《外贸英语》

《《外贸英语》》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

᜜
⁚InquiryHeavyenquirieswitnessthequalityofourproducts.ᜧ#$%ᡃ'()*#+,஺Assoonasthepricepicksup,enquirieswillrevive.1234ᓣ67ឮ9:;஺Enquiriesforcarpetsaregettingmorenumerous.?ᙢAḄCDEF஺Enquiriesaresolargethatwecanonlythanallotyou200cases.᝞JKL6ᡃ'MNᑖPQ'200RS஺Enquiriesaredwindling.TᙠVW஺Enquiriesaredriedup.TᙠXY஺TheypromisedtotransfertheirfutureenquiriestoChineseCorporations.\']^7_`ḄaPbcdeGenerallyspeaking,inquiriesaremadebythebuyers.hᵫjklm஺Mr.BakerissenttoBeijingtomakeaninquiryatChinaNationalTextilesCorporation.stᐜvᩭᓅyᔣbc{|de}~2஺Weregretthatthegoodsyouinquireaboutarenotavailable.⍡6Q'ᡠḄSᱥᙠS஺Intheimportandexportbusiness,weoftenmakeinquiriesatforeignsuppliers.ᙠ}m᧕b6ᡃ'ᔣ᜜ᖪ2஺Tomakeaninquiryaboutouroranges,arepresentativeoftheJapanesecompanypaidusavisit.?ᡃ'Ḅ26CdeḄ⊤ᡃ'஺Wecannottakecareofyourenquiryatpresent.ᡃ'ᙠQkḄ஺Yourenquiryistoovaguetoenableustoreplyyou.Q'Ḅ%6ᡃ']9஺Nowthatwe'vealreadymadeaninquiryaboutyourarticles,willyoupleasereplyassoonaspossible?¢ᯠᡃ'¤¥?Q'()26¦ᔲ¨©Pª]9«ChinaNationalSilkCorporationreceivedtheinquirysheetsentbyaBritishcompany.bc®deᦈᑮcdeḄ2ᓫ஺Thankyouforyourinquiry.²²Q'Ḅ2஺WordsandPhrasesinquire´2´µ

1toinquireabout?..2tomakeaninquirylm´ᔣ...2inquirer2ὅenquiryinquirysheet2ᓫspecificinquiryᐹ¸anoccasionalinquiryᏔºtokeepinquiryinmind»¼½MayIhaveanideaofyourprices?¦_¾¿Q'Ḅ23ᔩ«Canyougivemeanindicationofprice?QNPᡃÁÂ2ᔩ?Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.ÃÄÅQ'ᨵᐵᖪ)ḄᨬÉ2஺Ifyourpricesarefavorable,Icanplacetheorderrightaway.᝞ÊQ'Ḅ23ËÌ6ᡃ'¦_ÍÎÏS஺WhencanIhaveyourfirmC.I.F.prices,Mr.Li?Òᐜv6ÓÔÕ᎛N×ᑮQ'ᑮØ2ḄÙ«We'dratherhaveyouquoteusF.0.B.prices.ᡃ'ÚÛQ'ÜÝØ23஺WouldyoutellusyourbestpricesC.I.F.Humburgforthechairs,ÃÄÞQk᫹ᑮàᚽᑮØ2ḄᨬÉ23஺WordsandPhrasesFavorableËÌḄfirmpriceÙ26ÙWillyoupleasetellthequantityyourequiresoastoenableustosortouttheâãäᡃkÜ26¦_ÄÞᡃ'Q'ᡠ⌕Ḅᦪ#ç_We'dliketoknowwhatyoucanofferaswel1asyoursalesconditions.ᡃ'ê¾Q'Në^ÓÔ6_Q'Ḅ├íᩩï஺Howlongdoesitusuallytakeyoutomakedelivery?Q'ð⌕LñòNS?Couldyoumakepromptdelivery?¦_ᓽôSᔩ?Wouldyouacceptdeliveryspreadoveraperiodoftime?ÅQ'NNõöᙠ÷ÕøùᑖᢇS«Couldyoutellmewhichkindofpaymenttermsyou'11choose?NᔲÄÅQ'7ûᵨýþÿ
Willyoupleasetellustheearliestpossibledateyoucanmakeshipment?ᔲᡃᨬ!#ᔩDoyoutakespecialorders?&'ᱯ)*+ᔩ?Couldyoupleasesendusacatalogofyourrubberbootstogetherwithtermsofpayment?0ᡃ1ᩭ345☮Ḅ89:;<=ᡃ>
ᔩheinquiredaboutthevarieties,specificationsandprice,andsoonandsoforth.CDEFGHஹJ⁐LMNOPQ஺

2WehaveinquiredofManagerZhangaboutthevarieties,qualityandpriceoftea.ᡃᔣVWᳮDEFₐZḄGHஹ[\ஹMNOE⚪஺WordsandPhrasessalesconditions├`ᩩbtomakedeliveryc+tomakeprompt-deliveryᓽ#c+paymentterms>
specialordersᱯ)*+fg⁚ijLkjOffer&Counter-Offern3oWehavetheofferreadyforyou.ᡃpWqrᜓtijF஺Icometohearaboutyourofferforfertilizers.ᡃᩭwwᨵᐵᓄ{Ḅij஺Pleasemakeusacableoffer.|ᩭᵯij஺Pleasemakeanofferforthebambooshootsofthequalityasthatinthelastcontract.|~ᔠ<*ḄH[\ḄᔣᡃiM஺Weareinapositiontoofferteafromstock.ᡃᙠiₐZ+஺We'lltryourbesttogetabidfromthebuyers.ᡃ3Ḅ⌴M஺Weo11letyouhavetheofficialoffernextMonday.#0ij஺rmwaitingforyouroffer.ᡃOḄiM஺Wecanofferyouaquotationbasedupontheinternationalmarket.ᡃᢥ▭MN0iM஺Wehaveacceptedyourfirmoffer.ᡃpᦈᑮFiḄ¢j஺Weofferfirmforreply11a.m.tomorrow.ᡃi¢j,£ᜩᓤ11¦§¨qᨵᦔ஺We'11letyouhaveourfirmoffernextSunday.#ᜩᡃᔣ«¢j஺We'rewillingtomakeyouafirmofferatthisprice.ᡃ¬®MNqi¢j஺CouldyouofferusF.0.B.prices.²ᡃi³´MNᔩ?AllyourpricesareonC.I.F.basis.ᡠᨵMN·¸ᡂº»¼½¾◅½MN஺Canyoumakeanoffer,London,atyourearliestconvenience?Ái——rdliketohaveyourlowestquotations,C.I.E.Vancouver.|iÅÆÇᑮ´MḄᨬPleasemakeusacableofferfor5metrictonsofwalnut.|ᵯi5ᔴ᪶᪻ÌḄMN஺OurofferisRMB300persetoftape-recorder,F.0.B.Tianjin.ᡃḄiM¸ÑÒᦈ9Ó300ᐗÕÖ×:ᜩس´M஺

3Wequotethisarticleat$250perM/TC&F.ᡃiᡂº»¼½MÑᔴ250Üᙊ஺WordsandPhrasesofferij:iMtoofferforÞ.iMtomakeanofferforÞ...ij(iM)firmoffer¢jnon-firmofferájtoforwardanoffer(ortosendanoffer)1〈ijtogetanoffer(ortoobtainanoffer)..ijtocableanoffer(ortotelegraphanoffer)ᵯi(ãä)iMofferandacceptancebypoståæçèiMé&'toacceptanoffer&'ijtoentertainanofferὃ⇋ijtogiveanoffer0...ijtosubmitanofferìcijofficialoffe஺riM(ij)Myofferwasbasedonreasonableprofit,notonwiIdspeculations.ᡃḄiMᔠᳮᑭîqïð:ñ¸òᜩ⌕M஺Wehavereceivedoffersrecently,mostofwhicharebelow100U.S.dollars.ᡃᨬõḄiMᜧ÷ᦪ·ᙠ100Üᙊ஺Moreover,We'vekeptthepriceclosetothecostsofproduction.ùú:ûpW~MNüᑮýþ½ᵨḄ
஺Ithinkthepriceweofferedyoulastweekisthebestone.ᡃᕜḄ!"ᨬ$Ḅ஺Nootherbuyershavebidhigherthanthisprice.(ᨵ*Ḅ+,Ḅ-!./0!஺Thepriceyouofferedisabovepreviousprices.23!./4஺Itwasahigherpricethanweofferedtoothersuppliers.0!56ᡃ78ᐸ:;<=Ḅ-!⌕.஺Wecan'tacceptyourofferunlessthepriceisreducedby5%.◀D27E!5%,ᔲᑣᡃ7IJKLM஺rmafraidIdon'tfindyourpricecompetitiveatall.ᡃO27Ḅ!PIQRSTឋ஺Letmemakeyouaspecialoffer.$ᔳXᡃ82YZᱯ*\]!஺We'llgiveyouthepreferenceofouroffer.ᡃ7^\ᐜᔣ27M஺Ishouldhavethoughtmyofferwasreasonable.ᡃabcᡃḄ!"ᔠᳮḄ஺

4You'11seethatouroffercomparesfavorablywiththequotationsyoucangete1sewhere.2ijkᡃ7Ḅ!6*ᜐ⌕mn஺Thisofferisbasedonanexpandingmarketandiscompetitive.0MḼq/᡽ᜧ├uvwxᨵSTឋ஺WordsandPhrasesquote!quotation!5preferentialoffer\ᐜMcostofproductionz{|ᵨreasonableᔠᳮḄcompetitiveᨵSTឋḄthepreferenceofone'soffer\ᐜMwildspeculation~ᜩ⌕!Ouroffersarefor3days.ᡃ7ḄMᜩᨵᦔ஺Wehaveextendedtheofferasperasyourrequest,ᡃ7ᢥᱥீ3⌕^M஺Theofferholdsgooduntil5o*clockp.m.23ndofJune,1997,Beijingtime.!ᨵᦔᑮ19976ᨴ22ᓤ5,ᓅ஺Allpricesinthepricelistsaresubjecttoourconfirmation.!ᓫ¢ᡠᨵ!5bᡃ3¤¥c¦஺Thisofferissubjecttoyourreplyreachingherebeforetheendofthismonth.§Mb23aᨴ¨©ᑮªᡃᙢcᨵᦔ஺Thisofferissubjecttothegoodsbeingunsold.§Mbᖪ®¯-c¦஺WordsandPhrasessubjecttob...cᩩ±Xb..,c¦offersubjecttoourwrittenacceptancebᡃ3²☢KLc¦ḄMoffersubjecttosampleapprovalb᪵¤µ¶zᦔc¦ḄMoffersubjecttoourfinalconfirmationbᡃ3ᨬ¶¤¥c¦ḄMoffersubjecttoexport/importlicenseb¸¹-º»º¼½¾c¦Ḅ!offersubjecttopriorsaleb¿©¯-c¦ḄMoffersubjecttogoodsbeingunsoldbᖪ®¯-c¦ḄMoffersubjecttoyourreplyreachinghereb23ÀÁᑮªᡃᙢc¦ḄMoffersubjecttofirstavailablesteamerbÂÃY⁂Åc¦ḄMÇI*mafraidtheofferisunacceptable.អ᝿23Ḅ!ÊËKL஺Theofferisnotworkable.MʽÌ஺Theofferisgivenwithoutengagement.M(ᨵÍÎÏ஺

5Itisdifficulttoquotewithoutfulldetails.®ÐÑÒÓÔ⁚Öb!஺Buyersdonotwelcomeoffersmadeatwideintervals.+,Ê×ØM◞ÚÛ஺Wecannotmakeanyheadwaywithyouroffer.27ḄM®¹QR»Ü஺Pleaserenewyourofferfortwodaysfurther.Ý^MÞᜩ஺Pleaserenewyourofferonthesametermsandconditions.Ýᢥß᪵ᩩ±ឮÁM஺Weregretwehavetodeclineyouroffer.xáâXᡃ7ʹÊãä23M஺Theofferiswithdrawn.§Måæç஺Weprefertowithholdoffersforatime.ᡃ7èéᨚëM஺Buyersareworriedatthelackofoffer.+,ìIMvíî஺WordsandPhrasestoextendanofferïMtorenewanofferᡈtoreinstateanofferឮÁMtowithdrawanofferæçMtodeclineanofferᡈtoturndownanofferñäMunacceptableʽKLḄworkable½ÌḄatwideintervals◞Úïmakeheadwayᨵ»Übeworriedatsth.ò...íîóLet5shaveyoucounter-offer.ÝõZ!஺Doyouwanttomakeacounter-offer?ø"ᔲõZ!ùIappreciateyourcounter-offerbutfindittoolow.ññøḄõ!X½ᡃú¹Úû஺Nowwelookfonvardtoreplyingtoourofferintheformofcounter-offer.kᙠᡃ7ýþ27ËbõMḄÿ
ᡃ஺Yourpriceistoohightointerestbuyersincounter-offer.Ḅ!"#$%&ᨵᐶ)*஺Yourcounter-offerismuchmoremodestthanmine..Ḅ*/ᡃḄ⌕1234஺Wemakeacounter-offertoyouof$150permetrictonF.0.B.London,ᡃ.*?@AᔴCᦦEF150Gᙊ஺r11respondtoyourcounter-offerbyreducingourpricebythreedollars.ᡃJK.Ḅ*$L3ᐗ஺WordsandPhrasescounter-offer*$*offerorPQRS

6offererPS$SoffereeTPSofferingUVᱥofferletterXoffersheetUVYᱥᓫofferlist/bookᓫofferpriceVofferingdateᨵᦔ]▲offeringperiod_concentrationofoffers`acombinedofferὶ,cdlumpoffereᔠQ┐
hijᖪlRbidn.⌴nUn⌴Qᵫ%PURv.⌴tomakeabid⌴togetabid3ᑮ⌴tobeoutbidding#r..Ḅst⁚ᔠJContractQwRWe'llhavethecontractreadyforsignature.ᡃ.yzᜓ|ᔠJ}~஺Wesignedacontractformedicines.ᡃ.~w"lᔠJ஺Mr.ZhangsingsthecontractonbehalfoftheChinaNationalSilkImport&ExportCorporation.ᐜ⊤aUAᙠᔠJj~஺AJapanesecompanyandSINOCHEMhaveenteredintoanewcontract.aᓄUA¡¢£_¤w¥A~w¦ᔠJ஺Itwasbecauseofyouthatwelandedthecontract.§?ᨵ$ᡃ.¨~©ᔠJ஺Weofferedamuch1owerprice,sotheygotthecontract.ᵫrᡃ.ª,«.£ᡃ.~ᔠJ஺Areweanywherenearacontractyet?ᡃ.Q®¯rR~ᔠJᔩ±Wesignacontractwhenweareactingasprincipals,Q"principals஻referstothe"seller-andthe஻buyer஻R³ᡃ.´?Yµ¶·⌕~ᔠJ஺Q¸¹Ḅ“Yµ”ᢣᔠJaḄᓬ£%RIknowweQthesellerRshoulddrawupacontractandthebuyerhastosignit.ᡃ

7.¾⍝ᡃ.QᓬRyÀÁUᔠJ$%ÂÃ~ÄᔠJ஺Weshouldsimultaneouslysigntwocontracts,onesalescontractforbeefandmutton,andtheothercontractofequalvalueforthepurchaseofcotton.ᡃ.J¶~hÅᔠJ$wÆÇÈᾙḄ├VQURᔠJ$ËwÅÆÌÍḄÎÏÐ%QRᔠJ஺Webothwanttosignacontract,andwehavetomakesomeconcessionstodoit.ᡃ.·Ñ~ᔠJ$§ÒÓ·⌕ÔÕÖ×஺Weareheretodiscussanewcontractwithyou.ᡃ.ᩭ¸¹£ÙÚÚw¦ᔠJḄÛ⚪஺Ourcurrentcontractisabouttoexpire,andwe'11needtodiscussanewone.Ýᦻ.ßᨵᔠJà⌕]á$◤⌕ãÚwŦᔠJ஺Wecanrepeatthecontractonthesameterms.ᡃ.ᢥJ᪵ᩩçãwÅᔠJ஺Afewproblemswithsupplyundertheoldcontractmustbequicklyresolved.ὁᔠJaḄwÕéYÛ⚪ÂÃêàëì஺Weoughttoclearupproblemsarisingfromtheoldcontract.ᡃ.yÀíᳮwïὁᔠJaUßḄÛ⚪஺Doyoualwaysmakeoutacontractforeverydeal?@ðñ᧕·◤⌕wᔠJᔩ±Asperthecontract,theconstructionoffactoryisnowunderway.᪷ôᔠJõö$ᔆḄøùúᙠûa஺WordsandPhrasescontractᔠJ$üᔠJcontractorýS$þᒹcontractualᔠḄ᜿Ḅtomakeacontractᔠtoplaceacontractᔠtoenterintoacontractᔠtosignacontractᔠtodrawupacontractᔠtodraftacontract₝ᔠtogetacontractᑮᔠtolandacontractᑮᨵᔠtocountersignacontractᔠtorepeatacontractᔠanexecutorycontract᡻ḄᔠanicefatcontractᨵᑭḄᔠoriginalsofthecontractᔠcopiesofthecontractᔠ

8awrittencontract*☢ᔠtomakesomeconcession/01234Lookatthiscontract.89:;ᔠ஺Thesearetwooriginalsofthecontractweprepared.:CᡃEFᜓHḄI;ᔠ஺WeencloseoursalescontractNo.45induplicate.▬PᡃEQ45R├TᔠUI;஺Thecopyofourcontractwillbereturned.ᔠḄXYZ[஺Thiscontractisfor250metrictonsofgroundnutsatRMB1800perM/TC&FCopenhagen.:C;250ᔴhiḄᔠjklmnᔴop᪷ᡂstuj1800ᐗ஺MayIreferyoutoArticle5oftheGeneralTermsandConditionsofthecontract?8{99ᔠ-}ᩩḄQᩩ஺MayIreferyoutothecontractstipulationaboutpackingorshipping....?8{99ᔠᨵᐵᒹtḄ஺Youmuststatethedescriptionofthegoods,thequantityandtheunitpriceineachcontract.mᔠᑮḄᖪḄឋஹᦪᓫj஺Whatarethemainclausesinthecontract?ᔠḄ⌕ᩩᨵ1Thereisanarbitrationclauseinthecontract,orinsuranceclause,inspectionclause,shippingclause...:CᔠḄ⚗ᩩ஺ᡈ¢£◅ᩩ¥¦ᩩtᩩ§Paymenttermsareimportantinacontracttoo,aren'tthey?ᔠḄªᩩ«¬⌕ᔩWeshipourgoodsinaccordancewiththetermsofthecontract.ᡃEᢥᔠᩩ°±஺rmsurethatshipmentwi11beeffectedaccordingtothecontractstipulation.ᡃ£²ᡃEᢥᔠ᝞´஺Wesincerelyhopethatbothqualityandquantityareinconformitywiththecontractstipulations.ᡃE¶·¸¹ºஹᦪ»ᔠ¼½ᔠ஺AlltermsandconditionswillbethesameasthoseinyourpreviouscontractnumberC70064.ᡠᨵᩩ»ᡃEÂÃḄQC70064RᔠḄᔜ⚗ᩩ¼஺Thecontractstatesthatthesupplierwillbechargedapenaltyifthereisadelayindelivery.ᔠ᝞ÅƱᖪÇÈ°±´XYÉ஺Whenthegoodsarentuptospecificationstatedinthecontract,thereisalsoapenaltyforpoorquality.᝞Åᡠ°±ᱥ»ᔠᡠkËÌ[ᨵºូÎÉ஺WordsandPhrases

9contractterms(orcontractclause)ᔠᩩcontractprovisions/stipulationsᔠcontractperiod(orcontractterm)ᔠ´▲contractlifeᔠᨵᦔ´tobestipulatedinthecontractᙠᔠÔÕtobelaiddowninthecontractᙠᔠᑡ(×)Thecontractcomesintoeffecttoday,wecan'tgobackonourwordnow.ᔠØÙÚÛiᦔᡃEËÜ៎ÞOncethecontractisapprovedbytheChinesegovernment,itislegallybindinguponbothparties.ᔠàáâãᢇFåæçᨵÞèéêë஺Wehavetoholdyoutothecontract.ᡃEËË⌕ìíEᢥᔠîï஺Youmustputtheirrightsandinterestintoacontract.íEðñòóEḄᩗõᙠᔠ஺Wealwayscarryoutthetermsofourcontracttotheletterandstandbywhatwesay.ᡃEöᢝᔠøùᵨ஺It'sclearlyabreachofcontract.:ûᯠCýÜÞᔠ஺Anydeviationfromthecontractwillbeunfavourable.þÿ
ᔠᑭḄ஺Thebuyerhastheoptionofcancelingthecontract.!ᨵᩗ$%ᔠ஺Youhavenogroundsforbackingoutofthecontract.*+,ᨵ-.ᳮᵫ12ᔠ஺Incaseonepartyfailstocarryoutthecontract,theotherpartyisentitledtocancelthecontract.᝞678᡻:ᔠ;<78ᨵᩗ$%=ᔠ஺Areyouworryingaboutthenon-executionofthecontractandnon-paymentonourpart?*ᔲEFᡃ+H:ᔠᡈὅKLMNYoucannotcancelthecontractwithoutfirstsecuringouragreement.᝞6,ᨵᐜPQᡃ+R;*+ST%ᔠ஺Thiscontractwillcomeintoforceassoonasitissignedbytwoparties.ᔠ7UV8WXᓽZᦔ஺Onceacontractismade,itmustbestrictlyimplemented.ᔠ7]^X_`ab᡻:஺WordsandPhrasestobringacontractintoeffecteᔠZᦔtocomeintoeffectZᦔtogo(enter)intoforceZᦔtoceasetobeineffect/forceᜫᦔtocarryoutacontract᡻:ᔠ

10toexecute/implement/fulfil/performacontract᡻:ᔠcancellationofcontract$%ᔠbreachofcontract
ᔠtobreakthecontractjktocancelthecontract$%ᔠtotearupthecontractᥟjᔠtoapprovethecontractmᢇᔠtohonourthecontractoᔠtoannualthecontractp◀ᔠtoterminatethecontractr◀ᔠtoalterthecontractsᦋᔠtoabidebythecontract⍳vᔠtogobackonone'swords
៎tobelegallybindingxyzk{tostandby⍳vnon-paymentKLMtosecureone'sagreementPQ...ḄRAdditionalWordsandPhrasescontractpriceᔠk|bcontractwagesᔠ}~contractnoteᓬᔠcontractofemploymentᔠcontractofengagementᔠcontractofcarriageᔠcontractofarbitrationᔠcontractforgoodsᔠcontractforpurchaseᔠcontractforserviceᔠcontractforfuturedeliveryᔠcontractofsale├ᔠcontractofinsurance◅ᔠcontractsalesk├contractlawᔠytoshipacontractᔠḄᱥcontractualdisputeᔠḄalong-termcontractᔠ

11ashort-termcontractᔠcontractpartiesᔠ.contractualpractice/usageᔠcontractualclaim᪷ᔠḄ¡ᩗcontractualliabi1ity/obligationᔠ£XḄ¤contractualincomeᔠᦈᐭcontractualspecificationsᔠ£Xcontractualterms&conditionsᔠᩩM©ᩩªcontractualguaranteeᔠ£XḄEcontractualdamageᔠ«¬Ḅ®contractual-joint-ventureᔠ°U⃩;᜿k³ὶᔠU⃩completionofcontractµᡂᔠexecutionofcontractH:ᔠperformanceofcontractH:ᔠinterpretationofcontractr·ᔠexpirationofcontractᔠ¸renewalofcontractᔠḄ¹º»⁚½¾Quality(-)Thegoodsareavailableindifferentqualities.ÀᨵÁÂḄ¾ÃÄÅ஺Nothingwrongwillhappen,solongasthequalityofyourarticleisgood.Ç⌕ᖪ½¾ÃÄ☠;_ËÌZÍ┯஺Ifthequalityofyourproductsissatisfactory,wemayplaceregularorders.᝞6*+ϽḄ¾Ãeᡃ+¸R;ᡃ+ÐÑ஺Ifthequalityofyourinitialshipmentisfoundsatisfactory,largerepeatswillfollow.᝞6Ò8º7ᢇᩭḄÔ¸R;ÕÖÐᨵᜧᢇ¹஺Thereisnomarkedqualitativedifferencebetweenthetwo.Øὅᙠ¾ÃÚÛ℉ÍÝ஺Wesincerelyhopethequalityareinconformitywiththecontractstipulations.ᡃ+Þßàá¾Ãâᔠ£Xãä஺Aslongasthequalityisgood,ithardlymattersifthepriceisa1ittlebithigher.Ç⌕S¾Ã;|åæÚᡠè஺Pricesarefixedaccordingtotheirquality,aren'tthey?|bᢥ¾ÃḄëìíX;îᔩNThetransfereemustseetoitthatthequalityoftheproductismaintained.ð

12xñò78⌕óôᢝϽḄ¾Ã஺OurCertificateofQualityismadevalidbymeansoftheofficialseal.ᡃ+Ḅ¾Ãøùúû8üᨵᦔ஺We'llimprovethequalityofourproductsandproductionefficiency.ᡃ+ÐᦋýϽ¾Ã;þåZÏ᳛஺Theyarefullyqualifiedtopassopinionsonthequalityofthismerchandise.ᐰᨵ!Ḅ#$%⊤'(஺Wewould1iketohaveyouofferus100metrictons,qualitysameaslast.012345ᡃ100ᔴ#$89:;<Ḅ=஺Wefindthequalitysuitable?unsuitable@forourmarket.!#$〉ᔠ?C〉ᔠ@ᡃḄDE஺Wealwayshavefaithinthequalityofyourproducts.F!Ḅ#$ᡃGHIJK஺WordsandPhrasesquality#$M!#qualitative#$Ḅqualitativelyᙠ#$9qualityclause!#ᩩPqualitycertificate!#QRSqualityofexportandimportcommoditiesUVWᖪ!#$goodmerchantablequalityᐰ├#$tobeinconformitywith[...\]transferer^_ὅtransfereea_ὅ?b@Thisisaqualityproduct.H\c#$Ḅ!஺Thoseovercoatsareofgoodqualityandnicecolour.ᢇᜧ⊟#$cஹᡂ⁐j஺Ourquartztechniqueiswel1knownintheworld,andwebelieveourwatchesareoffinequality.ᡃḄmnᢈpqrstM;JᡃuḄv⊤ᐹᨵc#$஺Ourpriceisalittlebithigher,butthequalityofourproductsisbetter.xᯠz{cM|ᡃḄ!#$Ij஺Yourgoodsaresuperiorinqualitycomparedwiththoseofothermanufacturers.8ᐸᔆᖪ;M!#$9஺Theequipmentareofgoodqualityandveryuseful.ᘤ#$jMᵨᜐᜧ஺Ourproductsareverygoodinquality,andthepriceislow.ᡃḄ!#cz஺Wehavereceivedthegoodsyousendus,thequalityisexcellent.ᡃᦈU

13ᜐᩭḄ=M#$Ij஺WordsandPhrasesgoodqualityj#$finequality#betterqualityj#$highqualityc#$fairqualityjḄ#$soundqualityjḄ#$bestqualityᨬjḄ#$superiorqualityḄ#$choicequalityselectedquality⌱Ḅ#$primequalityᡈtip-topquality\Ḅ#$first-classqualityᡈfirst-ratequalityᜮḄ#$abovetheaveragequality\9Ḅ#$belowtheaveragequality\Ḅ#$commonquality\#$standardquality᪗¢#$usualquality£¤Ḅ#$popularqualityᜧ¥ᓄḄ#$uniformquality\§Ḅ#$averagequalityᙳ#$fairaveragequality(f.a.q.)ᜧ«=(¬)Weareresponsibletoreplacethedefectiveones.ᡃᣚ#$CᔠḄ!஺It'sreallysomethingwrongwiththequalityofthisconsignmentofbicycles.ᢇ±²³Ḅ#$´µᨵ¶⚪஺Iregretthisqualityproblem,#$¶⚪ᡃ¸⊤⍡º஺WehopethatyouM11paymoreattentiontothequalityofyourgoodsinthefuture.01»ᩭ¼½'!Ḅ#$¶⚪஺Theworkingsofthesemachinesareinaccurate.ᢇ¾ᘤ¿²C¢஺Uponarrival,wefoundtheshipmentofwoolwasofpoorquality.=À,ᡃÁÂ%ÃÄÅḄ#$Æ஺Thequalityofthefertilizerisinferiortothatstipulatedinthecontract.ᓄÇ#$:Èᔠ<ÉÊËḄ஺Thequalityofthisarticlecannotqualifyforfirst-class.ᢇᖪ!Ḅ#$CÌ\!஺

14Ifyoufindthequalityofourproductsunsatisfactory,we'repreparedtoacceptreturnoftherejectedmaterialwithinaweek.᝞Ï!#$CÐ'Mᡃ»ᙠ\ÑÒᑁÔa⌨=஺Morethan300watchesarenotuptostandard.ᨵ300¼ᙽv⊤Cᔠ#$᪗¢஺WordsandPhrasesbadqualityÙ#lowquality#$inferiorquality:#$toberesponsibleforÚÛinaccurateC´Ḅpoorquality#$Ætobeinferiorto:Èfirst-class\!unsatisfactoryCÐ'Ḅ?Ü@We'vereceivedthesamplewhichyousentuslastSunday.ᡃᦈᑮß9ÑÒᜩFáᩭḄ᪵!஺We'vegothereoursalessamplesType1.andType2.äH\å8bå᪵=஺Ourqualityisbasedsolelyonoursalessamples.ᡃḄ#$ᐰ=᪵æ¢஺Wesellgoodsasperthesalessample,notthequalityofanyprevioussupplies.ᡃ├ç!H=᪵æ᪗¢MèCHéêëKì\ᢇ=Ḅ#$஺Youknowwesellourteaaccordingtooursamples.Fí⍝ᡃHé├ç=᪵├çₐðḄ஺Youcanseethedifferencebetweenthesegrades.FñòòóḄÆô஺Thesetwogradesareverymuchindemand.õó?Ḅ=@ö÷◤ùúû஺Weareinurgentneedofthesetwogrades.ᡃÃᙠញ◤õóḄ=஺Thecolouroftheshipmentismuchdarkerthanthatofyourpreviousconsignment.ᢇ=Ḅý⁐ᓃᢇ⌕ᨩ
஺Nodoubtyouvereceivedtheoutturnsamplesoftheinferiorqualitygoods.ᦈᑮ#$%&'()Ḅᑮ+,᪵஺Imustadviseyouofthespecificationsofthegoods.ᡃ0123+ᱥḄ56஺Haveyoureceivedthespecificationsasshowninourcatalog?ᦈᑮ#ᢥᡃ;<=ᡠᑡḄ()56#ᔩAThequalityisallright,butthestyleisabitoutdated.$%DE⚪GHI᪵ᨵKLM஺Wefoundthegoodsdidntagreewiththeoriginalpatterns.ᡃOP+ᱥQRI᪵

15ST஺The“DoubleFish"brandisnotsobad,thedesignisfreshandvivid."YZ"[ᖪ᪗S┯_ᫀa⚨஺Thenewvarietieshaveveryvividdesignsandbeautifulcolors.ca()_ᫀa⚨⁐ef⁑஺We'reheretodiscussthetrademarksofyourproducts.ᡃᩭkkl()Ḅᖪ᪗m஺WordsandPhrasessample᪵)countersampleop᪵)sampling,᪵patternsampleqI᪵)duplicatesampler᪵coloursample⁐s᪵)subjecttothecountersampleuop᪵)vwsampleforreferencexὃ᪵)salesbysamplez᪵){ᓬgradep}standard᪗wspecification56trademarkᖪ᪗brand[~colour⁐sdesign_ᫀcatalogue<=particulars⁚SalesbyDescriptionz{ᓬSalesbyTradeMarkofBrandzᖪ᪗[~{ᓬqualityasperseller'ssamplezᓬ;᪵)$%+qualityasperbuyerssamplez{;᪵)$%+qualitylandedᔂ)$qualityshipped)$qualitycontrol$%ᳮSalesbySpecification,Gracie,ofStandardz56ஹp}ᡈ᪗w{ᓬFairAverageQuality(F.A.Q.)“ᙳ)$”(▭{ᓬ()Mᵨ¢᪗w)qualitytobeconsideredasbeingaboutequaltothesample)$Q᪵)ᜧ¤¥¦

16§¨⁚ᦪ%Quantityª«Let'stalkabouttheproblemofquantity.ᡃkkᦪ%ḄE⚪ᔳ஺You'llissueacertificateofquantityandweight.01¯ᐹᦪ%±%²஺Thepackagenumberandquantityareidenticalwitheachother.ᒹ´Qᖪ)ᦪ%¥µᔠ஺Quantitymattersasmuchasqualityofprice,doesn'tit?ᦪ%·6ஹ$%᪵±⌕HᔩAWebelieveweshallbeabletobettersatisfyourcustomersquantitatively.ᡃ¥¹ºᙠᦪ%¼ᙢ¾¿ᡝÁÂ஺Thequantityyouorderedisconsiderable.ÃḄᦪ%ÄÅu஺Wecansupplyanyreasonablequantityofthismerchandise.o¢ᖪ),ᡃºÆÇÈÉ〉ËḄᦪ%஺Imustadvisethefarmofthequantityofthewheatasperthecontract.ᡃÌᢥᔠ¦523ÍÎÏḄᦪ%஺Ifthequantityofthegoodsdoesnotconformtothatstipulatedinthecontract,theimporterwillrefusetoacceptthegoods.᝞ÑÒÓᖪOP+ᱥᦪ%Qᔠ¦5STÔÌÕᦈ஺IsthereanyquantitylimitationfortheimportofcottonclothfromChina?×ØÒÓḄÙÚᨵᦪ%▲ᑴᔩAYouremarkedyesterdayyouwouldsellonshippedquality,quantity,andweight.᧤ᜩßàLá+u$%ஹᦪ%±%vw஺WordsandPhrasesquantityᦪ%quantification%quantitativeᦪ%Ḅ%Ḅmatter±⌕⌕âªã⌕ᵨäᶧEæஹᔲæᩩéæØ«tobeidenticalwith,toconformtoQ¥T,Q...¥µᔠªê«Forsuchabigsum,weshouldattachimportancetoit.ᦪ<᝞¢ëᜧᡃÌìu±í஺Forsuchabigsum,weshouldntbefrightenedbythistrouble.îïᜧð⚗ᡃSº᝿óô஺Theyalwaysbuyinlargequantities.ÔõHᜧ%ö{஺Usefulquantitieshavechangedhands.øᜧḄᦪ%ùúûü஺

17QuantitiesofBlackTeahavebeenexported.ùúᨵᜧᢇÿₐ
஺Thisisthemaximumquantitywecansupplyatpresent.ᡃᡠ!Ḅᨬᜧᦪ&Thisistheminimumquantitywerequire,ᡃᡠ◤⌕Ḅᨬ*ᦪ&஺Asmallorderthisyearisalsowelcome.*ᢇ/0123456஺Theyarenotinterestedinsmallquantities.78*ᦪ&9:ᐶ<஺Forsuchabigquantity,youshouldgiveusadiscount.AᜧḄ/ᓫCDEFGᔲIᡃᢚᡷLThequantityofriceimportedthisyearisapproximatelythesameasthatlastyear.12N*OḄᦪ&PQ2ᜧRST஺We'repreparedtopurchaseashipmentquantityofthismaterial.ᡃWᜓYZ[\]^_ᦪ&Ḅ`ᖪb஺IfyoucanCtarrangefortheentirequantity,pleaseofferusatleasthalf.᝞efg9ᑮᐰᦪḄjCklmIᡃnᦪ஺Yousentusonlyaquarterofourrequirements.pq〈Iᡃᡠ◤&Ḅsᑖu\஺WordsandPhrasestoattachimportancetosth.8...wxyztrouble{|inlargequantitiesᜧ&tochangehands}~discountᢚᡷquantitiesofsth.ᜧᢇ...hugequantityᡈenormousquantityᜧḄᦪ&maximumquantityᨬᜧᦪ&minimumquantityᨬ*ᦪ&smallquantity*&entirequantity᦮ᦪ&totalquantity&furtherquantityḄᦪ&sufficientquantityZ[Ḅᦪ&liberalquantityᐙZḄᦪ&shipmentquantity[^_Ḅᦪ&equalquantity&reasonablequantitySḄᦪ&correspondingquantitySḄᦪ&largequantityᜧᦪ&

18considerablequantityᜧᦪ&GḄᦪ&substantialquantityᜧᦪ&usefulquantityᜧᦪ&averagequantityᙳᦪ&moderatequantityᦪ&additionalquantityᦪ&Thereare100tonsofwheatonboardtheship.^ᨵ100ᔴ*O஺Howmanypiecesalltogether?ᐳᨵmL500piecesintotal.ᐳᨵ500஺Wemadeatotalof100,000jackets.ᡃ\ᐳ/¡10¢⊟஺Wecanonlysupplyyouwith20,000yardsofpuresilk.ᡃq!¥¢ṹḄ§¨©஺Wewantaminimumof1,000dozenofmen'sshirtsandminimumof5,000dozenofembroideredshirts.ᵱ¬⊟lm⌕1000ᡭC®¯¬⊟lm◤⌕5000ᡭ஺Canyougiveusanadditional200cases?±²200³ᔩLWeplaceanorderforadditional4,000shirts.ᡃ/¡4000¬⊟஺Thisyearwecanbuyanextra700bluejeans.12ᡃG·/700¸¹º஺We'11tryourbesttosatisfyyouwiththeadditional10,000tonsofcoalasyouasked.f⌕»²\¢ᔴ᯼Cᡃ½¾&¿Zf஺WeC11increasethequantityofmedicinesby300boxes.ᡃ½²300ÁÂb஺ThemaximumquantityofcottonjerseysthisyearisaboutDM25,000.ᡃ12ᨬ/ÅᜧÆ25000ÇÈḄÉÊË஺5,000squaremetresofwoolcarpetisbiggerthananyorderwe'veeverplaced.5000ÌÍḄÎÊᙢÐÑÒ¡·ÓḄ/0஺WordsandPhrasesintotalᐳpuresilk§¨©printedsilkᓺ¯©TheU.S.System×ᑴTheMetricSystemEᑴmetrictonEᔴTheBritishSystemÚᑴ

19InternationalSystemofUnitsSIÛ▭ᓫÝᑴÛ▭ᑴshorttonÞᔴlongtonßᔴkilogramEàpoundáounceâFpiecepair8CãsetᝅdozenᡭgrossåreamælengthßçmeterÍCEèfootÚèyardṹarea☢êsquaremeter☢êsquaremeterÌÍsquarefootÌÚèvolumeRêcubicmeterëÌÍcapacityìêlitreᓣgallonîbushelïðὡsAsthepackageofsampleisoverweight,airmailingwou1dbetooexpensive.ᵫó᪵bᒹ^ÒyCö÷øᵨúû஺Wesellourgoodsonshippingweightandnotonlandedweight.ᡃ
üýb·^y&þ᪗
ᔂ஺Butwhatincasethereisshortweightordisqualification?᝞!ᡈ#ᔠ%&'()Theyinspectedthericeforanypossibleshortage./01234ᢇᜧ78ᐸᔲ!஺We'resurprisedtoknowthattheweightissoshort.>!Ḅᦪᡃ0BᑮD᜻஺

20Ashortageof50M/Tsisabiglossforus.50FᔴḄ!>ᡃ0HIḄJᜫ஺Asfortheshortage,Isuggestyourmakingupthequantityinyourfutureshipment.LM!
ᡃNOP0QRST⊡V஺Haveyouseentheshortageclaimfromourcompany?W8XᡃFYḄ!Z[\]3ᔩ)Thereisanoverplusof100lbs._`3100a஺Thereisanoverageinweightof25kilos.b325Fc஺WordsandPhrasesweightactualweightd▭shortweight!ashortweightof5kilos!50Fcgrossweightfnetweightg“GrossforNet”hfigtarejactualtared▭javeragetarekᙳjcustomarytaremnjcomputedtareopjconditionedweightFAboutCirca,Approximate"o"theoreticalweightᳮsMoreorlessclauset!uᩩwAdditionalWordsandPhrasesquantitydeliveredxyz{|ᦪquantityshippeduᦪquantitybuyingᜧ~zp~quantityproductionᜧᢇzᢇquantityofshipmentzSquantumcontractᦪᔠquantityofsale├quantityoforderᓫᦪquantityofoutput`
`zxyquantitativevalueᦪquantitativedataᦪ

21quantitativeanalysisᦪᑖ᪆quantitativeeconomicsᦪquantitativetradequota᧕quantitystandardsᦪ᪗⁚ᒹuPackingThenextthingI'dliketobringupfordiscussionispacking.☢ᡃ¢£`ᒹu¤⚪¦s஺We'dliketohearwhatyousayconcerningthematterofpacking.ᡃ§¢¨¨P0©ᒹu¤⚪S⊤«¬஺You'd1iketoknowsomethingaboutthepackingofthedrugs,isthatright?W¢3°±²Ḅᒹu³´
>ᔩ)Pleasemakeanofferindicatingthepacking.µ\¶·¸¹ᒹu³´஺Youropinionsonpackingwillbepassedontoourmanufacturers.P0>ᒹuḄ«¬º»¼yᔆᖪ஺Itisnecessarytoimprovethepackaging.ᦋÀᒹuÁÂᓝᑖÄ⌕஺We'veinformedthemanufacturertohavethempackedasperyourinstruction.ᡃ0ÆÇÈᔆᖪᢥP0Ḅ⌕Êᒹu஺Packinghasaclosebearingonsales.ᒹuËÌᐵÎᑮ²Ḅ├஺Packingalsoeffectsthereputationofourproducts.ᒹuÏÐѲḄÒÓ஺Apackingthatcatchestheeyewillhelpuspushthesales.⏨ÖḄᒹuᨵØMᡃ0Ù├²஺Buyersalwayspaygreatattentiontopacking.Á§Ú«ᒹuḄ³´஺rmsurethenewpackingwillgiveyourclientssatisfaction.ᡃÛÜÝᒹupÞßWḄàᡝâ«஺Differentarticlesrequiredifferentpacking.ᖪ²◤⌕Ḅᒹu஺Generallyspeaking,buyersbearthechargesofpacking.ᒹuæᵨèᵫÁêë஺Packingchargeisabout3%ofthetotalcostofthegoods.ᒹuæᵨᓰᱥðḄñᑖòó஺Normally,packingchargeisincludedinthecontractprice.èᙢ
ᔠ¶%öÆᒹ÷3ᒹuæᵨ஺Thecruxofpacking1iesinprotectingthegoodsfrommoisture.ᒹuḄᐵø■ú஺Themachinesmustbewellprotectedagainstdampness,moisture,rustandshock.ûᘤᒹuÄý■þஹ■
ஹ■┤ஹ■◫஺Wehavenoobjectiontothestipulationsaboutthepackingandshippingmark.ᡃ

22ᐵ"ᒹ$%&'ᖂᜮḄᩩ,஺Wecannotaffordtimetochangethepackingbecausetheshipwillsailaftertwodays.ᵫ"13ᜩ56789ᡃᩭ;<=ᣚᒹ$஺WordsandPhrasespackᒹ$9$@packingᒹ$packingchargeᒹ$Aᵨpackageᒹ$CᢣᒹஹᣊஹFஹGHIJᡭᒹpackingclauseᒹ$ᩩ,packagingᒹ$LMpackingexpensesᒹ$AᵨCOIWhatdoyouthinkofthepackingforfireworks?QRSTUV᪵ᒹ$XThepackingsareingoodCbadIorder.ᒹ$Z[\]Cẚ]I஺Thepackagesareintact.Thepackingisbeautiful.ᒹ$Z[\]9_`a஺Pleasepackthegoodsverycarefully.bcdᒹ$ef஺Thesemartenovercoatsaretastefullypacked.gᢇijᜧ⊟Ḅᒹ$ᓝᑖo`஺Ithinkyou'11findthepackingbeautifulandquitewell-done.QuvwxᡃyzḄᒹ$`a{|஺OurpackingwillbeonaparwiththatoftheJapanese.ᡃḄᒹ$`஺Theuniquedesignofthepackingwillhelpyoupromotethesaleofdrugs.ᱯḄᒹ$ᨵ"ᡃ├gz஺Thepackingmustbestrongenoughtowithstandroughhandling.ᒹ$ᓝᑖ9᳛Ḅ&஺Wehaveespeciallyreinforcedoutpacinginordertominimizetheextentofanypossibledamagetothegoods.ᡃᱯᒹ$9fᱥu¡ᑮḄ]£¤¥ᑮᨬ§¨©஺Thesegoodsdidn9tsellwellmerelybecauseofthepoorpacking.gyzᵫ"ᒹ$;[ª«¬├஺WordsandPhrasesfireworksTUbeingoodorderZ[beinbadorderẚ]9Cᒹ$I;ᔠ¯martenovercoatsijᜧ⊟intactZ᦮Ḅ9±]²Ḅ

23tastefullyo`Ḅwell-done`a,{|tobeonaparwith..´`uniqueᱯḄroughhandling᳛ḄᜐᳮC&9$&fᱥItoreinforcethepacking·¸ᒹ$C¹IWeagreetousecartonsforouterpacking.ᡃᵨºG»᜜ᒹ$஺Couldyouusecardboardboxes?¾ᵨ¿ºÀGᒹ$ᔩXItwou1dcostmoreforyoutopackthegoodsinwoodencases.ᵨᩈGᒹ$ᡂÄÅ஺Thepiecegoodsaretobewrappedinkraftpaper,thenpackedinwoodencases.Æᓛᙠ$ᐭᩈGÊ⌕ᵨÌjºᒹ[஺Theeggsarepackedincartonswithbeehives1inedwithshake-proofpaperboard.ÍÎ⌕ᵨÏ⇾ÑÒ9ᑁÔ■◫ºÀḄºGᒹ$஺Eachpillisputintoasmallboxsealedwithwax.Ö×Ø$ᐭ¥Ù5ᵨ∑ÛÜ[஺Pleasemakethefruitjarairtight.bÝÞ⏓@ÛÜ஺We'11packthemtwodozentoonecarton,grossweightaround25kilosacarton.ᡃuºG$3ᡭ9ÖGâã25äå஺Tenbottlesareputintoaboxand100boxesintoacarton.10ç$ᐭu¥Ù9100Ù$ᐭu׺G஺Thiswoulddiscouragepeoplefromtryingtheirhandonsuchpacking.è;é᧕ᵨgëᒹ$஺Nochargewillbeallowedforpackages.ᒹ$íᘤ;ᦈA஺Thecasewasasubstantialone,withsufficientpackingused.eG9ᵨ¬ðñḄᒹ$ᩞᧇ஺rmafraidthecardboardboxesarenotstrongenoughforoceantransportation.ᡃôdõö&'ᵨºG;÷ø஺Suchshirtspackedincardboardcartonscansavefreightcost.ᵨ¿ºGᒹ$gᢇÔ⊟⁚ḕ&A஺Wepreferpackinginsmallercases.ᡃüýᵨ¥Gþᒹ$஺Weadvocateusingsmal1ercontainertopackthegoods.ᡃÿᵨᘤᒹᢇ஺Weusemetalanglesateachcornerofthecarton.ᵨ!"#$஺Eachcaseis1inedwithfoamplasticsinordertoprotectthegoodsagainstpress.+,-ᨵ/0ᛛᧇ34ᱥ67஺

24Thecannedgoodsaretobepackedincartonswithdoublestraps.;ᱥᙠ=,>᜜☢#A⍝C஺Youmustreinforcethepackingwithmetalstraps.EFGHᵨIC#$ᒹ஺Thegoodsaretobepackedinstrongexportcases,securelystrapped.ᱥMNᵨO$ḄQRᩈᒹ>TUᱞᱞ#C஺Shirtsaretobepackedinplastic-linedwater-proofcartons.Y⊟M[ᙠᑁYᛛᧇ■^Ḅ+,஺Weuseapolythenewrapperforeachshirt._Y⊟ᵨ`abcᒹ஺Thefountainpenisplacedinasatin-coveredsmallbox,linedwithbeautifulsilkribbon.!eᙠf┶hi,>jᵨfᩩlmḄnopᙠ᜜☢஺WordsandPhrasescasecarton=r>=woodencaseᩈcraterᩩchestcasketboxi+cask᫜keg᫜woodencaskᩈ᫜barrelᴋᴌ᫜drumᙊ᫜irondrumI᫜tobepackedinbagᵨctobepackedinpaperbagᵨ=cgunnybagwcplasticbagᛛᧇcfoamplasticbag/0ᛛᧇcbalseᒹ_canvasxybundleᣊ>{can/tin;>}coilᣊ>~glassjarᴻcontainer

25palletᡲ~breakage-proof■ẚshakeproof■◫leakage-proof■water-proof■^sound-proof◞metalstrapICkraftpaper=flexiblecontainerᒹparcelᒹ>fᢇpackedcargoᒹparcelpostᒹpacket(pkt.)ᒹ>ᝅ>csinglepackingᓫ_ᒹcollectivepackingᔠᒹouterpackingᜧᒹ>᜜ᒹinnerpackingᑁᒹ>ᒹsubstantialO$Ḅoceantransportationsmallercontainerᘤpolythene`abthecannedgoods;satin-coveredhᒹḄsilkribbonno()Ontheouterpacking,pleasemarkwording,“HandlewithCare”.ᙠ᜜ᒹ¢£᪗¥“¦§[”¨᪵஺Every100dozenshouldbepackedinawoodencasemarkedTMandnumberedfromNo.1upward.100ᡭf>ᑵ¢○ᜮTM,²³f´µ¶·¢¸¹º´஺Pleasemarkthecases(boxes,bags,casks,etc)asperthedrawinggiven.£ᢥᡠ½Ḅ¾᪵ᙠ(iஹcஹ᫜ÀÀ)¢ᑵᖂᜮ஺Pleasecablepackingandmarks.£ᵯÃᒹÄ○ᜮÅ᪵஺Wewillmarkthepackagesthesameasbefore.ᡃFÇᙠᒹ¢ᑵ¢È3Éf᪵ḄRÊᜮ஺WordsandPhrasesmark○ᜮIndicativeMarkᢣÍឋ᪗Ï

26WarningMarkÐÃឋ᪗Ïupwardᔣ¢>ᵫÓ·¢ThisSideUpÕÖᔣ¢HandleWithCare¦§[KeepUprightØ᎔ÚUseNoHooks£Ø᎔ᢞNottobetrippedØÜ᎔KeepinadryplaceᙠÝÞᜐàáKeepinacoolplaceᙠâᜐàáKeepawayfromboilersã┡᮱Keepawayfromheat£Ø6æKeepawayfromcold£Ø6âKeepDry■èExplosiveᰦêëFragile᧕îëInflammable᧕ïëInflammableGas᧕ïñòInflammableSolid᧕ï$òInflammableLiquid᧕ïõòDangerousWhenWet⍗^ï÷ëPoisonøᑺPoisonGasøñSpontaneouslyCombustibleúïᱥëOrganicPeroxideᨵûüᓄᱥOxidizingAgentüᓄᑺRadioactiveឋᱥCorrosiveῖ⇨ឋᱥAdditionalWordsandPhrasesneutralpackingឋᒹcustomarypacking"#ᒹcargoinbulkᦣ&nudedcargo'&shipmentpacking()ᒹconsumerpacking*+ᒹpackagingindustryᒹ,-packtestᒹ./

27packagedesignᒹ01packageengineeringᡭᒹ,3packageindamagedconditionẚ5ᒹpackagematerials(packingsupplies)ᒹᩞᧇpackingcostᒹᡂ;“packingextra”ᒹ+ᵨ@1packingandpresentationᒹAB᜜DpackingcreditᡭᒹEFᒹGᵨHpackingletterofcreditᒹGᵨHFJᩩ᪗GᵨHpackinglist/note/slipNᓫpackingspecificationᒹ᪗PᓄsellerFsusualpackingᓬS"#ᒹseaworthypacking〉ᔠW(ᒹXY⁚[\Price]^_Businessisclosedatthisprice.b᧕dᢥf[᦬h஺Yourpriceinacceptable(unacceptable).kS[\lm(nlm)op஺Yourpriceisfeasible(infeasible).kS[\qlr(nlr)Ḅ஺Yourpriceisworkable.ktu[lr஺Yourpriceisrealistic(unrealistic).kS[\ᔠvw▭(nyw)஺Yourpriceisreasonable(unreasonable).kS[\ᔠᳮ(nᔠᳮ)஺Yourpriceispracticable(impracticable).kS[\qr{|Ḅ(rn|)஺Yourpriceisattractive(notattractive_.kS[\ᨵᔾ]ᔾ_஺Yourpriceisinducing(notinducing_.kS[\ᨵᔾ]ᔾ_஺Yourpriceisconvincing(notconvincing_.kS[\ᨵᔾ]ᔾ_஺Yourpriceiscompetitive(notcompetitive_.kS[\ᨵ]_°Thegoodsare(not)competitivelypriced.f&Ḅh[ᨵ()஺WordsandPhrasesprice[\Fh[F[priced᪗[ḄFᨵh[Ḅpricingh[F᪗[pricedcatalogueh[priceofcommoditiesᱥ[pricingcosth[ᡂ;pricecard[\

28pricingmethodh[Spricelisth[F[\F[\ᓫpricingpolicyh[priceformat[\F[\⊤pricetag[\᪗F᪗[ᩩpricecurrent(p.c.)[⊤()Priceisturninghigh(low).[\()஺Priceishigh(low).[\()஺Priceisrising(falling).[\ᓣ()஺Priceisup(down).[\()஺Priceislookingup.[\஺Pricehasskyrocketed.[\FPricehasshotup.[\஺Pricehasrisenperpendicularly.[\ᓣ஺Pricehasriseninaspiral.[\ᓣ஺Pricehashiked.[\ញᒓ¢஺Yourpriceisonthehighside.kS[\£஺Pricehasadvanced.[\஺Thegoodsarepricedtoohigh.&ᱥh[¤஺Yourpriceisratherstiff.kS[\¥¦஺Priceislevelingoff.[\§¨஺Yourpriceisprohibitive.kS[\{©ª«¬ᓾ®஺TheJapaneseyenisstrengthening.°ᙊ²³஺TheU.S.Dollarisweakening.·ᙊ¸¹஺YourpriceismuchhigherthanthepricefromU.K.FranceandGermany.kS[\½¾ஹஹÀḄÁ஺Sincethepricesoftherawmaterialshavebeenraised,I'mafraidthatwehavetoadjustthepricesofourproductsaccordingly.ᵫÇÈᩞᧇ[\,ᡃtn{nÊËḄ[\Ì¥ÍḄÎ᦮஺Yourpriceis$500/mt,twiceoftheothercountries.ktÓÔᔴ500·ᙊḄ[\qᐸ×ØÙḄÚÛ஺Isitpossibleforyoutoraise(lift)thepriceby5%?ktÞᔲà[\á5%?WordsandPhrasesceilingpriceᨬ[F⚔[maximumpriceᨬ[

29minimumpriceᨬ[averageprice¨ᙳ[\basepriceå[rockbottompriceᨬ[bedrockpriceᨬ[(æ)Priceishoveringbetween$5and$8.[\èéÇ5ê8·ᙊëì஺Weregretwehavetomaintainouroriginalprice.í⍡ïᡃtn{nðᢝÈ[஺Priceiseasy.[\¸¹஺Priceiseasyoff.[\§Ç¸¹஺Pricehasdeclined.[\ò஺Pricehasdipped(sagged).[\஺Itsimplycantstandsuchabigcut,óôõnöᜧøùú[û஺Pricehastobogganed.[\üᯠ஺Pricehasplummeted.[\þ஺Pricehasdownsiided.[\ᒓ஺Thisnewproductismoderatelypriced.ÿ
Ḅ〉஺Articlesofeverydayuseareeconomicallypriced.ᵨ
஺Everyoneknows,thepriceofcrudeoilhasgreatlydecreased.''Ḇ)*+,-.ᜧ012஺We'vealreadycutthepriceveryfine.ᡃ6789:ᨬ▲=஺TheFrenchpriceofstainlesssteelplatesareabout$1200permt,whiletheGermanpriceisstill1ower.FGḄH┤JKLMNᔴ1200Pᙊ*RGḄS⌕஺We'rereadytoreducethepriceby5%.ᡃ6Wᜓ9Yᑖ[\஺Tohavethisbusinessconcluded,youneedtoloweryourpriceatleastby3%.L^ᡂ`ab᧕*def:g93%஺BusinessispossibleifyoucanlowerthepricetoHK$2150.dekl9ᑮ2150no*plᡂb஺Theutmost(best)wecandoistoreducethepriceby2%,ᡃ6ᨬsl9Yᑖ[t஺Wecannottakeanythingofftheprice.ᡃ6Hlu9=஺We'vealreadycutdownourpricestocostlevel.ᡃ67v8wᑮᡂxyḄz{=஺Thereisnoroomforanyreductioninprice.|}u9Ḅ~ᙢ=஺Ourrock-bottompriceis$500/mt,andcannotbefurtherlowered.ᡃ6Ḅᨬ500PᙊNᔴ*Hlu=஺WordsandPhrases

30hover*originalprice-moderately〉ᙢ*ᔠ〉ᙢ〉economicallyvᙢ*ᙢstainlesssteelH┤Jutmost᩽▲,ᡠlcostlevelᡂxyᵨḄz{rock-bottomᨬḄ()DM210isequivalentto400RMB.210RGᢚᔠ'o400ᐗ஺Don'tyouwishtoemployRMBofours?USDollarsmightbeadopted.᝞¤d6H¥¦ᵨᡃ6Ḅ'o§¨*Pᙊ©pª஺Areyouafraidoflosingmoneyduetoexchangeratefluctuations?¬H᝿ᵫ¯᳛±²³ᔛµ¶WordsandPhrasesHongkongDollar(HK$)nᐗSingaporeDollar(S$)·¸ᚁᐗPoundSterling(Stg.)º╏UnitedStatesDollar(US$)PᙊCanadianDollar(Can.$)¸½ᜧᐗDeutscheMark(DM)RGAustralianDollar(A$)¾ᜧᑭÀᐗJapaneseYen(¥)ᙊAustrianSchilling(Sch.)ᝍᙢᑭᐜÆFrenchFranc(F.F)FGFÇItaiianLira(Lire)¦ᜧᑭÊËDanishKrone(E.Kr.)ÌÍÇFlorin(Guilder)H.Fl.(D.Fi.).₹ᐲÐNorwegianKrone(N.Kr.)ÒÓÇSwedishKrone(S.Kr.)ÔᐺÇBelgianFranc(BF)Öᑭ×FÇSwissFranc(S.Fr.orS.F.)ÔᐺFÇtobeequivalenttoØtoemployᵨÙ,Úᵨ...exchangerate¯᳛

31Û\ÜIcangiveyouadefiniteansweronthepriceterms.ᡃpªÝᩩßàáde஺Youwishtohaveadiscussionofthepricetermsofwashers.¬âããä⊟æḄᩩßᔳ஺Yes,allofthepricetermsareacceptable.Ḅ*τèéᩩßêpªëìḄ஺C.I.F.isthepricetermnormallyadoptedbyyou,right?CLF.d6víÚᵨḄᩩß*ᔩ¶SometimesF.0.B.andC&Farealsoemployed.ᡃ6ᨵשᵨñòᡈᡂx¸ôy஺Yousaidyesterdaythatthepricewas$60/mt,C.I.F.Brussels.¬᧤ᜩøLMNᔴ60º╏C.I.F.ùúûü஺IncaseF.0.B.isused,risksandchargesaretobepassedovertothebuyersoncethecargoisputonboardtheship.᝞¤Úᵨñò,ýþ,
ᱥḄ◅ᵨ஺YourpriceisquotedC&FXingangatDM200perwasher,right?,-./012⊟420056789C&F:;.9<ᔩ>WordsandPhrasespriceterms.BᩩDF.0.B.FreeOnBoard”JK
.”ᡈM“OP.B”C.I.F.Cost,InsuranceandFreight"ᡂTUV◅ஹX”ᡈ“ᑮP.B”C&FCostandFreight"ᡂTUX”ᡈ“OPUX”.BF.0.B.LinerTermsF.0.B.\]ᩩ^F.0.B.StowedJK
`ᳮ‧F.0.B.TrimmedJK
`c‧F.0.B.UnderTackleF.0.B.ghiK
C.I.F.LinertermsC.I.F.\]ᩩ^C.I.F.ExShip'sHoldC.I.F.‧nK
F.0.B.planeo4OP.pᵨqrញtuvacceptablexyz{Ḅ9xy|ᵨḄtopassover9~toadopt,toemploy,tousep.Bvᵨ.BFOR-FreeonRailK
.FOT-FreeonTruckK
.FAS-FreeAlongsideShipK
.ExFactoryᔆK
.ExPlantationK
.

32ExWarehouseK
.ExShipḄ;JK
.ExDockDutyPaidḄ;ṹᜮK
.ExDockDutyUnpaidḄ;ṹᜮK
.AdditionalWordsandPhrasesbuyingprice.sellingpriceᓬ.newprice:.oldprice.presentprice.originalprice.currentprice.9.prevailingprice.rulingpriceḄ.Bgoingprice.openingprice.9.closingpriceᦈ.exceptionalpriceᱯ.specialpriceᱯ.nominalpriceᨵ£¤¥Ḅ.Bmoderateprice¦c.Bwholesalepriceᢇ¨.retailprice©ª.marketprice¥.netprice«.costpriceᡂT.grossprice¬.priceeffect.Bᦔ¯pricecontract.Bᔠ±pricecalculation.B²³pricelimit.B▲ᑴpricecontrol.B¶ᑴpricetheory.Bᳮ·priceregulation.B¸᦮pricestructure.B᪀ᡂpricesupport.B»ᢝ

33bargain½.¾.extraprice▬U.priceratioÀ.priceperunitᓫ.priceindexᡈpriceindicesᱥ.ᢣᦪpriceoffactoryᔆ.ÄÅ⁚XÇTransportation(É)Wearrangeshipmentstoanypartoftheworld.ᡃÌÍÎÏÐÑᔜᙢḄ
ᱥXÇ஺FromwhatI'veheardyou'rereadywellupinshippingwork.ÔᡃᡠÖ9×

34todochartercargospace‧஺Transportbyseaisthemostimportantmodeoftransportationinthewor1dtoday.<'=>?@ABᨬD⌕ḄFG'(67஺Usually,itischeapertohavethegoodssentbyseathanbyrailway.KL<'M▮'OP஺Forsuchabigorder,weproposetohavethegoodsdispatchedbysea.ᦪS᝞UVḄᱥᡃXYZ<'஺PleasedispatchtheTVsetsweorderedbysea.<'ᡃ\Ḅᵯ^_஺BecauseofthehighcostofraiIwaytransportations,wepreferseatansportations.bcde'(fᵨhᡃijZ<'஺Sometimesseatransportistroublesometous.ᨵm<'nᡃᩭpqr஺Pleasehavethegoodstransportedbyair.s'UᢇTomovethegoodsbyrailwayisquicker.de'(Mw஺Wedon'tthinkitispropertotransportthegoodsbyraiIway.ᡃyczᓃ|〉ᔠᵨde'(஺Canyouhavethemsentbyrailway?ᵨ▮'67ᔩ"YoumayhavesomedifficultiesinarrangingraiIwaytransportation,Iguess.ᡃ᣸de'(ᨵ஺Wehavearrangedtotransportthericeyoupurchasedbyrail.ᡃ᣸ᵨ'(ᡠ◤Ḅᜧ஺Wewou1dprefertohavegoodscarriedbyroadandnotbyrailway.ᡃiᵨ1e'(|ᵨde஺WordsandPhrasestotransportbysea<'totransportbyrailway▮'transportationbysea,land,air,andmail<ஹ▮ஹsஹ'(toarrangetransport᣸'(tohavesomedifficultiesinᙠ...ᨵWethinkitnecessarytomovethearticlesbywayofcombinedtransportation.ᡃycὶ'ᱥᓝᑖ⌕஺

35Sometimes,thewayofcombinedtransportationhasthecomplicatedformalities.ᨵmὶ'Ḅᓝᑖᳲ஺Thetwosidesagreedtoemploy஻combinedtransportation''toshipthegoods.6¡ὶ'ᱥ஺Sincethereisnodirectvessel,wehavetoarrangemultimodalcombinedtransportbyrailandsea.ᵫ£¤ᨵ¥¦§ᡃ§¨᣸<▮ὶ'஺Idon't1ikethiskindofcombinedtransportation.ᡃ©|ª«¬Gὶ'67஺It'seasytocauseadelayinshipmentorevenlosethegoodscompletelywhenwearrangesuchcombinedtransport.¬Gὶ'67ᱥ᧕¯ᜫ±L²³஺It'ssimplerandcheaperforbothofustoarrangemultimodalcombinedtransport.᣸ὶ'nᡃ6´µ¶ᓫ¸¹º஺Insurancecoversbothseaandoverlandtransportation.»◅½ᒹ¿À▮ÁeḄ'(஺Ifthegoodsaretobetransshippedfromonemeansoftransportationtoanotherduringthecourseoftheentirevoyage,it'scalled"combinedtransportz.᝞ᱥᙠ'(⌶ÅÆᣚÆKÈᐹ¬O=“ὶ'”஺WordsandPhrasesTrain-Air-Truck(TAT;TA)“▮-s-▮”ὶ'Ïᡈ“▮sὶ'”combinedtransportationὶ'CombinedTransportDocuments(CTD)ὶᔠ'(ᓫÒmultimodalcombinedὶ'V7ὶ'throughB/Lὶ'Õᓫthroughtransportὶ'directvessel¥¦§entirevoyage᦮×'(ØÙÅformality(Ú)Whowillbeartheextrafreightcharges?VÜḄ'fᵫÝÞß"Pleasequoteyourcurrenttariffs.à12Ḅᨬá'f⊤஺FreightforshipmentfromShanghaitoHongkongistobechargedtoyouraccount.ãB<ᑮ✏æḄ'fᵫç6Þß஺Thebillofladingshouldbemarkedas"freightprepaid”.ÕᓫB½èéê“'f⚜ë”ì᪵஺WordsandPhrasestransportcharge'(fcargofreight'f

36carriage'fcarloadrate᦮'fcarriageexpense'fcarriagefreeîᦈ'fcarriagepaid'fëcarriageforward'fðëcartageñ'fcartagenoteñ'f᳛Linersfreighttariffóô'õ⊤BasicRate÷4'f᳛HeavyLiftAdditionaløD▬úfOverLengthAdditionaløü▬úftransportationexpenses'(fᵨA.V.(Ad.Vai)ãõ'fcashandcarryýëþ'Freightton'fᔴWeighttonᔴMeasurementtonṹᔴ(
)ThisisonesetoftheshippingdocumentsGoverningtheconsignment.■ᝅᢇ"Ḅ$%ᓫ'஺We'11sendyoubyairaful1setofnon-negotiabledocumentsimmediatelyafterthegoodsareloaded."/%0ᡃ234567ᝅᓫ'89஺whenthegoodshavebeenloaded,youcangettheB/Lsignedbythemasterofthevessel."$?A06BCDᑮᵫGHIḄJᓫ஺We'llsendyoutwosetsoftheShipped,CleanBillofLading.ᡃ2M4〈OᝅP$%QRJᓫ஺WordsandPhrasesafullsetof᦮ᝅnon-negotiabelUVWḄimmediatelyXᓽᙢ0[\ᙢmasterGtwo(several)setsofO(_)ᝅtransportdocument%`ᓫ'shippingdocuments$ᓫ'

37Billoflading(B/L)JᓫOnboardB/LP$JᓫShippedB/LP$JᓫreceivedforShipmentB/Lᜓ%JᓫDirectB/LdeJᓫTranshipmentB/LfJᓫThroughB/Lὶ%JᓫCleanB/LQRJᓫUncleanB/LᡈFoulB/LkQRJᓫStraightB/LlmJᓫOpenB/LklmJᓫBearerB/LklmJᓫOrderB/LᢣoJᓫLongFormB/LᐰqJᓫShortFormB/LrqJᓫOnDeckB/L‧☢JᓫStaleB/LvwJᓫAnteDatedB/L᎔HJᓫAdvancedB/L⚜{JᓫFreightatDestinationB/L%|ᑮWJᓫFreightprepaidB/L%|⚜WJᓫtoorderto}~ᢣAdditionalWordsandPhrasestransportationfacilities%`ᜓtransportationinsurance%`◅transportationpermit%`Btransportationsystem%`transportationtax%`transportbycontainer$%`transportchain%`cargoworthy〉"%cargobyrail%`cargobyroad%`cargomark(shippingmark)"ᱥ$%᪗cargoreceipt"%ᦈ'timecharterw

38timechartertripwsinglevoyagecharterᓫreturnvoyagechartervoyagecharter⁚$%ShipmentTheshipmenthasarrivedingoodcondition.%ᑮ"¡¢£¤Ihopeyou'llbeentirelysatisfiedwiththisinitialshipment.ᡃ¦§¨©ªᢇ"«ᑮ¬஺Pleaseexercisebettercarewithfutureshipments.ª®A$%Ḅ"0¯_°±஺Canlastshipmentbeduplicated??$%Ḅ"©³ᓬᢇᔩ¶Weregretwecan'tshipasyoudesired.·¸¹0ᡃ2k©ᢥ62Ḅ⌕¼$஺We'llsendvesselstopickupthecargoatHuangpu.ᡃ2M¾¿ᙠÁÂ$%஺Thereisanover-shipmentof200lbs."ᱥ_$Å200Æ஺Canweshort-ship5tons?ᡃ2BCÈ$5ᔴᔩ?Pleaseholdshipmentpendingourinstructions.¯ᙠᡃ2ÉÊËᨚÍ$"஺Thegoodsareallreadyforshipment."ᱥPÎÏᜓ¤Ð$%஺rvegotabonetopickwithyouoveryourlastshipmenttoLondon.ᐵÒ?$%ᑮÓᦦḄÕᢇ"0ᡃkDk¸ឌ6஺Thecargohasbeenshippedonboards.s."DongFeng”."P$?“ÚÛ"ÜÝ஺Weshipmostofouroilinbulk.ᡃ2$%ḄÞ_ᦪᦣ$Ḅ஺WecangetpreferentialdutyrateswhenweshiptotheU.S.A.ᡃ2©ᙠ"ᱥ$%ᑮáâãäDåæ᳛஺ThefacilitiesforshippinggoodstosoutheastAsiancountrieshavechangedalot.èéᑮÚᓭëḄ"ᱥḄ$%ᩩíPᜧᜧᦋᗐÅ஺WordsandPhrasesshipment$%shippingadvice$ÉÊloading$"shippingorder$"ᓫtoeffectshipment$%shipping$%Ḅshippingmark$%᪗tomakeshipmentñ"0$%toship$0$%

39shippinginstruction$ᓫ'tomakedeliveryofthegoodsñ"totakedeliveryofthegoodsJ"]unloading/dischargingᔂ"loadinglist$ᓫloadingcharge$|loadingcertificate$"óôloadingdays$"ᜩᦪ0$öã÷loadoffᔂ"Male'sReceiptᜧ8ᦈ'loadedonDeck"ᱥ$Òᵬù?ShippingInstructionsForm$ᢣoᓫshippingdocuments$ᓫ'cargomark"ᱥ$%᪗úCanourorderof100carsbeshippedassoonaspossible?ᡃ2ûḄ100üýþÿ
ᔩAnearlyreplyfromyouwillhelpustospeedupshipment.᝞
ᡃ஺TheorderNo.105issourgentlyrequiredthatwehavetoaskyoutospeedupshipment.105ᓫᡠᱥᡃ⌕ញᵨ!"஺Couldyoumanagetohastenthedelivery?ᔲ?Couldyoupossiblyeffectshipmentmorepromptly?%&'()*ᕖ?Atimelydeliverymeansalottous.,-*.ᡃᩭ0ᐵ2ᜧ4஺I'msorrytosaythatwecan'tadvancethetimeofdelivery.5678ᡃ%9*:&'஺There'sstillanotherpossibilitytoensureapromptdeliveryofthegoods.;ᨵ=——?@Aᓽ:*஺IfshipmentwereeffectedfromHongKong,wecouldreceivethegoodsmuchearlier.᝞ᙠ✏E*ᡃFGHᦈᑮᱥ஺Couldyoudosomethingtoadvanceyourshipment?%KL&'*Theyholdadiscussiononthetimeofshipmentforfireworks.MNOPḄ:R⚪TU4Vᑨ஺Sincethetimeofshipmentcannotbefixed,Icannotbutworryaboutit.*:;XYZᩭᡃ[\]%ḼញᕖI'msorrytotellyouthatweareunabletogiveyouadefinitedateofshipmentforthetimebeing._78`ᙠᡃ;aLbcd@ᑗḄf:஺CanyoueffectshipmentoftheorderinMarch?dghᢇᙠ3ᨴkᔩIsitpossibletoeffectshipmentduringOctober?%ᙠ10ᨴk*IwantthegoodstobedeliveredinJune.ᡃlmᙠ6ᨴk*஺Aftershipment,itwillbealtogetherfourtofiveweeksbeforethegoodscanreachourretailers.

40n*ᑮopᖪᦈᑮᱥrᐳ◤⌕4u5vw:஺WecaneffectshipmentinDecemberorearlynextyearatthelatest.ᡃᨬyᙠz{12ᨴkᡈ}{~*஺WeassureyouthatshipmentwillbemadenolaterthanthefirsthalfofApril.!dᡃ*:%]4ᨴkᨴ஺Youexpectustomakedeliveryinlessthanamonth,right?dlmᡃᙠ%ᑮ1vᨴḄ-ᑁ*ᔩI'mterriblyworriedaboutlateshipment.ᡃ56ᱥ*஺WordsandPhrasesforwardshipment:nearshipment:promptshipmentᓽ:shipmentassoonaspossible
lateshipment*promptdeliveryᓽ:*timeofshipment:-timeofdelivery*:loadtime-tospeeduptoeffectshipment*initialshipment(ᢇshipmentduringOctober19901990{10ᨴshipmentduringOctober/November1990{10ᨴᡈ11ᨴshipmentonorbefore15th,November,19901990{11ᨴ15f'shipmentduringMaywithpartialshipmentandtransshipmentallowed,sellersoption.:ᵫᓬ⌱ᐕᑖᢇ஺shipmentonorbeforetheendofNovember1990.1990{ᡈ'஺shipmentonBoardtheVesselcalledthe...ᵫtoexercisebettercarewithsthᐵover-shipmentshort-shipmenttobereadyforᜓinbulkᦣpreferentialdutyratesᑭ᳛facilitiesᩩ¤K¥¦§¨It'sbettertodesignateTangguastheloadingport.ᙠᛢª«¬ᔠ〉஺

41AmanagerofaJapaneseCompanyandastaffmemberofaChinesecorporationholdadiscussionontheloadingportatBeijingHotel.ÉÊËÌ(ÍÎÏᕒÑfÒËÌḄÓᳮᙠᓅÖ×ØNER⚪TU4ÙV஺We'dbetterhaveabrieftalkabouttheloadingport,ᡃᨬNER⚪ßàᙢV(V஺YoumaychooseTianjinasportofshipment.⌱ᜩåæç*E஺HowaboutshippingthemfromHuangpuinsteadofShantou?9êᜮᦋçíî*[\᪵YouinsistthatDalianistheloadingport,right?dñᢝ9ᜧóYçE,.ᔩ?NowHuangpuisfineastheloadingport,`ᙠ9íîYçE஺Wearealwayswillingtochoosethebigportsastheloadingports.ᡃrlmᵨ¬ᜧḄEæçEWe'dliketodesignateShanghaiastheloadingportbecauseitisneartheproducingarea.ᡃlm9õYçEᵫö÷ᱥøᙢ«¬஺ItmakesnodifferencetoustochangetheloadingportfromShantoutoZhuhai.ûEᵫêᜮᦋçüõ.ᡃᩭ0R⚪%ᜧ஺Shallwehaveatalkontheportofdischargethisafternoon?ýzᜩZᓤ%VVᔂ
Ḅ⚪HeexchangedviewsonthechoiceoftheunloadingportwithMr.Smith.!"#ᐜ%&⌱(ᔂ
⚪*ᣚ,-.஺What'syourunloadingportplease?45Ḅᔂ
6ᙠ89It'snotreasonabletohavethegoodsunloadedatHamburg.<ᔂᙠ=ᚽ?@ᔠ〉஺Wedon,tthinkit'spropertoun1oadtheChineseteaatLondon.ᡃ5IJ

42portofshipmentz{
portofdestination|Ḅ
EuropeanMainPorts(E.M.P.)⌕
CustomaryQuickDispatchᢥ
z{()DonRtyouthinkit'stroublesometotransshipthegoodsatSydney??IJᙠ៉@,ᔩDoyouwishtotransshipthegoodstoMacaoatHongKong??<ᱥᵫ✏
஺WehavebeenabletotransshipS.E.Asian-boundcargoesfromrailtoshipatHongkongwithoutmishap.ᡃ5ᙠ✏
sᓭḄᱥ⌶N¡¢⍗ᑮ¥¦஺Sometimes,wehavetomakeatransshipmentbecausethereisnosuitableloadingorprintheproducingcountry.ᨵ¨jJᙠ%©Oª?ᑮᔠ〉Ḅz
Rᡃ5?«?஺SofarasIknow,therearerisksofpilferageordamagetothegoodsduringtranshipmentinHongkong.¬ᡃᡠRᙠ✏
®¯ᨵᱥ°±ᡈ³´Ḅµ◅஺Incaseoftranshipment,wehavetopayextratransportationcharges.ᱥ᝞¸{Rᡃ5«]¹{º஺AlltransporttransshipmentchargeswillbeincludedintheC.I.F.price.ᡠᨵḄ{ºᵨ½ᒹ¿ᙠᑮÀÁÂ9☢,஺Partialshipmentisallowed.ᐕÅᑖᢇz{஺Iheardthatpartialshipmentwasn'tpermitted.ᡃÈÉ?ᐕÅᑖᢇz{஺Transhipmentis(not)allowed.(?)ÊÅ஺WemusthavethegoodshereinSeptemberforreshipment.ᱥËÌ9ᨴÏᑮÐÑᙢgÓÔ{஺WordsandPhrasestroublesomesuitableᔠ〉Ḅpilferage±Õincaseof᝞¸transshipmentcharges{ºasfarassbknows&...ᡠR¬...ᡠloadedtofullcapacityÖ×transshipment(T.S.){totranship(transship){transhipmentpermittedᐕÅ{transhipmentprohibited?Å{

43transitshipment{RNtranshipmentonrouteN⌶{transhipmententry{Øᓫtranshipmentmanifest{ÚᓫtranshipmenttradeÛ᧕transhipmenttobeallowedÊÅ{transhipmentnotallowed?ÊÅ{partialshipmentᑖ:fÞz{ßᓝ⁚â◅Insuranceãäårmlookingforinsurancefromyourcompany.ᡃᑮæçèᩭᢗâḄ஺Mr.ZhangmetMr.WilliamintheofficeofthePeopleRInsuranceCompanyofChina.ìᐜ%ᙠNOVíâ◅çèḄîçïWð,ñòᐜ%஺Afterloadingthegoodsonboardthehip,Igototheinsurancecompanytohavetheminsured.zóRᡃᑮâ◅çèᢗâ஺WhenshouldIgoandhavetheteainsured?ᡃôõ¨᎛÷oᢇₐQᢗâAl1right.Let'sleaveinsurancenow.øᔳRâ◅⚪&úᑮo9஺Ihavecometoexplainthatunfortunateaffairabouttheinsurance.ᡃᩭûüoýâ◅Ḅ?þ¦ýḄ஺Imustsaythatyou'vecorrectedmyideasabouttheinsurance.ᡃÿ
ᡃ◅Ḅ஺Thisinformationofficeprovidesclientswithinformationoncargoinsurance.&'()ᜐ+,-./ᜧ1ᐵ34ᱥᢗ7☢Ḅ9:஺Theunderwritersareresponsiblefortheclaimasfarasitiswithinthescopeofcover.<⌕>ᙠ◅@ACᑁE◅FGHIJ@KL஺Thelossinquestionwasbeyondthecoveragegrantedbyus.OᜫQᒹSᙠᡃ7TḄCᑁ஺Theextentofinsuranceisstipulatedinthebasicpolicyformandinthevariousriskclause.◅ḄCᑏᙠXY◅ᓫ[ᔜ]◅^Ḅᩩ`a஺Pleasefillintheapplicationform.cdᑏefᢗᓫ஺WordsandPhrasesinsure◅hᢗhiinsurance◅h◅jh◅klunderwriters◅ᖪnᢣpq◅Ḅ◅ᖪr◅Tstinsurancecompany◅FGinsurer◅t

44insurancebroker◅utinsuranceunderwriter◅Ttinsuranceapplicantᢗtinsurant,theinsuredv◅tEwttocover(effect,arrange,takeout)insuranceᢗinsurancecoverage;riskscovered◅Cinsuranceslipᢗᓫinsuredamount◅klinsuranceagainstrisk◅insuranceclause◅ᩩ`insuranceinstructionᢗxyinsurancebusiness◅z{insuranceconditions◅ᩩ|(~)WhatrisksisthePeople'sInsuranceCompanyofChinaabletocover?t◅FGTḄ◅^ᨵWhatrisksshouldbecovered?I◅Whatkindofinsuranceareyouabletoprovideformyconsignment?FG+ᡃḄ&ᢇ4◅ᕖIt'sbetterforyoutocantheleaflet,andthenmakeadecision.
ᨬᐜE◅஺Thesekindsofriskssuityourconsignment.&◅^〉ᔠ
⌕ᢗḄ4ᱥ஺MayIaskwhatexactlyinsurancecoversaccordingtoyourusualC.I.Fterms?c(᪷
ᵨḄCIFᩩ|EᡠḄ¡ᒹS◅^It'simportantforyoutoreadthe"fineprint"inanyinsurancepolicysothatyouknowwhatkindofcoverageyouarebuying.▅£◅ᓫ¤Ḅ“¦ᑣ”
>ᓝᑖ«⌕ḄE&᪵Hy⍝
⌕®Ḅ◅ᒹS⚗°஺WordsandPhrasesPICC(People*sInsuranceCompanyofChina)t◅FGriskinsured,riskcoveredT◅⚗risk◅^toprovidetheinsurance+..../◅leafletfineprint¦ᑣ(±)whatistheinsurancepremium?◅j>²³

45Thepremiumistobecalculatedinthisway.◅j>&᪵´µḄ஺Thetotalpremiumis800U.S.dollars.◅jºᐳ>800¼ᙊ஺Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.◅jᵨᢥ᯿4ᱥÀ^ḄᐹÂÃÄÅᨵᡠQÆ஺Theratesquotedbyusareverymoderate.Ofcourse,thepremiumvarieswiththerangeofinsurance.ᡃᡠᦈÊḄj᳛>Ìᨵ▲ḄEÎᯠE◅jᵨ⌕᪷ᢗCḄᜧÐÑᨵᡠQÆ஺Accordingtoco-insuranceclauses,theinsuredpersonmustpayusually20percentofthetotalexpensescovered.᪷ᐳÆ◅ᩩ`E◅txÕÖ×ᐰÙjᵨḄÚᑖÛ~ᓝ஺Theinsurancerateforsuchkinkofriskwillvaryaccordingtothekind.&À◅^Ḅ◅j᳛Ü᪷4ᱥ]ÀÑ஺Insurancebrokerswillquoteratesforalltypesofcargoandrisks.◅ÕÞtÅßàTᔜÀ4ᱥḄᔜ]◅^Ḅjᵨ஺Canyougivemeaninsurancerate?ãᡃeä◅᳛⊤ᔩCouldyoufindoutthepremiumrateforporcelain?çefèᘤḄ◅j᳛ᔩ?Youshouldstudynotonlythebenefitsbutalsothetermsandlimitationsofaninsuranceagreementthatappearsbestsuitedtoyourneeds.
Që⌕Ẇᔜ]◅ᡠ᪗Ḅãî◅tḄKLjᵨEï⌕ẆðḄᩩ|ñ▲ᑴEᯠó⌱àᨬ〉ᔠ
◤⌕Ḅe]஺WordsandPhrasesinsuranceexpense◅jpremiumrate◅j᳛premium◅jinsurancerate◅j᳛⊤insuranceproceeds◅kn◅ᦈᐭrn÷rF.P.A.standsfor,FreefromParticularAverage”.FPAù⊤úû◅஺W.P.A.standsfor"WithParticularAverage”.WPAù⊤qý◅஺I*11havethegoodscoveredagainstFreefromParticularAverage.ᡃᱥᢗ◅஺IknowthatF.P.Ainsurancedoesn'tcoverlossesonconsumergoods.ᡃ&⍝◅(ᒹ*+,-Ḅ//0ᜫ஺Idon'tthinkthattheW.P.AinsurancecoversmorerisksthantheF.P.A..ᡃ345◅6Ḅ89(:◅Ḅ8;஺FreefromParticularAverageisgoodenough.<◅=>?@஺

46ThegoodsaretobeinsuredF.P.A.Cᢇ◤ᢗ◅஺Whatyou,vecoveredisLeakage.IᡠᢗḄKLM◅஺WhydonNtyouwishtocoverRiskofBreakage?RST(UᢗẚW◅ᕖYW.P.Acoverageistoonarrowforashipmentofthisnature,pleaseextendthecoveragetoincludeTPND.┐_C/ឋaḄᱥ<45◅K(bḄNcdᏕfg(ᡂ◅஺Don'tyouwishtoarrangeforW.P.A.andadditionalcoverageagainstRiskofBreakage?R(U45◅i▬dẚW◅ᔩYNoteverybreakageisaparticularaverage.9(KᡠᨵḄẚW◅mnoᓫqr0஺ThecoverageisW.P.A.plusRiskofBreakage.ᢗḄ◅s45◅dẚW◅஺Well,obviouslyyouwontwantAllRiskscover.tᯠNI(Uvᔠ◅஺AnAllRiskspolicycoverseverysortofhazard,doesn'tit?yzvᔠ◅ᓫᡠᨵḄ◅NKᔩYWe'd1ike?tocovertheporcelainwareagainstAllRisks.ᡃ{UCᢇ|ᘤᢗvᔠ◅஺PleaseinsuretheshipmentforRMB5,000againstAllRisks.cCᢇᱥᢗvᔠ◅5000ᐗ஺We'vecoverinsuranceonthesegoodsfor10%abovetheinvoicevalueagainstAllRisks.ᡃ{Cᱥᢥἠdᑖᓝᢗvᔠ◅஺AnF.P.A.policyonlycoversyouagainsttotallossinthecaseofminorperils.◅<ᨵᙠᓻ◅ᐰ0ᜫ◅஺TheF.P.A.doesnNtcoverpartiallossofthenatureofparticularaverage.◅(ᒹ*ᓫqr0ឋaḄᑖ0ᜫ஺AW.P.A.orW.A.policycoversyouagainstpartiallossinal1cases.45◅ᙠmᑖ0ᜫ◅஺YouN11coverSRCCrisks,won'tyou?I{⌕¥¦ஹ¨©ஹª◅NKᔩYAsourusualpractice,insurancecoversbasicrisksonly,at110percentoftheinvoicevalue.Ifcoverageagainstotherrisksisrequired,suchasbreakage,leakage,TPND,hookandcontaminationdamages,theextrapremiuminvolvedwouldbeforthebuyersaccount.ᢥ᯿ᡃ{Ḅ®,<¯°◅Nᢥἠ110%ᢗ஺᝞²⌕dᐸ´◅sN®᝞ẚW◅ஹLM◅ஹfµ⍡ᜫ◅ஹ·0i¸¹◅ºN᜜◅,ᵫ½¾¿À஺WordsandPhrasesinsurancefreeof(from)particularaverage(FPA).◅(ᓫqr0(Ã)insurancewithparticularaverage(WPA),basicrisks,insuranceagainstallrisks.vᔠ◅NÄyᑗ◅riskofbreakageẚW◅riskofclashingÆ0◅

47riskofrust┤◅riskofhookdamage·0◅riskofcontamination(tainting)¸¹◅insuranceagainsttotallossonly(TLO)ᐰ0◅riskofdeteriorationªa◅riskofpackingbreakageᒹÉẚÊ◅riskofinherentviceᑁᙠÌ◍◅riskofnormalloss(naturalloss)?⌶ὑᡈÑᯠ0ὑ◅riskofspontaneouscombustionÑᯠ◅riskofcontingentimportdutyÒÓᐵÕ◅insuranceagainstwarriskᡊ×◅AirTransportationCargoWarRiskØÙÚÛᡊ×◅overlandTransportationInsuranceWarRisk▮ÝÚÛᡊ×◅insuranceagainststrike,riotandcivilcommotion(SRCC)¥¦N¨©Nª◅insuranceagainstextraneousrisks,insuranceagainstadditionalrisks▬ÞÓ◅riskoftheft,pilferageandnondelivery(TRND)fµg(Ḽ◅riskoffreshand/ofrainwaterdamage(wetting)á4âã◅riskofleakageLM◅riskofshortageinweight/quantityäå◅riskofsweatingand/orheatingæçæè◅riskofbadodour(changeofflavour)ូᕡ◅Nªᕡ◅riskofmould◭◅ondeckrisk‧☢◅(î)Wecanserveyouwithabroadrangeofcoverageagainstallkinksofrisksforseatransport.ᡃïð>?6rñÚÛḄᡠᨵ◅s஺Generallyspeaking,aviationinsuranceismuchcheaperthanmarineinsurance.ÙÚ◅yó⌕:rÚ◅ôõ஺Then"allmarinerisks"meanslessthan/zallrisks".÷T,“y,ᑗrñÚÛᱥ◅”úᕡḼ:“yᑗ◅”8y஺Intheinsurancebusiness,theterm“average஻simplymeans"loss"inmostcases.ᙠ◅üý“average”yþyóK“r0”Ḅúÿ஺Arethereanyotherclausesinmarinepolicies?◅ᒹᐸᩩᔩBreakageisaparticularaverage,isntit?ẚ%◅&'()ᓫ+,-.ᔩtheriskofbreakageiscoveredbymarineinsurance,isn'tit?ẚ%◅3ᒹᙠ567ᱥ◅9ᑁḄ-.ᔩ

48TheEnglishunderstoodby"marinerisks“onlyrisksincidenttotransportbysea.ABC.“567ᱥ◅”EᳮGH5IḄJ᜜L◅஺Generally,theterm"allmarinerisks"isliabletobemisinterpretedanditsuseshouldbeavoidedinL/C.-,Rᙢ-“(-ᑗ567ᱥ◅”U᧕WXG-YZ[\ᙠ]ᵨ_I`ᵨ஺WordsandPhrasesoceanmarinecargoinsuranceclauses567ᱥc◅ᩩtransportationinsurance6c◅overlandtransportationinsurance,landtransitinsurance▮e6c◅insuranceagainstairrisk,airtransportationinsurancefg6c◅parcelpostinsurancehᒹ6c◅oceanmarinecargoinsurance,marineinsurancei◅(7ᱥc◅)AllRisks(ᑗ◅average,ParticularAverage(P.A)ᓫ+,GeneralAverage(G.A)ᐳn,MarineLosses,partiallosspᑖ,ᜫtotallossᐰp,ᜫ(t)PleasetellmewhetherIneedtopurchaseaforeignstudentpolicy.wxᡃ3ᔲᡃ◤⌕}~᜜Bc◅஺rdliketoknowwhetherbasichealthinsurancecoverageshouldincludebenefitsforoutpatient,hospital,surgeryandmedicalexpenses.ᡃ⍝Ꮙc◅ᡠᑡḄ⚗3ᔲYᒹ▾-▾-ᵨḄ஺WillyoupleasetellmewhereIcanpurchasehealthinsurance?wxᡃᙠᜐ~ᑮᏉc◅Healthinsuranceismerelyameanbywhichpeoplepoolmoneytoguardagainstthesuddeneconomicconsequencesofsicknessorinjury.Ꮙc◅£3¤¥(¦§¨⚜■«¬ᡈ®¯°±ᯠ³Ḅ´µ¶·஺“Majormedical"insurancepoliciesaredesignedtohelpoffsetheavymedicalexpensesthatcanresultfromaprolongedillnessorseriousinjury.“¸¹c◅”ºᙠ»¼½¾¿¬À¯ᡠ⌼ᡂḄÀᜧÄÅ஺Ifthebenefitsprovidedunderacertainpolicyhaveadollar1imitationforeachservice,youshoulddeterminewhetherthese1imitationsarerealistic.᝞ÈÉ(

49Êc◅ËÌḄᏉc◅.Í)ÎÏÐᨵ▲¹-ÓYÔÐÕ¦▲¹3ᔲᔠ×Ø▭஺WordsandPhraseshealthinsurance«¬c◅-Ꮙc◅sicknessinsurance«¬c◅insuranceformedicalcareᶭc◅z-majormedical"insurancepolicy¸¹c◅insuranceduringaperiodofillness«¬c◅lifeinsuranceCÜc◅endowmentinsuranceÝὁc◅insuranceonlastsurvivorßÜc◅topurchasehealthinsurance}~Ꮙc◅tohaveahealthinsurancepolicy}~Ꮙc◅AdditionalWordsandPhrasespolicy-holderc◅àᡝextrapremium¹᜜c◅additionalpremium▬ãc◅insurancelawc◅äinsuranceactc◅ᩩåinsuranceindustry?c◅æinsurancedivisionc◅pinsurancetreatyc◅ᔠncovernotec◅_çèguaranteeofinsurancec◅écèpremiumrebatec◅êᡷinsuranceclaimc◅ìceding,retrocession(forreinsurance)ᑖcreinsuranceᑖc(íc◅)ceding(insurance)companyᑖcËÌco-insurancecompanyᐳnc◅ËÌinsurancedocumentc◅ᓫîcertificateofinsurancec◅ï_increasingcoverage,extendingcoverageðñcrenewingcoverageòcinsurancecommissionc◅óôsocialinsuranceõöc◅

50personalpropertyinsurance÷Cøùc◅insuranceofcontentsÊúøùc◅ûH—⁚þPaymentTerms(()Paymentistobeeffected(made)beforetheendofthismonth.Õ÷ᨴ
஺It'sconvenienttomakepaymentinpoundsterling.ᵨ╏!"#஺Now,asregardspayment,we'veagreedtouseU.S.Do11ar,amIright?-.,ᡃ0123ᵨ4ᙊ67ᔩ9WemayhavesomedifficultiesmakingpaymentinJapaneseyen.ᵨ=ᙊ>?@ᨵBC஺rvenevermadepaymentinRenminbibefore.ᡃFGᵨHIJK஺Wecan'tacceptpaymentondeferredterms.ᡃ0L?MNOP஺What'syourreasonfortherefusalofpayment?Q0RḄᳮᵫVWX9Collectionisnotpaid.ᡲᦈG\᯿஺Wedon6tthinkyou611refusetopay.ᡃ0^_Q0L@R஺Onlyonerefusalofpaymentisacceptabletothebank.abcMNdeR஺Yououghttopayusthebankinterestoncepaymentiswronglyrefused.᝞hR┯j6Q0kᡃ"Ḅabᑭm஺We'11notpayuntilshippingdocumentsforthegoodshavereachedus.nLᑮpᱥrᓫu6ᡃ0L஺We'reworryingthatadeclineinpricesmightleadtorefusalofpayment.ᡃ0vwxyz{|}@~R஺Ofcoursepaymentmightberefusedifanythinggoeswrongwiththedocuments.᝞hᓫuᨵ⚪6ᯠ>
R஺Theequipmentwillbepaidininstallmentswiththecommoditiesproducedbyourfactory.ᜓ
ᡃ0ᔆḄᑖPk஺WordsandPhrasespayment6topay66kdishonourRdeferredpaymentOPprogressivepaymentᑖPpaymentontermsPpaymentagreement

51payorderpaymentorderpaymentbybankerabpaymentbyremittancepaymentinpartᑖpaymentinfullᐰcleanpaymentᓫsimplepaymentᓫpaymentbyinstallmentᑖPpaymentrespiteOPpaymentatmaturityᑮPpaymentinadvance⚜(p)CashWithOrder(C.W.0)£¤ᓫ¥CashOnDelivery(C.0.D)¦p¥CashAgainstDocuments(C.A.D)ᓫ¥payondelivery(P.0.D)pᑮpaymentinkind¨ᱥpaymentfor(in)cash¥©6¥pay...Co.onlyª...«¬pay...Co.notnegotiable...«¬,L®pay...Co.ororder(paytotheorderof...Co.)...«¬ᡈᐸᢣIrefusalR²therefusalofpaymentRthebankinterestabᑭmdecline|³6|}somethinggoeswrong´µ¶⚪6¥·┯commodityconvenient"#Ḅ(-)Nowwehavesettledthetermsofpayment.¥ᙠᡃ01º»¼jᩩ¾஺Shal1wehaveatalkabouttermsofpaymenttoday?ᡃ0¿ᜩ»»ᩩ¾ÁX᪵9Whatisthemodeofpaymentyouwishtoemploy?ÃÄÅᵨWX"Æ?Thisisthenormaltermsofpaymentininternationalbusiness.ÇVÈ▭Ê᧕ÌÍᵨḄ"Æ஺Wecan6tacceptanyothertermsofpayment.ᡃ0L?MNᐸÎḄᩩ¾஺

52Ifyoucan'tbemoreflexible,wewon'tacceptyourtermsofpayment.᝞hQ0L?ᮣÐÑ6ᡃ0ÒLMNÓÔ"Æ஺WordsandPhrasespaymenttermsᩩ¾6"Æthemodeofpayment"ÆflexibleᮣÐḄ6ÕÖḄPleaseprotectourdraftonpresentation.×nἠᓽ஺Yourdraftwillbehonouredonpresentation.Q"Ḅἠnἠᓽ஺ThedraftwasdiscountedinNewYork.ἠ1ºᙠÚÛÜ¥஺OurdraftNo.36wasdishonoured.ᡃ0ḄÝÞᓝàáἠâRj஺Thedrafthasnotbeencollected.ἠãäGᦈå஺We'llbeunabletomeetthesedraft.ᡃ0æçᐟÇÑἠ஺We'vedrawnacleandraftonyouforthevalueofthissampleshipment.ᡃ01ºéᐝἠᔣQ"ìíÇᢇpḄz஺We'vedrawnonyouforpaymentoftheinvoiceamountingto$20,000.ᡃ01ºᢥ᯿ðἠ©ñ20,0004ᙊᔣQ"éjἠ஺Thedrafthasbeenhandedtothebankoncleancollection.ἠ1º¦abᢥᐝἠᡲᦈ஺Youcandrawonmejustasiftherewerealetterofcredit.Ãòóᨵ_ᵨd᪵6ᔣᡃéἠᡲᦈ஺We'resendingourdraftthroughBankofChinafordocumentarycollection.ᡃ0Òἠ¦ÌÈabᢥôᓫᡲᦈ஺We'lldrawonyoubyourdocumentarydraftatsightoncollectionbasis.ᡃ0Òᢥᡲᦈ"ÆᔣQ"éᓽPôᓫἠ஺We'11drawasightbillinfavouroftheExportBankSingapore.ᡃ0⌕éöd÷
øùᚁûabüᦈIḄᓽPἠ஺We'vealreadyremittedtheamountbycheque.ᡃ01ºÒ
ἠ஺WeencloseachequeforRMB200.ᡃ0▬¶IJK200ᐗḄἠd÷஺WordsandPhrasesdiscountÜ¥draftἠPromisoryNoteÿἠcheque
ἠcleanbillᐝἠ

53documentarybillᓫἠSightBillᓽἠTimeBillἠUsanceBillἠCommercialBil1ᖪἠBanker'sBillᖪἠBanker'sBillἠCommercialAcceptanceBillᖪᐟἠBankers'AcceptanceBillᐟἠinvoiceἠPerformerInvoiceἠSampleInvoice᪵ἠConsignmentInvoiceἠRecipeInvoiceᦈἠCertifiedInvoiceἠManufacturers'InvoiceᔆᖪἠAtsightᓽἠᓽAt...days(month)aftersightἠ!"ᜩ(ᨴ)At...dayssightἠ!"ᜩᓽAt...daysafterdate'ἠ!"ᜩAt...daysafterB/L(ᓫ)!"ᜩremittanceMailtransfer(M/T)*DemandDraft(D/D)ἠTelegraphicTransfer(T/T)ᵯcollectionᡲᦈcleanBillforCollectionᐝἠᡲᦈDocumentaryBillforCollectionᓫᡲᦈUniformRulesforCollection-ᡲᦈ./0ᑣ2CollectionAdviceᡲᦈ3ᡲ4AdviceofCleanBillforCollectionᐝἠᡲᦈ3ᡲ4CollectionBillPurchasedᡲᦈ'56TrustReceipt*ᡲᦈ7copy89original:9

54(;)Weregretwecan'tacceptpayment"cashagainstdocument”.STUᡃWXYZ[\ᓫ]^஺We'11agreetochangethetermsofpaymentfromL/CatsighttoD/Patsight.ᡃWghiᓽ*ᵨkᦋmᓽnᓫ஺WeacceptD/Ppaymentforfuturedealings.pḄn᧕ᡃWpnᓫk
஺Wecandothebusinesson60daysD/Pbasis.ᡃWvpᢥ60ᜩnᓫḄkxn᧕஺Weagreetodrawat30daysD/P.ᡃWghz{30ᜩḄnᓫἠ஺We'11drawD/Pagainstyourpurchase.ᡃWᢥnᓫkᦈ|k}ᢇ஺Asaspecialsignofencouragement,we'11consideracceptingpaymentbyD/Patthissales-purchasingstage.ᙠ├▤ᡃWiὃ⇋Z[nᓫkp஺Weregretwecan'taccept஻CashagainstDocuments“onarrivalofgoodsatdestination.STUᡃWXYgh“Ḅᙢnᓫ”k஺ThebuyersuggestedD/Aasthetermsofpayment,butthesellerwasunwillingtomakeanyexception.kᵨᐟnᓫmkᓬkX᜜஺Wecantagreetodrawat30daysD/A.ᡃWXghzᐹ30ᜩḄᐟnᓫἠ஺Soit'sbetterforustoadoptD/PorD/A.¢ᨬ¤¥¦ᵨnᓫkᡈᐟnᓫk஺IsupposeD/PorD/Ashouldbeadoptedasthemodeofpaymentthistime.ᡃ}©ᵨnᓫᡈᐟnᓫkᩭ஺ItwouldhelpmegreatlyifyouwouldacceptD/AorD/P.᝞¬YZ[D/PᡈD/A®v¯°ᡃWᜧ²஺CouldyoumakeanexceptionandacceptD/AorD/P?Yᔲᩭµ᜜Z[D/AᡈD/Pk¶WordsandPhrasesDocumentsagainstPayment(D/P)nᓫDocumentsagainstPaymentatSight(D/Psight)ᓽnᓫDocumentsagainstPaymentafterSight(D/Psight)nᓫDocumentsagainstAcceptance(D/A)ᐟnᓫdealingn᧕·hsales-purchasing¸├├stage▤¹ºdestinationḄᙢtomakeexception᜜CashAgainstPayment\ᓫ

55»¼½Weinsistonaletterofcredit.ᡃW¾ᢝᵨ*ᵨk஺Asrvesaid,werequirepaymentbyL/C.ᡃÁÂù°,ᡃW⌕Åp*ᵨ஺Westi11intendtouseletterofcreditasthetermofpayment.ᡃWÆᯠÈᵨ*ᵨk஺WealwaysrequireL/Cforourexports.ᡃW'5/ᔣ⌕Åp*ᵨ஺L/CatsightisnormalforourexportstoFrance.ᡃWᔣ^Ë'5/ÌÍᵨᓽ*ᵨ஺WepaybyL/Cforourimports.x5ᡃWΦᵨ*ᵨ஺Ourtermsofpaymentisconfirmedandirrevocableletterofcredit.ᡃWḄᩩÑ¥ÒᐟḄXvÓÔḄ*ᵨ஺YoumustbeawarethatanirrevocableL/Cgivestheexportertheadditionalprotectionofbanker'sguarantee.|Ö×hØᑮXvÓÔ*ᵨm'5ᖪ(Ú°ÛÒ஺Isthewordingof"confirmed"necessaryfortheletterofcredit?*ᵨÜÝᵨᑏ“Òᐟ”ß᪵ᔩ¶Forpaymentwerequire100%value,irrevocableL/Cinourfavourwithpartialshipmentallowedclauseavailablebydraftatsight.ᡃW⌕ÅᵨXvÓÔḄஹᐕäᑖᢇæçஹèémᐰëஹìpᡃkmíᜮḄ*ᵨ\ᓽἠ
஺Whatdoyousayto50%byL/CandthebalancebyD/P?ðᑖñ¼ᓝᵨ*ᵨᐸôḄᵨnᓫõö÷᪵¶PleasenotifyusofL/Cnumberbyteleximmediately.ø{ᓽᵯùúûᡃk*ᵨüṹ஺ThebeneficiaryoftheL/CistobeChinaNationalCorporation,Beijing.ᵨḄᓅᑖ஺Willyoupleaseincreasethecreditto$1000?./.0ᵨ123410005ᙊ7ThecreditisshortopenedtotheamountofRMB100.ᵨḄ12>?@AB100TUoYourL/CNo.48isshortof$29.LMN48Oᵨ>?@295ᙊ஺ManybanksinEuropeareinapositiontoopenL/CandeffectpaymentinRenminbi.STḄUVWX.Y?Zᵨ[\]ᵨAB^_஺IopenaletterofcreditinRenminbiwithabankinU.S.A.ᡃᙠ5ḄghWX?Z@ABᵨ஺TheBarclaysBankinLondonisinapositiontoopenlettersofcreditinRenminbiagainstoursalesconfirmationorcontract.iᦦklmWXnopᡃqḄ├stuv

56ᡈᔠy?ZABᵨ஺WhendoIhavetoopentheletterofcredit?{|}g~[?Zᵨᕖ7Whencanyouarrangeforacreditunderthenewimportlicense?ᢥ᯿ḄUn[LM᎛.?•ᵨ7Pleaseopenletterofcreditingoodtime.?ᵨ஺We'llopentheletterofcreditatsight.ᡃqᢥ?Ḅ஺Iagreetouseletterofcreditatsight.ᡃyᵨᓽᵨ_஺Isthecreditatsightoraftersight?ᵨᓽḄḄ?OurletterofcreditwillbeopenedearlyMarch.ᡃqᙠ3ᨴ?ᵨ஺We'llopenthecreditonemonthbeforeshipment.ᡃqᙠ1ᨴ?Zᵨ஺PleaseopentheL/C20to30daysbeforethedateofdelivery.ᙠ¡¢20ᑮ30ᜩ?ᵨ஺Thisletterofcreditexpireson15thJuly.¨ᵨ7ᨴ15ªᑮ஺ThevalidityoftheL/Cwillbeextendedto30thAugust.ᵨḄᨵᦔ®48ᨴ30ª஺Willyoupersuadeyourcustomertoarrangeforaone-monthextensionofL/CNo.TD204?Lq./.±²³ᡝTD204Oᵨ®gᨴ7Todoso,youcouldsavebankchargesforopeninganL/C.¨᪵·[Lqnoḕ¹?ºᵨ஺It'sexpensivetoopenanL/Cbecauseweneedtoputadepositinthebank.?»¡¼1[½¾¿ºÀᜧ஺Wepaytoomuchforsuchaletterofcreditarrangement.¨Âᵨ_MÃÄᡃq¿ºÅᜧ@஺Therewillbebankchargesinconnectionwiththecredit.?Zᵨ⌕ÇÈWXÉʺ஺Aletterofcreditwouldincreasethecostofmyimport.ᵨ3Ëᡃq¢ᱥḄᡂÎ஺Thesellerwillrequesttoamendtheletterofcredit.ᓬM⌕Ñᦋᵨ஺PleaseamendL/CNo.205asfollows.ᢥÓÔÕÑᦋN205Oᵨ஺YourrefusaltoamendtheL/Cisequivalenttocancellationoftheorder.LqÖ×ÑᦋᵨØÙÚÛÜÝᓫ஺WordsandPhrasesLetterofCredit(L/C)ᵨformofcreditᵨáÃTermsofvalidityᵨᦔExpiryDateᦔ

57Dateofissue?ªL/Camountᵨ12L/CnumberᵨOṹtoopenbyairmail?toopenbycableᵯ?toopenbybriefcableäᵯ?toamendL/CÑᦋᵨfixedL/CorfixedamountL/Cᨵå12ḄᵨSightL/CᓽᵨUsanceL/CᵨBuyer'sUsanceL/CæMᵨTravelersL/CçXᵨRevocableL/CnèÜḄᵨIrrevocableL/C/nèÜḄᵨConfirmedL/CéᐟḄᵨUnconfirmedL/C/éᐟḄᵨConfirmedIrrevocableL/CéᐟḄ/nèÜᵨIrrevocableUnconfirmedL/C/nèÜ/éᐟḄᵨTransferableL/CnëÄᵨUntransferableL/C/nëÄᵨRevolvingL/CìíᵨReciprocalL/Cî?ᵨBacktoBackL/CïîïᵨCountervailingcreditðñòóôOverridingcreditõBanker'sAcceptanceL/CWXöᐟᵨTradeAcceptanceL/CᖪøöᐟᵨRedClauseL/CùᩩᵨAnticipatoryL/C⚜^ᵨCreditpayablebyatraderᖪø_ᵨCreditpayablebyabankWX_ᵨusancecreditpaymentatsightᎷᵨUniformCustomsandPracticeforDocumentaryCreditsýᓫᵨþgÿI.C.C.PublicationNo.400400᱐ᱥCreditwithT/TReimbursementClause!ᨵᵯ$%&ᩩ(Ḅ*ᵨ,methodofreimbursement%&./

58withoutrecourse012%OpeningBank*Name&Signature;,<=>?@Abeneficiary1CDguarantorE,DExporter,sBankI.J

59endorseghholderᢝἠDendorsementghbailee1ᡲDQlEmDpaymentagainstdocumentsnᓫP(paymentagainstdocumentsthroughcollectionnᓫᡲᦈP(paymentbyacceptance^ᐟP(paymentbybil1n&ἠP(LetterofGuarantee(L/G)E,hBankGuaranteeJ

60ᖪ¡ᙠᑮÐѳᨴᑁÔᡂ஺HowshouldweÕfinetheinspectionrights?ᖪḄᩗÖ×᪵ÕÙÚÛᕖÝrmworriedthattheremightbesomedisputesovertheresultsofinspection.ᡃÞßᖪḄàáâãªäW஺We11acceptthegoodsonlyiftheresultsfromthetwoinspectionsareidenticalwitheachother.᝞áæ.ḄçàáèQᡃᦈÐ஺WordsandPhrasesinspectioninspecttoinspectAforB¿A¬¢ᔲᨵBinspectorᕒinspectoroftaxêëì¿ᕒinspectionofcommodityᖪíWheredoyouwishtoreinspectthegoods?îïðᙠñ²òᖪÝTheimportershavetherighttoreinspectthegoodsaftertheirarrival.KIᖪᙠÐᑮÑᨵᩗòᖪ஺What'sthetimelimitforthereinspection?òḄó▲¢õ¤ó᎛ÝIt'sverycomplicatedtohavethegoodsreinspectedandtested.ÁᢇÐç÷øòùᩭúûòᩖ஺Whatiftheresultsfromtheinspectionandthereinspectiondonotcoincidewitheachother?᝞áøòḄàáᨵᐭýפþᕖÝWordsandPhrasesreinspectòreinspectionòÿ
Whoissuestheinspectioncertificateincasethequalitydonotconfirmtothecontract?᝞ᱥḄᔠᵫᐹᕖThecertificatewillbeissuedbyChinaImportandExportCommodityInspectionBureauorbyanyofitsbranches.ᵫᖪ!"ᡈᐸᑖ&'᪀ᐹ஺TheInspectionCertificatewillbesignedbythecommissionerofyourbureau.ᵫᖪ""*+,஺Ourcertificatesaremadevalidbymeansoftheofficialsealandpersonalchopofthecommissioner.ᡃ.Ḅ/0123"*+,4ᨵᦔ஺Asarule,ourcertificateismadeoutinChineseandEnglish.789ᵨᦻ3<ᦻ=ᐹḄ஺Youmayhaveanothercertificateshowingthegoodstobefreefromradioactivecontamination.>.?⌕ᐹABC/ᱥDᨵEFGHIJ஺

61OurgoodsmustbeuptoexportstandardsbeforetheInspectionBureaureleasesthem.ᡃ.Ḅᱥbᨵᙠᔠ᪗efᖪ"gh/Fi஺OurInspectionBureauwillissueaVeterinaryInspectionCertificatetoshowthattheshipmentisinconformitywithexportstandards.ᖪ"ᐹnᱥo/ᱥᔠ᪗e஺Isitconvenientforyoutoengageasurveyor?>.ὶs1tuᔩWehavethebestsurveyor,ChinaImportandExportCommodityInspectionBureau.ᡃ.ᨵᨬ{Ḅ1iᓽᖪ!"஺WordsandPhrasesInspectionCertificateInspectionCertificateofQualityInspectionCertificateofQuantityᦪsurveyori1iAdditionalWordsandPhrasesInspectionCertificateofWeightInspectionCertificateofOriginᙢInspectionCertificateofValueInspectionCertificateofHealthᏉSanitaryInspectionCertificateVeterinaryInspectionCertificateinspectionofpackingᒹinspectionofloadinginspectionofmaterialᩞᧇinspectionofrisk◅ᱥḄinspectionofstorageinspectionofvoucherinceptionofcarriageinspectionofdocumentᓫinspectionoffixedassetinspectionofincomingmerchandise!JᦈInspectionCertificateonDamagedcargo£InspectionCertificateonTankCertificateofMeasurement&Weight¨⊝AuthenticSurveyor1+ªinspectiononcleanliness«¬inspectiononcleanlinessofdrycargohold‧«¬

62inspectiononcleanlinessoftank¯‧«¬inspectionandacceptanceᦈinspectionbeforedelivery°±inspectionafterconstruction²³finspectionduringconstructionᙠ´³µinspectionbetweenprocess³¶·inspectionreport¸¹inspectiontag᪗+InspectorateGeneralofCustoms»ᐵ½¾"inspectionandcertificatefee+¿toissue(acertificate)Â...()SwornMeasurerÃÄ⊝ªUnderwritersLaboratory◅ᖪÇÈLoydsSurveyor<ÉÊ1iGeneralSuperintendence&Co,Geneva(S.G.S)ËÌÍᑁÏ7ᵨ+fÐᓝ⁚ÓÔClaim(B)Claimsoccurfrequentlyininternationaltrade.▭×᧕Ù8ÂÓÔÚÛ஺Wearenowlodgingaclaimwithyou.ᡃ.ÚᙠᔣÝtÞÓÔ஺rveheardthatyouhavelodgedaclaimagainstus.ßà>.áÙᔣᡃ.ÞâÓÔ஺We'vegivenyourclaimourcarefulconsideration.ᡃ.áÙä>.ÞḄÓÔåâæçẆé஺Welodgedaclaimwithyouonfertilizeryesterday.᧤ᜩᡃ.äᓄîï⚪ᔣÝtÞÓÔ஺Wefiledaclaimwith(against)youfortheshortweight.ᐵñòï⚪ᡃ.áÙᔣ>tÞÓÔ஺TheChineserepresentativeandMr.Bakediscussedtheclaim.tó⊤õöᐜᖪøâÓÔï⚪஺Wehavereceivedthelettersgivingfulldetailsofthisclaim.ᡃ.áÙᦈᑮâᑁúûüḄÓÔýþ஺Sometimestheshippingcompanyorinsurancecompanyisfoundtoberesponsiblefortheclaim.ᨵÿ᎛
ᡈ◅஺WordsandPhrasesclaimcompensate
⊡

63tomakea$one
s%claim&'toregistera$one's%claim&'tofilea$one's%claim&'tolodgea$one
s%claim&'toraisea$one's%claim&'toputina$one
s%claim&'tobringupa$one
s%claim&'tomakeaclaimwith$against%sb.ᔣ01&'tomakeaclaimfor$on%sth.203&'claims4ᩗIwasaskedtocometoyourcompanyonmywayhomeinordertosettletheclaim.ᡃ9:ᩭ<=>?@ᜐᳮC⚪Ḅ஺Wehavereceivedyourremittanceinsettlementofourclaim.ᡃ=GHᦈᑮ<1KLᡃ=C⚪ḄMN஺Claimsforincorrectmaterialmustbemadewithin60daysafterarrivalofthegoods.ᨵᐵTᔠVᩞᧇḄC⚪YZᙠ\ᑮ]60ᜩᑁ`aKL஺Iwanttosettleourclaimonyouforthe100tonsofbleachedcottonwaste,asperSalesConfirmationNo.1254E.ᡃ=jᜐᳮklᐵm├opqrs1254Et100ᔴvwxyḄC⚪஺Wehavealreadymadeacarefulinvestigationofthecase.ᡃ=GHz{|ᫀ~@ḄẆ஺Wearenotinapositiontoentertainyourclaim.ᡃ=T<=&'Ḅ⌕஺Butweregretourinabilitytoaccommodateyourclaim.ᡃ=T<1஺Wemayconsiderwithdrawingtheclaim.ᡃ=aὃ⇋⌕°r11writetoourhomeofficetowaiveourclaimimmediately.ᡃᓽᑏᡃ=Ḅ&'஺WordsandPhrasestosettleaclaimKL$C⚪%towithdrawaclaim$0⚗%towaiveaclaim$⌕%claimonthegoodsz0$ᢇ%\claimonyouᔣ0$1%&'claimfortradedispute¡᧕£¤$¥¦Ḅ%

64claimforindemnity⌕claimforcompensation⌕⊡onmywayhome9:insettlementofKLincorrectT§pḄSalesConfirmation├opqrtomakeaninvestigationẆinability¨©$ª%I/mafraidyoushouldcompensateusby5%ofthetotalamountofthecontract.⌕ᡃ1ᔠ®ᐰ°±Ḅ²ᑖ´µ஺Iproposewecompensateyouby3%ofthetotalvalueplusinspectionfee.ᡃjᡃ=1²ᑖ´ªḄ·ᜫ
¹᜜»¼ᖪ¾¿஺Weregretforthelossyouhavesufferedandagreetocompensateyouby$500.ᡃ=z<1ÁḄ·ᜫÂ⊤Ä
®Äᔣ<=500Åᙊ஺WeregisteraclaimforUS$200.ᡃ=&'200Åᙊ஺TheJapaneseCompanyagreedtocompensateusforthedefectivewatchesby4%ofthetotalvalue.FlËkÌ®Ä2Í⊤TÎpᔣᡃ=ÏÐḄ²ᑖ´Ñ஺WordsandPhrasesclaimsexpensesᳮ¿ᵨ$Ñ%Therearesomedifferenttypesofclaims.ᨵÔÕT®ḄÖ×஺Thisisaclaimonquality.{>ÙÚ஺Thisisaclaimonshortweight.{>ÛÜThisisaclaimondelayedshipment.{>ÝÞßà஺Claimonshortweightiscausedbypackingdamageorshortloading.ÛÜ>ᵫᒹßẚ·ᡈßàÛÜ¥¦Ḅ஺Claimondelayedshipmentisthatsellersfai1tomakethedeliveryaccordingtotimeschedule.ÝÞ>zᓬ1åᨵᢥçßà\ᱥé&'Ḅ஺Claimonqualityoriginatesfrominferiorqualityofgoodsorqualitychanges.êÙ$ÙÚ%>ᙠ\ᱥÙÚëìᡈ>ÙÚᦋîḄᩩ~lðñḄ஺WordsandPhrasesclaimforshortweightᵫmÛÜéclaimfordamageᵫm·òéclaimforlossanddamageofcargo\ᱥ·ᜫclaimforinferiorqualityᵫmÙÚëìé

65AdditionalWordsandPhrasesclaimagainstcarrierᔣôàclaimeeõclaimantclaimsman·ᜫö÷claimsassessorø·claimssettlingagentᳮùᳮclaimssurveyingagentᳮ¾úùᳮclaimingadministrationûüýclaimsdepartment$commissionboard%þᕒclaimletterclaimsdocumentsclaimreportclaimsstatementᓫclaimssettlementᳮclaimssettlingfeeᳮᳮclaimindemnityclaimsrejectedinsuranceclaim!◅᜜$%&'()*ᓝ,⁚.᜜$᧕0᜜$ᐵ2ForeignTrade&ForeignTradeRelationship'8)1TheymainlytradewithJapanesefirms.=>?⌕ABCᖪEFE$᧕஺2Forthepastfiveyears,wehavedonealotoftradewithyourcompany.ᙠLMḄOPQRᡃ>0TUFEVᜧXḄ$᧕஺3Ourtradeisconductedonthebasisofequality.ᡃ>]ᙠ^_Ḅ`ẠbFE$᧕஺4Therehasbeenaslowdowninthewooltradewithyou.Ad>Ḅef$᧕gᨵᡠjk஺5Ourforeigntradeiscontinuouslyexpanding.ᡃ>Ḅ.᜜$᧕nopq஺6Tradeinleatherhasgoneup'down)3%.t☩$᧕bᓣ'wx)Vyᑖ{|஺7Tradeingeneralisimproving.$᧕~ᙠ஺8Ourcompanymainlytradesinartsandcrafts.ᡃ>?⌕⃩஺9Theyarewel1-knownintradecircles.=>ᙠ$᧕ᨵ஺10Wetradewithpeopleinal1countriesonthebasisofequalityandmutualbenefit.

66ᡃ>ᙠ^_ᑭḄ`ẠbAᔜUFE$᧕஺11TorespectthelocalcustomofthebuyingcountryisoneimportantaspectofChinasforeignpolicy.UḄ¡¢]ᡃU$᧕£¤Ḅ8¥⌕☢஺12Ourpurposeistoexplorethepossibilitiesofdevelopingtradewithyou.ᡃ>Ḅ§Ḅ]Ad>¨©8wpq$᧕Ḅª«ឋ஺WordsandPhrases14foreigntrade.᜜$᧕15overseastrade᜜$᧕16internationaltradeU▭$᧕17totradewithA...FE$᧕18todobusinessinamoderateway¯°±²19todobusinessinasincereway¯°±³ឹ20tomakeadeal¯8µ¶᧕21deal¶᧕R⃩RᜐᳮR0..•¶¹22todealin⃩R¯°±23toexplorethepossibilitiesof¨©...Ḅª«ឋ24tradecircles$᧕25tohandle⃩ºᖪ26totradein⃩ºᖪ27businessscope/frame⃩¼28tradingfirm/house$᧕ERᖪE29Canwedoabartertrade?½>«n«¯8µ᧕¾$᧕ᕖÀ30Isitstilladirectbartertrade?ÁÂÃ]8ÄÅÆḄ᧕¾$᧕ᔩÀ31Ifyouagreetoourproposalofabartertrade,we'11giveyoupaperinexchangeforyourtimber.᝞Édʱᡃ>FE᧕¾$᧕ḄËÌRᡃ>ÍᵨÏ0d>¶ᣚᩈᩞ஺32Shallwesignatriangletradeagreement?ᡃ>Ó8¥|Ô$᧕ÕÌᔩ?33Atriangletradecanbecarriedoutamongthethreeofus.ᡃ>|ªFE|Ô$᧕஺34Compensationtradeis,infact,akindofloan.⊡Ø$᧕Ù▭b]8ÄÚÛ஺35Wemayagreetodoprocessingtradewithyou.ᡃ>ʱ0d>FEᩭᧇÞ$᧕஺36Ifyou'reinterestedinleasingtrade,pleaseletusknow.᝞Éd>ᨵ±¯ßà$᧕Ráâᡃ>஺37Wewonderwhetheryoudocountertrade.ᡃ>nã⍝d>]ᔲ¯æØ$᧕஺WordsandPhrases

6738tradebycommoditiesᖪ$᧕39visibletradeᨵç$᧕40invisibletradeèç$᧕41bartertrade᧕¾$᧕42bilateraltradeéê$᧕43triangletrade|Ô$᧕44multilateraltradeëê$᧕45countertrade.├$᧕íæØ$᧕46counterpurchaseî$᧕47buy-backïî$᧕48compensationtrade⊡Ø$᧕49processingtradeᩭᧇÞ$᧕50assemblingtradeᩭᧇðñ$᧕51leasingtradeßà$᧕52inexchangeforᵨ...¶ᣚ..53tradeagreement$᧕ÕÌ55WewanttodevelopdirectcontactwithContinentalbuyersforourselves.ᡃ>óôõöḄÊ÷øᜧ▮Ḅ?ËúûÅÆḄὶ2஺56WeseethatyourfirmspecializesinLightIndustrialGoods,andwearewillingtoestablishbusinessrelationshipwithyou.⃩!,ᡃ#$%&'()ᐵ+஺57WeareoneofthelargestimportersofElectricGoodsinthiscity,andwewishtoestablishbusinessrelationshipwithyou.ᡃ#45ᙢᨬᜧḄᵯᘤ<=ᖪ?@,$%&A#'(')ᐵ+஺58Wearewillingtoenterintobusinessrelationshipwithyourcompanyonthebasisofequalityandmutualbenefit.ᡃ#$ᙠFGHᑭḄJẠL&'()ᐵ+஺59Ourtwocountrieshavehadtraderelationsfortenyears.ᡃ#PQ?RSᨵTioVḄW᧕ᐵ+஺60We'veneverhadanydifficultieswithourChinesepartners,andwe\dliketomakeasmanynewcontactsaswecan.^_Q`aᐳcdᩭfᨵghij\klmnᡃ#?Ropqrᙢ'(sḄᐵ+஺61WehavemadeaverygoodstartinourbusinesswithJapan.ᡃ#^vwᙠ)LᨵxyzḄ{|஺62OurcompanyisthinkingofexpandingitsbusinessrelationshipwithChina.ᡃ

68᡽ᜧ&_QḄW᧕ᐵ+஺63Asisknown,wesetgreatstorebythetraderelationshipwiththethirdworldcountries.ᡠᕜ\ᡃ#ᓝᑖ`QḄW᧕ᐵ+஺64Welookforwardtoreactivatingourbusinessrelationship.ᡃ#lᡃ#Ḅ)ᐵ+sᩭ஺65Weshallwelcomeachancetorenewourfriendlyrelationship.ᐶqᨵᩭឮᡃ#Ḅzᐵ+஺66We511tryourbesttowidenourbusinessrelationshipwithyou.ᡃ#o᡽ᜧ`A#ḄW᧕ᐵ+஺67We'rewritingyouinordertoestablishbusinessrelationship,ᡃ#ᑏᓃ¢4£x&A¤'()ᐵ+஺68Thearrangementwillcontributetocementourpleasantrelationship.ᓃ⚗¦ᵨEᨵ¨©ª«ᡃ#yzḄᐵ+஺69We'rewillingtorestoreourbusinessrelationship.ᡃ#klqឮW᧕ᐵ+஺70Itwillbeadvantageousifstepsaretakentoresumeourbusinessrelationshiponthebasisofmutualbenefit.᝞®ᡃ#¯°±²ᙠHᑭḄJẠᓃឮ)ᐵ+\³ᡃ#´4ᨵᑭḄ஺71Thedepressedmarketresultsinthestagnationoftrade.µ¶⃫ᩩ¹ºW᧕»¼஺72Wehavebeendoingquitewellinourbusiness,wearewillingtoopenanaccountwithyou.ᡃ#Ḅ½%@¾¿À┯\klq&A#'(ÂᡝÄᩭᐵ+஺WordsandPhrases73businessassociation)ὶ+\ÇÄ74businessconnection)ὶ+75closerelationshipÈᑗḄᐵ+76closertiesÊÈᑗḄᐵ+77toestablish(enterinto,setup)businessrelationship'()ᐵ+78tocontinuebusinessrelationshipÍÎ)ᐵ+79topresentbusinessrelationshipÏᢝ)ᐵ+80toimprovebusinessrelationshipᦋᗐ)ᐵ+81topromotebusinessrelationshipÓ<)ᐵ+82tospeedupbusinessrelationshipÔÕ)ᐵ+ḄÖ×83toenlarge(widen)businessrelationship᡽ᜧ)ᐵ+84torestore(resume)businessrelationshipឮ)ᐵ+85tointerruptbusinessrelationship_Ø)ᐵ+86tocementbusinessrelationshipª«)ᐵ+

6987Whencouldyouintroducemetoyoursistercompany?ghÙ᎛ÛḄᐘÝÞßàᡃ#á88WouldyoupleaseintroduceustosomeofthemostreliableexportersofChinesehandicrafts?âᔣᡃ#ä₞@æᨬp☠Ḅ_Qèé!ê=ᖪ\pëᔩá89Ifyouareinterestedindealing,withusinotherproductsofourcompany,pleaseinformusofyourrequirementsaswellasyourbanker'snameandaddress.᝞®A#ᨵ%⃩ᡃᐸîï!\âðA¤⌕òóÄᩭôaḄõö^ᙢᙬ஺90BecauseoftherapiddevelopmentofourbusinessinAsia,wethinkit'snecessarytoopenabranchatthefollowingaddress.␺©ᡃ#ᙠùúᙢû)ḄüýÖ×\ᨵþ⌕ᙠÿᑡᙢᑖ஺91We'veoftenexpressedourinterestininvestinginChina,ᡃ,ᙠᢗᐶ஺92Ourabundantresourcesandstablepolicyprovideforeignerswiththeadvantagestheyinvesthere.ᡃḄḄ᜜ᖪᢗ#$%ᨵᑭᩩ)஺93Thankyouforyourmannerofbusinesscooperation.ᡃ*Ḅᔠ,᝱./01ஹo94WehavebeenworkingonexpandingourscopeofcooperationwithChina.ᡃ2345᡽ᜧ8Ḅᔠ,:஺95Webelieveinlong-termcooperationwithChinabecauseweviewthefutureasbright.ᡃ;<8=>ᔠ,Ḅ?⌶AᐝCḄ஺WordsandPhrases97tradeprospects/outlookD᧕?F98tradecooperationD᧕ᔠ,99technologicalcooperationᢈHᔠ,100businesscooperationIJᔠ,101cooperativerelationshipᔠ,ᐵL102thescopeofcooperationᔠ,:103AdditionalWordsandPhrases104tradefairD᧕M├O105tradeshowD᧕MP106tradeagreementD᧕QR107toestablisharrangementSᡂQR108toreachanagreementSᡂQR109tradeterms/clauseD᧕ᩩU

70110tradebalanceD᧕b⊝111toconcludeabusinesstransactionSᡂD᧕h᧕112toworkwith8...ᐳo113businessactivitiesrstu114businesshouseᖪwxᖪy115tradingdepartment/mechanicsD᧕᪀116tradeassociationD᧕QO117theforeigntradedepartment᜜D᧕118C.C.P.I.T.(ChinaCouncilforthePromotionofInternationalTrade)▭D᧕O119CommercialCounselor"sOffice✂ḄᖪJᜐ120ChamberofCommerceᖪO121tradingpartnershipr⃩ᔠ122foreigntradepersonnel᜜D,ὅ123tradingcenterD᧕124tradingmarketD᧕125tradesman/tradepeoplesᖪᖪ¡ᓝ£⁚¥ᳮAgency(-)Inconsiderationofyourextensiveexperienceinthefield,wearegladtoappointyouasouragent.ὃ⇋ᑮ*ᙠ®2IJ:Ḅr¯ᡃ°ᐶᢣ*ᡃḄ¥ᳮ஺rmentitledtobeingappointedasyouragent.ᡃᨵᩗ³ᢣ*´¥ᳮ஺WekeepastockinLondonandactasdistributorsaswellasagents.ᡃᙠ·ᦦᨵ¹º»r⃩├¼½¥ᳮ஺We'vedecidedtoentrustyouwiththesoleagencyforcars.ᡃ¿Àᡲ*,ᡃÂÃḄÄÅ¥ᳮ஺Thankyouforyourproposalofactingasouragent.ÆÆ*´,ᡃ¥ᳮḄÇR஺Ifwecometoterms,we'11appointyouasouragent.᝞ÉSᡂQR,ᡃÊᢣ*ᡃ´Ḅ¥ᳮ஺Wewishtohandleasanagentthegoodsyouareexporting.ᡃËÌÍÎ*ÏÐᖪÑḄ¥ᳮ஺Wecanplayanimportantpartasabuyingagentinyouroverseastrade.ᡃÒᙠÍÎ*´Ó᜜D᧕ḄÐ¥ᳮÔÕ⌕,ᵨ஺We'reinapositiontotakegoodcareofyourimportbusinessasabuyingagent.

71ᡃÒØÔ,*´ÐIJÙÚ¥ᳮḄÛÎ஺Pleasegetintouchwithouragentsforthesupplyofthegoodsyourequire.*ᡠ◤ḄᖪÑß8ᡃḄ¥ᳮὶL஺We'llleaveasidetheproblemofagencyuntilnextweek.ᡃᨚâã¥ᳮä⚪ᤁçᑮèᕜ஺We'renotpreparedtotaketheagencyintoconsiderationforthetimebeing.ê?ᡃëìíᜓὃ⇋¥ᳮä⚪஺Wewontconsideragencyinyourmarketatpresent.ᡃê?ìὃ⇋ᙠ*ᙢḄ¥ᳮä⚪஺Wehavetodeclineyourproposalofactingasoursoleagency.ᡃìïìÆð*,ᡃ´ÄÅ¥ᳮḄÇR஺Ithinkitprematureforustodiscussthequestionofagency.ᡃñòᙠóô¥ᳮä⚪âõö஺÷øùUnlessyouincreasetheturnover,wecanhardlyappointyouasoursoleagent.◀/*üý⃩IþᔲᑣᡃᢣᡃḄᳮ஺Don'tyouthinktheannualturnoverforasoleagentisratherconservative?&ᳮᩭ()*᪵,-.├01)234567ᔩ9Itwastwoyearsagothatwemadethemoursoleagent.ᡃ?ᙠA.BCDEᡃᳮḄ஺Whenopportunitymatures,wewillconsidermakingyouourexclusiveagentfortheU.K.LMNᡂPQ)ᡃRὃ⇋CᡲᡃᙠὶᔠXYḄᳮ஺We’11considerappointingyouasoursoleagentforourTshirtsforthenexttwoyearsinyourlocalmarket.ᡃRὃ⇋ᢣ2]Y^_`TឰbḄᳮ)cA.஺Iamheretodaytoapplyforthesoleagencyofyourproductinourlocalmarket.ᡃdᜩᩭ?fᵭhijkᙠᡃY^_`Ḅᳮ஺Howcanweappointyouasoursoleagentforsuchasmallquantity?no1᝞qrs)ᡃtuh2iᳮᕖ9Iproposeasoleagencyagreementforbicyclesforaperiodof3years.ᡃyzn,-{├|}~Ḅc.Ḅᳮz஺Wearenotyetpreparedtotakethequestionofsoleagentintoconsiderationforthetimebeing.ᡃB3ᜓὃ⇋ᨵᐵᳮḄ⚪஺Yourapplicationforsoleagencyisnowunderourcarefulconsideration.ᡃᙠὃ⇋⌕⃩ᳮḄh஺

72Weshouldbeinterestedinactingasyoursoleagent.ᡃi]Ḅᳮ஺WordsandPhrasessoleagentᳮexclusiveagentᳮWhendoyouexpecttosigntheagencyagreement?2Qᳮzᕖ9Theagencyagreementhasbeendrawnupfortheperiodofoneyear.c,.Ḅᳮznᩭ஺Iwanttosignasoleagencyagreementwithyouonthisitemforaperiodof2years.ᡃ¢,⚗cA.Ḅᳮz஺Theagencyagreementwasmadeoutwithgreatcareandwehavefoundnoloopholesinit.ᳮzᑴnḄ¥¦)ᡃ§ᨵ¨©ª☢ᨵ¬஺Ihopewecanseeeyetoeyeabouttheothertermsoftheagencythen.ᡃ®¯°lj²Q᎛ᡃuᙠᳮzḄᐸEᩩ¶`u·¸,¹º஺Wewonderwhetherwemayconcludealongtermagencycontractwithyou.ᡃ3»⍝uᔲ¾¿ᡂÀcᳮᔠÁ஺Well,whatannualquantitywouldyou1iketosuggestforthenewagreementthen?²Â)24ᙠÃḄzÄ.├01Å?Æsᕖ9OuragencyagreementcalIsforatimelymarketreport.ᡃḄᳮz⌕ÈQ⌴Ê^_ËÌ,Í஺Sincetheagencyagreementwassigned,yourturnoverhasamountedto$500.|ÒᳮzÓÔ)Ḅ├0Õ¿500Öᙊ஺Ihopeyou'11sparenoeffortstopromotethesaleofourproductssoastopavethewayforrenewingtheagencyagreementwhenitexpiresattheendofthisyear.®¯]uØÙÚÛ├0)zᙠd..ÜcÝÔÞnßà⍝á஺Wecanrenewtheagreementofagencyonitsexpiry.ᡃâÓᙠᳮzcÝQÞn஺rvecomeagaintorenewoursoleagencyagreementforanother3years.ᡃ*ãäå?æᡃrçḄᳮzèÀ.஺AdditionalWordsandPhrasessellingagents├0ᳮbuyingagentsêoᳮforwardingagentsëìᳮtheagentcarryingstockíoᳮtheagentofnecessityîï◤⌕QḄᳮprincipalCᡲagentᳮ

73agentsoragencyᳮᡈᳮexpressagencyòóôªimpliedagencyõ4ᳮöᓝø⁚úûCommission,HecametoChinatoholdatalkaboutthecommissionforhisnewbusiness.EᩭÄY?ýþᨵᐵÿ
Ḅ⚪஺Whataboutthecommission?Usuallya1%commissionisgiventoouragent.$%&'()ᡃ+,-ᳮᖪ0ᑖ2$Ḅ஺We'llgiveyoua3%commissiononeverytransaction.567᧕ᡃ+9:,0ᑖ2;Ḅ஺Weexpecta5%commission,ofcourse.Aᯠ)ᡃ+CDEFᑮ0ᑖ2HḄ஺We'reusuallypaidwitha5%commissionoftheamountforeverydeal.K567᧕Ḅᡂ7M)ᡃ+NO:,5%Ḅ஺Ouragentsinotherareasusuallygeta3-5%commission.ᡃRᐸTᙢVḄ-ᳮNOFᑮ3-5%Ḅ஺Wecanget4.5%commissionif10,000casesareordered.᝞Z[1\])ᡃ+^_Fᑮ4.5%Ḅ஺Thecommissionfromourcorporationisveryfavourable.ᡃ+ab,Ḅcde஺Theabovepriceincludesyourcommissionof2%.ghijᒹl0ᑖ2mḄᙠᑁ஺Theabovepriceexcludesyourcommission.ᓃhijqᒹlᙠᑁ஺Thisamountincludesallcommission.r$ᦪtᒹlᡠᨵᙠᑁ஺Ourquotationissubjecttoa4%commission.ᡃRyiᒹl0ᑖ2zḄᙠᑁ஺Generallyspeaking,commissiondependsonthequantityofgoodsordered.$♦%ᩭ~)ᵫ[M஺Youcangetahighercommissionrateifyouorderabiggerquantity.᝞Z+[Mᜧ)᳛஺It'sbetterforustostartbusinessoncommissionbasisfirst.Kᡃ+ᩭ~,ᨬEᙠ,ḄẠg7᧕஺Wedon'tpayanycommissiononourtraditionalproducts.Kᡃ+Ḅ)ᭆq:,஺Commissionisallowedtoagentsonly.ᡃ+K-ᳮ:஺Wedon'tpaycommissiontofirmsdealingwithusonprincipal-toprincipalbasis.KqN
ᖪᩭḄᖪ)ᡃ+$ᭆq:,஺WordsandPhrases

74commission(com.))¢£¤twoorseveralitemsofcommission¥6ᡈ§6allcommissionsᡠᨵtopaythecommission¨:rateofcommissionorscaleofcommission᳛commissiontransaction:Ḅ7᧕commissionagent-ᳮᖪ©-ª«©-ᳮ¬᧕ᖪcommissioncharges©¢£¤overridingcommission®¯commissiononaslidingscale⌴®¯(m)Thecommissionhasbeenincreasedto5%inyourfavour.±R²³´0ᑖ2H஺Youcangrantusanextracommissionof2%tocovertheadditionalrisk.+^_µF¶᜜0ᑖ2mḄ)_⊡¹ºḄ»᜜¼◅஺We'llget0.5%moreincommissionforoureffort.¾¿®,ᡃ+^_Àᑮ0ᑖ2ÁÂHḄ஺Foreveryadditional10piecesofpianossold,we)11giveyou0.2%morecommission.567᧕ÄEᓬÆ10ÇÈᴊ)+^_F0ᑖ2ÁÂmḄ஺Wecan'tagreetoincreasetherateofcommission.ᡃ+qEʳË᳛஺A5%commissionmeansanincreaseinourprice.0ᑖ2HḄÍijÎÏ஺Ahighercommissionmeansahigherprice.᝞ZÎÏ)ijÐ⌕Î஺A4%commissionisthemaximum.ᡃ+ᨬ,0ᑖ2zḄ஺Isitpossibletoincreasethecommissionto4%?EqEÒÎᑮ0ᑖ2zᕖ?Evena6%commissionisnothigh.Ö´0ᑖ2×Ḅ9qØ஺2%commissionisnotenough,isit?0ᑖ2mḄqÏÂThepresentcommissionisn'tenough.ÙᨵḄqÚ஺Therearethreeitemsofcommissionleftunpaid.ᒕ;67᧕ḄÜ:஺AdditionalWordsandPhrasescommissionsearnedᦈᐭcommissionsreceivedinadvance⚜ᦈcommissionforcollection-ᦈàácommissioninsuranceâ◅commissionsystemᑴcommissionagency-ᳮ¬᧕

75sellingcommission-├buyingcommission-åæᓝè⁚Order[åê$ë[ᓫ©rdersheet||orderformI|orderblanki[ordernote[åàíDrderboook[å᪵IIï᪵[å:sampleorderIIorderbysampleñò²[ófirmorderæ$ô[åóinitialorderI|firstorderõö[ᓫóformalorderᨵ▲[ᓫólimitedorderᢥù&[åómarketorderúû[ᓫü᜜iginalorderý[ᓫ||ÜEᢥÿ
ᓫ||
ᓫ:backorder
஺penorder
'Openingorder
II
:repeatorder
II⊡ᐙ:additionalorderᑖᢇᓫsplitorderᓫexportorderᓫimportorderᦈᑮᓫOrderonhand⚞ᑮᓫ?Jrderbookedᓫ!rdergivenᦈᑮᓫreceivedorder":mailorder#ᓫneworderᜮᓫverbalorderᵯ&ᓫcableorder||telegraphicorder'(II'trialorder

76ᔣ•ᓫ:toorderfrom||togiveanorderfor||toplaceanorderwith|toputinanorder||topassanorder>..
topassoneanorder@
topasswithanorder>.•AB
totransmitanordertooneCᑮᓫIIᦈᑮᓫtoreceiveanorderEFᓫtoplaceanorderinblank
IIᑡJtotakeanorder||tobookanorderCKᓫIICK
:toacceptanorder|ItotakeanorderLMᡂtocloseanorder᡻Pᓫtofillanorder||toexecuteanorder||toattendtoanorder|ItoputanorderthroughRᡂ
II
:tocompleteanorder〈TUᓫtosendanorderV
II
W:todispatchanorderXIIX:toshipanorderᦋ[
||[\ᓫ:tomodifyanorder||tomakealterrationsinanorder
torepeatanorder^_
II`_ᓫtocancelanorderab
toconfirmanorderc
ᑡJtobookanorderd
:toincreaseanordercM
dTetoduplicateanorderfg
toreduceanorderhi
tosolicitanorder|Itoinviteanorder┯kT
tomissanorderl᯿noᢣqtomaketoorderofᢥ᯿ᓫasperorderI|asordered||asonewishes(-)vᨴ10zᩭ|ᦈ៉~>......Ḅ
஺Wereceivedyourletterofthe10thinst.,andthankyouforyourorderfor…5ᨴ10zᩭ|ᓺᑵᘤḄMᓫᙳᦈᑮ~ᙠ⊤q஺Weareinreceiptofyourfavourofthe10thMay,withyourorderforfiveprintingmachines,whichIherewithacknowledgewithbestthanks.6ᨴ10zᵯ&ᐵṺ100MᓫᦈI~¡¢£ab஺Weconfirmherewith

77yourtelegraphicorderofthe10thJune,for100cwt.ofthebestsugar.7ᨴ10z|ᦈ៉~>
~ᡃ⊤q஺Weacknowledgereceiptofyourfavourofthe10thJuly,andthankyoufortheorderyouhavegivenus.>4ᨴ10zᡠᘤ~ᡃ©᧤ᜩ¬~hᦈ஺Themachinesorderedonthe10thApri1weredespatchedtoyouraddressyesterday.°5ᨴ5zḄMᓫ~vᨴ±²³~ᱯ᜽¶஺Inthankingyouforyouresteemedorderofthe5thMay,Iinformyouthatithasthisdaybeenexecuted.·¸5ᨴ10z¹º»Ḅ
¼“¾¿À”~ᡃ
Âc°ᡠḄ
ᱥ〈Äᦦṹᜮ஺Thegoodswereforwardedtoday,inourvan,totheLondonWharfforshipmentbym.s.”AsoMaru”,forYokohama,sailingon10thMay.ᡠḄFÉ⊟ᧇ~vᨴXÌÍÎÏÐḄ¼“ᓅÒÀ”~Ó¼ÔzÕ5ᨴ20z×ØÙ~ᱯÚÛ஺Wehavethehonourtoinformyouthattheshirtingskindlyorderedweredulyshippedtoday,bym.s."KitanoMaru”,sailingtomorrow,May20th,fromseattie.Þß@àḄá~â·ãᙢåæçèé
~êëÌì~íî³10ᐜð10ᐜðñ஺ᡠ£>Ḅ
ᡃòóôõ~hö÷஺Wearesorrytosaythatthequantityofcottonatthemarketjustnowisverysmal1andpricesconsequentlyhaveadvanced,sayto10s.and10l/2d.perlb.Itis,therefore,outofourpowertoexecuteyourorder.ᵫᡠ◤ᓺᑵýþòóÿ

ᡃḄᩖ“᜻᜻”᣸஺Yourorderforasupplyofourbooklet஻AWonderfulStory஻hsanotbeenfilled,becauseofourinabilitytoprocurethenecessarypaperforprinting.4ᙠ678
ᵫ:;Ḅ<ᩩ>
ᡃ?@AB஺Weregretotsaythatonthetermsmentioned,wefinditimpossibletofillsame.EF
ᐵ:HᱯᑴK
LᨵN<
OᔆQ?@Rᓽᑴ⌼஺
ᡃUVWX
ᙠYᑮᓫ\
អ᝿7_`ᙠabᨴᑁe<,fghi஺Wehavenoneofthisparticularmakeinstockatthemoment,and,owingtothegreatpressureatthemills,weareafraidwecannotguaranteedeliverywithinlessthanthreemonthsofreceiptoforders.klmn
ᐻ

78wemust,therefore,askyoutocancelsame,kl⍡
ᡃ77
ᙠ
ᑁ
◤⌕ytᦪ¢ᓫ஺IregretthatIhavetonotifyyouofsomanyordersbeingceancelledatthesametime.()¤ᵨ:charges¦¤§freeofcharges¨©ª«¤ᵨII6©ª«¤ᵨ§chargesforward¤ᵨq¬IIᓬ©q¬ᩖ¤§chargespaid||chargesprepaid¯°ᓫ±II¯<ᓫ:ShippingDocuments³°´ᓫ:billoflading(B/L)³°_◅§marineinsurancepolicy<ᱥ¯°ᓫII¯°ἠ:shippinginvoiceᦈ<½ἠ§receivingnoteᦈ<ᓫIIᜧ¿ᦈ±:mate'sreceipt(M/R)⚞ἠ§consularinvoiceÄᙢ`ŧcertificateoforigin¯§shippingadvice°II³°Ç:shippingbusiness||shippingtrade³°¤ᵨ§shippingcharges!(shippingexpenses°¤§freight°¤᳛§freightrateËÌ<°||<Ì:freighttrain|goodstrain6©¬°¤II°¤Íᦈ:freightforward||freightpayableatdestination||freightcollect°¤⊤II°⊤§freighttariff||freightlist<°:freightvessel!|cargoboat||freighter|ilhlhOft§tanker||tanker-steamer|Itank-ship<̧freightwagone

79)*3ᑮ?@.Weshallgreatlyappreciateanyorderthatyoumayhaveforusandfeelconfidentthatitwillbefilledtoyoursatisfaction.᝞ℳCD,E-ᓫFG.Shouldyouthinkfavourablyofourapplication,kindlyhandusyourorder-sheet.ᡃKL6MNᑁ7Pᦈᑮ)QRḄT├-ᓫFVW᎛ᩭZ.Wetrustthatyouwillfavouruswithatrialatanearlydate,andawaitthepleasureofhearingfromyou.[\⊤^ᦈᑮ_`Pabcdefghᑡᖪkl
m3n஺Ihavereceivedyourprice-list,andshallbegladifyouwillsendmebyrailasearlyaspossibleas

80follows:〈reᵨt▾ᵨv᪥ᵨcxyQzᵨḄᔜ|ᜧ~〉lḄᐳ10044஺Ishallbegladifyouwillletmehave100Lampsofeachofthevarioussizes,suitableforstreets,hospitals,schoolsandoffices.EᡃQRᙠᨴ5NZᡠḄ.ᐸ[\ᢥ᯿)QRᩭZᡠ[\஺Werequestyoutohandusthethreepumpsdescribedindetailinoursofthe5thinst.,atthepricesfixedinyourletter.ᢥ᯿)QRḄ᪵kᡃR50ᔴ᯼44஺Ishallbegladifyouwillforwardfiftytonsofcoal,inaccordancewithyoursample.¡¢£¤ᵭ¦:Opener6ᵨ¤¨Ḅ©ª¦II«*:Accreditedbuyer||Accreditedholderl|Accreditedimporter£¤®0peningbankiIssuingbank¯°¦:beneficiary¯⚞6ᵨḄ¦®accreditee¯⚞6ᵨ¤Ḅ¦®addressee¯²¦:user³´IIὶ¶´®Notifyingbank||Advisingbank||Transmittingbank¹«´IIº»®Negotiatingbanki|PurchaseriiNegotiatingpartyᗐ@ᢝἠ¦:Bonafideholder¯ἠ¦®draweeÁ¯´IIÂᐟ´:AcceptingbankÄᐟ´:ConfirmingbankÆÇÄ6ᵨ¤II
Èᓫ6ᵨ¤:cleanletterofcreditÉÊ6ᵨ¤IIÈᓫ6ᵨ¤®documentaryletterofcredit5Ë6ᵨ¤IIÄᐟ6ᵨ¤®confirmedletterofcredit
5Ë6ᵨ¤II
Äᐟ6ᵨ¤®unconfirmedletterofcredit
`ÌÍ6ᵨ¤®irrevocableletterofcredit`ÌÍ6ᵨ¤®revocableletterofcreditÄᐟ
`ÌÍ6ᵨ¤®irrevocableandconfirmedcredit
Äᐟஹ
ujÌÍ6ᵨ¤®irrevocableandunconfirmedcredit
Äᐟஹ`ÌÍ6ᵨ¤:revocableandunconfirmedcreditÐÑ6ᵨ¤:circularletterofcredi11|revolvingcreditᱯ6ᵨ¤®restrictedletterofcredit

81Ó6ᵨ¤®traveller'sletterofcreditᖪÔ6ᵨ¤®commercialletterofcreditÆᩩÖ6ᵨ¤®஻generalcreditØᡲ¹«6ᵨ¤Ú/Aletterofcreditᱯᣴᩗ6ᵨ¤:S/AletterofcreditᨵᩩÖÞß6ᵨ¤:ESCROWletterofcreditàáà6ᵨ¤®back-to-backletterofcreditâãäå6ᵨ¤®swingclauseletterofcredit£æäå6ᵨ¤Dpenaccountletterofcredit`Þß6ᵨ¤:assignableL/Cᨵᩗçè6ᵨ¤:withrecourseL/CÆᩗçè6ᵨ¤:withoutrecourseL/C´6ᵨ¤:banker'scredit||bankcreditéê6ᵨ¤®packingcreditëì6ᵨ¤Originalcredit£í6ᵨ¤®“toopenacreditᙠ´îï6ᵨ¤®toarrangeacreditwithabankcᵯñ£æ6ᵨ¤®tocableacredit£æ6ᵨ¤®toissueacreditòᦋ6ᵨ¤®toamendacredit86ᵨ¤ᨵᦔ:õö®toextendacredit÷ø6ᵨ¤ùú:toincreaseacreditû£í6ᵨ¤®totakeoutacreditᦈü6ᵨ¤IIÌü6ᵨ¤:torevokeacreditᡃKýþᐶ
5ᨴ5ᔣᵨ஺ᡃᑁᦈᑮ
஺WearegladtolearnthatyouforwardedtheletterofcreditonMay5totheBandkofAmericainSanFranceisco.Weassumeweshallreceiveanadvicewithinafewdays.ᡃ!"ᐶ
$%ᢇ'()*+,-./01234,☢71100000ᐗ)12ᨴ319ᨵᦔḄᵨ஺WearegladtolearnthatyouopenedacreditwiththeNationalBank,infavorofMessers.Smith&Co.,fortheamountof$100,000coveringthesaidorderavailabletillDecembers1.$6ᨴ6Fl=450>ᵨ)ᡃ*☢7190,000ᐗḄ?ἠ)A?ἠ-BC1234)DEF1GἠH60ᜩ஺Wehavedrawnonyouat60days'sightadraftfor

82$90,000,underthecreditNo.450ofJune6,infavoroftheTokyoBank.dᵨḄᨵᦔF15ᨴ31)ghᐸᨵᦔFjkl6ᨴ10)mnh%op
qrḄ஺TheexpirydateofthecreditbeingMay31,werequestthatyouwillarrangewithyourbankertoextendituptoJune10,amendignthesaidcredit.}ᦋᵨamendenttoanL/Cᦋᑖpartialamendment|IwholeamendmentᦋᐰwholeamendmentᦋᵨII}ᦋᵨtoamendanL/C᝞ᦋH᝞}ᦋtoamendasfollowsᦋtomakeanamendmentᦋtoproposeanamendment᡻ᦋtointroduceanamendmentᦋᵨḄtosuggestanamendmenttoanL/Cᖪᵨᦋ*
Amendmentofthecommercialcreditwasadvised.n
234)ᡃ$=1200>ᵨ)5ᦋ110)ᐸᑖ஺PleaseadvisethebeneficiariesthatweshallamendtheCreditNo.1200toreadtenboxesofthearticlesinsteadof5boxes,otherwiseunchanged.n
r)ᡃhᵨᑁC&F¡ᦋ1r¢£¤¥஺KindlynotifythebuyersthatweshallmakeanamendmentintheL/CfreightcollectinsteadofC&FNewYork.¨©ª1ᵨ}ᦋ
«)m¬«஺ThisissolelyanadviceofamendmentoftheL/CandnotconstituteaConfirmationofthemessage.=ᓝ¯⁚├²Sale(-)YourTshirtscanfindareadymarketintheeasternpartofourcountry.ḄTឰᙠᡃB¸¹!ᵹ├஺WeallunderstandthatChineseshippersareverypopularinyourmarketonaccountoftheirsuperiorqualityandcompetitiveprice.ᡃ¼
⍝¾¿dÀÁᱥÃᵹ├qr¸¹஺Thisproducthasbeenabestsellerfornearlyoneyear.A(ᡂ1ᵹ├(*ÅhÆ1ÇÈ஺Thereisagoodmarketforthesearticles.ÉÊᖪËᵹÌᾠ஺Thereisapoormarketforthesearticles.ÉÊᖪËÎ├஺Thereisnomarketforthesearticles.ÉÊᖪËÏ├Ð஺Yourbicyclesfindareadymarkethere.qḄÑÌᙠ%ᙢ├Ð!Ó஺Theytalkedoveratgreatlengththematterofhowtoincreasethesaleofyourproducts.

83ÔÕÖᙢ×ØÈÙ᪵ÛÜqrÝËḄ├²஺Pleasefurnishuswithmoreinformationfromtimetotimesothatwemayfindoutletsforourstationery.ᵫ$%(ᱥḄ◤àháÛÜ)n9⊡ᐙ(ä஺Theyaredoingtheirutmosttoopenupanoutlet.Ôåᙠæᨬᜧéê-ᡭ├Ð஺Ourdemandforthisproductissteadilyontheincrease.ᡃ$AÝËḄ◤àåᙠíîᙢÛk஺Wearesurethatyoucansellmorethisyearaccordingtothemarketingconditionsatyourend.᪷ðqᙢḄ¸¹op)ᡃñòÇqᨵ├Ó஺Packinghasaclosebearingonsales.ᒹô$ÝËḄ├Ðᨵ!ᜧᐵö஺Wearetryingtofindamarketforthisarticle.ᡃåᙠéê1%⚗ᖪËø├Ð஺Weregretwecannotfindanymarketforthisarticle.ᡃ!ùúû1%⚗ᖪËøᑮ├Ð஺Accordingtoourexperience,thesehandicraftscanfindareadymarketinJapan.᪷ðᡃḄÅü)ÉÊýþÿᙠFl├஺Wecandiscussfurtherdetailswhenyouhaveathoroughknowledgeofthemarketingpossibilitiesofourproducts."#$ᐰ☢'(ᡃ$*├+,-ឋ/01ᡃ$234567஺Accordingtoyourestimate,whatisthemaximumannualturnoveryoucouldfulfill?,#-<ᡂḄᨬᜧA├+BCDEᕖGThemarketsituationisnotknowntous.ᡃ$IJ'(KLMN஺Yourmarketstillhasgreatpotential.#$ḄKLPᨵᜧRS஺Thereareonlyafewunsoldpieces.WordsandPhrasessalableᵹ├Ḅpopularᨵ├Ḅfindamarket├+sellingline├trialsale,testsale,testmarketV├salablegoodsᵹ├WpopulargoodsXWthebestsellingline(thebestseller)[\Wtofind(have)areadymarketᨵ├,ᵹ├tohaveastrongfootinginamarket]^ᨵ_ᾠgoodmarketᵹ├poor(no)marketa├goodsthatsei1wellᵹ├Wselllikewildfireᵹ├,├bX

84Promotingthesaleofyoursuitshasprovedsuccessful.c├#$ḄdeIfᑭ஺Thereappeartobenodifficultyinmarketingtheseproducts.ᙠKLᓃc_ᾠij*klmᨵnopq஺Welearnthatyouhaveyearsofexperienceinpushingthesaleofporcelainproducts.ᡃ$br#$ᙠc├sᘤu☢ᨵvw஺Meanwhile,weshouldliketoknowyourplantopushthesaleofourproducts.yz1ᡃ${'(#uc├ᡃ$*Ḅ|ᑜOYouareexperiencedinpromotingthesaleofourcraftpaper.#uᙠc├ᡃ$Ḅu☢ᨵvw஺Icanassureyouwe'vesparednoeffortandspentquiteasumofmoneyinpushingthesalesofyourproducts.ᡃ,ᔣ#ᙠc├#u*z1ᡃ$mS1ᵨ'ᜧBḄ஺We'vesparednoeffortinpromotingthesaleofyourproducts.ᡃ$c├#$Ḅ*CᐰSḄ஺Oursalesmenhaveworkedhardtopushthesaleofyourproductshere,thereandeverywhere.ᡃ$cᕒS1ᜐᝂ஺Thanksforalltheworkyou,vedonetopromotethesaleofourproducts.¡¢c├ᡃ$Ḅ*ᡠḄS஺WordsandPhrasessellingtechniquesc├ᢈ¥sei1ingandadministrativeexpensec├§¨ᳮªᵨsellingconceptc├«¬AdditionalWordsandPhrasessellingᓬḄ®¯+Ḅ®├Ḅsellᓬ®+®ᨵ├salesagent°├±;├+°ᳮᖪsellatabargain,sellataprofit´µ¯+sellgoodsatahighfigure¶µ¯+sellers1marketᓬuKLbuyers'market·uKLsellingprice+µ1zµsellingseason├+¸⁚marketingmix├+ºᔠu¼1├+½ᶍmarketingestablishment├+¿À1+ÁÂ

85consumermedia├+u☢ḄÃÄᐹsalespersonc├ᕒ,+WᕒÆᒹÈᵱஹ᝕Ìsalesman+Wᕒsaleslady,salesgirl,saleswomanÆÍÎÌ᝕+WᕒsalesclerkᵱÆ᝕Ì+WᕒÆÏÐÍÎÌmarketingmanagersc├vᳮmarkettest├+ÑwdumpingÒ├sporadicdumpingᏔÔÒ├1Õᢝ×ឋÒ├predatorydumpingØÙឋÒ├InternationalDumpingCodeÐ▭ÝÒ├¼marketingsystem├+Þßacompany1smarketingprogram4àÁÂḄ├+|ᑜsalespromotioná├marketingstrategies├+½ᶍmarketsegmentationKLᑖã!Jsellingcost├+ᡂsellingexpense├+ªᵨsellingoperation├+Àæsellingprofit├+ᑭçᓝ⁚ᨬᵨᖪ1rvecometomakesurethatyourstayinBeijingisapleasantone.ᡃᱯᙢ#$ì᣸î#$ᙠᓅðḄ⌹ᶇ៝X஺2You5regoingoutofyourwayforus,Ibelieve.ᡃö÷iCøᡃ$Ḅᱯù᯿û'஺3It1sjustthematteroftheschedule,thatis,ifitisconvenientofyourightnow.᝞þ#$ᑮ
Ḅᡃᙠ᣸Ḅ⚪஺4Ithinkwecandrawupatentativeplannow.ᡃ()ᙠ*+ᐜ₝.ᐹ01ᫀ஺5Ifhewantstomakeanychanges,minoralternationscanbemadethen.᝞<=ᨵ?@ABḄᡃCD*+EFᑜHIJᦋ஺6Isthereanywayofensuringwe'11haveenoughtimeforourtalks?ᡃCPᔲRSTᨵᐙVḄ1WᩭYᑨ[7Sooureveningswillbequiteful1then?_@ᡃCḄ`aᙠbcd᣸efᔩ?8We'llleavesomeeveningsfree,thatis,ifitisallrightwithyou.᝞

861WᩭẆx•zᜩYᑨḄ|}஺10That'llputusbothinthepicture.᪵Rfᐰ☢Ḅ|}஺11Thenwe'dhavesomeideasofwhatyou'11beneeding_@ᡃCᨵvmᦪ,⍝jC◤⌕?@f஺12Ican'tsayforcertainoff-hand.ᡃDRc஺13Betterhavesomethingwecangetourhandsonratherthanjustspendallourtimetalking.ᨵ▭ᩞᧇᑮ¡¢ᙶḼ¥¦§஺14It,11beeasierforustogetdowntofactsthen.᪵¨᧕ª«¬ឋḄYᑨf஺15Butwouldntyouliketospendanextradayortwohere?jCkAᙠᓅ°±²ᜩᔩ[16rmafraidthatwontbepossible,muchaswe'dliketo.³´ᡃCµ᪵¶,·អ᝿«f஺17We'vegottoreportbacktotheheadoffice.ᡃCD⌕º»ᔣ¡½¾¿|}ᕖ஺18Thankyouforyoucooperation.ÁÁjCḄᔠÃ஺19We'vearrangedourschedulewithoutanytrouble.ᡃCÄŵÆᑭᙢÉ`a᣸Êf஺20Hereisacopyofitinerarywehaveworkedoutforyouandyourfriends.Wouldyoupleasehavealookatit?PᡃC)jÌjḄÍÎ.Ḅ`a᣸஺ÏÐÑÊᔩ[21Ifyouhaveanyquestionsonthedetails,feelfreetoask.᝞

8731Theydescribehoweachprocessgoesontothenext.⊤4Ḽ6⍝,-8Ḅ⊖:;<஺32Wearerunningontwoshifts.ᡃ?@Ḅ,A+BC᎔஺33Almosteveryprocessiscomputerized.IJ6•L⍝,-M+ᵫᵯᾯQᑴḄ஺34Theefficiencyisgreatlyraised,andtheintensityoflaborisdecreased.,Aᦔ᳛ᜧᜧᙢYZ[\]^_`aᓾcd[஺35Allproduetshavetogothroughfivechecksinthewholeprocess.ᡠᨵhᙠ᦮kl/mnolp⍝qrstᐵ஺36Webelievethatthequalityisthesoulofanenterprise.ᡃxyqr+Lkz'|Ḅᮣ~஺37Therefore,wealwaysputqualityasthefirstconsideration.]\ᡃ+qrᙠLᩭὃ⇋஺38Qualityisevenmoreimportantthanquantity.qrᦪry⌕஺39Ihopemyvisitdoesnotcauseyoutoomuchtrouble.ᡃᩭᨵḄ஺40Dowehavetowearthehelmets?ᡃnᡚ'■¤¥ᔩ§41Istheproductionlinefullyautomatic?!+ᐰ©_Ḅᔩ§42Whatkindofqualitycontroldoyouhave?ᵨ«¬®ᩭQᑴqrᕖ?43Allproductshavetopassstrictinspectionbeforetheygoout.ᡠᨵh°ᔆ²³´⌕µl¶·st஺44What'syourgeneralimpression,mayIask?¸¹º»ᡃᔆḄᓺ½᝞¿?45rmimpressedbyyourapproachtobusiness.µ⃩|ÁḄ®ᡃᶇÄ[ÅÆḄᓺ½஺46Theproductgivesyouanedgeoveryourcompetitors,Iguess.ᡃxyḄhÇÈÉÊlËÌ»Í஺47Noonecanmatchussofarasqualityisconcerned.Ïqr]Ð\ᨵÑ¿ᔆÒÓÔᡃÕ஺48Ithinkwemaybeabletoworktogetherinthefuture.ᡃÖ×ØÙᩭᡃÇÈᔠA஺49WearethinkingofexpandingintotheChinesemarket.ᡃÖÜ᡽ᜧᑮmßàá஺50Thepurposeofmycominghereistoinquireaboutpossibilitiesofestablishingtraderelationswithyourcompany.ᡃâ@ḄãḄä+Öåæçèéêëìí᧕ᐵïḄÇÓឋ஺51Wewouldbegladtostartbusinesswithyou.ᡃÅZᐶÓçèéêëìí᧕òᩭ஺52rdappreciateyourkindconsiderationinthecomingnegotiation.óômõ

88öᐵ᯿஺53Wearehappytobeofhelp.ᡃᓝᑖúÜûü஺54Icanassureyouofourclosecooperation.ᡃýþoÿᔠ
஺55Woulditbepossibleformetohaveacloserlookatyoursamples?ᡃ!"#Ḅ%&▰ᑡ)ᔩ+56ItwilltakemeseveralhoursifIreallylookateverything.᝞3ᐰ5Ḅ6789◤⌕<=>?@஺57Youmaybeinterestedinonlysomeoftheitems."CDEFG%&HᐶJ஺58Icanjusthaveaglanceattherest.ᒕ!Ḅ5ᑖᡃOᶍᙢR!ST஺59They'vemetwithgreatfavorhomeandabroad.XG%&ᙠZᑁ᜜]^_`஺60Allthesearticlesarebestsei1inglines.ᡠᨵXG%&fgᡃ#Ḅᵹ├j஺61Yourdesirecoincideswithours.ᡃ#klḄmnfgoḄ஺62Nowonderyou'resoexperienced.st9"Xuᨵvw஺63Textilebusinesshasbecomemoreandmoredifficultsincethecompetitiongrew.yḼ{|Ḅ}ᒓ7&᧕ᩭT஺64CouldIhaveyourlatestcataloguesorsomethingthattellsmeaboutyourcompany?ᡃGᨬḄᖪ&⊤ᡈὅGᨵᐵᧇᔩ+65Atwhattimecanweworkoutadeal?ᡃ#u@᎛¡+66Ihopetoconcludesomebusinesswithyou.ᡃ¢n£¤¥¦᧕ᐵ§஺67Wealsohopetoexpandourbusinesswithyou.ᡃ#C¢n¤᡽ᜧ᧕ªᩭ஺68Thisisourcommondesire.Xgᡃ#Ḅᐳ¬mn஺69IthinkyouprobablyknowChinahasadoptedaflexiblepolicyinherforeigntrade.ᡃ"CD®vT¯ᑮ±ZᙠE᜜᧕±²³TᮣµḄ¶·஺70rvereadaboutit,butI'dliketoknowmoreaboutit.ᡃ®v¹⍝T»=7¼ᡃ½¾T¯G஺71Seeingisbelieving.ÀÁt᝞Â஺72Iwouldliketopresentourcommentsinthefollowingorder.ᡃ¢n£Ã᯿!ḄÅÆÇÈᡃ#ḄRÉ஺73Firstofall,Iwilloutlinethecharacteristicsofourproduct.✌ᐜᡃÍÎᶍᡃ#ᖪ&Ḅᱯឋ஺74WhenIpresentmyviewsonthecompetitiveproducts,Iwillrefertothepatentsituation.ÑᑭḄÓÔÕᙠ{|%&@ÖÇÈ஺75Pleaseproceedwithyourpresentation.ØÙÚ"ḄÎÛ஺76Yes,wehavebeeninterestedinnewsystem.gḄ7ᡃ#EܧÝ]HᐶJ஺77Hasyourcompanydoneanyresearchinthisfield?ØßEàᶖTãäẆæᔩ+

8978Yes,wehavedonealittle.Butwehavejuststartedandhavenothingtoshowyou.ᨵ7ᡃ#TG7¼gèéᡃ#êëìí7ÖîᨵãäᧇÇï"#஺79Ifyouareinterested,Iwillpreparealistofthem.᝞3ðHᐶJḄ67ᡃᑡ⊤"ὃ஺80Bytheway,beforeleavingthissubject,Iwouldliketoaddafewcomments.ᙠòóX>ß⚪õöÅ÷Ç7ᡃ¢n£øÇÈGRÉ஺81Iwouldliketoaskyouafavor.ᡃÇÈ>⌕ùᔩ+82Wouldyouletmeknowyourfaxnumber?úûᡃðḄüýþÿṹᔩ83Woulditbetoomuchtoaskyoutorespondtomyquestionbytomorrow?ᙠᜩ!"#ᔩ84Couldyouconsideracceptingourcounterproposal?&ὃ⇋)*ᡃ,Ḅ./ᫀᔩ85Iwouldreallyappreciateyourpersuadingyourmanagement.᝞4&567⃩9:;ᡃ<=>?஺86Iwou1dliketosuggestthatwetakeacoffeebreak.ᡃCDᡃ,EFGHIJᕸᖹ஺87MaybeweshouldholdoffuntilwehavecovereditemBonouragenda.PQᡃ,RSᐜUVWB⚗D⚪஺88Asamatteroffact,wewouldliketodiscussinternallyregardingitemB.\]^;ᡃ,_`ᐜᑁbcVB⚗D⚪஺89MayIproposethatwebreakforcoffeenow?ᡃdDEFGH;IJᕸᖹᔩ90Ifyouinsist,Iwillcomplywithyourrequest.᝞4eᢝ;ᡃ,<⍳᯿Ḅ⌕j஺91Wemuststressthatthesepaymenttermsareveryimportanttous.ᡃ,klmnopqrᩩt/ᡃ,=u⌕஺92Pleasebeawarethatthisisacrucialissuetous.wxoGy/ᡃ,zᐵu⌕஺93Idon;tknowwhetheryourealizeit,butthisconditionisessentialtous.ᡃ}~⍝ᔲwx;;oᩩt/ᡃ,k⌕Ḅ஺94Ourpolicyisnottograntexclusivity.ᡃ,Ḅ┐}ᣴᓬᩗ஺95Thereshouldalwaysbeexceptionstotherule.\ᨵ᜜஺96Iwouldnotwastemytimepursuingthat.᝞4ᡃḄ;}<ᙠo஺97Wou1dyoucaretoanswermyquestiononthewarranty?"ᡃᨵᐵḄ⚪ᔩ98Idon'tknowwhetheryoucaretoanswerrightaway.ᡃ}~⍝ᔲ¢£¤ᓽ"஺99Ihavetoraisesomeissueswhichmaybeembarrassing.ᡃkld¦Gp§¨©ª

90Ḅ⚪஺100Sorry,butcouldyoukindlyrepeatwhatyoujustsaid?®¯;u#°°ᡠ5Ḅᔩ²³ᓝ⁚¶·¸ᵨº»Wearrangeshipmentstoanypartoftheworld.ᡃ,¼½¾¿ÀᔜᙢḄÃᱥ¶·஺FromwhatIveheardyourereadywellupinshippingwork.Æᡃᡠ~;Ç/¶·ÈÉ=ᙠÊ஺Whatisyourspecifictransportrequirement?,◤⌕Ḅ¶·ᩩtÌÍItwillcausealotofproblemsinourtransportation.oÎᡃ,Ḅ¶·Ïᩭ=Ñ⚪஺Thetwosidesfinallyreachedanagreementonthemodeoftransportation.ÒÓ¶·ÔÕᡂw×D஺Todayletsdiscussthemodeoftransportationofthesteelweordered.Øᜩᡃ,ÓUUᐵÙÚᩞḄ¶·Ôᔳ஺Howdoyouusuallymoveyourmachines?,¦Þßᘤáâãᵨä嶷Ô?Thegoodsarenowintransit.æᢇÃᱥèᙠ¶·⌶ê஺Doyoudoanychartering?,ìᔩ?Apartofthegoodsweredamagedintransit.GbᑖÃᱥᙠ¶·⌶ê*ï஺Transportbyseaisthemostimportantmodeoftransportationinthewor1dtoday.ð¶ñ!¿À^ᨬu⌕ḄG嶷Ô஺Pleasehavethegoodstransportedbyair.ó¶æᢇÃ஺Wedontthinkitispropertotransportthegoodsbyrailway.ᡃ,ôõæÃ}〉ᔠᵨøù¶·஺Youmayhavesomedifficultiesinarrangingrailwaytransportation,Iguess.ᡃû,ü᣸øù¶·ᨵþÿ஺Ifthegoodsaretobetransshippedfromonemeansoftransportationtoanotherduringthecourseoftheentirevoyage,itscalled"combinedtransportation”.᝞ᱥᙠ!⌶#$ᣚ$&'ᐹ)*+,஻ὶ஻஺Wethinkitnecessarytomovethearticlesbywayofcombinedtransportation.ᡃ345ὶᱥᓝᑖ8⌕஺Itssimplerandcheaperforbothofustoarrangemultimodalcombinedtransportation.:᣸ὶ<ᡃ3=>?@AᓫCDE஺FreightforshipmentfromShanghaitoHongkongistobechargedtoyouraccount.IJKᑮ✏NḄPᵫR>ST஺Thebillofladingshouldbemarkedas"freightprepaid)z.WᓫJXYZ[஻P⚜

91]”^᪵஺Wellsendyoubyairaful1setofnon-negotiabledocumentsimmediatelyafterthegoodsareloaded.bc)ᡃ3defg>bᝅᓫijk஺whenthegoodshavebeenloaded,youcangettheB/Lsignedbythemasterofthevessel.oJq)grstᑮᵫuv^ḄWᓫ஺WellsendyoutwosetsoftheShipped,CleanBillofLading.ᡃ3xe〈zᝅ{o|}Wᓫ஺ᓝ⁚Theshipmenthasarrivedingoodcondition.ᑮ~஺Ihopeyoul1beentirelysatisfiedwiththisinitialshipment.ᡃ

92ååᔂNḄá⚪HeexchangedviewsonthechoiceoftheunloadingportwithMr.Smith.ðñòóôᐜöd⌱øᔂNá⚪$ᣚùú஺Sometimes,wehavetomakeatransshipmentbecausethereisnosuitableloadingportintheproducingcountry.ᨵü5ᙠöýþ·ᑮᔠ〉Ḅᡃ஺Incaseoftranshipment,wehavetopayextratransportationcharges."ᱥ᝞%&ᡃ'(&)஺Partialshipmentisallowed.ᐕ.ᑖᢇ&஺WemusthavethegoodshereinSeptemberforreshipment."ᱥ569ᨴ9ᑮ;<ᙢ>?@&஺tomakedeliveryofthegoodsB"totakedeliveryofthegoodsC"transshipment(T.S.)&totranship(transship)&transhipmentpermitedᐕ.&transhipmentprohibited.&transitshipment&GtranshipmentonrouteG⌶&transhipmenttobeallowedI.&partialshipmentᑖᢇ&JKᓝK⁚ᖪOPQGRSTShallwetakeupthequestionofinspectiontoday?WᜩYZ[ᖪOPQ\⚪ᔳ஺Asanintegralpartofthecontract,theinspectionofgoodshasitsspecialimportance.`aᔠcdḄefgᡂiᑖᖪOPQᐹᨵᱯmḄn⌕ឋ஺Theexportershavetherighttoinspecttheexportgoodsbeforedeliverytotheshipping1ine.rsᖪᙠᔣ&vwᡲ&yᨵᩗPQᖪO஺Theinspectionshouldbecompletedwithinamonthafterthearrivalofthegoods.ᖪOPQ{`ᙠᑮ"|efᨴᑁ~ᡂ஺Imworriedthattheremightbesomedisputesovertheresultsofinspection.ᡃᖪPḄ%஺Wheredoyouwishtoreinspectthegoods?ᙠdQᖪO?Theimportershavetherighttoreinspectthegoodsaftertheirarrival.sᖪᙠ"ᑮ|ᨵᩗQᖪO஺Itsverycomplicatedtohavethegoodsreinspectedandtested.ᢇ"Qᩭᩖ஺

93Whatiftheresultsfromtheinspectionandthereinspectiondonotcoincidewitheachother?᝞%PQQḄ%ᨵrᐭᕖWhoissuestheinspectioncertificateincasethequalitydonotconfirmtothecontract?᝞%"ᱥḄᔠc¡ᵫ£rᐹPQ¤¥¦ᕖThecertificatewillbeissuedbyChinaImportandExportCommodityInspectionBureauorbyanyofitsbranches.PQ¤¥¦ªᵫG«rsᖪOPQ¬ᡈᐸᑖ¯°᪀rᐹ஺Asarule,ourcertificateismadeoutinChineseandEnglish.²³¤¥¦´ᵨGᦻRᦻ·ᐹḄ஺OurInspectionBureauwillissueaVeterinaryInspectionCertificatetoshowthattheshipmentisinconformitywithexportstandards.ᖪP¬ªrᐹºᱥP»¤¥¦>¤¥"ᱥ¡ᔠrs᪗I஺Wehavethebestsurveyor,ChinaImportandExportCommodityInspectionBureau.ᡃᨵᨬ¾Ḅv¤¿ᓽG«rsᖪOPQ¬஺Mr.BlackistalkingwiththeChineseimporteraboutinspectingthegoods.ÂÃÄᐜGÆsᖪÇᖪOPQ\⚪¿ÈÉ஺Howshouldwedefinetheinspectionrights?ᖪPḄᩗË᪵Í>¥ÎᕖWellacceptthegoodsonlyiftheresultsfromthetwoinspectionsareidenticalwitheachother.᝞%ÏÆḄP%eÐᡃÇᦈ"஺Ourcertificatesaremadevalidbymeansoftheofficialsealandpersonalchopofthecommissioner.ᡃḄ¤¥¦>ÒvÓ¬ÔÕÖaᨵᦔ஺OurgoodsmustbeuptoexportstandardsbeforetheInspectionBureaureleasesthem.ᡃḄ"ᱥØᨵᙠ¡ᔠrs᪗I|ᖪP¬ÙÚ>Û¿஺Whatsthetime1imitforthereinspection?QḄÜ▲´ÞÜ᎛inspectionofcommodityᖪOPQreinspectQtocoincidewith...à¡beinconformitywith.....Ðbeidenticalwith.....ÐInspectionCertificatePQ¤¥surveyorPQ¿v¤¿JKᓝá⁚ᡭᖪãᵯåMakingabusinesscallJenny:Hi,MrLaoassignsmetohelpyouunderstandthethrustofourbusiness,LilyLi.LilyLi:Cool!PleasebringmeuptospeedsoIcanhelpASAP(abbr.assoonas

94possible).Jenny:Onethingatatime.Dontwanttogetthecartbeforehorse.LilyLi:Stoppullingmyleg.Ijustwanttogetdowntobusiness.Jenny:Youshouldcheckoutourproductcatalogueandthesalesfiles,theyshouldclueyouinonwhereourbusinessis.LilyLi:Allright.Jenny:Bytheway,couldyoumakecallsfromthislist?Iassumetheyarepotentialbuyers.Pleasegetthescoopofthosecompanies,suchascompanystructures,whoisresponsiblefortheequipmentpurchasingandsoonandsoforth.BesuretogetthenameandphonenoofPICs(PersoninCharge).Getit?LilyLi:Yeah,noproblem..............................LilyLi:"GoodMorning,thisisLilyLicallingfrom.....(yourcompanyname),isthis.....(customercompanyname)?”Operator:஻Yes,howcanIhelpyou?”LilyLi:஻.....(yourcompanyname)istheauthorizeddealerof.......Products,wewanttosetupabusinessrelationshipwithyou,whoshouldItalkto?Operator:"YouneedtotalktoMr......heisourBusinessDevelopmentManager.஻LilyLi:"CanIgethisnumber?"Operator:஻Hisdirect1ineis......orIcouldputyoutohimrightaway.”LilyLi:"Pleasegetmethrough,thanks.஻Tᦻòᡭᖪãᵯåóôòõö⃅øᑢᐜúᡃûüýþÿ៉஺⃅ᡃᔳ஺ᡃᩭ஺ញ"#ᡂ஺⃅%&ᡃ'(஺ᡃ)*+,៉-.஺ᡃ*/0Ḅ234ᓫ6ᡠᨵḄ├:᫏ᫀḼ>?@᪵BCᡃḄBᨵᜧEF஺⃅Ḅ஺G᜜?ᢥ᯿@KLᓫᡭᵯOᔩQᡃRSTᨵUV23஺WXYZ@,Ḅᜧ[\]?^᝞`Ḅa᪀?cdUVeᜓḄghijj஺kl⌕ᑮghiḄoL6ᵯOjj?pqᔩQ⃅pq஺........⃅”+t?ᡃd.....(ḄLv)Ḅ⃅?@xd......(yᡝḄLv)ᔩQ”{ᕒ”dḄ?W}஺”

95⃅஻ᡃ.....ḄLv......23Ḅᣴᩗ├ᖪ?ᡃ*ᓫᐵ?WY/6@Q஻{ᕒ஻ᡃRS.....ᐜὶ?TdᡃḄᳮ஺஻⃅஻ᡃ⍝TḄᵯOᔩQ஻{ᕒ஻TḄ{d......ᡃt஺஻⃅஻Wᡃ?஺஻¡¢ᓝ¤⁚ᖪᑨ§⌕¨©BusinessNegotiationATheseller:MissLirepresentingHuaxinTradingCompanyLimitedBThebuyer:Mr.HuangrepresentingJamesBrown&SonsA:Goodmorning,Mr.Huang.Gladtomeetyou.B:Goodmorning,MissLi.Gladtomeetyou,too.ItismyfirsttimetovisitShanghai.ShanghaihasbeenknowntomeasaninteractionportcitybeforeIcamehere.A:Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.B:IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.A:WhichArt.No.areyouinterestedin?B:HX1115andHX1128.A:Whichpricetermsdoyouprefer,FOB,CFR,orCIF?B:CIF.A:ThepriceofHX1115isUSD24.19persetCIFToronto.ThepriceofHX1128isUSD14.93persetCIFToronto.Itisunderstoodthattheabovepricesarenet,withoutanycommission.B:Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.A:Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.B:I'mafraidyourpricesappearunworkable.A:Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.B:Unlessthepricescouldmatchwiththemarketlevel,itisdifficulttopersuadecustomerstopurchasewithyou.Inordertoconcludethetransaction,IthinkyoushouldreduceyourpricetoUSD23.00persetofHX1115.Willyouconsidercutting

96downyourpricetoUSD14.20persetofHX1128.A:Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan'tacceptthisprices.B:Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;thepriceofHX1128isUSD14.50CIFC5Toronto?A:Ifweacceptyourprices,wewillnotleavealittleofmarginofprofit.B:Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.A:We11forfriendship'ssake,wearepreparedtomakea5%reductionifyourorderisbigenough.Ourminimumquantityisa20'containerforeacharticle.B:Ourquantitiesare542setsofHX1115and438setsofHX1128.A:OK.B:Shallwehaveatalkabouttermsofpaymentnow?A:Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.B:ToopenanL/Cwillcauseusagreatdealofdifficult.It'sexpensivetoopenanL/Candtiesupthecapitalofacompanylikeours.Soit'sbetterforustoadoptD/PorD/A.A:L/Catsightisourusualpaymentterms.B:ItisbetterforustoadoptD/PatsightthanL/Catsight.A:WehavenevergrantedD/Ptermstoanynewclients.SowehopeyoucanaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantryotherterms.B:Wecan,thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?A:Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).B:Allright.Howwouldyoupackthegoods?A:HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.B:Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.A:Allright.B:Whenisshipmenttobemade?

97A:ShipmentistobemadebeforeoronApril30,1998.B:Wehavetopointoutthatthegoodsarenotallowingpartialshipment.A:OK.Bytheway,whatarethePortsofShipment&Destination?B:ShanghaiandToronto.A:I'mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.B:Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&DestinationarefromShanghaitoToronto.HX1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/Catsight.Insuranceistobecoveredbyyoufor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).A:That'sright.IwillgettheSalesConfirmationreadytomorrowforyoursignature.Woulditbeconvenientforyoutocomeagaintomorrowmorning?B:OK.Weexpecttofindagoodmarketforyourgoodsandhopetoplacefurtherandlargeorderswithyouinthenearfuture.Seeyoutomorrowmorning.A:Seeyou.(¢)BusinessNegotiationATheseller:MissLirepresentingHuaxinTradingCompanyLimitedBThebuyer:Mr.HuangrepresentingJamesBrown&SonsA:Goodmorning,Mr.Huang.Gladtomeetyou.B:Goodmorning,MissLi.Gladtomeetyou,too.ItismyfirsttimetovisitShanghai.ShanghaihasbeenknowntomeasaninteractionportcitybeforeIcamehere.A:Wealwaystakeattentiontoestablishbusinessrelationswiththenewclientsinothercountries.Iwishwewillhaveagoodtimethismorning.B:IcomeheretovisityouhopingtohaveadiscussionwithyouonthepurchaseofyourHXSerieschinaware.A:WhichArt.No.areyouinterestedin?B:HX1U5andHX1128.A:Whichpricetermsdoyouprefer,FOB,CFR,orCIF?B:CIF.A:ThepriceofHX1115isUSD24.19persetCIFToronto.ThepriceofHX1128isUSD14.93persetCIFToronto.Itisunderstoodthattheabovepricesarenet,without

98anycommission.B:Iamafraiditgoesagainsttheusualcommercialpracticenottoallowacommission.A:Wearepreparedtograntyoua5%commission.442setsofHX1115atthepriceofUSD24.68persetCIFC5Toronto;338setsofHX1128atthepriceofUSD15.23persetCIFC5Toronto.B:I'mafraidyourpricesappearunworkable.A:Iamassuringyouthatourpricesaremostfavorable.Atrialsalewillunvoicedyouofmywords.B:Unlessthepricescouldmatchwiththemarketlevel,itisdifficulttopersuadecustomerstopurchasewithyou.Inordertoconcludethetransaction,IthinkyoushouldreduceyourpricetoUSD23.00persetofHX1115.Wi11youconsidercuttingdownyourpricetoUSD14.20persetofHX1128.A:Astherawmaterialhasadvancedby10%duringthelastfewmonthsandthepricesaregoingup,owingtotheriseinthecostofrawmaterials.Wecan'tacceptthisprices.B:Ithinkitunwiseforbothofustoinsistonhisownprices.Canweeachmakesomeconcession,say,thepriceofHX1115isUSD23.50persetCIFC5Toronto;thepriceofHX1128isUSD14.50CIFC5Toronto?A:Ifweacceptyourprices,wewillnotleavea1ittleofmarginofprofit.B:Iamafraidwehavetocallthewholedealoffifyoustillinsistonyouroriginalquotation.A:Wellforfriendship'ssake,wearepreparedtomakea5%reductionifyourorderisbigenough.Ourminimumquantityisa20'containerforeacharticle.B:Ourquantitiesare542setsofHX1115and438setsofHX1128.A:OK.B:Shallwehaveatalkabouttermsofpaymentnow?A:Ourusualpaymenttermsarebyconfirmed,irrevocableL/Cpayablebysightdraftagainstpresentationofshippingdocumentsandtoreachus30daysbeforethemonthofshipment.B:ToopenanL/Cwillcauseusagreatdealofdifficult.It'sexpensivetoopenanL/Candtiesupthecapitalofacompanylikeours.Soit'sbetterforustoadoptD/PorD/A.A:L/Catsightisourusualpaymentterms.B:ItisbetterforustoadoptD/PatsightthanL/Catsight.A:WehavenevergrantedD/Ptermstoanynewclients.SowehopeyoucanaccepttheL/Cterms.Afterseveralsmoothtransactions,wecantryotherterms.

99B:Wecan'thelpitifyouinsistrequiringpaymentbyL/Catsight.Bytheway,whatcoverwillyoutakeout?A:Theinsuranceistobecoveredbyusfor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).B:Allright.Howwouldyoupackthegoods?A:HX1115istobepackedincartonsofoneseteach.HX1128istobepackedincasesofoneseteach,twocasestoacarton.B:Ihopethepackingwillbeattractive.Nicepackinghelpsfindamarket.Pleasegivespecialattentiontothepackingorthegoodscouldbedamagedintransit.A:Allright.B:Whenisshipmenttobemade?A:ShipmentistobemadebeforeoronApril30,1998.B:Wehavetopointoutthatthegoodsarenotallowingpartialshipment.A:OK.Bytheway,whatarethePortsofShipment&Destination?B:ShanghaiandToronto.A:I'mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbetheforerunnerofotherbusinessinthefuture.B:Allright.Iacceptyourofferof542setsofHX1115atthepriceofUSD23.50perset,and438setsofHX1128atthepriceofUSD14.50perset.ShipmentistobemadenolaterthanApril30,1998afterreceiptofL/Candnotallowingpartialshipment.ThePortsofShipment&DestinationarefromShanghaitoToronto.11X1115istobepackedincartonsofoneseteachandHX1128istobepackedincasesofoneseteach,twocasestoacarton.ThepaymenttermsarebyL/Catsight.Insuranceistobecoveredbyyoufor110%ofinvoicevalueagainstWPAClash&BreakageandWarRisksaspertheOceanMarineCargoClausesofPICC(1981.1.1).A:ThatJsright.IwillgettheSalesConfirmationreadytomorrowforyoursignature.Woulditbeconvenientforyoutocomeagaintomorrowmorning?B:OK.Weexpecttofindagoodmarketforyourgoodsandhopetoplacefurtherandlargeorderswithyouinthenearfuture.Seeyoutomorrowmorning.A:Seeyou.¡¢ᓝè⁚ᵨ§ᓫêëìíîஹðBñò“ì”ôdõḄ?“`êë”)dö>÷ø᝞ùᵨ§ᓫêëúûᑮõḄ?úüᐰþᨵÿ⌕
ᩖ⌕ᡂᨵᩖᓄḄ⌕-ៜ!ᓫៜ#஺%ᵨ!ᓫ'()EZBusinessTalk67ᦟ9᝞;ᵨ!ᓫ<((>?'(@ABᩭᜐᳮ┯GᩖḄ

100HIJK1)A:Idon'tbelievewe'vemet.B:No,Idon'tthinkwehave.A:MynameisChenSung-lim.B:Howdoyoudo?MynameisFredSmith.A:ᡃghᨵijᔳlBKᡃmᨵ஺AKᡃn▰p᪍஺BK9#ᡃ7rst•vwx஺2)A:Here'smynamecard.B:Andhere'smine.A:It'snicetofinallymeetyou.B:AndI'mgladtomeetyou,too.A:|7ᡃḄ}ᱏ஺B:|7ᡃḄ஺A:ᐶi☢஺B:ᡃᐶiᑮ஺3)A:Isthattheofficemanageroverthere?B:Yes,itis,A:Ihaven4tmethimyet.B:I41introducehimtoyou.A:ᙠḄ7ᳮᔳlB:7஺A:ᡃij஺B:ᡃᩭHI஺4)A:Doyouhaveacallingcard?B:Yes,righthere.A:Here'soneofmine.B:Thanks.A:9ᨵ}ᱏᔩlB:ᨵḄ6ᙠ|஺A:|7ᡃḄ஺B:஺5)A:Willyouintroducemetothenewpurchasingagent?B:Haven'tyoumetyet?

101A:No,wehaven't.B:I41begladtodoit.A:ᡃH¡ᩭ¢£¤¥Ḅ¦#ᔩlB:gi☢ᔩlA:§,ᨵ஺B:ᡃ¨©gHI஺6)A:I’11callyounextweek.B:Doyouknowmynumber?A:No,Idon't.B:It'srighthereonmycard.A:ᡃ®¯°±ᡭᵯ´µ஺B:¶⍝ᡃḄ¸ṹᔩlA:º¶⍝஺B:6ᙠᡃḄ}ᱏ»஺7)A:Havewebeenintroduced?B:No,Idon'tthinkwehavebeenA:MynameisWong.B:AndI'mJackSmith.A:¾º¿ᡃgÀÁHIjᔩlB:ºᡃmᨵ஺A:ᡃÂÃ஺B:ᡃnᩲÅ•vÆx஺8)A:IsthisMr.Jones?B:Yes,that'sright.A:I'mjustcallingtointroducemyself.MynameisTang.B:I*11)gladtomeetyou,Mr.Tang.A:7ÊxᐜᔩlB:7Ḅ஺A:ᡃᡭᵯ´7ᔣ9ÍÎᡃHIᡃÂᖆ஺B:ᐶᖆᐜ஺9)A:Ihavealetterofintroductionhere.B:Yourname,please?A:It(sDavidChou.B:Oh,yes,Mr.Chou.We'vebeenlookingforwardtothis.A:ᡃ|ᨵÒÓHIÔ஺B:ÕÖÂᜧ}l

102A:ᕜᜧÙ஺B:ᕜᐜᡃgÒÚᙠÛḼ9ᩭ஺10)A:IT1callyouifyougivemeanamecard.B:I'msorry,butIdon41haveanywithmenow.A:Justtellmeyournumber,inthatcase.B:It's322-5879.A:µᡃÒÝ}ᱏᔳ,ᡃ±ᡭᵯ´µ.஺B:Þßà,ᡃáᙠâ»ã஺A:|᪵å6æçᡃḄᵯ´¸ṹ#஺B:322-5879oè±JK11)A:Doyouhavesometimetomorrow?B:Yes,Ido.A:Howabouthavinglunchwithme?B:Goodidea.A:éᜩᨵëᔳlB:ᨵ஺A:Ò¿ᔛí?îï᪵lB:#ð஺12)A:Ifyou'refree,howaboutlunch?B:Whendidyouhaveinmind?A:IwasthinkingaboutThursday?B:Thatwillbefinewithme.A:ᨵëḄ´Ò¿ᔛí?î᝞;lB:mñò᎛ᕖlA:ᡃõ¯°öï᪵lB:Õ⚪஺13)A:I‘ᵪcallingtoseeifyouwouldliketohavelunchtomorrow.B:I"msorry,butthisweekisn'tveryconvenientforme.A:Perhapswevanmakeitlater.B:Thatwouldbebetter.A:ᡃᡭᵯ´µ7m¶⍝éᜩÒ¿ᔛí?îï᪵lB:¾º¿|®¯°ᡃúºûü஺A:ýᦋᜩᔳ஺B:#஺

10314)A:I'mcallingtoconfirmourluncheonappointment.B:It'stomorrowattwelveo'clock,right?A:Yes,that'sright.B:I'llbethere.A:ᡃᡭᵯ´ᩭ7mÿ
ᡃᔛḄ஺B:ᜩ12ᔳ?A:Ḅ┯஺B:ᡃḄ஺15)A:I'msorry,butIhavetocanceloutluncheonappointment.B:I'msorrytohearthat.A:Ihavepressingbusinesstoattendto.B:Noproblem,we'llmakeitlaterinthemonth.A:9:;<=ᡃ<>

104A:ᜩOᡃ஺BEᡃ>cḄ஺A:ᡃ>ᐶ஺B:ᯠO᪵p{|஺19)A:Shallwesplitthecheck.B:Whydon'tyouletmepickitup.A:Oh,that'snotnecessary.B:Iknowit'snotnecessary.Iwanttodoit.A:ᜧᑖᔳgB:{ᡃᩭvw஺A:ᐶ஺B:ᡃ<¤S
¥ᵨ⚶ᔳ஺A:ᡃPᨴSOᩭ஺B:᩽¨cᩭḄ_᎛Sª«ᡃḄ¬஺®¯°E21)A:Wouldyou1iketogothroughourfactorysometime?B:Thatsagoodidea.A:Icansetupatournextweek.B:Justletmeknowwhichday.A:ab_᎛ᩭ²²ᡃḄ³ᔆᔳgB:஺A:ᡃµ¶᣸ᙠP¸¹®¯஺B:º»
ᜩ{¼½ᡃ஺(22)A:thankforcomingtoday.B:I’11wantedtoseeyourfactoryforalongtime.A:wecanstartanytimeyou'reready.B:I'mallset.A:||ÀᜩḄ⃁Â஺B:¤{Ãᩭ²²cḄ³ᔆ஺

105A:Ä⌕cÅᜓᡃÇ_µÈÉ஺B:ᡃÊÅᜓ஺(23)A:Thetourshouldlastaboutanhourandahalf.B:I*01reallylookingforwardtothis.A:Wecanstartoverhere.B:I'lljustfollowyou.A:Ox®¯ᜧᭆ◤⌕-•Pkl_஺B:ᡃÍOx®¯Î¤஺A:ᡃµÏOÈÉ஺B:ᡃÐḼc{஺(24)A:Pleasestopmeifyouhaveanyquestion.B:Iwell.A:Duckyourheadasyougothroughthedoorthere.B:Thankyou.A:ᨵÕÖ×⚪Ç_ÙᡃÚᩭ஺B:ḄA:Û=pqḄÜ_Ýᜮßà஺B:||஺(25)A:You'llhavetowearthishardhatforthetour.B:Thisoneseemsalittlesmal1forme.A:Here,trythisone.B:That'sbetter.A:®¯_◤ᡚO¶ᐰä஺B:O⚔ᡃᡚæl
஺AEçèèOi⚔஺B:஺(26)A:That'stheendofthetour.B:Itwasagreathelptome.A:Justletmeknowifyouwanttobringanyoneelse.B:I'dliketohavemybossgothroughtheplantsomeday.A:®¯{éêë:஺B:9ìíîA:᝞ðc⌕ñòóᩭÇ_ôᡃ஺B:ᡃ9ÃÙᡃὁö»ᜩ=ᩭ²²஺(27)A:I'd1iketoseeyourshowroom.B:Doyouknowwhereitis?

106A:No,Idon't.B:I’11havetheofficesendyouamap.A:ᡃî¯cḄ÷øùB:c⍝ᙢûᔩgA:<⍝B:ᡃÙýþḄó〈ᙢ஺(28)A:I'mhopingtogettoyourshowroom.B:Whenmightyougo?A:IwasthinkingaboutnextTuesday.B:I’11meetyouthere,shallwesayabouteleveno'clock.A:ᡃᡭ/ᑮ1Ḅ3456778B:9:;᎛=>ᕖ@A:ᡃ=ABCDE஺B:ᡃFᙠHIJ87ᓝLMNO᝞Q஺(29)A:Welcometoourshowroom.B:Thankyou,I'mgladtobehere.A:IsthereanythingIcanshowyou.B:IthinkI'dliketojustlookaround.A:TUVWᡃ1Ḅ34X8B:YY8ᡃZ[ᐶᑮ]^ᩭ஺A:ᨵ9:⌕ᡃb17Ḅᔩ@B:d8ᡃef77gh஺(30)A:Wherecanweseeyourcomplete1ine?B:Wehaveashowroominthiscity.A:I'dliketoseeit.B:Dropbyanytime.A:9:ᙢlmn7ᑮ1ᐰpqrḄ᪵r@B:ᡃ1ᙠtuvᨵLB3456஺A:ᡃ=77஺B:w;TUVWὅ஺yz{|(41)A:Wecanofferyouthisindifferentlevelsofquality.B:Istheremuchofadifferenceinprice?A:Yes,theeconomymodelisabout30%less.B:We'11takethatone.

107A:]qrᡃ1ᨵJḄr஺B:zᨵZᜧḄᑖᔳ@A:fḄ8Ḅᜧ30%஺B:ᡃ1H஺(42)A:Isthisgoingtosatisfyyourrequirements?B:Actually,itismorethanweneed.A:Wecangiveyoua1ittlecheapermodel.B:Letmeseethespecificationsforthat.A:]ḄᔠḄᔩ@B:ᓃhᡃ1ᡠ◤⌕Ḅ஺A:ᡃ1mn¡¢LMḄ£஺B:¤ᡃ77¥Ḅ¦§¨©ªᔳ஺(43)A:You4reaskingtoomuchforthispart.B:wehavesomecheaperones.A:Whatisthepricedifference?B:Thebasicmodelwillcostabout10%less.A:]«¬1⌕z[®஺B:ᡃ1ᨵLMḄ஺A:z¯°±@B:²tḄ10%NO஺(44)A:Howmanydifferentmodelsofthisdoyouoffer?B:Wehavefivedifferentones.A:Istheremuchofapricedifference.B:Yes,sowehadbetterlookoveryourspecifications.A:]B1ᨵ°±Ḅ£஺B:´A:zᨵZᜧḄ¯ᔩ@B:fḄ8ᡠnᡃ1ᨬ¶ᐜ¸¹Ḅ¦§¨©º7L»஺(45)A:Thelastorderdidn'tworkouttoowel1forusB:Whatwaswrong?A:Weweredevelopingtoomuchwaste.B:Isuggestyougouptoournexthigherpricelevel.A:½¾¿ḄÀᵨÂᩭÃ:Ä஺B:ᨵ9:Å⚪ᔩ@A:ÇqᩭḄÈr°®஺B:ᡃÉʹËᵨᡃ1z§Ì[LḄÀ

108(46)A:Didthematerialworkoutwellforyou?B:Notreally.A:Whatwaswrong?B:Wefeltthatthepricewastoohighforthequality.A:HÏᩞᧇÒÓḄÄᑭᔩ@B:Ã:¶஺A:Ã:ᖾ@B:ᡃ1Ö×n]᪵ḄrzØ[®஺(47)A:Hasourmaterialbeenallright?B:I'mafraidnot.A:MaybeyoushouldorderalittlebetterqualityB:Yes,wemighthavetodothat.A:ᡃ1ḄÛᩞᧇÜÅ⚪ᔳ@B:ᨵÅ⚪ᕖ஺A:ݹÞßr¶LMḄB:fᕀ8អ᝿eᨵ]:ã®஺(48)A:Ithinkyouhadbettercomeouttothefactory.B:Istheresomethingwrong.A:Yes,yourlastshipmentwasn41uptopar.B:Let*sgooutandhavealookatit.A:ᡃ7ᨬ¶åLæçᔆ8B:®9:ᔩ஺A:é8½ê〈>ḄÀÜᨵìᑮ᪗î஺B:å8ᡃ1>77@(49)A:Iwantyoutolookatthismaterial.B:Isthisfromourlastshipment?A:Yes,itis.B:Icanseewhyyouarehavingsomeproblemswithit.A:ᡃ⌕77]ᩞᧇïB:]f½êðḄÀᔩ@A:fñ஺B:ᡃ©òó9:ᵨÂᩭFᨵÅ⚪®஺(50)A:Iwouldsuggestthatyouusethismaterialinsteadofthat.B:Butthatcostsmore.A:Butyouwillgetlesswastefromthis.B:We411tryitonce.

109A:ᡃÉÊᦋᵨ]õöH஺B:mfH᪵ᡂtø[஺A:ùmnú±ûü஺B:H:ýLê77ᔳ஺(51)A:Ourmanufacturingcostshavegoneuptoomuch.B:Youmighttryoneofourcheapercomponents.A:Let'stakealookatyourpricelistagainB:Sure.I41bringitinnextweek.A:ᡃḄᑴ⌼ᡂ஺B:!!"#$%&Ḅ'()᪵+A:ᡃ,-./Ḅ01⊤ᔳ஺B:456ᡃ789:;<ᩭ஺(52)A:Thisisthebestmaterialwehavetooffer.B:Actually,Idon'tthinkweneedittobethisgood.A:Icanletyouhavethiskindcheaper.B:Let'sdothat.A:"RSTᡠVWḄᨬ4ḄYᧇ஺B:[\ᙠḄ6ᡃ^_`aᡃᵨcḼ"e4Ḅ6A:ᡃfgh%&.i஺B:jk"e[lᔳ+(53)A:Howisthenewmaterialworkingoutforyou?B:Fine.we'resavingalotofmoneywithit.A:I'mgladtohearthat.B:Itwasagoodsuggestion.thanks.AqrYᧇᵨc᝞t+B:_┯6⁚ḕ_xḄy6A:z"e[{|ᐶ஺B:~c_┯6஺(54)A:Howmanywouldyou1iketoorder?B:Isthereaminimumorder?A:No,wecanshipinlotsofanysize.B:We'11tryonecaseofthis.A:⌕x+B:ᨵᨬḄ▲ᑴᔩ+A:ᨵ6tᦪfg஺B:je6"#Ḅk!.ᔳ

110(55)A:We4rereadytotakeyourordernow.B:Wewanttotrythiscomponentasasample.A:Icansendoneforyoutotry.B:Yes,pleasedothat.A:ᙠfg7ᓫ஺B:"#'(ᡃ!8᪵--஺A:ᡃfg8!ᵨ஺B:46jk஺(56)A:Howmanywouldyouliketoorder?B:Howdotheycomepackaged?A:Incasesof100.B:We'lltake500.A:⌕x+BqR)᪵Ḅᕖ+A:.1008஺B:ᡃ⌕5008(57)A:Weneedsevenofthese.B:Theycomeincasesoffive.A:Then,sendtwocasesplease.B:Good.thankyoufortheorder.A:ᡃ⌕£8"#Ḅ஺B:¤R¥8.஺A:"᪵Ḅ¦6k〈¨ᔳ஺B:4Ḅ6Ḅ஺(58)A:Wecan'thandleanorderthatsmall.B:Whatistheminimumwewouldhavetoorder.A:300pieces.B:Isee,sendthose,then.A:"exḄᦪ6ᡃ_ª«¬஺B:jeᡃxcxᕖ஺A:3008B:®6jk3008ᔳ஺(59)A:Wehaveaproblemwithyourorder.B:Whatisit?A:Wecan'tsplitopenacasetofillyourorder.B:I'llseeifwecantakethewholecase.

111A:Ḅᨵi°⚪஺B:²e°⚪஺A:³aᡃ_ª´ᩭµ¶Ḅ஺B:jᡃὃ⇋--R_Rfg¹᦮஺(60)A:Doyouofferanyquantitydiscounts?B:No,wedon't.A:Thengiveusthreecasesofthis.A:ᜧ¹ᨵᢚᡷᔩ+B:_6ᨵ஺A:je"#Ḅk¹À4஺(61)A:Youcouldsavealotifyouwouldorderalittlemore.B:Howcouldwedothat?A:Weofferadiscountforlargeorders.B:Letmetakeanotherlookatourrequirements.A:᝞ÁᓫÂ7c.i6fgḕ_xḄy஺B:)e[ᕖ?A:ᡃÃᜧᨵᡭᢚ஺B:jᡃ--ᡃḄ◤Æᨵx(62)A:Yourpricesseemalittlehigh.B:Wecouldmakethemlowerforyou.A:How?B:Ifyouorderinlargelots,we'llreducetheprice.A:Ḅ0y|.Ç஺B:ᡃfgh%&.i஺A:)eÈᕖ?B:᝞Áᜧ6ᡃfgÉ0(63)A:Wecanoffera10%discountforordersover10000pieces.B:I'mnotsurewecanusethatmany.A:Itwouldrepresentquiteasavings.B:0k,I'llseewhatIcando.A:.Ë8gᓃᡃfgᡭÍᢚ஺B:ᡃ᝿ᡃᵨ_je஺A:"ḕ7ḄfR.Ï_xḄyÐ஺B:4ᔳ6ᡃὃ⇋ὃ⇋ᔳ(64)A:Whyaretherethreepricesquotedforthispart?B:Theyrepresentthepricesfordifferentquantities.

112A:Isee.B:Themoreyouorder,themoreyouwillsave.A:"#Ñ(a²eᨵÀ#_ÒḄÓ0+B:j⊤Ô_ÒḄᨵ_ÒḄ0y஺A:Yᩭ᝞Õ஺B:ៜ6ḕḄyៜ(65)A:Isthisyourstandardprice?B:Yes,itis.A:ItseemstoohightomeB:Wecannegotiatetheunitpriceforlargeorders.A:"RḄ×Ø0ᔩ+B:RḄA:4ÙÚ.i஺B:᝞Áᜧ6ᓫ0fg,Û஺(66)A:I'mcallingaboutmistakeonourlastinvoice.B:Whatwasit?A:Weshouldhavebeengiventhelargequantityprice.B:Yes,thatisabsolutelyright.A:ᡃᡭᵯ¦ᩭ6R³aÝÞḄßἠᨵ┯஺B:)eᖾ஺A:Wâãᜧäᢚᡷ0åR஺B:æ6ÃḄ6RWâ"᪵஺(67)A:Doesn'tthequantitydiscountapplyonthisorder?B:No,I'msorry,butitdoesn't.A:Whynot?B:Becausetheseitemsarefromdifferentshipments.A:"/7ḄᓫÂᨵᜧäᢚᡷᔩ+B:çè,ᨵ஺A:a²eᨵ+B:³a"é⚗1_ëÒ.ᢇ஺(68)A:Wecanmakethepricelowerifyouwouldorderabitmore.B:Howmuchmore?A:Justthreemorecases.B:Ithinkwecandothat.A:᝞ÁᓫÂ7.i6ᡃfgí0஺B:î⌕7x+

113A:ï⌕,Àkfg஺B:jᡃ°⚪஺(69)A:Ihavethequotationsyouaskedfor.B:Good,we'vebeenlookingforthem.A:I’11leavethemforyoutolookover.B:I'llgiveyouacallwhenwearereadytotalkaboutthem.A:⌕ḄÓ0ñòÈ4஺B:4æ6ᡃ.óôḼ-ᕖ஺A:ᡃõᶇ7ᩭ᠒᠒Ḅ-஺B:ôᡃØᜓ4fgÛḄù᎛6ᡃõᡭᵯ¦஺(70)A:Wereyouabletoquoteonalltheitemsweneed?B:No,notallofthem.A:Oh?whynot?B:Wearen'tabletosupplythethirdadfifthitems.A:ᡃ◤⌕Ḅü8⚗1ªÓ0ᔩ஺B:_6ýþᐰ஺A:B:⚗ᡃᨵ஺(71)A:Herearethequotationsthatyouaskedfor.B:Howdotheycomparetolastyear's?A:Thepriceincreaseshaven'tbeentoobadatall.B:That'sgoodtohear.let(stakealookatyourprices.A:9:;Ḅ=Ḅ>஺B?@ABḄCDE᪵஺A:ᨵGHI஺B:JKᡃᩭMM;Ḅ=>ᔳ஺(72)A:Ihaveaquestionaboutthisquotationyousubmitted.B:Whatisit?A:Thethirditemhasbeenomitted.B:Oh,yes.wedon'tcarrythatitemanymore.A:;TUḄ=>ᡃᨵV⚪஺B:ᕖA:⚗Yᣵ[஺B::ḄJ\⚗ᡃ]^ᓬ[஺(73)A:Whatisthedeadlineforsubmittingthequotation?B:WeneeditinourofficebynextMonday.

114A:Ithinkwe*11abletomakethat.B:Good.wecan'textendthedeadline.A:=>efg:h\ᜩB:jkl\mn⌕〈ᑮᡃrs஺A:ᡃtV⚪஺B:JKᡃu]vwlḄ஺(74)A:We'dlikeachancetobidonthisbusiness.B:Wei11betakingquotationsnextmonth.A:Willyouletushavethespecifications?B:Sure,justdropinmyofficesometimeandpickthemup.A:ᡃ{|vᨵ}~ᢗ᪗9஺B:ᡃᙠjᨴ=>஺A:umᡃᔩ஺B:V⚪᎛ᑮᡃrᩭum஺(75)A:Canyoutellmewhyourbidwasnotaccepted?B:Ithinkyouwerealittletoohighonsomeoftheitems.A:Onwhichones?B:You4reperfectlywelcometoinspectthewinningbid.A:ᡃᡃᨵ᪗KᔩB:ᡃt;ᨵ⚗Ḅ>[\஺A:h¡ᕖB:ᡃ¢£¤;ᩭ¥▅᪗ὅ஺(76)A:Wasourbidaccepted?B:No,I'msorry.itwasn't.A:Canyoutellmewhy?B:Sorry,butI'mnotat1ibertytorevealthatinformation.A:ᡃ᪗[ᔩB:ª«ᨵ஺A:vᡃ¬ᔩB:®]¯ᡃ°v±²☄´=஺(77)A:Congratulations!yourbidhaswon.B:I'mgladtohearthat.A:Whencanyoucomearoundtodiscusssomedetailswithus?B:I’11betherenextMondayatnoon.A:·¸¹;᪗[஺B:º:K»¼

115A:᎛um½ᩭ¾ᡃ¿ÀÁ⁚ᕖB:jkl\Ãᓤᔳ஺(78)A:Whatisyourbestpriceonthisitem?B:$24.95perhundredpiecesA:Thatwillbefinewithus.B:Fine.A:I411startthepaperworkforyourorderrightaway.A:É\¡ḄᨬË>:IÌB:\ÍÎÏÐᓝÒᙽÔÕ஺A:9>Ö×um஺B:KØJᡃÙÚÛ;ḄÜᓫÞßᜓ[஺(79)A:Canweexpectthesamepriceaslasttime?B:Oh,yes,noproblemaboutthat.A:Good,we'llbeorderinginjustafewdays.A:>Övá¾âãḄ\᪵ᔩB:um஺V⚪Ḅ஺A:¢KäᜩᑁᡃÛ~jÜᓫ஺(80)A:Thispriceisquiteabithigherthanitwaslasttime.B:We'resorry,butwe'vehadaslightpriceincreasehere.A:SIight?Iwouldn,tcal1thisslight.B:We'vehadtoincreaseourpricesonthisitembyjust8%.A:9ãḄ>Dâã⌕è[\é஺B:ºª«]½ᡃUêG[•ìí஺A:\9î\¹B:9\ïᡃ]íðêñ[8%ìí஺᜜óôõöõLessonOneI.Terms?1.SalesTermsandConditions2.IndicativePrice3.CostandFreight4.Cost,insuranceandFreight--CIFII.Phrases?1haveageneraldiscussionwithsb.onsth.

116show(have)aninterestinsth.ondisplayhavesth.inmindindetailthesalestermsandconditionscometoanagreementenabletimelydeliverysalesliteratureindicativepricesexportCFRoncommissionbasispromotesalesofrecommendsb.tosb.elsevastquantitiesofcomparefavorablywithsth.incertainrespectpassonsth.tosb.contractwithsb.forsth.III.UsefulSentencesWeareexperiencedimportersoffinechemicals.Thereisahighdemandforcottontextilesinourmarket.MayIhaveacopyofyourcatalogue?Thepurposeofmypresentvisitistoexplorethepossibilityofdevelopingbilateraltrade.Iwonderifyourfirmsuppliestoys.(Whatdoyouspecializein?/Whatarethemainitemsyoudealin?)Wegenerallyorderonlyafterhavingseensamples;pleasesendusafewsamplesofyourproducts.2Ifyoucansupplythegoodsasrequired,pleasemakeusafirmofferandquoteyourlowestprices.Pleaseconsiderthatwemayplaceregularordersforlargequantitieswhenquotingaprice.Here,sthecopyofourlatestcatalogueaskedforinyourfaxyesterday.Thetypeyourrequiredisoutofstocknow.And,themanufacturersareheavilybookedupformonthstocome.Wehavealargequantityonstock.Onordersexceeding200tons,wegrantadiscount

117of2%.Aspricesaresteadilyrising,wewouldadviseyoutoplaceorderswithoutdelay.I'msureyou,11findourquotationacceptableandlookforwardtoyourorder.Lesson2I.Terms?1.SeaworthyPacking2.ContainerTransportation3.FreeonBoard---FOB4.PaymentTermsILPhrases?developanewmarkettheusualpracticekeepopen/validonthehighsideontheCIFpriceadownward/upwardtendencyonfifty-fiftybasismeethalfway3bridgethegapfinalizethepricebecompetitivetoothersbesuperiortoothersIII.UsefulSentencesCouldIhaveyourlatestquotationforelectroniccalculators?WearepreparedtogiveyouafirstorderpriceoThesequotationsareopenfor3daysonlybecausetherearefrequentfluctuationsinthemarketpricesoWeregretthatitisimpossibletoacceptyourcounter-offer,eventomeetyouhalfway,duetoariseinthecostofrawmaterialsby10per-centoThisquotationisforaminimumof100setsandsubjecttoourfinalconfirmation.Yourpriceisratheroutofline.Wecanaccepttheofferonconditionthatourdeliverydatesaremet.Inviewofthecurrentweakmarket,wewouldaskyoutogiveusareductionof3%.Yourcounter-offerdoesn'tcomeinlinewiththecurrentrate.Thereiseveryindicationofafurtherriseinpriceinthenearfuture.Inviewifourlong-standingrelations,wewillacceptyourprice.WeacceptsuchapricebutonlyforthislotoLesson3I.Terms?

1181.LetterofCredit-—L/C2.IrrevocableL/C3.ConfirmedL/C4.SightL/C45.DocumentsAgainstAcceptance-D/A6.DocumentsAgainstPayment--D/P7.AfterSaleServiceII.Phrases?bepayableagainststh.getpaidintimebeinapositiontodosth.havenochoicebuttodosth.elsemodeofpaymentourfinancialstanding/positionThereisnopointtodosth....seekconfirmationleaveoutsth.III.UsefulSentencesTherelativeL/CshouldbeissuedthroughathirdcountrybankintheU.S.A,acceptabletothesellers.Wewillmakearemittancewithinaweekinfullsettlementofourpurchaseofthegoodscontracted.WehavecreditedyouraccountwithUS$960.00fbrextracost.Wearesorrytosaythatsecan'taccommodateyouwithD/Ppaymentterms.IfyoufailtoopentheL/Cwithinthetimelimit,weshallhavetherighttoterminatethecontract.TheamountofyourL/Cappearsinsufficient.ThecorrecttotalCFRvalueofyourordercomesto$400,000insteadof$300,000.Thedifferenceis$100,000.Weearnestlyhopethatyouwillextendthecredittothe15thofthismonth.ItwouldbehighlyappreciatedifyouwouldinformusofthefinancialstatusandreliabilityoftheGreen&Co.Ltd.Wehaveeveryconfidencetorecommendtoyouthefirmyouinquireaboutasoneof5themostreliableimportersinyourarea.TheirbalancesheetsofrecentyearswillshowyouthattheirimportbusinessinoilproductshasbeenmanagedandoperatedunderasatisfactoryconditionLesson3I.Terms?1.LetterofCreditL/C2.IrrevocableL/C3.ConfirmedL/C4.SightL/C

11945.DocumentsAgainstAcceptance--D/A6.DocumentsAgainstPayment——D/P7.AfterSaleServiceILPhrases?bepayableagainststh.getpaidintimebeinapositiontodosth.havenochoicebuttodosth.elsemodeofpaymentourfinancialstanding/positionThereisnopointtodosth....seekconfirmationleaveoutsth.III.UsefulSentencesTherelativeL/CshouldbeissuedthroughathirdcountrybankintheU.S.A,acceptabletothesellers.Wewillmakearemittancewithinaweekinfullsettlementofourpurchaseofthegoodscontracted.WehavecreditedyouraccountwithUS$960.00forextracost.Wearesorrytosaythatsecan'taccommodateyouwithD/Ppaymentterms.IfyoufailtoopentheL/Cwithinthetimelimit,weshallhavetherighttoterminatethecontract.TheamountofyourL/Cappearsinsufficient.ThecorrecttotalCFRvalueofyourordercomesto$400,000insteadof$300,000.Thedifferenceis$100,000.Weearnestlyhopethatyouwillextendthecredittothe15thofthismonth.ItwouldbehighlyappreciatedifyouwouldinformusofthefinancialstatusandreliabilityoftheGreen&Co.Ltd.Wehaveeveryconfidencetorecommendtoyouthefirmyouinquireaboutasoneof5themostreliableimportersinyourarea.TheirbalancesheetsofrecentyearswillshowyouthattheirimportbusinessinoilproductshasbeenmanagedandoperatedunderasatisfactoryconditionLesson5I.Terms?1.OpenCoverInsurancePolicyorOpenpolicy2.InsurableValueorInsuredValue3.InsuranceCoverageII.Phrases?Coverrisksopencover

120premiumrangebe1iabletohappenthroughoutthevoyageatmoderaterateIII.UsefulSentencesShal1weattendtotheinsurance?Ifso,againstwhatrisks?Premiumswi11beaddedtoinvoiceamounttogetherwiththefreightcharge.Sincepremiumvarieswiththeextentofinsurance,extrapremiumisforbuyer'saccount,shouldadditionalrisksbecovered.WewillcoverthegoodsagainstWPAandTPNDrisks.Whatisourliabilityundertheinsurancecontract?Lesson6I.Terms?1.PromptShipment2.CustomsFormalities73.MarketingChannelsII.Phrases?beleftopentobemorespecificbebookeduptosometimeaddtotheexpensesandrisksbebookedfarinadvanceItisworthtryingif***..ThereJsnotimetolosebeapttodosth.theflowthroughthemarketingchannelstoretailersin1oadinganddischargeatbothendsIII.UsefulSentencesWewishtoreiteratethatthegoodsshouldbeshippedintwoequallotsaspercontractstipulations.Wewilltryourbesttopersuadeourclientstoaccepttranshipmentandpartialshipment.Wemustinsistonimmediatedelivery,otherwiseweshallbecompelledtocancelthe

121orderinaccordancewiththecontractstipulations.Iwonderifyoucouldadvancetheshipmentbyonemonth,asweneeditbadly.Wetrustthatthegoodswillreachyouingoodorderandcondition.Lesson7I.Terms?1.TrialOperation2.ShippingAgent83.EstimatedTimeofArrival——ETAILPhrases?beincollisionwithsth.beyondone'scontrolbeputunderrepairduetoarriveatthedestinationtakemeasureskeepincontacttakedeliveryon/aheadoiYbehindscheduleIII.UsefulSentencesWearereluctanttosaythatthisdelayisthreateningthelossofourbestcustomer.YourfailuretodeliverthegoodswithinthestipulatedtimehasgreatlyinconveniencedusastheseasonisalmostoveûOwingtoanunexpectedproductionproblemonthepartofourmanufacturers,weareunabletomakedeliveryofthegoodsonschedule.Thedeliverytimeshouldbestatedaccuratelyinthecontract,sothatnodisparityininterpretationwilloccurinfuture.ThetermofdeliverywillrunfromthedateofyourconfirmingourorderLesson8I.Terms?1.Claim2.BillofLanding——B/L3.Adjustment4.CertificateofCommodityInspectionII.Phrases?9cometotheconclusionbeclausedtosth.

122beduetoviolentbumpingsolvetheproblembyconsultationontheseavoyagestraightenoutofsth.toone'ssatisfactionthefinishingprocessThereisnopointtodosth.beuptostandardIII.UsefulSentencesUponexaminingthegoods,wediscoveredtooursurprisethattheywerealtogetherinferiorinqualitytothesampleonwhichbasisweplacedtheorder.Thelastconsignmentswasfoundunsalableandunfitforhumanconsumption,theHealthOfficehasissued"StopNotice"onthem.Itwasfounduponexaminationthatnearly40%ofpackageshadbeenbroken,obviouslyattributedtoimproperpacking.I'mafraidIhavetoinsistthatyouapproachtheinsurancecompanyforsettlement,thatis,ifyouhaveincludedthisriskinyourcoverage.Yourshipmentofourorderhasbeenfoundshort-weightby80kilograms.Wearegivingdueconsiderationtothematterandwillletyouhavereplyprobablynextweek.Weagreetopayonedollarperyardforthequantityspecifiedtocompensateyoufortheloss.Lesson9Lesson9I.Terms?101.ProcessingTrade(Deal)2.CompensationTrade,CounterTrade3.TaxExemption4.TradeControl5.ForeignExchangeII.Phrasesseekadvicebewell-informed

123thepreferentialpolicyputsb.incontactwithsb.Elsecomeuponsth.orsb.variousflexibleformsoftradegetinsidesth.imposesth.onsth.orsb.inmycasegetcompensatedIII.UsefulSentencesWeareeagertodevelopbusinessfurtheronthelineofsportsshoesandwould1iketobeginwithsomefactoriesinyourcityonthebasisofcompensationtrade.Itisrequiredthattheequipmentandtechnologytobeprovidedbyyoushouldbereasonablypricedandsuitablefortheproduction.Incompensationtradewepayforthecostoftechnologicalimportsbydeliveryofendproductswhileinprocessingofrawmaterialsorassemblyofparts.Wewishtostressthatyoushouldprovideuswithallcomponents,auxiliarymaterials,thenecessaryequipmentandtools,andacceptpaymentforthemintheformofbuybackofthefinishedproducts.Lesson10I.Terms1.SellingAgent2.SoleAgent,ExclusiveAgent3.AgencyAgreement,AgencyArrangementII.Phrasestotheinterestofsth.orsb.appointaswell-establishedtobeonthesafesideopenupbeenterprisingactaspushthesalesalocalagentwithwideconnectionsandmarketingchannelsattheinitialstageIII.UsefulSentences

124Afterthreeyearsofmutualcooperationinthisbusiness,weshould1iketoactasyouragentinyourcity.WehavedecidedtoacceptyourapplicationforgeneralagentintheUnitedStates.Now,we'd1iketohaveyourdetailedplanforthepublicitycampaign.Itseemsprematureforustodiscussthequestionofagencyatthemoment.Howabouttakingupthissubjectatafuturedate,whenwearewellacquaintedwitheachother.Wewou1dappreciateitifyoucouldreconsiderourproposalofexclusiveagency.Weareconsideringyourproposal.Meanwhi1eweshouldliketoobtaininformationofyoursalespolicyandmarketcondition.