Situation 1：Speaking“Fashion Exhibition”
Fashion Exhibition
»Learn the new words and phrases：
product catalogue knit outerwear manufacturing
Sample 1：Self-introduction
Andy：Good morning, I'm Andy. This is the product catalogue of our company and this is my card.We focus on knits and outerwear manufacturing.If you have time, I can show you some samples for our next season.
Frank：Thank you. This is my card.I would like to go through this catalogue first.
Andy：All right. I hope you will find something interested.
Exercise：
1.How to do a self-introduction in English?How many ways can you think of?
2.Role play.One student plays a Chinese merchandiser and the other plays a foreign buyer.Try to use different expressions to do a self-introduction.
»Compare and learn：
unit price retail price market price quantity quality
Sample 2：Price
Frank：Hello, my name is Frank Spacey, and I'm the manager of the Golden Co.，Ltd. We are interested in your products.This is my card.May we know about the unit price of#7301，7302 and 7303?
Andy：Of course. Here is mine.My name is Andy.I am the sales manager.Our price is now 25 US dollars, FOB Shanghai.If the purchase quantity is over 5000，an extra discount will be given.
Frank：Good. I'd love to have a discussion about that.
Andy：How much time do you have?Maybe we can discuss this inside.
Frank：That would be wonderful.
Notes：
Incoterms（International Commercial Terms，全称为International Rules for the Interpretation of Trade Terms）国际贸易术语解释通则：
EXW 工厂交货
FCA 货交承运人
FAS 船边交货
FOB 船上交货
CFR 成本加运费
CIF 成本 保险费加运费
CPT 运费付至
CIP 运费 保险费付至
DAF 边境交货
DES 目的港船上交货
DEQ 目的港码头交货
DDU 未完税交货
DDP 完税后交货
Sample 3：Insurance
Frank：May I ask a few questions about insurance?
Andy：Sure, go ahead.
Frank：What risks are you usually covered against?
Andy：As a rule, we don't cover them, unless you ask to.
Frank：I'd like to have the insurance of the goods covered at 120%of the invoice amount.
Andy：I will take that under consideration and discuss this with our manager. I will let you know about the insurance policy as soon as possible.
»Learn in commercial context
ocean Marine Cargo Insurance 海洋运输货物保险
basic insurance 基本险
free from particular average（FPA）平安险
with particular average（WPA）水渍险
all risks 一切险
general additional risks 一般附加险
failure to delivery risks 交货不到险
import duty risk 进口关税险
war risk 战争险
strike risk 罢工险
invoice 发票
commercial invoice 商业发票
proforma invoice 形式发票
tax invoice 税务发票；纳税单据
Exercise：
Try to answer the following questions.
A. What do the three types of basic insurances cover?
B. Did they reach an agreed insurance policy at the end of the conversation?
Sample 4：Payment and Shipment
Frank：Would you please let us know your price?
Andy：____________________.
Frank：Do you think you can possibly cut your prices by 10%?
Andy：If your order is large enough, we may reconsider our price.____________________.
Frank：I'd like to order 100 dozen of these shirts.
Andy：Thank you very much for your order.
Frank：When will the goods reach our port?
Andy：____________________.
Frank：You know that the time of delivery is very important to us. I hope you can give our request your special consideration.
Andy：I'll find out with our home office.____________________. And we expect payment in advance on first orders.
Frank：____________________.
Andy：I'm sorry. We can't accept D/P or D/A.we insist on payment by L/C.
Frank：I guess I have no alternative, but to accept your terms of payment.
Andy：These are two originals of the contract we prepared. Shall we go over the other terms and conditions of the contract, to see if we agree on all the particulars?
Frank：Okay.
Exercise：
Please complete the above conversation by using the following sentences.
A. The earliest delivery we can make is at the end of September.
B. This is our price list.In general, our prices are given on a FOB basis.
C. We hope you will accept D/P payment terms.
D. How many items do you intend to order?
E. We'll do our best to advance the time of delivery.
Words and Expressions
alternative 可供选择的、二中择一的
amount 数量、总额
asap=as soon as possible 尽快
catalogue 目录
condition 条件
contract 合同
d/a 承兑交单
d/p 付款交单
delivery 传送
discount 折扣
dozen 打
exceed 超过
fob 船上交货
focus on 集中在
home office 总部
in advance 提前，预先
insurance 保险
invoice 发票
knit 编织、针织
manufacturing 制造业、工业
market price 市场售价
merchandiser 跟单员
original 原创的、原始的
outwear 外套
payment 付款
quality 质量
quantity 数量
request 需求、要求
retail price 零售价
sample 样本
season 季度、季节
shipment 船运
term 条款
unit price 单价