I.Ask and answer the following questions in pairs.
1.What did Mr. Fitch ask Mr. Jiang to tell him?
2.What payment terms did Mr. Jiang request?
3.What is an L/C? Explain it in your own words.
4.What is D/P?
5.Did Mr. Jiang accept D/P payment terms?
6.Why didn’t he accept D/P payment terms?
7.Why didn’t Mr. Fitch like to trade with Mr. Jiang on L/C basis?
8.Why did Mr. Jiang insist on L/C payment terms?
9.Mr. Fitch agreed to L/C payment terms in the end, didn’t he?
10.Give a summary of the whole dialoge.
II.Respond to the following.
1.Your price sounds too high.
2.Business will not be possible unless you reduce your price by 3%.
3.It is impossible for us to reduce the price any further.
4.We don’t give commission to importers in general.
5.We usually get a 3.to 5 percent commission form other suppliers.
III.Multiple Choice.
1.We are anxious to establish direct business____with your corporation.
Relations contact rtlation connection
2.As the goods are in _____supply, the market will probably fall next week.
Short free plenty fresh
3.Your full cooperation______
will be highly appreciated will be thanked very much is very obliged is to appreciate
4.As for the supply of Butterfly Sewing Machines, we suggest you_____our Shanghai branch office.
Get in touch get into touch with get in touch with get in contact
5.We shall advise you_____we are able to supply the goods again.
As while sa soon as until
6.As silk gatments are in great demand, we do not usually grant any discount______you could place an order for more than $5.,000
Until unless besides except
7.A:To open an L/C will carse us a great deal of difficulty.
B:__________________________
I’m afraid it can’t be done I’m afraid it doesn’t matter I’m afraid can’t help I’m afraid it can’t be helped
8._____an order for more than $50,000, we would allow a special discount of 3%
In case In the case that In the case In the case of
IV.Translate the following into English orally.
C:早上好，F先生。我希望你度過了一個愉快的周末。
F：謝謝。一切是那么美好， 我太喜歡了。我沒想到會度過如此開心的夜晚。
C：現在你在中國也呆了將近一周，請你談談你的感受，好嗎？
F：那絕非是一兩句話能說得完的。我是第一次來中國。但是，中國正在迅速變化，這一點是人人都能看到的。你們走的發展路子是對的。我很高興也能身在其中。
C：謝謝你這么說。
F：我聽說你們現在按國際慣例行事，也接受各式各樣的付款條件了，是嗎？
C：不錯。但是也得根據情況而定。一般來說，我們在出口貿易中總是要求買方用信用證付款。
F：考慮到我們是初次打交道，希望你們能提供一些優惠的付款條件。你看承兌交單可以不可以呢？
C：很抱歉，恐怕不行。正如我剛剛說的，信用證是我們的通常做法。我們彼此是初次做買賣，大家還不十分了解，采用信用證付款方式對大家讀更安全些。
F：那么對這一筆買賣我們可以采用信用證付款方式。但是，今后是否可以考慮付款交單方式呢？你看，在采用付款交單情況下，貨物要在付款之后才會交出，這就不存在買方取貨而不付款的風險了。對我們來說用付款交單比信用證也便宜些。
C:這個問題我們下一次交易時再談也不遲。希望我們雙方能順利完成這筆訂單，建立相互信任，今后能在優惠付款條件的基礎上發展業務。
