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Lesson Two

Lesson Two. Export of Bitter Apricot Kernels to Denmark 向丹麦出口苦杏仁. Main content and introduction. Title: Export of Bitter Apricot Kernels to Denmark (a. 苦的 )(n. 杏 )(n. 仁 ) Introduction This lesson covers two cases of exporting bitter apricot kernels to Denmark. 本课包括向丹麦出口苦杏仁的两个案例。.

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Lesson Two

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  1. Lesson Two Export of Bitter Apricot Kernels to Denmark 向丹麦出口苦杏仁

  2. Main content and introduction • Title: • Export of Bitter Apricot Kernels to Denmark (a.苦的)(n.杏)(n.仁) • Introduction • This lesson covers two cases of exporting bitter apricot kernels to Denmark. 本课包括向丹麦出口苦杏仁的两个案例。

  3. Main content and introduction • Letters 1-6 refer to a transaction between China National Native Produce and Animal By-Products Import & Export Corporation (the sellers) and Universal Trading Company (the Buyers) in Denmark. 第1-6封信讲述中国土畜产进出口公司（卖方）与丹麦环球贸易公司（买方）的交易。在第一封信里买方提出具体询盘，要求供应2009年产的50吨杏仁。 • Through exchange of correspondence, the sellers and the buyers have finally come to terms. 通过函电往来，买卖双方最终达成了交易。

  4. Main content and introduction • Letter 7 is written by Erie Confectionery and Bakery Limited in Denmark, who seeks to establish business relations with China National Native Produce and Animal By-Products Import & Export Corporation and asks for an offer of 50metric tons of bitter apricot kernels. 第7封信是由丹麦的伊丽糖果糕点有限公司及给中国土畜产进出口公司的书信，要求建立贸易关系，并要求给50吨苦杏仁的报盘.

  5. Main content and introduction • To comply with this request, the Corporation make them a firm offer and send them a blank form of sales contract for their perusal. • 中国的公司答应要求，给与报盘，并寄出销售合同的空白文本，供对方参阅。

  6. Part one (1) Universal Trading Company 25 Jacksonville Street Odense, Denmark (丹麦环球贸易公司) 25, July 2008 China National Native Produce and Animal By-Products Import & Export Corporation Beijing, China （中国土畜产进出口公司，北京，中国） Dear sirs, Re: Bitter Apricot Kernels, 2009 Crop 向丹麦出口苦杏仁 (n. 收成)

  7. Part one (1) One of our clients in Odense is in the market for a parcel of 50 metric tons Bitter Apricot Kernels of 2009 crop and we therefore, would ask you to make us your best possible firm offer on CIFC 2% Odense basis, stating terms of payment and the earliest date of shipment. clients n. 顾客； Odense n. 奥登色； parcel n. 一批货； metric ton 吨； CIFC=cost, insurance, freight & commission; commission 佣金 terms n. 条款； date of shipment 装运日期 我奥登色一客户欲购2009年产50吨苦杏仁，特请你方开报奥登色到岸价最惠实盘，我2%佣金在内，并请告付款条件及最早交货期。

  8. Part one (1) We shall appreciate it if you will arrange shipment by a direct steamer to Odense. direct steamer 直达船 （从某港口驶往某港口，中途不必转船） 货若能直达奥登色，则非常感谢。 Thank you in advance for yourattention. Attention n.注意，办理 请早日办理，预致谢意。 Yours faithfully,

  9. Part one (1) Dear sirs, Re:Bitter Apricot Kernels, 2009 Crop One of our clients in Odense is in the market fora parcel of50 metric tons Bitter Apricot Kernels of 2009 crop and we therefore, would ask you to make us your best possible firm offeron CIFC 2%Odense basis, stating terms of payment and the earliest date of shipment. We shallappreciate it if you will arrange shipment by a direct steamer to Odense. Thank you in advancefor your attention. Yours faithfully,

  10. Notes • Re: prep. 关于。在函电中通常解释为“事由，摘由”， 近年来的标题可以省略。 • Be in the market for = wish to buy (拟买进) • 例句 （1）Our buyers are now in the market for walnutmeat（核桃仁） （2）Should you be in the market for crude oil（原油）？ （3）Please approach our Dalian Branch.

  11. Notes • a parcel of一批货物（指一批买卖的货物） • We have just obtained a parcel of chemical fertilizer from the United States.（买进） • 例句：注意区别用法 （1）The quality of the first parcel is most satisfactory. (指船货；或到达目的地的货物) （2）The quality of the first shipment is most satisfactory. （指买进或销售的货物）

  12. Notes • firm offer：实盘，确盘 （国际贸易术语，一般都规定有效期） • 注意区别各种表达方式，均给出明确有效期，避免引起纠纷。 （1）We make you a firm offer for 50 metric tons of groundnuts, subject to your reply reaching here before Oct. 15. （2）We offer you firm for three days on FOB Qingdao basis. Our offer remains firm until Oct. 15. （3）Our offer is kept open until Oct. 15. （4）Our offer holds good for a week. （5）Our offer is subject to reply here by Friday our time.

  13. Notes • On CIFC 2% Odense basis =CIF Odense including 2% commission 奥登色到岸价包括2%佣金 • … stating terms of payment and the earliest date of shipment. 说明支付条款和最早装船期。

  14. Notes • in advance预先 （1）Thank you in advance for your attention. 请早日办理，预致谢意。 For your attention =for your attention to this matter （2）We shall get in touch with the producers in advance. （3）We shall make shipping arrangements in advance.

  15. Notes • We shall 表示“请你…”的句型 （1）We shall appreciate it if you will make us a firm offer for 50 metric tons walnuts. （2）We shall appreciate your firm offer for 50 metric tons walnuts. （3）Please make us a firm offer for 50 metric tons walnuts. （4）We shall be glad to receive your firm offer for 50 metric tons walnuts. • More polite expression: （5）We shall be very much obliged to you(非常感谢你) if you will make us a firm offer for 50 metric tons walnuts.

  16. Part one (2) China National Native Produce and Animal By-Products Import & Export Corporation 82 Tung An Men Street Beijing, China （中国土畜产进出口公司，北京，中国） Address： CHINATUHSU BEIJING Our Ref. No: August 2, 2008 Universal Trading Company 25 Jacksonville Street Odense, Denmark （丹麦环球贸易公司）

  17. Part one (2) Bitter Apricot Kernels, 2009 Crop We acknowledge receipt of your letter dated the 25th July, from which we note that you wish to have an offer from us for 50 metric tons of Bitter Apricot Kernels, 2009 Crop, for shipment to Odense. 接你方7月25日函，得知你方要我们报2009年产苦杏仁50吨，货运奥登色。

  18. Part one (2) We are making you, subject to your acceptance reaching us by August 15, Beijing time, the following offer: 现报盘如下，以你方的接收复函不迟于北京时间8月15日到达为条件： “50 metric tons of Bitter Apricot Kernels, FAQ2009 Crop, at US$ 1 450 permetric ton CIFC 2% Odense, shipment per steamer during August/September with transshipmentat Copenhagen. “50吨苦杏仁，2009年产大路货，每吨1 450美元，奥登色到岸价，包括2%佣金，8、9月份船运，在哥本哈根转船。

  19. Part one (2) Per prep. 经，由 transshipment n. 转船 FAQ =fair average quality 大路货，统货 invoice n. 发票 Other terms and conditions same as usual, with the exception of insurance which will cover All Risks and War Risk for 110% of the totalinvoice value.” 按发票总额110%投保综合险和战争险。其他条款与往常一样。”

  20. Part one (2) As no direct steamer is available from here to Odense, the parcel will have to be tran sshipped at Copenhagen. 鉴于此地无直达轮去奥登色，此批货须在哥本哈根转船。 Please note that the additional cost from Copenhagen to Odense is included in the quoted price. 从哥本哈根去奥登色的额外费用，业已包括在报价之内，特此顺告。additional cost 额外费用 We look forward to your early reply.盼早复。 early reply 早日答复 Yours faithfully,

  21. Part one (2) Bitter Apricot Kernels, 2009 Crop We acknowledge receipt of your letter dated the 25th July, from which we note that you wish to have an offerfrom us for 50 metric tons of Bitter Apricot Kernels, 2009 Crop, for shipment to Odense. We are making you, subject to your acceptance reaching us by August 15, Beijing time, the following offer: “50 metric tons of Bitter Apricot Kernels, FAQ 2009 Crop, at US$ 1 450 per metric ton CIFC 2% Odense, shipment per steamer during August/September with transshipment at Copenhagen.

  22. Part one (2) Other terms and conditions same as usual, with the exception ofinsurance which will cover All Risks and War Risk for 110% of the total invoice value.” As no direct steamer is available from here to Odense, the parcel will have to be transshipped at Copenhagen. Please note that the additional cost from Copenhagen to Odense is included in the quoted price. We look forward to your early reply. Yours faithfully,

  23. Notes • have an offer：报盘 • 例句： （1）Could you make us a firm offer for 8 metric tons of peanuts? As we understand you are in the market for men’s shirts, we are making you, subject to our confirmation, the following offer: |（2）We make you a quotation for men’s shirts. • 说明 make you an offer 常用也可用 make a quotation send you an offer 和give you an offer 不常用

  24. Notes • subject to your acceptance reaching us by August 15, Beijing time =subject reply here August 15. • 以你方答复（接受、确认）于北京时间八月十五日到达这儿为条件。 • 例句： （1）We are making you, subject to your acceptance before the end of this month, the undermentioned (a. 下述的)offer. (Adverbial/状语) （2）Please note that our offer is subject to your confirmation reaching here on or before the 15th this month. (Predicate/谓语) （接下页）

  25. Notes • 例句 （3）We offer you, subject to our final confirmation, the following goods: (Adverbial/状语) （4）Our above offer is subject to prior sale. (Predicate/谓语) （5）Our offer is subject to change without notice. (Predicate/谓语) （6）Our offer is subject to goods being unsold. (Predicate/谓语)

  26. Notes • Other terms and conditions same as usual 其他条款条件与往常一样，其中省略了谓语 are • 举例： （1）Documents (are) to be sent by airmail as soon as possible. （2）Price (is ) to be fixed through negotiation.

  27. Notes • with the exception of =except 除…之外 • 举例： （1）We accept all the terms in your offer with the exception of the date of shipment. （2）Our clients are interested in woolen sweaters of al colors with the exception of purple(紫色).

  28. Notes • with transhipment at Copenhagen在哥本哈根转船 • 举例： （1）The captioned goods will be shipped from Tianjin with transshipment at Hongkong. （2）Your ordered goods will be shipped to Hongkong and then transhipped to Odense. • All Risks and War Risk综合险与战争险 • for 110% of the total invoice value 按发票总额 110%（投保） • for 10% over the total invoice value • for the total invoice value plus 10%

  29. Notes • available 可得到的， 可以供应的。 • 形容词作定语，举例： （1）There is no available steamer for your port this month。 （2）There is no steamer available for your port this month。 • 作表语，举例： （3）We very much regret that the goods you inquire for are not available now. （4）When the above goods are available for export, please let us know at once. （5）We shall be glad to receive your offer on those agricultural products now available for export.

  30. Notes • Shipment n. • 含义 （1）装运： Please arrange shipment as soon as possible. （2）装运期限： Please extend shipment 30 days. （3）到货 Quality must be the same as your last shipment.

  31. Part one (3) China National Native Produce and Animal By-Products Import & Export Corporation Beijing, China （中国土畜产进出口公司，北京，中国） Dear Sirs, We are in receipt of your letter of August 2 offering us 50 metric tons of the captioned goods at US$ 1 450 per metric ton on the usual terms. 接你方8月2日函，按惯常条款报盘给我方50吨标题货物，单价每吨1450美元。Captioned a. 标题的

  32. Part one (3) In reply, we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours. 兹复，很遗憾我奥登色买主认为你方价格太高。有消息说，数批土耳其货在该地以约比你价低10%的价格售出。 Regret v. 遗憾 Turkish origin 土耳其产

  33. Part one (3) We do not deny that the quality of Chinese kernels in slightly better, but the difference in price should, in no case, be as big as ten percent. 我们不否认中国杏仁质量稍好，但价格不应有10%的差别。 Deny v. 否认 To step up trade, we, on behalf of our buyers, counteroffer as follows, subject to your reply being received here by August 18, our time. 为促成交易，我们代表客户还盘如下，以我地时间8月18日前收到你方答复为条件： Counteroffer n. v. 还盘 as follows 如下

  34. Part one (3) “50 metric tons Bitter Apricot Kernels, 2009 Crop at US$1 325 per m/t CIFC 2% Odense with transshipment as Copenhagen, other terms as per your letter dated 2/8/08.” “50吨2009年产苦杏仁，每公吨奥登色到岸价1 325美元2%佣金在内，哥本哈根转船，其他条款按你方2009年8月2日函办理.”as per 按照 other terms as per your letter dated 其他条款按照你方….的来信（在外贸业务中比较常用）

  35. Part one (3) As the market is declining, we recommend your immediate acceptance. 由于行市转疲，建议你们马上接受（我们的还盘）。 Declining v. 下降，谢绝 Recommend v. 建议，推荐 Yours faithfully,

  36. Part one (3) Dear Sirs, We are in receipt ofyour letter of August 2 offering us 50 metric tons of the captioned goods at US$ 1 450 per metric ton on the usual terms. In reply, we regretto inform you that our buyers in Odense find your price much too high.Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours. We do not deny that the quality of Chinese kernels in slightly better, but the difference in price should, in no case, be as big as ten percent.

  37. Part one (3) To step up trade, we, on behalf ofour buyers, counteroffer as follows, subject to your reply being received here by August 18, our time. “50 metric tons Bitter Apricot Kernels, 2009 Crop at US$1 325 per m/t CIFC 2% Odense with transshipment as Copenhagen, other terms as peryour letter dated 2/8/08.” As the market is declining, we recommend your immediate acceptance. Yours faithfully,

  38. Notes • be in receipt of = have received • 常见表达方式举例 （1）We are in receipt of your letter… （2）We acknowledgereceipt of your letter… （3）We acknowledge your letter… （4）We have for acknowledgment your letter… （5）We have received your letter… • 正式场合用 （6）We have the pleasure of acknowledging receipt of your letter…

  39. Notes • on the usual terms按惯常的条款， • 可用 under the usual terms 或 according to • 举例： （1）Business can be concluded on the usual terms. （2）Shipment will be effected on the usual terms. • In reply兹复者，此复 （很少采用，在用时前文提到收到你方某月某日的来信） • 举例： （1）In reply, we regret to inform you that our buyers in Odense find your price too high.(文中) （2）In reply to your letter dated September 26, we regret to inform you…..

  40. Notes • Regret v. & n. 遗憾，抱歉 • 举例： （1）We regret that we cannot accept your price. （2）We regret being unable to do it as requested. （3）It is to be regretted that we cannot make you an offer at present. （4）Much to our regret, we have to decline your order. （5）Right now, we cannot accept new order, for which we express our regrets.

  41. Notes • Information un. 不可数名词(用单数) 信息、消息 • 举例： （1）We shall be glad to receive more information about on this matter. （2）We need all necessary information about Tianjin Carpets.

  42. Notes • in no case决不 • 举例： （1）The difference should, in no case, be as big as ten percent. Shipment should, in no case, be made later than May. （2）As both of us agreed upon doing business on FOB basis, your offer should, in no case, be made on any other basis.

  43. Notes • To step up trade为了促进贸易 • 举例：To step up trade, we hope you would allow us a higher rate of discount. • on behalf of代(某人)作某件事，以(某人)的名义 • 举例： （1）We will insure the foods on your behalf. （2）On behalf of my colleagues, I would like to express our appreciation of your cooperation. （3）On behalf of the Chinese Export Commodities Fair(中国进出口商品交易会), I hereby express our warmest welcome to all friends present here.

  44. Notes • as follows=as what follows • 举例：Our rate is as follows; Our rates are as follows • as per按照。 • 举例： （1）We are prepared to quote you lowest prices for cotton piece goods as per your inquiry of March 11, 2009. （2）Will you please pack those machines as per our packing instructions?

  45. Notes • As the market is declining由于行市下降，行市转疲。 • Market 表示行市、市场需求或销路 • 2/8/08 = August 2, 2008, • 在信件中尽量避免使用2/8/08这种格式

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