies咨询机构
5.Another company that has busine with the new company 与这个新公司有业务联系的另外一家公司 1.special discount特殊折扣2.objective information客观资料 3.logo商标 4.MOQ最小订单量 5.open an account开启交易 6.on the basis of在...基础上 7.数量折扣quantity discount 8.订购place an order9.查阅refer to 10.首次订单initial order 1.spec为specification 的缩写， Size Spec/Spec sheet尺寸表 2.order inquiry客户询盘 3.FOB装运港船上交货价 4.payment terms付款条件5.ASAP尽快 6.Model Number型号 7.ETD预计交货日期 8.装运代理人shipping agent 9.以美元报价quoteprice in USD 10.尺寸范围size range 11.交货期timeof delivery 1.status inquiry资信调查 2.general inquiry般询盘 3.reference资信证明人 4.financial standing财务情况 5.make quotations报价 6.CIF成本+保险费+运费7.预先in advance 8.规格specification
9.合资企业joint venture 10.机密in confidence Chapter4 payment terms
Remittance (汇付)：
Telegraphic Transfer (T/T)* Mail Transfer (M/T) 信汇,邮汇 Demand Draft (D/D) 即期汇票
Cash in AdvanceOpen Account 赊账 Collection(托收):
Bill of Exchange / Bill/ Draft: 汇票 Clean draft(光票托收)
Documentary draft （跟单托收） Ｄ/Ｐ:付款交单(=document against payment)
D/A:承兑交单(=document against acceptance)
Letter of Credit : L/C
SWIFT: Society Worldwide Interbank Financial Telecommunication环球同业银行金融电讯协会 L/C 种类
一、可撤销与不可撤销信用证 revocable L/C/irrevocable L/C
二、保兑与不保兑信用证 confirmed L/C/unconfirmed L/C
三、即期付款信用证sight L/C
四、远期信用证usance L/C1.samplen.样品
通常需要技术部确认的样品有:
初样(头样) initial sample，proto sample
尺寸样measurement sample/size sample
确认样confirmation sample 产前样pre-production sample 大货船样production sample
试穿样testing sample, fit trial sample回样counter sample
freight prepaid 运费预付 (寄件人缴付所需邮寄费用)
on collect basis 运费到付 (收件人交付所需邮寄费用)
1.Expre account快邮账户 2.heavy burden沉重的负担 3.sales by sample凭样品买卖 4.company policy公司规定
5.force majeure不可抗力 含5％佣金Stg￡15 per piece 3.put through达成
CIFC5% London6.on the basis of在……基础上 4.GP干货柜
7.数量折扣quantity discount 1.make a reduction of降低 5.in good condition状况良好8.快件单号courier number 2.on the high / low side偏高/偏低6.on the basis of在……基础上9.抽样sampling3.counter-offer还盘7.弥合差距bridge the gap 10.联合包裹服务公司UPS 4.OBM order原始品牌代工订单 8.会签countersign 1.color sample色样 5.sell well畅销9设法see one’s way to 2.sample for reference参考样6.be convinced of相信 10.订货追踪 following up the order 3.prototypes原型 7.类似产品similar products Chapter7
1.confirmed and irrevocable L/C4.arrange production安排生产 8.竞争力的价格competitive price
5.in duplicate一式两份 9.试订trial order保兑的不可撤销的信用证6.confirmation sample确认样 7.最初样品initial sample 8.一式两份in duplicate 9.产前样 pre-production sample 10.供我方同意for our approval 考试形式（写信） 以买方的名义给卖方写一封信，确认收到卖方所寄来的复制样品。 1.确认收到复制样品，并表示感谢。 2.向卖方下订单订购3000PCS 圣诞蜡烛。 3.为了赶上销售季节，要求卖方立即安排生产。 4.对双方的贸易前景的展望。 Dear Sirs, We are pleased to confirm receipt of your duplicate samples and highly appreciate your immediate attention to our samples.Satisfied with your samples, now we intend to place an order for 3,000 pcs Christmas candles with you.As we are in urgent need of the ordered goods, please arrange production without any delay.We believe it will mark a good beginning forhappy busine relations between us.We await your early reply.Best regards, Chapter5“联想”牌电脑“Lenovo” Brand Computer 永久牌自行车“Forever” Brand Bicycle 3.每桶净重…美元CFR Lagos US$...per keg CFR Lagos 4.每打人民币10元CIF 香港 CN￥10/dozen CIF Hongkong 5．每床15英镑伦敦成本保险加运费10.测试结果test result 11.s.s.:steamship 轮船的缩写 12.place a repeat order续订13.make some conceion做出一些让步 1.offer without engagement虚盘 2.target price目标价格 3.make a reduction of降价 4.HQ高柜 5.repeat order续订的订单6.latest catalogue最新的目录 7.按照要求as requested8.重复订单duplicate order 9.还盘make a counteroffer10.由胜利轮装运per S.S “Victory” Chapter6 1.routine orders日常订货2.standing order长期订单 3.entertain an order接受订单4.pending order未完成订单 5.in duplicate一式两份 6.substantial order可观的订单 7.订货追踪 following up the order8.定制的订单order for custom-made 9.迅速without any delay10.急需in urgent/great/need of 1.barcode条形码2.label placement贴法 3.entertain an order接受订单4.partial acceptance部分接受 5.out of stock无货6.on the basis of在…….基础上 7.供某人详阅for one’s perusal8.急需be in urgent need of9.由“胜利”轮卸下ex S.S “Victory”10.可供现货available from stock 1.sales confirmation销售确认书 2.in triplicate一式三份 2.pay a deposit支付押金 3.on L/C basis在信用证基础上4.be entitled to有权利要求 5.the balance余额 6.total value总金额7.即期信用证sight L/C 8.电汇T/T (Telegraphic Transfer ) 9．付款方式method of payment10.开立信用证open / establish / iue an L/C11.Performance bond 履约保函 1.owing to由于2.60 days’ L/C 60 天的远期信用证 3.entertain考虑并接受4.competitive offer 竞争力的报盘 5.frequent fluctuation频繁波动6.present market当前市场 7.远期信用证usance / time / term L/C8.汇率exchange rate 9.美国货币the US currency10.托收collection 1.make an exception例外 easier payment terms放宽支付条件 3.interest rate利率 60 days’ D/A见票后60天的承兑交单 difficult economic climat经济不景气6.the shipping documents装运单据 7.即期付款交单D/P at sight8.占压tie up 9．鉴于in view of 10.互利mutual benefit Chapter8urge the L/C催证 examine the L/C审证 amend the L/C改证 extension of L/C信用证延期
favorable response盼早复 neutral packing中性包装 1.import license进口许可证shrink-wrap(用收缩性薄膜)包装 2.see to it that注意1.hand tag挂牌 3.go through办理2.bar code条形码 4.with reference to关于 3.European size欧码 5.terms and conditions付款条件4.price label价格标签 6.in favor of以……为受益人 5.inner packing内包装7.催证 urge establishment of L/C6.packing clause包装条款 （4）Consigner 承运人
carriage expense运费 carriage free免收运费carriage paid运费已付carriage forward运费待付 over-shipment多装short-shipment少装
forward shipment远期装运8.必要手续the neceary formalities9.与……严格一致in exact /precise accordance with10.信用证申请书L/C Application 1.in conformity with与……一致2.freight prepaid运费预付
3.more or le或多或少4.documentary L/C跟单信用证 5.timely shipment及时装运6.beneficiary受益人7.运费到付freight collect8.不符点discrepancy 9．修改信用证amend the L/C10.信用证到期日expiry date of L/C1.extension advice延展通知书2.Validity有效期3.expiration期满4.get the goods ready备妥货物 5.as stipulated按照规定6.make great efforts做出很大的努力 7.展证extend the L/C8.清洁提单clean Ocean B/L 9.装运期shipment date10.订舱book shipping spaceChapter9 wooden case木箱
crate板条箱 carton纸板箱
sack/gunny bag麻袋
drum (iron/plastic)桶
bale包
pallet: 托盘式货架
inner packing: box (paper, wood, metal, plastic) can/tin bottle paper packet （小盒，小包） shipping marks唛头 main marks主唛 subordinate marks侧唛 warning marks警示唛 7.使用手册instruction manual 8.内衬……be lined with9.挂牌hand tag10.包装要求packing requirements1.plastic straps塑料带
2.3- ply corrugated cardboard3 层瓦楞纸3.be sealed with密封4.perforated plate在……钻孔 5.egg crate蛋格包装6.recycled materials再生材料7 .主唛main mark8.用……加固be secured with9．包装须知packing instructions 10.侧唛side mark 1.carton labels外箱贴纸2.Polybag塑料袋 3.in good order状况良好4.container集装箱5.PO订单 6.snake loading蛇形装柜 7.整箱FCL8.拼箱LCL 9.货盘pallet 10.包装要求packing
requirements Chapter10
Modes of Transport Carriage can take place bysea,rail,air,road,inland waterway(江河运输),parcel post,container, multimodal transport(联合运输).Terminologies 术语 freight 货物；运费；运输（货物） （2）Shipper 发货人 （3）consignee 收货人near shipment近期装运prompt shipment即期装运 shipping advice:装船通知 seller---buyer : goods on board shipping instruction:装船须知
buyer—seller: the name of ship and its sailing date
1 .shipping instructions装运指示，装运须知2.prior to在…之前
3.bank receipt银行水单4.FCL整箱
5.seal lock numbers封签号码6.STRAIGHT B/L直达提单
7.shipping marks唛头8.take delivery of提货
9.货物备妥readine of goods 10.导致result in
11.装运单据 shipping documents12.散货装运LCL shipment
1.port of loading装运港2.book shipping space订舱
3.Freight collect海运费到付 4.Container Freight Station集装箱货运站/拼箱装运
5.congestion of shipping space船位拥挤
6.liner or tramp班轮或不定期
7.滞期费demurrage8.多式联运提单MT B/L
9.罚金penalty10.原产地证书CO
shopping seasons销售季节busy season忙季 high season旺季
low/dull/off/dead season淡季 slack season萧条季节 in season上市、旺季 out season下市、淡季 customs formalities海关手续 customs duty关税
concluded on CIF basis 4.compensation for all our loescustoms quota关税配额
customs clearance海关放行/清关 7.向中国人民保险公司投保赔偿我方损失
effect insurance with PICC customs declaration申报关税 1.比样品差 inferior to the sample
customs broker报关行 8.承担额外的保费bear extra 2.颜色不均uneven colors
premiumadvance shipment提前装船 3.满足顾客的需求meet our
customer’s demand effect shipment发货 9.保费收据premium receipt
make shipment装船 10.为这票货投保insure the 4.推迟订单postpone the order
shipmentarrange shipment安排装船 5.退还全款 refund the full payment
extend shipment延期装船 1.on CIF basis基于CIF价格6.公证报告notary report postpone shipment延迟装船 2.a state-operated enterprise一家1.投诉某事lodge a claim onexpedite shipment加速装船 国营企业 将它们寄take them on consignment drop shipment直运 3.file a claim with 向…提出索赔3 .因装运延误提出索赔lodge
direct shipment直运
last shipment上一批货 future shipment今后装运的货 initial shipment第一批货 1.in one lot一批2.tough producing schedule生产排期紧张 3.expedite the production加速生产 4.freight collect海运费到付 5.shipper托运人6.telex release电放 7.充足的库存heavy stock8.同时通知我们under advice to 9.两批等量货in two equal lots 10.班轮运输liner service Chapter11 marine insurance海上保险 insurance clause保险条款 insurance policy保险单 insurance coverage保险险种 insurance premium保险金 insurance agent保险公司 lodge a claim索赔 F.P.A平安险 W.P.A水渍险 A.R一切险 Breakage破损险 Leakage渗漏险 TPND偷窃、提货不着险 SRCC罢工暴动、民变险 1.All Risks一切险2.Institute Cargo Clauses伦敦保
险协会货物保险条款 3.additional risks附加险4.C.I.C.中国保险条款 be charged to your account 由您支付 6.以CIF价格成交transactions 4.warehouse to warehouse clause仓至仓条款 5.broader coverage 更广泛的险别6.open policy预约保单 7.简化程序simplify procedures8.采取这种做法follow this practice 9.理赔settle claims10.通知您装运的细节advise
you of the particulars of shipment1.floating policy统保单2.Particular Average单独海损 3.cover insurance against ICC(A) andWar Risk投协会货物保险条款（A ）及战争险4.dread the heavy average害怕海损5.保单insurance policy6.最低的保险费率lowest
insurance rate 7.0.315%的海运保费rate of marine insurance at 0.315%8.暴露于重大海损下expose to the heavy average Chapter12 Complaint投诉
Claim索赔 Settlement理赔 allowance贴补；折扣
discount折扣 rebate回扣 reduction减价
an allowance of 10% on the invoice value按发票金额扣除10%
1.the shade being much lighter阴影部分颜色浅很多2.match each other相互匹配3.the customized suits定制套装
a claim for the delay of shipment4.被迫…compel to5.on the basis of this guarantee在此保证的基础之上6.preing you for the shipment ofthis order催促你方交货7.waive a claim放弃索赔8.thought fit to send the goods觉得发货合适
9.dismi a claim驳回索赔10.at an allowance打折11.captioned goods标题项下的货物 a valued customer 尊贵客户，重要客户 1.take the matter up处理此事2.compensation trade放心
3.be scheduled for afternoon delivery计划下午出货
4.credit note贷方票据
credit to your account记录你方账户6.claim settlement理赔
7.货物短装under-shipment of goods8.我方的疏忽oversight on our
side 9.借款通知debit note10.赔偿你的损失compensate
for the loes
