谈运输包装.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Module 2 Services at an Exhibition,Part 6 Negotiating Business,洽谈业务,Negotiating Business,Warm-up,Reading,Situational Dialogues,Practice,学习情境6.2 Negotiating about Shipment,Packing,and Insurance,1.,Negotiate about the shipment.,2.,Negotiate about the packing.,3.,Negotiate about the insurance.,4.,Develop about negotiation skills.,Learning Objectives,Warm-up,Match the words with their definitions.,insurance a.taking letters,messages,goods,etc to the places or,people they are addressed to,(2)discount b.a letter from one bank to another bank,by which a,third party,usually a customer,is able to obtain money,(3)container c.a large,reusable box for keeping together smaller crates,or cartons in a single,(4)letter of credit d an act or instance of shipping cargo,(5)delivery e.a method of guarding against injury,loss or damage to,property by paying a sum of money to an insurance,company that agrees to provide money to repair or,replace the property in the case of a fire,theft,etc.,(6)shipment f.an amount deducted from the usual list price;a reduction,in price,Situational Dialogue,required,the extra premium incurred will be for the buyers account.,insurance a.,Negotiating Business,Role-play,B:If you have no objection,we can amend the L/C to allow transshipment at,the outer packing,B:You will be(7)_for any loss in case damage occurs in transit,B:Certainly.,B:Well mark each carton with details of weight,the origin of the country,the(5),insurance a.,company that agrees to provide money to repair or,The goods can,A:What are we going to do with the goods then?Can you find some other way to,deliver call off,Reading,Read the following dialogue about packing.Fill in the blanks with appropriate words in the word box.,covered dimensions,gross transit,compensated measurement,handling long-distance,A:Mr.Li,how are you going to pack the goods weve ordered?,B:We usually use a special corrugated carton for glassware.,A:How many vases are packed in one carton?,B:A dozen per carton.,A:What are the (1)_ of the carton?,B:It is 32cm long,24cm wide and 31cm deep.,A:What is the(2)_ weight?,B:The gross weight is 15 kilos a carton.,A:Are you sure such cardboard boxes are strong enough to withstand rough(3),_in transit or a lot of jolting in a(4)_ transport?,B:No problem.Well reinforce them with iron straps.,A:How are you going to mark the carton?,B:Well mark each carton with details of weight,the origin of the country,the(5),_ and warning symbols such as“FRAGILE”and“HANDLE WITH,CARE”.,A:Can you ensure that the goods wont be damaged during(6)_?,B:You will be(7)_for any loss in case damage occurs in transit,because the goods will be(8)_against WPA plus Risk of Breakage.,A:I see.All right,we agree to use cardboard cartons for the goods.,Situational Dialogue,Shipment negotiation,A:Mr.Liu,weve ordered 80,000 solar water heaters from your company,and our,customers are in urgent need of the goods as the selling season is approaching.,When do you think you can ship the goods?,B:Im sorry I cant give you a definite answer right now,because all the shipping,space has been booked up.Weve contacted the shipping company and asked,them to arrange a direct shipment for the goods,but they told us theres no,direct ship from here to your port.,A:What are we going to do with the goods then?Can you find some other way to,get the goods shipped immediately?,B:Yes.If you could approve transshipment,theres no problem to ship the goods,to your port before the selling season comes.,A:I think transshipment might add to the risk of theft and damage to the goods.,B:You neednt worry about it.If anything unfortunate happens to the goods,the,insurance company will compensate you for the loss.,A:How are you going to arrange transshipment for the goods?,B:Now there are two liners sailing from Shanghai to New York.The goods can,be transshipped at New York,and then they will be shipped directly from New,York to Toronto.,A:But it is not clearly stipulated in the L/C that transshipment is allowed.,B:If you have no objection,we can amend the L/C to allow transshipment at,New York.,A:All right.I agree with you.,Orally interpret the underlined sentences into Chinese.,Negotiation of packing and insurance,A:Mr.Liu,weve discussed the matters like price,payment,and packing.（1）,Now Id,like to know what kind of insurance coverage you have in mind for this batch of DVD,players.,B:Considering our deal is based on CIF terms,wed like to have it covered under WPA.,A:Is the damage of the goods included in WPA?,B:No.It belongs to the Breakage Risk.,A:Could you cover the Breakage Risk for us,then?,B:Certainly.（2）,But the Breakage Risk is classified under Extraneous Risks.If it is,required,the extra premium incurred will be for the buyers account.Thats the,international practice.,A:I see.One more thing here.Wed like to have the goods insured for 130%of the,invoice value.Can that be arranged?,B:Yes,but I have to point out that we usually cover the insurance for 110%of the,invoice value.（3）,Thus the premium for the difference between 130%and 110%of,the invoice value should be borne by you.,A:You can rest assured that well pay for the extra premium above 110%of the,invoice value.,B:Thats OK.Any more questions?,A:Yes.Could you tell me how you calculate the insurance premiums?,B:（4）,In brief,the premium is calculated according to the premium rate of the,risk to be covered.,As this transaction is concluded on WPA,the premium rate,will be 0.3%.And the premium will be 0.3%of the total insured value.,A:It sounds reasonable.Well,Ive got a last question.How long is the period,from the commencement to the termination of the insurance?,B:（5）,The cover shall be limited to 60 days upon discharge of the insured,goods from the seagoing vessel at the final port of discharge.,A:Oh,I see.Thanks a lot.,Fill in the blanks with appropriate words in the word box.,（3）Thus the premium for the difference between 130%and 110%of,compensated measurement,Shipment negotiation,a method of guarding against injury,loss or damage to,Fill in the blanks with appropriate words in the word box.,(4)letter of credit d an act or instance of shipping cargo,A:You can rest assured that well pay for the extra premium above 110%of the,required,the extra premium incurred will be for the buyers account.,The goods can,A:Are you sure such cardboard boxes are strong enough to withstand rough(3),insurance a.,gross transit,goods from the seagoing vessel at the final port of discharge.,If it is,in price,B:If you have no objection,we can amend the L/C to allow transshipment at,players.,Practice,Read the following statements and fill in the blanks with appropriate words in the word box.,indicate selling season,advance profitable,committed shift,deliver call off,1.They set off to _ supplies to an isolated village.,2.The political party has a core of _ supporters.,3.Please _ your preference on the product style.,4.Advertising is a highly _ business.,5.The meeting has been _ to 9 am.,6.Since the Christmas _ is approaching,we require delivery by October.,7.The business trip to New York might be _due to the bad weather.,8.The thought of working night _ put her off becoming a nurse.,Practices,2.Role-play,Student A,You are Mr.Zhang,a Chinese buyer at the exhibition.Talk about the packing of the goods(blouses)with Mr.Steward.Include the following aspects in your negotiation.State your terms and try to win Mr.Stewards agreement.,the outer packing,the inner packing,the mark of transportation,improvement of the packing,Student B,You are Mr.Steward,a salesperson from an American Textile Company.Negotiate the packing with Mr.Zhang.,Thank you!,