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。我希望你度过了一个愉快的周末。
F：谢谢。一切是那么美好， 我太喜欢了。我没想到会度过如此开心的夜晚。
C：现在你在中国也呆了将近一周，请你谈谈你的感受，好吗？
F：那绝非是一两句话能说得完的。我是第一次来中国。但是，中国正在迅速变化，这一点是人人都能看到的。你们走的发展路子是对的。我很高兴也能身在其中。
C：谢谢你这么说。
F：我听说你们现在按国际惯例行事，也接受各式各样的付款条件了，是吗？
C：不错。但是也得根据情况而定。一般来说，我们在出口贸易中总是要求买方用信用证付款。
F：考虑到我们是初次打交道，希望你们能提供一些优惠的付款条件。你看承兑交单可以不可以呢？
C：很抱歉，恐怕不行。正如我刚刚说的，信用证是我们的通常做法。我们彼此是初次做买卖，大家还不十分了解，采用信用证付款方式对大家读更安全些。
F：那么对这一笔买卖我们可以采用信用证付款方式。但是，今后是否可以考虑付款交单方式呢？你看，在采用付款交单情况下，货物要在付款之后才会交出，这就不存在买方取货而不付款的风险了。对我们来说用付款交单比信用证也便宜些。
C:这个问题我们下一次交易时再谈也不迟。希望我们双方能顺利完成这笔订单，建立相互信任，今后能在优惠付款条件的基础上发展业务。
