苏珊：你说的不错。直接装运是优先考虑的。但是如果在香港转运能使货物及时到达欧
洲，那还是值得尝试的，抵达时间至关重要。
李岩：我完全同意你们意见。也许不定期货船仍有空舱。我让我们的运输经理查看从香
港转运的可能性。 苏珊：好的。我建议我们在装运条款上说明 “四月用第一艘便轮装运，允许在香港转船”。 李岩：好的。
练习1
Reference:
2.(1) deliver before the selling season → In order to meet the selling season, we do hope you
can deliver before the selling season.
(2) ship in three lots→ Since we are in bad need of your goods, we agree shipping in three lots. (3) transship via Hong Kong → In order to meet the selling season, we hope you can
transship via Hongkong.
3. (1) workers are fully committed →It’s impossible for us to advance the time of delivery
because our workers are fully committed.
(2) no direct vessel to the destination during the required period →We can’t find the
shipping space because there is no direct vessel to the destination during the required period.
练习2
Reference for the first situation:
For we have made a successful promotion for our products, we got an unexpected rise in demand. What’s more, we just checked with our manufacturer and got to know they have not been able to cope with orders. We suggest you allow partial shipment and we can ensure 50% proportion of the first lot. We think this will be the best way for dealing with the current circumstance.
Reference for the second situation:
We regret we can't deliver as you desired. You know June is the busy season for European saillings, that’s to say, we will definitely meet with the transport congestion and fail to find container space for the goods. Therefore, transshipment via Hong Kong will be an effective way to ensure your schedule.
多学一点
Suggested answer:
1. Coastal cargo ships and tramp ships are small ships and operate on unfixed routes to irregular schedules while cargo liners operate on fixed routes to regular schedules.
26
2. Tramp ship goes to wherever cargo is offered which doesn’t operate on fixed routes or regular schedules. 3. It all depends.
Supplementary questions:
1. How many passengers are usually accommodated on cargo liners? 2. What’s the common disadvantage to tramp ships. Suggested answer:
1. They usually have accommodation for 12 passengers.
2. The cargo-handling properties are much inferior to those of the specialized ship.
译文
杂货船
杂货船通过货舱或甲板运载这种或那种不整齐的干货。有很多种类型的杂货船，但是基本分为三类：
(1) 沿海货船主要用于在一个或毗连的国家港口之间的货运贸易。也时常用在短途海洋运输中，通常为总载重量 2,000 吨的小船。
(2) 不定期货船主要用于贸易和运送去往任何提供货物的地方, 过去这两种均为总载重量2000-5000吨的小船。现在则使用比过去大、速度快的船只。
(3) 按固定航线、固定时间表运行的定期货轮。即使货物量很少，他们也会按照路线安排到所有的港口停靠。一些船只有12位乘客的铺位，但是很少有货船携带超过12位的。他们的最快时速为16~18节，而且几乎全部货船都装有冷冻舱和至少一架起重机。
标有“不定期货船”的船只很可能被误认为是血统不正（非正规船只）。不定期海运总能找到些小生意，虽然它慢慢地将会变得相对不重要。不定期货船现在是众所周知的多功能货运船只，具有单一的双层甲板适合运输种类繁多的货物。当然也得承认，这类船有着通用船普遍的一个缺点：装卸的货物比不上专用船只所运载的货物贵重。
Supplementary Materials 补充材料
Shipping is a basic process of transporting goods and cargo. Virtually every product ever made, bought, or sold has been affected by shipping. Despite the many variables in shipped products and locations, there are only three basic types of shipments: land, air, and sea.
Land or “ground” shipping can be either by train or by truck. Trucking is easily the most popular form of shipping. Even in air and Sea shipments, ground transportation is still required to take the product from its origin to the airport or seaport and then to its destination. Ground transportation is typically more affordable than air shipments, but more expensive than shipping by sea. Trucks are also much faster than ships and rail but slower than planes.
Many trucks will take freight directly from the shipper to its destination in what is
27
known as a door to door shipment. Vans and trucks of all sizes make deliveries to sea ports and air ports where freight is moved in bulk also.
Much shipping is done aboard actual ships. The ships are also extremely expensive constructions themselves, being some of the largest man-made vehicles ever.
Air transport is usually reserved for products which must be sent within a shorter time frame. Some carriers offer ground shipping that operates on an exact timeline as air does. This is a recent development becoming mainstream among major carriers since the late 1990s.
Source: http:∥en.wikipedia.org/wiki/Shipping
28
Unit 5 Commission 佣金
Teaching Objectives 教学目的
1. Learn the expressions of commission; 掌握关于佣金的词组、句式;
2. Get to know the way of explaining your company’s commission system. 学会解释本公司的佣金体系。
Important and Difficult Points 重难点
1. Ways to discuss getting or refusing commission 2. Expressions of commission
Lead-in 导入
Commission means the amount of money related to the value of goods sold and paid to buyers, agents, intermediaries, salesmen or any others who offer services. It is a common way to reward sales people. Payments are calculated on the basis of a percentage of the goods sold.
Commission has a close relations with the agency, which is a legally created leadership between the principal and agent. There are general agents, sole agents and commission agents. Commission agents are those who buy and sell in their own names on the best terms available on behalf of foreign buyers and sellers.
Suggestions and Key建议与答案
热身
Key:
1. D 6. I
2. B 7. H
3. E 4. C 5. F 8. A 9. J 10. G
情景对话 译文
对话1
苏珊作为买方急切地想知道卖方李岩能提供的佣金情况。她与李岩开始了第一轮关于佣金的谈判。
29
苏珊：李先生，至今为止一切进展顺利。 李岩：是的，的确是一次愉快的合作。 苏珊：嗯，我仍在考虑某些事宜。 李岩：尽管说。
苏珊：我担心你们的价格没有包括我们的佣金。
李岩：苏珊, 你知道的。我们通常惯例是不允许给予销售任何佣金的。 苏珊：但是你们的货物在我国是新产品，佣金肯定有助于加速市场的反馈。
李岩：你们国家对这种货物的需要是很旺盛的，在此次买卖之前我们已经做了详细的市
场调研。
苏珊：但并不意味这是笔容易的买卖。你知道，东盟是强劲的对手，要从他们那里争取
到客户是一件困难的事情，与这些已经站稳脚跟的对手竞争，必须有强有力的促销活动和多样性的广告宣传。这些都将意味着是一笔可观的资金投入。 李岩：我们很高兴获知你们将尽全力开拓市场。但关键是价格已经经过精确的计算，因
此我们很难给你们提供佣金。
苏珊：但是你们的价格没有竞争力，没有人会愿意做赔本的生意的。
李岩：坦白地说，我们的价格比一些东盟的竞争对手高一点点，但是设计、款式和质量
都比他们的好。
苏珊：没错。这也是我们选择你公司的原因。
李岩：我们可以想想别的办法。我们并没有要你们承担所有的费用。在销售方面我们能
给予你们另一笔资金，比如说5000美金。 苏珊：什么？恐怕这笔数额远远不够。
李岩：这样的话，我想我们需要你们的营销方案和预算，以便我们能确定精确的数字。 苏珊：好。我们将尽快提出方案和预算。
对话2
李岩拿到苏珊提出的方案并与老板商讨后，和苏珊安排了关于佣金的第二轮谈判。 李岩：我们非常满意你们推销商品的方案。 苏珊：那么??
李岩： 嗯，我们有提供佣金的底线，那就是，你们的订单数必须超过10,000 件。从10,000
到 15,000件, 佣金数是发票净值的2%。从15,000 到25,000 件, 你们则可获得3%。而对于订单数超过25,000件的, 佣金则另外谈。
苏珊：清楚了。但我们通常可以从欧洲的供应商那里拿到6%的佣金。
李岩：如你所知，我们的价格比那些欧洲公司相对更有竞争力。此外，玉米藤篮的利润
是很低的。通常我们的佣金体系固定，不便为某一个订单而变动。
30