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折扣和佣金 Discount and CommissionBrief Introduction佣金一般是中间商因介绍交易或代买商品而获取的报酬。
作为中间商因其有一定的贸易渠道，所以通过其开展交易已是国际贸易中的一种普遍做法。
佣金一般来说分为：明佣和暗佣。
明佣是指在合同中已明确确定下来的佣金。
暗佣是指在合同中没有表明，而由双方另行约定。
佣金数额的计算一般按发票金额总值，即C.I.F.价格或C.F.R.价格乘以佣金率而得。
但金额较大的也有按F.O.B.净价计佣的。
折扣是指卖方按照商品的原价给买方以一定比率的价格减让。
折扣包括数量折扣、季节性折扣、特别折扣、额外折扣等。
具体折扣数额或者比例的多少，应根据具体情况而定。
当买卖双方确定了折扣比例后，可在买卖合同中明确地表示出来。
Basic ExpressionsA. Commission1. Please quote us lowest price C.I.F. Los Angeles inclusive of our 5% commission，stating the earliest date of shipment.请报洛杉矶包括我方5% 佣金在内的最低到岸价格，并告知最早的装船日期。
2. In view of our long-standing business relationship， we would like to allow you another 2% commission for further promotion of our products.考虑到我们之间长期的贸易关系，我们愿再给你方百分之二的佣金，以进一步推销我们的产品。
3. We shall remit you a 5% commission of invoice value after payment is effected.货款支付后，我们将按发票金额的百分之五汇给你方佣金。
第九章商品价格条款•进出口商品的价格是决定企业经济效益的重要因素之一，也是交易双方磋商的中心内容。
合同中的价格条款是货物买卖合同的核心条款。
买卖双方在其他合同条款的得失，都会在价格条款中反映出来，价格条款的内容对合同中的其他主要条款会产生重要影响。
•价格条款是由单价（Unit Price）和总值（Amount）组成。
其中单价：•例如：US$ 982 per M/T CIF Singapore•每公吨982美元CIF 新加坡•单价包括:•价格术语(Trade terms)•佣金和折扣(Commission and Discount)•计量单位（Unit of Measurement)•计价货币(currency)•单位价格金额(amount of unit price)一、价格的构成•（一）贸易术语(Trade terms)•价格术语是关于价格条件的一种专门用语，即用一个简短的英文词语或缩写的英文字母表示商品的价格构成，买卖双方各自应办理的手续，承担的费用与风险以及货物所有权转移的界限。
•我国常用的贸易术语有五种: FOB 、CFR、FCA 、CPT和CIP（二）佣金和折扣(Commission and Discount)•佣金：•因中间商介绍生意或代买代卖由委托人向其支付一定的酬金。
•凡在合同价格条款中，明确规定了佣金的百分比，叫做"明佣"。
如"每公吨500欧元CIF汉堡含3%佣价"。
如不标明佣金而有关佣金的问题，由双方当事人另行约定，这种暗中约定佣金的做法，叫做"暗佣"。
•有：售货佣金（Selling commission）•购货佣金（Purchasing commission）•价格中含有佣金的多寡，视商品种类、交易数量大小、经办手续繁简、与竞争是否激烈而定。
通常多在百分之一至百分之五之间。
•折扣（discount)•指卖方按原价给予买方一定百分比的减让，即在价格上给予适当的优惠。
Unit 16 Commission and Discount3. 有关佣金的词汇：commissions earned 佣金收入commissions received in advance 预收佣金commission insurance 佣金保险commission system 佣金制selling commission 代销佣金buying commission 代购佣金commission (com.) 佣金，手续费two l items of commission 两笔佣金all commissions 所有佣金to pay the commission 支付佣金rate or scale of commission 佣金率commission transaction 付佣金的交易commission agent 代理商；代办人；commission charges 佣金；手续费overriding commission 追加佣金commission on a sliding scale 递加佣金4. 有关佣金的谈判用语：1.What about the commission? 佣金是多少？ually a 1% commission is given to our agent. 一般情况下，我们给代理商1%的佣金。
3.We'll give you a 3% commission on every transaction. 每笔交易我们都付给3%的佣金。
4.We expect a 5% commission, of course. 当然，我们希望能得到5%的佣金。
5.We're usually paid with a 5% commission of the amount for every deal.对每笔交易的成交量，我们通常付给5%的佣金6.The above price includes your commission of 2%. 上述价格包括2%的佣金在内。
佣金怎么算？一般我们给代理1%的佣金.我们每笔生意付你3%的佣金。
我们希望能有5%的佣金。
我们一般按每笔交易的5%支付佣金。
我们其他区域的代理通常有3%-5%的佣金。
如果定10000箱的话，我们有4.5%的佣金。
我们付给你的佣金比例还是很高的。
以上价格包括你的2%佣金在内。
以上价格不包括你的佣金。
总数额包括所有的佣金在内。
总的来说，佣金多少是取决于订货量的。
如果你的量再大些，你的佣金比例也可以再提高一些。
我们的合作还是以支付佣金的形式比较好。
我们对跳楼货不付佣金。
我们只付给代理佣金。
佣金已经提高到5%了。
我们再多努力点，还可以多拿0.5%的佣金。
各款每多卖1000件，我们就多付你0.2%的佣金。
我们不能再提高佣金比例了。
你要5%的佣金，那价格也会更高。
佣金越高，价格越高。
至少要4%的佣金。
是否可以把佣金提高到4%？哪怕是6%的佣金也不算过分。
还有三笔佣金没有支付。
100件以上的订单，我们会给1.5%的折扣。
如果每款达到1000件以上，也许能要求5%的折扣。
7月份期间买所有的东西都给打9折。
你在12月底前订货都有85折的优惠。
如果你的订单数量达到要求，价格可以降5%。
如果你一次性把所有的货都买走，我们按原价给你95折优惠。
初次做生意，我们可以把价格降5%。
为了达成这笔买卖，我们决定把价格再降5%。
经过认真考虑，我们决定把价格降到每件10美金。
外贸函电课后答案第二章1)你方3月3日的来函收到。
我们很高兴地告诉你，你所要的商品属于我们的经营范围。
We have received you letter of March 3. We are glad to inform you that the articles required by you fall within the scope of our business activities.(goods, item, article)2)遵照你方要求，我们寄上商品目录一份。
希望它能及时到达并使您们满意。
As requested, we are sending you a catalogue. We hope it will arrive in time and prove to your satisfaction.3)感谢贵方愿与我们建立业务联系。
We appreciate your desire to establish business relations with us.3.(1) We are one of the leading importers dealing in electric products in the area,and take this opportunity to approach you in the hope of establishing business relations.(2) We have been engaging in handling import and export of machinery and equipment for many years, and our products have enjoyed great popularity in many countries.(3) We owe your name and address to the Commercial Counsellor’s office of our Embassy in Beijing.4) We are given to understand that you are a manufacturer of daily chemicals. One of our customers intends to buy cosmetics from your country. We will appreciate it highly if you airmail the catalogue and price list of the goods available at present (5) For our credit standing, please refer to the Bank of China, Shanghai Branch.第三章(1) Please quote us your best price CIF Shanghai, inclusive of our 3% commission.(2) Should your price be found competitive, we intend to place with you an order for 300,000 yards of Cotton Cloth.3) One of our customers is now interested in the Qingdao Haier Refrigerator made in your country. Please offer CIF London for 400 sets to be delivered in April.(4) To enable you to have a better understanding of our products, we are sending you by air 5 copies of our catalogues and 2 sample books.(5) In reply to your enquiry dated April 28, we are now sending you our latest price list for your reference.3. C-E Translation for a general enquiry敬启者：从兴华纺织品进出口有限公司处得知，贵公司出口各类中国式服装。
英语函电D/P，D/A 付款交单，承兑交单FOB (CIF, CFR, FAS) 离岸价(到岸价, CFR成本加运费价, FAS船边交货价) commission (discount)佣金（折扣）place a trial order (repeat, large, substantial)试单（返单，大单，大单）issuing bank (confirming, advising)开证行（保兑行，通知行）transshipment (partial shipments)转船装运，分批装运in duplicate (in triplicate, quadruplicate) 一式两份（一式三份，一式四份）certificate of quality (origin, weight memo, bill of lading)质量检验证书（原产地证，货运重量单提单）outer packing (inner, seaworthy, packing instructions, packing cost, rough handling, packing list)外箱（内箱，适合海运的包装，包装指南，包装费用，粗暴搬运，装箱单）competitive price (bottom price, on the high side, ceiling price)有竞争力的价格在（最低价，偏高的价格，最高价格）irrevocable L/C ( documentary, confirmed, sight ) 不可撤销的信用证（跟单信用证，保兑的，即期的）liner (mode of transportation, bulk cargo, courier )班轮（运输方式，散装货，快递公司）W.R (All Risks, TPND, insurance policy, additional risks, insurance amount, ) 战争险（所有险，偷窃、提货不着险，保单，附加险，保险金额）tare weight (gross, net)皮重（毛重，净重）trade fair展销会consigner (consignee, shipper, carrier发货人，收获人，托运人，承运人)sales confirmation 销售确认书commercial invoice (pro forma, receipt, import license, delivery date )商业发票（形式发票，收据，进口许可证，交货日期）private enterprise (state-owned company, joint venture)私营企业（国有企业，合资企业）financial standing (credit standing) 财务状况（信用状况）虚盘（实盘，以我方确认为准）non-firm offer (firm offer, subject to our confirmation)独家代理sole agency 集装箱container 形式发票proforma invoice 到达口岸port of destination收货人consignee保险费premium商业发票commercial invoice一切险all risks出口许可证Export license即期装运prompt shipment 续订单repeat order开证行issuing bank适合海运包装Seaworthy packingWe would like to take this _C____ to establish business relations with you.a. interestb. openingc. opportunityd. advantage解：词组take this opportunity to do sth, 利用这个机会做什么; interest 有利息的意思，短语有Sb be interested in sth, open 是打开的意思，advantage 是优势\优点的意思，反义词disadvantage ，可数名词We are __C___ a copy of our catalog for your reference.a. sendb. coveringc. enclosingd. enclosed解: Be 动词后面用v+ing 形式，cover 一般为覆盖，设计，关于的意思，此处是附上的意思The letter we sent you on Feb.23 is an enquiry __C___ leather shoes.a. aboutb. ofc. ford. with 解：an enquiry for sth词组If you are interested, we will send you our samples __D___ charge.a. inb. withc. ford. free of 解：free of charge 免费的意思，，固定词组The price is ____C__ of your 3% commission.a. includesb. includedc. inclusived. including 解：be动词后面加形容词, be inclusive of 包含，固定搭配，等同于sth is included in sth 所已这句话可以翻译成：Your 3% commission is included in the price.We want to make it clear __A____ shipment will be effected in June.a. thatb. whatc. whichd. when 解：that 引导状语从句，表示原因或者理由。
Unit 16 Commission and Discount3. 有关佣金的词汇：commissions earned 佣金收入commissions received in advance 预收佣金commission insurance 佣金保险commission system 佣金制selling commission 代销佣金buying commission 代购佣金commission (com.) 佣金，手续费two l items of commission 两笔佣金all commissions 所有佣金to pay the commission 支付佣金rate or scale of commission 佣金率commission transaction 付佣金的交易commission agent 代理商；代办人；commission charges 佣金；手续费overriding commission 追加佣金commission on a sliding scale 递加佣金4. 有关佣金的谈判用语：1.What about the commission? 佣金是多少？ually a 1% commission is given to our agent. 一般情况下，我们给代理商1%的佣金。
3.We'll give you a 3% commission on every transaction. 每笔交易我们都付给3%的佣金。
4.We expect a 5% commission, of course. 当然，我们希望能得到5%的佣金。
5.We're usually paid with a 5% commission of the amount for every deal.对每笔交易的成交量，我们通常付给5%的佣金6.The above price includes your commission of 2%. 上述价格包括2%的佣金在内。
7.The above price excludes your commission. 上述价格不包括佣金在内。
8.This amount includes all commission. 这一数字包括所有佣金在内。
9.Our quotation is subject to a 4% commission. 我方报价包括4%的佣金在内。
10.Generally speaking, commission depends on the quantity of goods ordered.一般来说，佣金多少由订货量决定。
11.You can get a higher commission rate if you order a bigger quantity.如果你们订货量大，佣金率就会高。
12.It's better for us to start business on commission basis first.对我们来说，最好能在给佣金的基础上开展交易。
13.We don't pay any commission on our traditional products. 对我们的传统产品，概不付给佣金.14.We can't agree to increase the rate of commission. 我们不能同意增加佣金率。
15.A higher commission means a higher price. 如果佣金提高了，价格也要提高。
16.Is it possible to increase the commission to 4%? 能不能把佣金提高到4%呢？2% commission is not enough, is it? 2%的佣金是不是少了点？3.有关折扣的谈判用语1.All right, I agree to give you 15% discount provided you order 80,000 sets.好吧，我同意给15%折扣。
但你得订购80,000台才行2.Anyhow, let's meet each other half way, how about 15%?不管怎样，我们相互让步，15%的折扣怎么样?3.Only for special customers do we allow them a rate of 10% discount只有对十分特殊的客户，我们才给予10%的折扣。
4.But 10% discount is not enough for such a big order但是对于这么大的订单，10%的折扣不够。
5.Considering our long-term business relationship, we shall grant you specialdiscount of 10%考虑到我们之间的长期贸易关系，我们将给你方10%的特别折扣。
6.I'm afraid I could not agree with you for such a big discount. In this way, itwon't leave us anything.恐怕我不能同意给你这么大的折扣。
这样的话，我方就无利可图了。
7.This time I intend to place a large order but business is almost impossibleunless you give me a better discount这次我想订一大批货。
可是如果你不给我更多折扣的话，这笔生意几乎没有可能做成。
Sample DialoguesDialogue 1A: Mr. Zoro, I have been told that this year new varieties of pottery and porcelain have been added to your export programs.B: Yes, Mr. Martin, I think you are well informed.A: What are the new varieties then?B: There are many, such as tea sets and coffee sets from Yixing, flower vases, bowls, dished and spoons from Jingdezhen, and dinner series from Tangshan.A: As I understand, the Greek Trading Company intends to import considerable quantities of ceramics from China, and so they are definitely interested in the above-mentioned products.B: It would be the best, if you could promote the sales of our products.A: I am willing and in a position to do so. What about the commission?B: Usually we give a 2% commission to our agent.A: 2% is not enough, isn’t?B: Well, we can increase the commission a bit if you order a large quantity.A: What about an order of 5,000 cases?B: For 5,000 cases, the maximum commission is a 3%.A: Well, I believe that the terms are a little bit too hard on us.B: But do you have any specific idea?A: Is it possible to increase the commission to 5%?B: Maybe. But a higher commission means a higher price, and it will not be easy for selling our products.A: But it will not be easy for us either to promote the sales if I have a lower commission. It is expensive to advertise to advertise the goods. Considering that, I guess a 5% commission is not enough.B: How many cases could you order after all?A: Say 5,000 cases. What will be the commission then?B: If the quantity is perfect, a 3% commission. And we can add a 0.5% commission more to each additional quantity of 1,000 cases.A: According to what you say, I can get a 5.5% commission if 10,000 cases are ordered, right?B: Yes. The commission from our corporation is very favorable, isn’t it?A: Yes. It’s worthwhile for us to develop business in this line. I’ll depart for home in a day or two, and talk to the Greek Trading Company. We will specify the quantity as soon as possible.B: Wish you a success.A: Thank for your kind consideration.Dialogue 2A: Mr. Li, now would you like to talk something about commission?B: Well, Mr. Smith, you know, our prices are quoted on FOB net basis. As a rule, we don’t allow any commission.A: But, you know, we’re commission agents. We do business on a commission basis.Commission transaction will surely help to push the sale of your products.B: But your order is really not a large one.A: What do you mean by a large one?B: I mean that we’ll consider giving some commission only when the order exceeds a total amount of $50,000 or over.A: $50,000? That’s really a large order! Mr. Li, it is said that t lose a client is mucheasier than to get one. This is our first transaction. For our future business, we hope we’ll be granted more favorable terms.B: Well, Mr. Smith, what do you think of this: you increase your order to $45,000, and we grant you a 3% commission?A: Mr. Lin, I very appreciate your concession. But we can usually get a 5% commission from European suppliers.B: But, Mr. Smith, our price it self shows very favorable already. It leaves us almost no margin of profit. It is for our future business that we make this exception. I’m very sorry to say that this is the best we can do.A: No further discussion?B: I’m sorry, Mr. Smith, please make allowance for our difficulties.A: Ok, let’s set it.Dialogue 3A: Good morning, Mr. Guo.B: Good morning, Mr. Zoro. Have you considered our offer of the carpets?A: Yes. I have. I’ve seen samples, too. The new varieties have very vivid designs and beautiful colors.B: Then, are you interested in placing a small order for the new varieties.A: Not a small order, but a big one.B: That’s good. How much would you like to order?A: 50,000 square meters of wool carpet, and 3,000 square meters of silk carpet. It’sbigger than any order we’ve ever placed.B: Yes. It’s bigger than any order we’ve received.A: For such a big quantity, you should give us a discount.B: Yes, certainly. Discount will be allowed for a big order. We’re willing to give you a 5% discount.A: This time the minimum should be 10%. The Iranians often give us a 15% discount, if a big order like this is placed with them.B: But, I’m sorry to say that we have never granted such a big discount. The maximum we can give is 5%.A: My old friend, we have handled your carpets for many years, and opened the French market for your Chinese carpets. What’s more, we are placing such a big order this time. So, that 5% is far from enough.B: But the problem is that a 5% discount is the best we can offer for your sales promotion efforts and your big order this time.\A: Thank you, Mr. Guo. But is it possible for you to add something more to that 5%? B: How much altogether?A: How about 7%? You should know the present market situation. The Iranians are squeezing into the French carpet market this year. They are looking foe agents everywhere. It will be a great loss for your company if the Chinese are replaced by the Iranians in the French carpet market.B: I do believe that the Chinese carpets are good in quality and cheap in price, so they are more competitive than carpets. But for the sakes of our long-standing friendship, we are going to increase the discount a bit. Let’s have a compromise between you and me. What about a discount of 6%?A: All right, I think I can accept that. So it’s settled?B: That’s right.Dialogue 4A: Could you give me some idea about your price on chemical fertilizers?B: We have the offer ready for you. Let me see. Yes, here is the price list.A: I’m afraid your prices are on the high side. We have another offer for the sameproducts at much lower prices.B: You know that the cost of production has been skyrocketing in recent year,A: The same thing happened in other countries, but they offered lower prices. We only propose that your prices be comparable to others. That’s reasonable, isn’t it?B: Well, to get business done, we can consider making some concessions in our prices.But first, you should tell us the quantity you wish to order.A: The size of our order depends greatly on the prices. What would you say if the order is over 5,000 tons?B: In that case, we may consider giving you a 3% discount.A: The terms are rather harsh on us, aren’t they? Is it possible to increase the discount to 5%?B: The price we quoted are very keen, and the profit margin is very narrow. We have accommodated you in allowing a 3% discount.A: I’m afraid we can’t come to terms if you won’t give us a 5% discount.B: We’ll agree go give you a 5% discount if you increase your order to 10,000 tons.You know our prices depend greatly on the size of your order.A: Well, it seems that I cannot choose but accept your proposal. I will come tomorrow to discuss the details with you.Exercises1.按照这个价格，我们不可能进行销售。
