苏珊：那么如果我们的订单超过25,000件, 我们能得到发票净值的6%吗？ 李岩：那样的话，我们可考虑给你们4%的佣金以扩大与你方的贸易。
苏珊：4%佣金太少了。我们必须提供所有的宣传材料和安排员工开设一个展览室。我
们还得支付展览室的运作开支。 李岩：嗯，让我们折衷吧，5%如何?
苏珊：好吧。但是还有一件事我们希望你们注意。 李岩：是什么呢？
苏珊：我们希望你们不要从货值中扣除佣金。 李岩：不好意思，您能重复一下吗？
苏珊：可能我们没有把意思表述清楚。我的意思是，你们按原来那样开具全额发票，在
你们收到信用证的全额付款后，再汇出我们的佣金，这样可否？ 李岩：我明白你的意思了。我们将按照你们的意愿办理。
练习1
Reference:
1. Ways to ask for commission increase:
(1) add 1% for a transaction over one million dollars→Could you add 1% for a transaction
over one million dollars?
(2) 3% more of commission for each additional 1000 sets ordered→We would like 3% more
of commission for each additional 1000 sets ordered in commission.
(3) an increase for every 100 sets sold in excess of the quota →I suggest an increase for
every 100 sets sold in excess of the quota. 2. Ways to offer a commission:
(1) a 2% commission →We can grant you a 2% commission.
(2) a very favorable commission→How about 5%？That will be a very favorable commission.
(3) give more commission →We may consider giving you more commission if your order is
larger than 30,000 sets.
3. Ways to refuse the request for commission increase:
(1) there is a rise in price →It is difficult for us to increase the commission because there is a
rise in price.
(2) we have made concessions in price →It is the best we can grant because we have made
concessions in price.
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练习2
Example:
(1) asking about the commission system of the partner’s company
Exporter: Mr. Li, since we are drawing up the agency agreement, we came to Shenzhen to
hold a talk about the commission for this new business. Would you please introduce your commission system in detail?
Principal in Shenzhen A&F Slopwork Co. Ltd.: Generally speaking, commission depends onthe quantity of goods ordered.
多学一点
Suggested answer:
1. A commission agent is essentially a person appointed by the exporter to maintain a direct relationship with the customer,while a distributor, usually a wholesaler or a local importer, buys goods outright from the exporter and then sells them to the customer at a profit.
2. The commission agent does not buy and sell the goods but merely locates business opportunities for the exporter and negotiates and concludes deals on behalf of the exporter.
Supplementary questions:
What roles does a sales agent play?
Suggested answer:
A sales agent acts as a sales “ambassador” to establish and develop market contacts and build up a client base with healthy customer relations for the exporters.
译文
销售代理商在出口贸易中扮演什么样的角色？
随着出口订单的日益增加，出口商可能会发现亲自与市场保持直接长期的关系是很困难的。因此出口商使用销售代理商扮演销售“大使”的角色建立和开拓市场，创建客户基地构建健康的客户关系，就显得尤为重要。
广泛的说，有两类销售代理商。佣金代理商和分销商，各有其优缺点。
佣金代理商：佣金代理商主要是指由出口商指定的用以维持与顾客直接关系的个人。佣金代理商不买卖货物，只为出口商寻找生意机会，代表出口商谈判和达成交易。在获取固定薪水或佣金的基础上展开工作，如在签约成交或支付的销售额中获得一定百分比。佣金代理商通常没有库存也不承担信用风险。
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分销商：分销商通常是批发商或是当地的进口商，直接从出口商那里购买货物然后卖给顾客从中获得利益。分销商通常在特定区域或地区代表出口商销售某一商品。分销商持有存货，负责当地宣传和促销。在分销商的协助下，出口商可以更直接、更深入的渗透市场，如果分销商有一定的知名度，选择这类销售代理商的方式能有效地使产品更快捷地进入当地市场。
Supplementary Materials 补充材料
Commission Agreement
An agreement between a company and a “consultant” where the company, which is likely to be a manufacturer or distributor, pays the consultant a commission on business introduced by the consultant.
This is a general purpose agreement for use by an individual or company who, in return for a commission, introduces business to a third party. This is not a formal agency agreement but is more suited to a “one-off” arrangement between someone who has good contacts in a particular area and a company wishing to sell into that area.
The consultant’s duties are little more than nominal, the main purpose of the agreement being to fix the amount and payment terms for commission. The contract has a fixed but renewable duration and is subject to confidentiality, with an arbitration clause in the event of disputes.
Source: http∥www.contractore.com/agency_agreement
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Unit 6 Insurance 保险
Teaching Objectives 教学目的
1. Students should master the types of insurance； 让学生掌握常用保险险别；
2. Students should master the commonly used expressions to cover insurance; 让学生掌握投保的常用表达式；
3. Students should understand the approach to communicate with others on insurance. 让学生了解如何就保险进行沟通交流的方法。
Important and Dfficult Points 重难点
1. Usual types of insurance
2. Commonly used expressions to cover insurance
Lead-in 导入
Insurance is a way of spreading and distributing risks. It is very closely related to foreign trade People in international trade should have a thorough knowledge of it and the ability to handle its problems. Only in this way are they able to prevent loss. According to the difference of the goods and the terms of shipment, different insurance should be covered.
Suggestions and Key 建议与答案
热身
1. What type of additional risks should the following goods need? Key
A -(3) B- (1) C -(4) D- (2) 2. Why do they need such risk(s)?
Hints: The additional risk and the reason shall depend on the nature, type, production, etc.of the goods.
情景对话
Ask the students to read the text then explain the three commonly used risks to their partners.
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译文
对话1
李岩与苏珊就保险条款进行商谈。 李岩：苏珊，我们该谈一下保险了吧？
苏珊：没问题。你方报的是CIF价。你们是怎么投保的？
李岩：通常，我们向中国人民保险公司，依照海洋运输保险条款，按发票金额的110%
投保水渍险。
苏珊：我得说我对该条款了解不多。你能否稍微解释一下？
李岩：当然可以。海洋运输保险条款包含三种基本险，一些附加险和一些特殊附加险。
三种基本险是平安险、水渍险和一切险。 苏珊：李，能否说具体些？
李岩：大致来说，平安险是Free from Particular Average，包括由自然灾害和事故产生的
全部海损，以及由事故产生的部分海损。水渍险是With Particular Average, 保险范围更广，除了平安险中列出的外，还包括由自然灾害产生的部分海损。 苏珊：一切险呢？
李岩：一切险是水渍险加上附加险，非海洋运输产生的风险。 苏珊：明白了。 对话2
李岩与苏珊就保险条款进行商谈。
苏珊：能不能告诉我，对我方订货，你们准备保什么险？
李岩：当然可以。正如我们刚才谈到的，我方将为货物投保水渍险，因为我们是按CIF
成交的。有什么你想了解的还是??？
苏珊：哦，没什么。我只是担心，我方订货要从香港转船，万一货物丢失呢？ 李岩：我们可以按你方要求投保偷窃、提货不着险。 苏珊：但那是附加险，是吗？
李岩：是的。而且买方通常需负担投保附加险的费用。
苏珊：明白。如果你们投保一切险呢？我们还需要负担这项附加费用吗？
李岩：不，不需要。偷窃、提货不着险是一般附加险。一切险已经包括一般附加险了。
但是，你方需要支付稍高一点的保费。
苏珊：没问题。货物的安全最重要。
李岩：当然。我们现在确认一下，我把保险范围由水渍险改为一切险，其余照旧，依照
海洋运输保险条款，按发票金额的110%向中国人民保险公司投保。 苏珊：完全正确。谢谢。
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