商务英语外贸实务教材考试重点

1请就钢板向我方CIF西雅图最低价，包括百分之五的佣金Please quote us your rock-bottom price for钢板CIF Seattle inclusive of 5% commission.2请采取必要的预防措施是包装能保护货物在运输途中不受潮湿和雨淋的伤害Please take necessary precautions that the packing can protect the goods from dampness or rain in transit. 3我们多退让一步吧百分之五十信用证，其余的用付借款交单，你看怎么样Let’s meet each other halfway. What do you think of 50% by L/C and the balance by D/P?4请注意，由于外汇汇率浮动较大，价格会随时起变化，不预作通知Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.4、我们的证明书以盖公章和局长签字有效Our certificates are made valid by means of the official seal and personal chop of the commissioner.5请报一百吨钢板CIF大连最低价，并请告知详细规格Please quote us your lowest price, CIF Sydney, stating the earliest date of shipment.（详细规格，不准确）6由于原料价格已上涨百分之二十，我方不久将发布提价的价目表The price of raw materials has advanced 20%and we shall shortly be issuing an advanced pricelist.7请确保货物于十月十五日左右起航的“和平轮“装运Please see to it that the goods are shipped per PEACE sailing on or about October 15th.8我方羊毛衫有着无比优越的品质和色彩，在这一点上没有人能赶上我们Our woolen sweaters have no rival /equal in quality and color. No other supplier can touch us in this point.9这些机器必须使用适合海运并能承受野蛮装卸的箱子包装These machines must be packed in seaworthy cases capable of withstanding rough handling. 10我方欲购买洗衣机，请报你放最优惠的价格As we are in the market for washing machine, we should be pleased if you would send us your best quotations.11请报CIF悉尼最低价，包括我方百分之二的折扣，并告知最早的装运期Please quote us your lowest price, CIF Sydney, inclusive of our 2% discount, stating the earliest date of shipment.12我放的报盘随时会有变化，不做预先通知；Our offer is subject to change without notice.13如果我方的消费者对这批货满意的话，肯定会向你方大批量续订的；If you can supply goods of the type and quality required, we may place regular orders for large quantities.14如果没有客户的特别指示，我们一般给客户投保平安险；It’s our usual practice to cover the goods against F.P.A. in the absence of definite instructions from our clients15你方如果能降价，比如说百分之八的话，我们也许能成交；Should you be prepared to reduce your limit, say 8%, we might come to terms.16我们将按照合同分三批交货，至二月份开始，每月六百吨；In compliance with the contract, we will ship the goods in 3 monthly installments of 600 tons from Feb.17百分之十的预付是不够的，我方要你们把预付款至少增加到百分之二十；The 10% advance payment is not sufficient, so we ask you to increase it to at least 20%.18我们的货物只有在符合出口标准后商检局才予以放行；Our goods must be up to export standards before the Inspection Bureau releases them.19此盘五天内不接受撤销论；This offer must be withdrawn if not accepted within five days.20第一批货物500吨将在七月份装运，其余二百吨年底前一次交完；The first lot, 500 tons, will be delivered in July and the remaining 200 tons before the end of the year in one lot.21请把分期付款中的第一次付款用电汇方式支付，余额分五批支付；Please remit the down payment to us by T/T. Payment of the balance is to be spread over 5 installments.22买方有权在合同与定期内进行复检，复检费用由买方承担；The buyer is entitled to re-inspect within the contracted time and the re-inspection fee shall be borne by the buyers.23请就连衣裙向我方报CIF伦敦最低价，包括5%的佣金；Please quote us your rock-bottom price for dress CIF Seattle inclusive of 5% commission.24我方不能按你方提示的幅度降价8%；There is no possibility of our cutting the price to the extent you indicated, i.e. 8%.25即期信用证支付是我们的通常做法，对这笔交易我们不能破例It’s our usual practice to require payment by sight L/C, so we can’t set a precedent for this transaction.26如果货物的质量和数量与合同不符，有谁出具检验证书呢？Who issues the inspection certificate in case the quality or quantity does not conform with (be in conformity with) the contract?1、A is inquiring about B’s toys, wanting to know the unit price on CIF basis quantity suppliable , and possible date of shipment mode of payment.A: Hello! I’m Alice from America.B: How do you do, Mr,Alice? My name is Bob.A: Glad to meet you, Mr.Bob. I know your company are specializeing in the exportation of toys.I wonder whether you can quote us on CIF basis quantity suppliable.B:Yes. Based on your requirement, We are pleased to quote you for 50 dollars per unit.A: Thank you very much. Mr. Bob. What about the mode of payment?B:Our terms of payment are by irrevocable L/C payable by draft at sight against presentation of shipping documents.A:What’s the possible date of shipment?B: Three to four weeks after receipt of letter of credit .A:Thank you.2、A wants to buy 3000 computers from B both sides agree on the price . a ask a 5% quantity discount, but B agree to 3%. A takes it, and the deal is concluded.A:We will order 3000 sets of computers from your company .Having gone over your quotation sheet, we found that your prices are much too high, at least 10% higher than those of Japan compared with the similar products. So it would be difficult for us to push any sales if we buy the goods at such prices.So how about a 5% discount?B: Considering the long-standing business relationship between us, we shall grant you a special discount of 3%.A: Your proposal seems to be reasonable. All right. In order to get the business, I accept it.3、A hopes that he and B can meet each other halfway, a insists the price he has changed is very reasonable , b tells him that there is a keen completion they are also discussing some other details including terms of payment shipping and so on .B: Well, in order to get the business, I can accept the prices of your components, but there isstill a gap of 40 dollars about the unit price of your computers, let me make a bid, shall I?A: The price I offered is very reasonable.B: To be frank with you, we can get an offer from another supplier. The prices are much lower than yours. If you insist on your present price, we have to accept the other offer.A: Let’s meet each other halfway further.B: Mr.Alice, you certainly have a way of talking me into agreeing your prices. Well, for the sake of friendship, I accept these prices.What’s the shipment?A:Three to four weeks after receipt of letter of credit .B: What about the mode of payment?A:Our terms of payment are by irrevocable L/C payable by draft at sight against presentation of shipping documents.B:It’s a good deal!Thank you!5、A wants to know whether it is a firm offer . And he expresses hopes to place a trial order on certain conditions. So A and B are discussing the details .A:I want to know whether it is a firm offer?B:Sure,it is a firm offer. We are making you, subject to your acceptance before the end of this month, the mentioned offer.A: Mr. Bob, we should discuss the problem of placing an order next step, I think.B: How many computers do you want to order?A: As is stated before, we’ll order 1000 sets at the very most because your prices are still on a high side though you have adjusted. It would not be easy for us to push the sales if we buy it at this price.B: If you order 2000 sets, we are prepared to make a 2% reduction again.A:It’s a good deal!Thank you.6、A is inquiring about B ‘s leather gloves for the following information .1 the unit price on FOB basis.2 quantity for immediate delivery3 possible date of shipment4 required terms of paymentA: Please quote us your rock-bottom price for leather gloves on FOB basis.B: We are pleased to quote you for 15 dollars per unit.A:And what’s the quantity for immediate delivery?B: A fact remains that our manufacturers have a heavy backlog on hand. So the quantity can only be made 2000 units.A:OK. What’s the t ime of delivery about our orders?B: I’m afraid it would be by the end of July.A: We are glad that through our mutual efforts and cooperation, we’ve settled the issues of price, and quantity. Now what about the terms of payment?B: For the payment of this order, we can only accept payment by confirmed irrevocable letter of credit payable.A: Good. Let’s call it a deal.8、While a wants to B paid by confirmed irrevocable L/C.B insists on paying by T/L on the ground of this transaction involving a small amount .Finally a makes a concession in paumeng rerms and agrees to be paid buy T|TA: For the payment of this order, we can only accept payment by confirmed irrevocable letter of credit payable against others.B: This transaction involves a small amount ,so could you make an exception and accept T/L?A: Well, since your old customers speak highly of your commercial integrity, and we believe this initial business will serve to promote the friendship as well as trade between us, I’ll let you make the payment by T/T.B:Well, since your old customers speak highly of your commercial integrity, and we believe this initial business will serve to promote the friendship as well as trade between us, I’ll let you make the payment by aA: That’s terrific. Thank you very much.9、A the buyer is requiring about the packing of his order for china vases, B the seller suggest having them packed in cardboard boxes a does not agree, after negotiation ,b agrees to pack the vases in wooden case.A: What about the outer packing for the china vases ?B: We usually use a special cardboard box with stenciled shipping marks as outer packing.A：I’m afraid the cardboard boxes are not strong enough for such product, but for textile.B: Such cardboard boxes are very strong and we also reinforce them with iron straps.A:But these goods are fragile,so we hope that you can pack the vases in wooden case.B:Well,in order to promote the friendship as well as trade between us,I accept it.1) Establish Business Relations (建立业务关系)2) Inquiries and Offers (询盘与报盘)3) Business Negotiations-Counter Offer and Declining a Counter Offer (贸易谈判-还盘和反还盘)4) Acceptance and Order (接受与订货)5) Packing and Shipment (包装与装运)6) Payment and Delivery (付款与交货)7)Inspection, Insurance and Arbitration (商检,保险与仲裁)8)Complaints, Claims and Adjustments(抱怨,索赔与理赔)9)Agency and Contract (代理与签约)10) Etiquette in Business Negotiation (商务谈判的礼节)FOB (free on board)：离岸价CFR /C&F (Cost & Freight): 成本加运费CIF (Cost, insurance and freight)：到岸价格1）L/C (Letter of Credit):信用证2）T/T (Telegraphic Transfer):电汇(30+70T/T)3）D/A (Documents against Acceptance): 承兑交单4）D/P (Documents against Payment): 付款交单1) G.W (Gross Weight): 毛重2) N.W (Net Weight):净重3) B/L (Bill of Lading):提单4) ETA (Estimated Time of Arrival) 预计到达时间5) PO (Purchasing Order) 订单A general inquiry(普通询盘)A specific inquiry (具体询盘):firm offer or offer with engagement (实盘)：soft offer or offer without engagement (虚盘)revocable L/C/irrevocable L/C 可撤销信用证/不可撤销信用证confirmedL/C/unconfirmed L/C 保兑信用证/不保兑信用证sight L/C/usance L/C 即期信用证/远期信用证without recourse L/C/with recourse L/C无追索权信用证/有追索权信用证profit: 净收入，净利margin：利润额gross margin: 毛利润profit margin：利润率margin and profit margin: 毛利润和利润率THIS SIDE UP 此端向上HANDLE WITH CARE 小心搬运USE NO HOOKS 请勿用钩KEEP DRY 保持干燥KEEP PLAT 注意平放TO BE KEPT COOL 低温保存KEEP AWAY FROM BOILER 远离锅炉INFLAMMABLE 易燃货物FRAGILE 当心破碎EXPLOSIVES 易爆物品1)cardbox 纸板箱carton 纸箱polybag 塑料袋wooden case 木箱sack麻袋crate板条箱bale包can/tin听carboy大玻璃瓶bundle捆container集装箱pallet托盘casket 小箱cask 桶drum 圆桶keg 小桶2)foamed plastic 泡沫塑料plasticsheet 塑料纸S.S. = steamship 轮船per S.S. Dong Feng 经东风号轮new year rush 新年销售旺季partial shipment 分批装运speed up 加速work in three shifts 三班倒backlog 积压而未交付的订货see to it that 注意办理以使freight forwarder 运输代理（行）Remittance (汇付), Collection (托收) and Letter of credit (信用证).Mail Transfer (M/T) (信汇), Telegraphic Transfer (T/T) (电汇) and Remittance by Banker’s Demand Draft (D/D) (票汇). Clean Collection (光票托收) and Documentary Collection (跟单托收). Documents against Acceptance (D/A) (承兑交单) and Documents against Payment (D/P) (付款交单).confirmed L/C (保兑信用证), unconfirmed L/C (不保兑信用证);sight L/C (即期信用证), usance L/C (远期信用证); transferable L/C (可转让信用证), non-transferable L/C (不可转让信用证);down payment 预付定金tie up 占压the balance 剩余部分/余额payment by installments 分期付款 facilitate one’s financing 帮助资金周转exceptional case 例外monetary market 金融市场grant the facility 答应/给与便利make great difference to 对…有很大影响not to be taken as a precedent 下不为例be identical to 与…一致Money 一般的钱Note/bill 纸币Coin 硬币Currency 货币Fund 资金，基金，专款（常用复数） Capital 资本Loan 贷款Free from Particular Average (FPA)(平安险), With Particular Average(WPA)(水渍险) and All Risks(一切险).Sole agent (or exclusive agent)(独家代理):General agent (or commission agent)(总代理):1.CFR：cost and freight,成本加运费FOB：Free on board 装运港船上交货B/L：Bill of lading,海运提单L/C：Letter of credit,信用证PO: PO (Purchasing Order) 订单D/A:Documents against Acceptance承兑交单S.S ：steamship (steam ship) 【商】汽轮;汽船ETA ：估计到达时间（Estimated Time ofArrival）；T/T :Telegraphic Transfer,电汇CIF：Cost Insurance and Freigh,成本保险费加运费N.W：net weight 净重D/P ：付款交单（Document againstPayment）C&F ：成本加运费（Cost and Freight）WPA ：水渍险（With ParticularAverage）2. (1)运输代理freight agent(2)中性包装neutral packing(3)装运通知Shipping advice (4)承运人Carrier(5)销售确认书sales confirmation(6)佣金commission(7)最终用户final/end user(8)清洁提单clean bill of lading(9)报价单quotation /price sheet(10)规格specification/standard(11)分销商distributor(12)装运须知Shipping instructions(13)保险费premium(14)报价单quotation /price sheet(15)虚盘soft offer or offer without engagement r(16)名片Business card(17)商业发票commercial invoice(18)规格specifications; norms; standards; specs:(19)发货人consignor; shipper; deliverer(20)实盘firm offer or offer with engagement(21)最终用户final/end user(22)保险商underwriter/ assurer(23)样品sample(24)水渍险with particular average (W. P. A.)(25)保险商underwriter/ assurer(26)提单bill of lading (B/L);(28)一切险all risks(29)销售确认书sales confirmation(30)信用证受益人beneficiary(31)开证行issuing/opening bank。

《国际贸易实务》课程考核大纲一、课程编号：二、课程类别：商务英语专业专升本课程三、编写说明本考核大纲根据《国际贸易实务》课程教学大纲编写，是《国际贸易实务》考核的依据。

本课程采用标准化闭卷考试形式，主要测试考生对国际贸易实务知识的掌握程度和运用能力。

本考核大纲适用于商务英语专业专升本考试。

四、课程考核的要求与知识点第一章引言1、识记：国际货物买卖的特点。

2、理解：国际货物买卖遵循的有关规则。

3、运用(或掌握)：进出口贸易的基本业务程序。

第二章国际贸易术语1、识记：贸易术语的含义及作用。

2、理解：主要国际贸易术语。

3、运用(或掌握)：贸易术语的交货和风险转移点，以及买卖双方的义务。

第三章出口价格1、识记：出口价格的书写格式。

2、理解：各种价格的计算方法。

3、运用(或掌握)：不同价格的转换计算。

第四章商品条款1、识记：商品的描述方式的基本内容。

2、理解：（1）不同计量单位的表达方式；（2）商品条款的正确表述方式。

3、运用(或掌握): 无。

第五章货物运输1、识记：（1）海洋运输方式种类；（2）海陆运输方式种类。

2、理解：运输费的计算。

3、运用(或掌握)：运输单据的运用。

第六章货物运输保险1、识记：（1）货物保险建立的原则；（2）主要海运风险的损失分类。

2、理解：（1）CIC的保险条款；（2）ICC的保险条款。

3、运用(或掌握)：（1）CIC和ICC条款的异同；（2）保险类别的选择和赔付范围。

第七章国际货款的支付1、识记：（1）支付工具的种类；（2）支付方式的种类2、理解：（1）支付工具的使用方法；（2）支付方式的使用流程。

3、运用(或掌握)：信用证的结算方式以及过程。

第八章出口单据1、识记：（1）出口单据的重要性；（2）出口单据的基本要求。

2、理解：（1）主要出口单据的种类和作用；（2）单据的开出和接收方。

3、运用(或掌握)：不同阶段所需准备的出口单据及期用途。

第九章检验、索赔、不可抗力和仲裁1、识记：（1）检验证明的种类和作用；（2）不可抗力的规定方法。

商务英语复习重点一■中译英（共20分，每小题2分洪10道题）内容祁来源丁presentation,每个topic都冇涉及胚冇个别课外内容；二英译中供20分,每小题2分，共10道题）内容都来源于presentation,＜个topic都有涉及,还有个别课外内容;%1.根据文章内容选词填空（共20分,每小题2分，共10道题）给出一段文章，选择合适的单词填空.文章都出自课木，复习范围：10 页A2,11 页B1,18 页A1,28 页A1,47 页B1,50 页A2.56 页A1,63 页B1,67 页C1%1.改错（共20分,每小题2分，共10道题）两段文章，每找出一处错谋得1分，更正正确得1分•两段文章均出自课木，但不一定是和课木同样的错误•复习范围：26 页A1,27 页B1,30 页A1,31 页B1,34 页A1,82 页A2五•选词填空（共20分,每小题2分，共10道题）10个选项（都是词纟R）,10个付了，将选项填入付了•木部分题目内容为课外内容中译英复习范目1.合适的包装能确保产甜不变质以及不受到损害2.我们应为为员工未来的职业发展提供尽可能多的机会；3.精美的包装就如同一个五秒钟的广告，它能给予公司一次最后说服顾客购买产品的机会4.外部招聘能带来新鲜血液5.我们应当制作一个详细的工作职责和应聘者要求；6.公司招聘分为内部招聘和外部招聘7 •很多购买决定是一时冲动作出的；8.我们应当让员工参与决策过程9.我们处在一个越来越以顾客为主导的经济环境半屮10.我们应当为员工提供有竞争性的薪金；11 •进行市场调查能让我们得到关于产品的第一手信息12.新技术会让一些员工感觉压力大得无法承受13.我们要组织一些活动增进员工的感情，然他们有在家的感觉；14•我们能够他道顾客的需求和期望，从而升级我们的产品，完善我们的服务15.和顾客保持个人交往能让他们感觉备受重视16.我们应当为顾客提供高质量的产品和稳定的服务17.若顾客对我们的服务满意，我们就会有一•个非常稳定的顾客基础18.我们应当允许一段合理的转换期让新老技术共存；19•汽车公司就没有必要再雇用售票员，就能节省一大笔员工支出；20 .政府会因为企业违反了安全健康规则而将他们驱逐出行业21.在互联网上销售产站能让我们在24小时之内都和顾客做交易22•使用环保的交通方式能给我们的商业伙伴留下良好的印彖，因为他们会觉得我们具有社会责任感；23.入职培训包括公司背景及各项规章制度的介绍24在网上销售产品能让顾客觉得我们能跟随最新的发展，这对于公司形彖是有益的25 •我们应挑选能代表公司形象的公众人物做我们的产品代言人。

国际商务实务考试复习要点梳理在现代全球化的背景下，国际商务实务考试成为了越来越多商科学生的选择。

这门考试的内容涉及到国际贸易、国际市场、国际金融等多个方面，要求考生具备广泛的知识面和深入的理解能力。

为了帮助考生更好地复习备考，本文将对国际商务实务考试的要点进行梳理。

一、国际贸易国际贸易是国际商务实务考试的核心内容之一。

在复习国际贸易时，考生需要了解国际贸易的基本概念、原则和规则，以及国际贸易的主要形式和方式。

此外，还需要熟悉国际贸易的相关术语和流程，包括进出口、贸易方式、贸易壁垒等。

在复习过程中，考生可以通过阅读相关教材和案例，加深对国际贸易的理解和运用能力。

二、国际市场国际市场是国际商务实务考试的另一个重要内容。

在复习国际市场时，考生需要了解国际市场的特点和趋势，以及国际市场的开拓和管理方法。

此外，还需要熟悉国际市场的市场调研、市场定位和市场推广等相关知识。

在复习过程中，考生可以通过分析国际市场的案例和实践，提高对国际市场的理解和应用能力。

三、国际金融国际金融是国际商务实务考试的另一个重要考点。

在复习国际金融时，考生需要了解国际金融的基本概念和原则，以及国际金融的主要机构和工具。

此外，还需要熟悉国际金融的风险管理和投资决策等相关知识。

在复习过程中，考生可以通过学习国际金融的理论和实践，提高对国际金融的理解和应用能力。

四、跨文化管理跨文化管理是国际商务实务考试的另一个重要考点。

在复习跨文化管理时，考生需要了解跨文化管理的基本概念和原则，以及跨文化管理的挑战和策略。

此外，还需要熟悉跨文化沟通和跨文化谈判等相关知识。

在复习过程中，考生可以通过学习跨文化管理的案例和实践，提高对跨文化管理的理解和应用能力。

综上所述，国际商务实务考试的复习要点主要包括国际贸易、国际市场、国际金融和跨文化管理等方面的知识。

在复习过程中，考生可以通过阅读教材、分析案例和进行实践操作等方式，提高对相关知识的理解和应用能力。

同时，还需要注重对理论知识的记忆和掌握，以及对实际问题的分析和解决能力的培养。

千里之行，始于足下。

202X年商务英语期末考试重要知识点202X年商务英语期末考试重要知识点一、商务英语基础知识商务英语是指在商务活动中使用的英语，主要包括商务交流和商务写作两个方面。

商务英语的基础知识包括商务词汇、商务语法、商务写作等。

商务词汇：包括商务名词、商务动词、商务形容词等，如trade（贸易）、export（出口）、import（进口）、negotiation（谈判）、contract（合同）等。

商务语法：包括时态、语态、语气、句型等，如一般现在时、一般过去时、一般将来时等，被动语态、完成时等。

商务写作：商务写作包括商务信函、商务报告、商务备忘录、商务演讲等，要注意写作的结构、用词、语法等。

二、商务会议和谈判商务会议和谈判是商务英语中常见的场景，关键知识点包括会议和谈判的流程、用语、技巧等。

商务会议：会议的类型、召开会议的流程、会议的议程、会议的开场白、主持会议的技巧、会议的总结和回顾等。

商务谈判：谈判的准备工作、谈判的策略、谈判的技巧、谈判的用语等。

第1页/共3页锲而不舍，金石可镂。

三、商务信函和邮件商务信函和邮件是商务英语中常见的写作形式，关键知识点包括信函和邮件的格式、用语、语法等。

商务信函：信函的格式、信函的头部、信函的称呼、信函的正文、信函的结尾、信函的附件等。

商务邮件：邮件的格式、邮件的主题、邮件的正文、邮件的附件、邮件的回复等。

四、商务报告和演讲商务报告和演讲是商务英语中常见的写作形式，关键知识点包括报告和演讲的结构、用词、语法等。

商务报告：报告的结构、报告的目的、报告的内容、报告的语言风格等。

商务演讲：演讲的结构、演讲的目的、演讲的内容、演讲的技巧等。

五、商务英语口语商务英语口语是在商务交流中使用的口语表达，关键知识点包括常见的商务口语表达、场景对话、礼貌用语等。

常见商务口语表达：提供服务、预订机票、接待客人、介绍产品、商量约会等。

场景对话：商务接待、商务洽谈、电话交流、商务会议等。

商务英语复习重点第一章单词：business 商业entrepreneur 企业家Material resources 物力资源human resources 人力资源Financial resources 财政资源information resources 信息资源Manufacturing business 制造业tangible goods 有形财物Service business 服务型行业middlemen 经纪人Sales revenue 销售收入expense 费用Profit 利润loss 亏损Free-market system 自由市场经济pure competition 完全竞争Supply 供给demand 需求Monopolistic competition 垄断市场oligopoly 垄断寡头Monopoly 垄断段落：①、A person who risks his or her time ,effort ,and money to start and operate a business is called an entrepreneur . To organize a business ,an entrepreneur must combine four kinds of resources :material , human ,financial ,and informational . 企业家的概念和组成②、Pure competition is the complete form of competition .Pure competition is the market situation in which there are many buyers and sellers of a product , and no single buyers or sellers is powerful enough to affect the price of that product. In pure competition ,then, sellers and buyers as well must accept the going price.完全竞争③、Monopolistic competition is a market situation in which there are many buyers along with relatively many sellers who differentiate their products form the products of competition .垄断竞争④、An oligopoly is a market situation in which there are afew sellers . 寡头垄断⑤、A monopoly is a market with only only seller.完全垄断第二章单词：sole proprietorship 独资企业unlimited liability 无限责任Partnership 合伙general partner 普通合伙人Limited partner 有限合伙人corporation 公司Stock 股份stockholder 股东Close corporation 股份不公开公司open corporation 股份公开公司Corporate charter 公司执照common stock 普通股Preferred stock 优先股board of director 董事会Corporate officers 公司官员limited liability 有限责任Merger 兼并，合并cooperative 合作社Joint venture 合资企业syndicate 财团段落：①、In today a business environment , there are three major forms of legal organization : sole proprietorship , partnership , and corporation.企业的组织形式②、A sole proprietorship is a business that owned by one person . Sloe proprietorship is the oldest and simplest form of business ownership ,and it is the easiest and start. In most instances ,the owner simply decides that he or she is in business and begins operations.独资企业③、A partnership is an association of two or more persons to act as co-owners of a business for profit. 合伙企业④、A corporation is an artificial person created by law ,with most of legal rights of a real person .股份公司句子翻译：1、I think we should start /make a start/get started.我想我们应该开始/着手开始/进入正题了吧。

Unit 1freelance 自由职业shift work 轮班工作，倒班制temping 当临时工，任临时雇员consultancy 咨询公司，顾问公司，提供咨询服务flexitime 弹性工作（上班）时间Unit 2client service executive 客户服务主管resources director (human resources director的简称) 人力资源部经理qualification n.资格incumbent programme 在职员工培训课程，岗位培训课程perk n. 好处，额外津贴，外快budget n. 预算non-cash reward 非现金形式的奖赏career goal 职业目标senior management 高层管理人员Unit 3sole trader 自营贸易商partnership 合伙经营franchise 特许经营entrepreneurial spirit 企业家精神，进取精神franchisor n.授予特许者franchisee n.(公司的分店、零售店或联号商店的)特许经营者，加盟者trademark n. 商标profit margin n. 利润率Unit 4billboard 广告牌word of mouth 口头广告mailshots 邮寄广告spam 电子邮件广告banners 横幅广告brochures 小册子subscription fee 入网费，开通服务费target audience 目标观众delegate vt & vi. 托付，分派，移交 n.代表 delegator n.托付者，委派者，移交者check up 校对，检验，检查，调查Unit 5set the agenda 制定议程reach an agreement 达成协议take the minutes 作会议记录Unit 6arrange an interview 安排会面pay off 还清欠债，取得成功mortgage n.抵押，按揭disciplinary procedures 惩戒程序，纪律程序recruit 招聘，招募dismiss 解雇sack 解雇lay off (临时)解雇make redundant 裁员give notice 递交辞呈walk out 罢工resign 辞职take voluntary redundancy 自愿接受裁退reasonable period 合理的时间，合理的期限notice period 通知期限，关注期reasonable ground 合理的理由，合适 的理由Unit 7commercial director 销售总监sales pitch 销售口才door-to-door selling 挨家挨户推销sales quota 销售定额sales figure 销售数字sales representative 销售代表substantial financial rewards 切实的经济回报product specification 产品规格Unit 9brand identity 品牌识别特征marketing tool 营销工具slogan n. 广告语，口号。

商务英语复习重点（全）PART 11.If you can accept payment by L/C, we will make you a very competitive ( C ).A.order C.offerB.enclosure D.offer firm2.We find your quotation for ( D ) much too high.A.woman blouses C.women’s blousesB.women blouses D.blouses3.For your information, our products enjoy a ready ( C ) in Europe.A.sell C.saleB.selling D.Sail4.If you are prepared to increase your ( B ) to 15%, we shall be pleased to purchasethe complete stock.A.price C.sales volumeB.discount D.Cost5.A recent market survey reveals that such articles are no longer ( A )A.in demand C.demandedB,on demand D.for demand6.The paper ( B ) our cartons is strong and damp-proof,A.lines C.linedB.lining D.which is lined with7.You would be ( C ) if the consignment should be ( ) to damage duringtransportation.pensated...subject pensated...subjectedpensated for...subjectpensated...subjected8.We are sorry to inform you that the items you ( D ) are temporarily out of stock.A.inquire C.demandB.request D.require9.We hope this will facilitate ( D ) the insurance cover.A.you to take out C.for you to take outB,you in taking out D.your taking out10.We can assure you that the ( C ) will be seaworthy.A.pack C.packingB,package D.packaging11.You can ( D ) a draft at 30 day’s sight thought Bank of China for the full CIFvalue of the invoice.A.establish fort us C.issue to usB.open against us D.draw on us12.Please ( B ) your L/C validity till June 21.A.extent C.expandB.extend D.effect extension for13.If you agree to payment by L/C, please ( B ) us at once.A.notice C.noterm D.advice14.Two months’ ( C ) is necessary for a change in specifications.rmation C.noticeB.note D.notify15.Please ( C ) “Freight to collect” as this transaction is concluded on CFR basis.A.amend C.deleteB.insert D.stipulate16.Please let us know if you can accept (A ) by D/P.A.payment C.our making paymentB.that payment is effected D.payment effected17.I ( D ) that payment bu T/T is desirable for this transaction.A.am considering C.will considerB.have considered D.consider18.Could you consider ( B ) us a special discount on this particular order?A.to grant C.that you grantB.granting D.that you may grant19.We ( C ) your inquiry of October 12.A.are on receipt of C.thank you forB.are in receipt of D.are obliged to20.As the goods may be ( B ) rough handling during transportation,the cartonsshould be strengthened with overall metal straps.A.subject to C.on the subject ofB.subjected to D.met withPART 21.Would you mind sending your representative here and answer in person a few ofA B C Dour question?T: C→to answer2.Mr. Brown is head of our import department, and as it he is responsible for all ourA B Cpurchase decisions.DT: B→as such3.Please send a package of sample tiles indicated in the enclosing list for us toA B C Dairmail to our principals in France.T: C→in the enclosed list4.We are interested in contacting a number of prominent manufactures in yourAcountry with a view to choosing lines suitable for the Spanish market.B C DNo error5.I will fax you at the beginning of next week to propose a mutual convenientA B Carrangement.DT: C→mutually6.Messrs.Brown & Clark of this city has informed us that you are exporters of laserA B C Dprinters.T: C→have7.We have recently established business relations with ABC Co. Ltd. We have justA Bsigned a contract for canned meat.C DT: C→signed with them8.If you want the goods to be insured against All Risks, we can effect it for you.A B C DT: C→the insurance9.We can assure you that we shall effect shipment as soon as we receive your letterA B C Dof credit.T: B→arrange10.It would be regrettable to see an order declined owing to disagreement on price.A B C DNo error11.As regards to your Order No.115, we are pleased to inform you that we are ableA Bto receive your proposal for payment by time draft.C DT: A→as regards C→to accept12.The risks which we normally insure against China Insurance Clauses are AllA B C DRisks and War Risk.T: C→as per China Insurance Clauses13.As your order has been ready for shipment, please inform your forwarding agentA B Cto make shipping arrangements.DT: B→is ready C→instruct14.Unless we hear from you on the contrary, we shall arrange shipment of theA Bconsignment as usual.C DT: B→to the contrary15.We are well aware thar S/C No.AC37 stipulates for shipment to be made inA BNovember; however, we will appreciate it if you will arrange advancedCshipment.DT: B→that shipment is D→to advance shipment16.The goods are to be shipped by the first available vessel to Antwerp forAtranshipment to Rhine lights, and we shall be glad if you will make the necessaryB Carrangements for this on a through bill of lading.DNo error17.We should be grateful if you would send us samples of the items you can supplyA Btogether with a comprehensive price list to so as to enable us to go fully into theC Dpossibilities of business.T: B→your available items18.As shipment time is drawing neat and our goods have been ready for quite some,A B Cwe hope you will open the L/C covering our S/C in time.DT: D→covering our S/C19.We find with regret that the several following points do not comply with theA B Cstipulations set forth in our sales confirmation.DT: B→the following C→conform20.Although we are fully booked for the next few month, your order is considerableA B C Dif you can agree to partial shipments.T: D→acceptablePART 31.Dear Ms. CarpenterWe thank yo for your letter of 20 May, and understand your concern with packing. We can assure you that we take every possible precaution to ensure (ensure) that our products reach (reach) our customers all over the world in prime condition.For your information, “Ariel” caviar is packed as follows (follow):Each jar is wrapped (wrap) in tissue paper before being packing (pack) in its individual decorative cardboard box. The boxes are then packed in strongcardboard cartons, twelve to a cartons, separated (separate) from each other by corrugated paper dividers.The cartons are then packed in strong wooden crates. Since the cates arespecially made to hold (hold) twenty-four cartons, there is no danger ofmovement inside them. In addition,the crates are lined with waterproof, airtight material. The lids are secured (secure) by nailing, and the crates are strappedwith metal bands.We hope this has answered (answer) your questions, and look forward to receiving (receive) orders from you.Yours faithfully,2.Dear Mr. JamesonYour Order No.2231--Our S/C No.99MO47We are pleased to inform you that the mopeds ordered (order) under the above number have been dispatched (dispatch) as arranged (arrange).The mopeds are placed in 50 cases, 2 to case. The cases are marked FBC in square, Malta, and numbered (number) 1-50.The consignment is arriving (arrive) at Malta on December 20, on the m.v African Queen, which sailed (sail) from Ningbo yesterday.Clean, shipped on board Bs/L in complete set, together with a commercial invoice and an insurance certificate, both in triplicate, have been handed (hand) to Bank of China, together with our sight draft in accordance with the terms os your L/C opened (open) with Barclays Bank, who, we believe will inform (inform) you of the arrival of the documents.We are sure you will be (be) more than satisfied with this consignment, and we look forward to hearing from you again.Yous faithfully,PART 41.Date: 13 December, 2013Dear Sirs or MadamesL/C No. UBI-20195933We are pleased to have received the captioned L/C for 8GB Sound-activated Video Camera Pen. As some of its terms are found to be not in conformity with S/C stipulations, we hope you will make the following amendments to enable us to effect shipment within the contracted time limit:1.The date and place of expiry should read “20/12/2019 Shang Hai”2.The amount in figures and words should respectively be “USD185,000”and“Say United States Dollars One Hundred Eighty-five Thousand Only.”3.Period for presentation should be documents must be presented within 20 daysafter the shipment date but within the validity of the credit.4.The wording regarding insurance certificate or policy required should bedeleted.5.Description of goods and/or services should be 10,000 items of CMP112G8GB Sound-activated Video Camera Pen.6.The Contract number should be 28KG603.7.The L/C No. should be UBI-20195933We look forward to your early amendments.Yours faithfully,PART 51.Documents against payment 付款交单2.Counter offer 还盘3.Price list 价目表4.Confirmed L/C 保兑信用证5.Turnover 营业额6.Import license 进口许可证7.Pro forma invoice 形式发票8.Sales confirmation 销售确认书9.Certificate of origin 原产地证mercial invoice 商业发票11.Charter party 租船合同12.Shipping space 舱位13.Beneficiary 受益人14.Bill of exchange 汇票15.Time draft 远期汇票16.Endorsement 背书17.Documents against acceptance 承兑交单18.Telegraphic transfer电汇19.Mail transfer 信汇20.Remittance 汇付PART 61.零售商Retailer2.批发商Wholesaler3.递盘Bid4.工厂交货Ex Works5.副署(to) countersign6.规格Specification7.平安险Free from Particular Average8.水渍险With Average/With Particular Average9.免赔险Franchise10.偷窃、提货不着险Theft,Pilferage & Non-Delivery11.装箱单Packing list12.公吨Metic ton13.航空货运单Air waybill14.海运提单Ocean B/L15.不符点Discrepancy16.往来银行Correspondent bank17.议付Negotiation18.溢短装条款More or less clause19.托收Collection20.票汇Demand draftPART 71.WPA With Average/With Particular Average 水渍险2.FPA Free from Particular Average 平安险3.T /T Telegraphic Transfer 电汇4.M/T Mail Transfer / Metric Ton 信汇/ 公吨5.D/A Documents against acceptance 承兑交单6. D /P Documents against payment 付款交单7.CFR Cost & Freight 成本加运费价8.FOB Free On Board 装运港船上交货价9. B /L Bill of Lading 提单10.S /C Sales contract 销售合同11.ICC Institute Cargo Clauses 伦敦保险协会货险条款12.T.P.N.D. Theft,Pilferage & Non-Delivery 偷窃、提货不着险13.FCL Full Container Load 整箱货14.UCP Uniform Customs & Practice for 跟单信用证统一惯例Documentary of Credit.15.G.W. Gross Weight 毛重16.N.W. Net Weight 净重17.G.S.P. Generalized System of Preference 普惠制18.M/R Mate’s Receipt 大副收据19.EXW Ex Works 工厂交货价20.EDI Electronic Data Interchange 电子数据互换（无纸贸易）PART 81.Training Situation:China National Silk Imp. & Exp. Corp. (the seller) has received an L/C from the buyer.Writer a letter asking the buyer to amend the credit bu checking it with the given contract terms,ABC BankDate: 4 June, 2005To: Bank of China, BeijingWe hereby open our Irrevocable Transferable Letter of Credit No.112235 in favor of United Textiles Company for account of China National Silk Imp. & Exp. Corp.up to an amount of GBP 1,350.00 (Say Pounds Sterling One Thousand Three Hundred and Fifty-Five Only) for 100% of the invoice value relative to the shipment of:3,000 pieces of silk blouses as per S/C No.PO5476 from London to China Port Drafts to be drawn at sight on our bank and accompaniced by the following documents marked “*”;Partial shipments and transshipment and transshipment prohibited shipment must be made not later than 31 Aug. 2005. This credit is valid at our counter until 15 Sept.2005.PO5476合同主要条款：卖方：中国丝绸进口公司买方：联合纺织贸易公司商品名称：女真丝衬衫规格：L,M数量：3,000件单价：CIF伦敦，每件45英镑总值135,000英镑装运条件：20XX年8月31日前自中国港口至伦敦付款条件：凭可转让的，不可撤销即期信用证付款，于装运前一个月开到卖方，并于上述装运期后十五天内在中国议付有效。

Chapter 1 Introduction to International TradeNational Development and Reform Commission 国家发展和改革委员会export-driven economic growth 出口导向型经济增长export tax rebates 出口退税export taxes 出口关税excess Liquidity 流动性过剩trade frictions 贸易摩擦international trade 国际贸易world trade 世界贸易foreign trade 对外贸易overseas trade 海外贸易trade in goods 货物贸易trade in services 服务贸易self-sufficient 自给自足economic resources 经济资源visible trade 有形贸易invisible trade 无形贸易dumping倾销tourism 旅游业balance of trade 贸易差额host country东道国barter 物物交换，以货易货，货物交易，易货贸易favorable balance of trade 贸易顺差(trade surplus)unfavorable balance of trade 贸易逆差(trade deficit)Balance of Payments 国际收支平衡，国际收支差额favorable balance of payments 国际收支顺差unfavorable balance of payments 国际收支逆差International Monetary Fund（IMF）国际货币基金组织Foreign Direct Investment（FDI）对外直接投资，外商直接投资Portfolio Investment 间接投资Chapter 2 International Trade Policytrade protectionism 贸易保护主义free trade 自由贸易the national interest 国家利益Doha trade talks 多哈贸易谈判acquisitions 购并trade barriers 贸易壁垒infant industries 幼稚产业quantitative restrictions 数量限制encouragements 鼓励import tariff 进口关税tariff barriers关税壁垒non-tariff barriers（NTB）非关税壁垒export taxes 出口关税export subsidies 出口补贴protective tariffs 保护性关税revenue tariff 财政关税specific duties 从量税ad valorem duties 从价税compound duties 复合税import quota 进口配额binding quota限制性(绑定)配额non-binding quota不具约束力的配额tariff-rate quotas 关税配额zero quota零配额absolute quotas 绝对配额market failures 市场失灵domestic content国内含量licensing system 许可证制度red-tape barriers 进口环节壁垒“buy local” rules 本地采购规则domestic supply 国内供给domestic demand 国内需求floor price 最低限价shortfall of supply 供应短缺Government Procurement Policies 歧视性政府采购政策Harmonized Tariff Schedule of the United States (HTS)美国协调关税明细表Harmonized System 商品名称及编码协调制度International Harmonized Commodity Coding and Classification System商品名称及编码协调制度World Customs Organization (WCO)世界海关组织Customs Tariff of Import/Export of the People’s Republic of China中华人民共和国进出口关税条例Voluntary Export Restraint（VER）自动出口限制Multi-Fiber Arrangement 多种纤维协定Domestic Content Requirements 国内成分要求Government Procurement Policies 政府采购政策Buy America Act of 1933 1933年购买美国货法案Export Enhancement Program（EEP）美国的出口促进计划Dairy Export Incentive Program（DEIP）奶制品出口激励项目Chapter 3 Trade Bloc and Trade Blockopen regionalism 开放的区域主义trade liberalization 贸易自由化most favored nation 最惠国multilateralism 多边主义Doha round 多哈回合discriminatory tariffs 歧视性关税“spaghetti bowl”意大利面碗tariff rates 关税税率trade discrimination 贸易歧视country of origin原产地trade bloc 贸易集团trade block 贸易禁运bilateral free trade agreements 双边自由贸易协定PTAs（preferential trade agreements）特殊优惠贸易协议APEC （Asia-Pacific Economic Co-operation Organization）亚太经合组织FTAAP（Free Trade Agreement of Asia and the Pacific）亚太自由贸易协定NAFTA（North American Free Trade Agreement）北美自由贸易区MERCOSUR南方共同市场SCCM（Southern Common Markets）南方共同市场ASEAN（Association of Southeast Asian Nations）东南亚国家联盟AFTA（ASEAN Free Trade Area）东盟自由贸易区EU（European Union）欧盟（欧洲联盟）EFTA（European Free Trade Area）欧洲自由贸易区EEC（European Economic Community）欧洲经济共同体EC（the European Community）欧洲共同体free trade area 自由贸易区customs union 关税同盟common market共同市场economic union 经济同盟，经济联盟trade embargoes 贸易禁运economic sanctions 经济制裁boycotts抵制multilateral trade agreements多边贸易协定United Nations 联合国trade elasticity 贸易弹性Chapter 4 WTO：A Navigation Guidefranchise特许经营Uruguay Round 乌拉圭回合WTO Agreements 世界贸易组织协议World Bank 世界银行Doha Development Agenda 多哈发展议程（多哈回合谈判）GATT（General Agreement on Tariffs and Trade）关税与贸易总协定WTO（World Trade Organization）世界贸易组织IMF（International Monetary Fund）国际货币基金组织Appellate Body 上诉机构Dispute Settlement Panels 争端解决专门小组Plurilateral Committees 诸边协议委员会Ministerial Conference 部长会议1. The General Council 常务理事会2. The Dispute Settlement Body 争端解决机构3. The Trade Policy Review Body 贸易政策审议机构1. Goods Council 货物贸易理事会2. Services Council 服务贸易理事会3. TRIPS Council 与贸易有关的知识产权理事会The Textiles Monitoring Body 纺织品监督机构Heads of Delegations（HOD）代表团首脑The Secretariat 秘书处sustainable development 可持续发展Plurilateral Trade Agreement 诸边(复边)贸易协定Marrakesh Ministerial Meeting 马拉喀什部长会议（摩洛哥）TRIPS Agreement 与贸易有关的知识产权协定Trade-Related Aspects of Intellectual Property Rights（TRIPS）与贸易有关的知识产权General Agreement on Trade in Services （GATS）服务贸易总协定Trade-Related Investment Measures （TRIMS）与贸易有关的投资措施Trade Without Discrimination 贸易无歧视Urgent Importing Measures紧急进口措施Most-Favored-Nation Treatment 最惠国待遇contracting parties 缔约国plurilateral agreements诸边协议national treatment 国民待遇transparency 透明度market access 市场准入navigation guide 导航patronage nations施惠国favored nations 受惠国Chapter 5 International Trade TermsL/C issuing date 信用证的开证日期seasonal commodity季节性商品partial shipment 分批装运transshipment 转运shipment 装运terms of payment 支付条件draft 汇票liner 班轮trade terms，price terms，delivery terms 贸易术语，价格术语，交货术语Warsaw-Oxford Rules 1932 1932年华沙--牛津规则International Law Association 国际法律协会Revised American Foreign Trade Definitions 1941 1941年美国对外贸易定义修正本International Chamber of Commerce（ICC）国际商会INCOTERMS 2000 2000年国际贸易术语解释通Value added tax（VAT）增值税United Nations Commission on International Trade Law（UNCITRAL）联合国国际贸易法律委员会multi-modal Transport多式联运inland waterway transportation内陆水运customs clearance清关shipboard（Ship’s Rail）船舷documentary sales 单据买卖cover insurance 投保symbolic delivery象征性交货unloading charge 卸货费frontier 边境quay 码头trim 平舱stow 理舱EXW（Ex Works）工厂交货FCA（Free Carrier）货交承运人FAS（Free Alongside Ship）船边交货FOB（Free on Board）装运港船上交货FOB Liner Terms (FOB班轮条件)FOB Under Tackle (FOB吊钩下交货)FOB Stowed(FOB 包理舱费在内)FOB Trimmed(FOB 包平舱费在内)CFR（Cost and Freight）成本加运费CFR Liner Terms(CFR班轮条件)CFR Landed(CFR卸到岸上)CFR Ex-Ship’s Hold(CFR舱底交货)CIF（Cost, Insurance and Freight）成本加保险费加运费CPT（Carriage Paid to）运费付至CIP（Carriage and Insurance Paid to）运费、保险费付至DAF（Delivered at Frontier）边境交货DES（Delivered Ex Ship）目的港船上交货DEQ（Delivered Ex Quay）目的港码头交货DDU（Delivered Duty Unpaid）未完税交货DDP（Delivered Duty Paid）完税后交货Chapter 6 Terms of CommoditySales by Seller’s/Buyer’s Sample 凭卖方样品买卖/凭买方样品买卖Reference/Duplicate Sample 参考样品Quality Tolerance 品质公差Counter Sample 对等样品More or Less Clauses 溢短装条款Neutral Packing 中性包装Customs Formality 海关手续Inspection Certificate of Quality 质量检验证书FDA (Food and Drugs Administration) 药品及食品管理局Marking of Goods 货物标记Net Weight 净重Theoretical Weight 理论重量Gross Weight 毛重Computed Tare 约定皮重Conditioned Weight 公量Unit Weight 单位重量Moisture Content 含水量Customary Tare 习惯毛重Legal Weight 法定重量Actual Tare 实际皮重Average Tare 平均毛重BY-product 副产品AQSIQ (State Administration for Quality Supervision and Inspection and Quarantine) 国家质量监督检验检疫总局Representative Samples 代表性样品Original Samples 原始样品Type Samples 标准样品(FAQ)Fair Average Quality 中等品质(GMQ)Good Merchantable Quality 上好可销品质Animal and Plant Quarantine Office 动植物检验机关Register of Shipping 船及机构State Bureau of Metrology 国家计量局Catalogue of Export and Import Commodities Subject to Inspection 进出口商品目录Lloyd’s Surveyor 英国劳氏公证行Chapter 7 International Cargo TransportOil tankers 油轮Voyage Charter 定程租船Ro-Ro vessels 滚装船Time Charter 定期租船LASH(lighter Aboard Ship) 载驳船BBC(Bare Boat Charter) 光船租船Chartering contract 租船合同Sailing schedule 船期表Demurrage charge 滞期费Liner freight tariff 班船运价表Dispatch charge 速遣费Optional additional 选卸附加费Direct additional 直航附加费Transshipment additional 转船附加费Port congestion additional 港口拥挤附加费Forwarding agents 运输代理LCL(Less than Container Load) 拼箱货Settlement of exchange 结汇FCL(Full Container Load) 整箱货Air waybill 空运单CFS(Container Freight Station) 集装箱货运站Shipping advice 装运通知Disposal rights 处置权Partial shipment/transshipment 分批装运Bill of landing 提单Clean B/L 清洁提单Order B/L 提示提单Combined transport B/L 多式联运提单Straight B/L 直接提单/记名提单Through B/L 全程提单/联运提单Liner B/L 班轮提单Ante-dated B/L 倒签提单Advanced B/L 预借提单Consignment note 发货通知书Blank endorsement 空白备书IATA(International Air Transport Association)国际航空运输协会Combined transport documents 联合运输单据Chapter 8 Cargo InsuranceInsurance Applicant 投保人General Average 共同海损Insurance Amount 投保金额Extraneous Risks 外来风险Insurance Policy 保险单Constructive Total Loss 推定全损Perils of the Sea 海上风险Sue and Labor Expenses 施救费用Salvage Charges 救助费用Insurance Broker 承保人Particular Average 单独海损Premium 保险费Air Transportation Cargo War Risks航空运输货物战争险Land Transportation Risks 陆运险All Risks for Land Transportation 陆运一切险Ocean Marine Insurance 海洋运输保险Air Transportation All Risks 航空运输一切险War risks 战争险Basic Risks Coverage 基本保险范围Insured Amount 保险金额T.P.N.D(Theft, Pilferage and Non-delivery)偷窃与提货不着险Taint of Odor 串味险Overland Transportation Insurance 陆上运输保险Parcel Post Insurance 邮包运输保险WPA(With Particular Average) 水渍险/单独海损赔偿FPA(Free from Particular Average) 平安险Additional Risks Coverage 附加险范围Fresh water and/or Rain Damage 淡水雨淋险Insurance Certificate 保险凭证《国际贸易实务》重点词汇Chapter 9 Terms of PriceCost Structure 费用/成本结构Cost of Production 生产费用Profit Margin 边际利润率Selling Cost 销售成本Target Costing 目标成本Variable Cost 可变成本Skimming Price Strategy 撇脂定价策略Penetration Strategy 渗透策略Floating Exchange Risk 浮动汇率风险(TFC)Total Fixed Cost 总固定成本(EDLP)Everyday Low Price 每日低价Cost-based Pricing成本基础定价法Break-even Pricing 损益两平定价法Marginal Cost Pricing 边际成本定价法(BEP)Break-even Point益损两平点Invoicing Currency 计价货币Payment Currency支付货币Hard Currency 硬货币Soft Currency 软货币Exchange Rates汇率Commission/Discount 佣金/折扣Price Adjustment 价款调整Forward Market/Spot Market 期货/现货市场Forward Contract 远期合同Floating Exchange Rates 浮动汇率Forward Rate 期汇率Brokerage House 经纪公司Wall Street Journal 华尔街日报*Plain Commission 透明佣金（不确定）Secret Commission 秘密佣金Quantity Discount 数量折扣Cash Discount 现金折扣Special Discount 特别折扣Unit Price 单价FOB price 离岸价CIF price 到岸价CFR price 成本加运费价格Export-oriented Strategy Firm出口导向型公司Regulations on Foreign Exchange Administration 外汇管理条例SAFE(State Administration of Foreign Exchange) 国家外汇管理局11。

一、 English to Chinese1. Bill of Exchange 汇票2. Collection 托收3. Arbitration 仲裁4. Import License 进口许可证5. T/T电汇6. Holder 持票人7. Air way bill 空运提单8. Metric Ton 公吨9. Patent License 专利许可证10. Holder for value 对价持票人二、 Chinese to English1. 正当持票人 holder in due course2. 保险单insurance policy3. 装运（船）通知shipping notice4. 海关发票customs invoice5. 托运人shipper6. 信用证L/C7. 付款交单D/P8. 出票人drawer9. 比较优势理论theory of comparative advantage10. 配额quota三、完形填空I．Item 条目、产品Expect 期望、期待Mail 邮件、邮寄Market 市场Remit 汇款Sample 样品Reach 到达Advise 通知 advise sb.of sth. 通知某人某事Dear Sirs,Your catalog and price list of the captioned product have reached us. Some of the items appear to be attractive and are probably marketable in our area.In order to have a better knowledge of your product, we would like to have some of your samples for inspection and testing. Please advise us of the cost of these samples including postal charges so that we could remit it to you. Meanwhile, please mail us more catalogs for distribution to our customers. If catalogs are not available, can you send us copies of color photos?We are expecting your samples and catalogs.II．Appreciate 感激、欣赏、喜欢Credit 信用、学分Additional 额外的Discount 打折、折扣Determine 决定Administrator 管理者Illustrate 举例说明、用图来解释Dear Ms.Mary,Please send me the additional information we need in determining whether to send some of our executives to your Northern Institute of Business Administration. We have your illustrated brochure and the schedule you mailed on August 17. Specially, we need the answers to these questions.a.What are your quantity discount rates? We could send about six executives each session.b.At what background level is your program geared（适合）? We have engineers, accountants, scientists, and business administrators. Most have college degrees. Some do not.c.Can college credits be given for the course? Some of our executives are working on degrees and want credit.We will appreciate your answering promptly. And we look forward to the possibility of sending our executives to you in the years ahead.四、问答题1.Is there any difference between international trade and foreign trade? If yes, then, what is the difference?Yes.International trade refers to transactions which are conducted among the countries in the world. Foreign trade refers to the transactions which one country does with other countries.2.How many parties are in L/C? Who are they?Four.They are applicant, issuing bank, advising bank and beneficiary.3.How many steps are there for a business negotiation? Who are they? Five.They are enquiry, offer, counter-offer, acceptance and contact.4.Mr. Smith has $1000 in his account. Now, the bank has debited $200 to his account. How much does Mr. Smith have in his account?$800.5.In what way are the commodities inspected?First, they are inspected in the seller’s country and then re-inspected in the buyer’s country.五、翻译I．英译汉：Discount means that sellers offer buyers a certain percentage of reduction on the original price. When competition in the market is fierce, discount will help to improve sellers’ competitiveness. There are different kinds of discount. For example, quantity discount, seasonal discount and exceptional discount. The specific amount or percentage discount varies in different situations. The percentage of discount can be clearly written down in a contract if the seller and the buyer have reached an agreement.The amount of discount is usually deducted from the buyer’s payment.折扣指的是卖方按照原价给买方一定比例的价格减让。