Lesson 27 Processing Trade,加工贸易,Aims,Negotiate about terms and conditions in processing trade: two forms: processing of supplied materials and processing according to customers samples; terms and conditions under the processing agreement such as the processing fees, quality and the terms of payment, etc,Language skills,1. 关于加工贸易形式 Are you engaged in processing of supplied materials? We can process customers materials or process according to customers samples.,2. 加工贸易协议的内容: 加工费 How much are the processing fees? The processing fees should be fixed according to the world level of labor cost with a 15% discount.,原材料 Your materials should be up to the standard. We shall supply 3% more of the materials in case of replacement. We will supply you materials free from defect. The allowance for damage to materials in the course of processing is 3%.,支付方式 I suggest we adopt reciprocal L/C. Each party opens an L/C in favor of the other. We shall open an L/C to cover the raw materials. We shall open an L/C in your favor to pay for the finished products. Payment for the processing fees and shipping expenses is to be made by sight L/C.,Part A Sample Conversation,Notes: 1. processing trade 加工贸易 process according to customers samples 来样加工 process customers materials 来料加工,2. What exactly are you after? 您具体想要什么？ 相当于 What exactly are you looking for? 或 What exactly do you want? 3. Theres no doubt about that. 关于这一点，毫无疑问。 译：毫无疑问，在CIF条件下，运费应由卖方支付。 There is no doubt that the seller should pay the freight under CIF terms.,4. If we fail to do so, we will compensate you for the losses sustained. 如果我们做不到，我们会补偿你方所受损失。 译：如果我们做不到，你们可以向我们索赔。 If we fail to do so, you can file a claim against us. 5. One thing Id like to point out is that 有件事儿我想说明一下 译：有件事儿我想说明一下，包装必须是防水的。 One thing Id like to point out is that packing must be water-proof.,6. Your material should be up to the standard. 你方的用料应达到标准。 be up to 达到 The commission we give to you is up to 10%. 给你方的佣金达到了10%。 From the report issued by our commodity inspection bureau, we find your goods do not measure up to the export standards. 从商检局出具的报告来看，你方的货物未达到出口标准。,7. You can draw drafts on us. 你们可以向我们开汇票。 draw (drafts) on sb. 给某人开汇票 We will draw a sight draft on you on collection basis. 我方将以托收方式向你开出即期汇票收款。 Since the amount involved is rather small, we agree to draw on you at sight. 考虑到金额甚小，我方同意以即期汇票向你方收款。,Part B Listening,I. Listen and complete each of the following sentences. 1. Processing in China will greatly _ thanks to the cheap land and _. 2. We may raise a _ for your deferred delivery.,reduce costs,labor force,claim,3. The price of the finished products consists of the cost of _, processing charges and handling _. 4. Reciprocal L/C has been our _. 5. The foreign client should offer the _ and necessary _.,materials,charges,usual practice,equipment,technologies,II. Repeat the sentences you hear on the tape. 1. If you have no objection, lets come to the technical matters. 2. Here I bring the proforma invoice with me covering the processed goods for your reference. 3. As you know, processing with supplied materials is playing a more and more important role in expanding foreign trade. 4. What type of products do you intend to process? 5. Is there any tax exemption or reduction?,III. Write down the sentences you hear on the tape in full. Each will be read three times. 1. Doing processing business will profit both of us. 2. Processing charges cant be taken separately from style. 3. We will provide you with special equipment free of charge. 4. We will dispatch the finished products in two months after we receive your materials. 5. We will meet your request in terms of quality and specifications.,IV. Listen to the short conversations and choose the best answer to each of the following questions. 1. A: When will the materials arrive here? B: In May, and you are requested to open the L/C before the end of April. When will the materials arrive? a. May. b. By the end of May. c. Before the end of April. d. Not mentioned.,2. A: We reserve the right to claim for late delivery, wrong delivery and poor quality. B: But delays caused by Force Majeure should be excluded. Which statement is NOT true? a. Claims for poor quality will be accepted. b. Claims for any delay in delivery will be accepted. c. Claims for delays caused by Force Majeure will be rejected. d. Claims for wrong delivery will be accepted.,3. A: Payment in six months? It is too long. That will tie up my money. B: Sorry but we cant do any better. What does “do any better” mean here? a. Do the job better. b. Pay in better currencies. c. Pay in more than six months. d. Pay in less than six months.,4. A: What is your suggestion then? B: Sight L/C is not suitable. L/C at 90 days sight would be fine. What does the second speaker suggest? a. Sight L/C. b. L/C at 60 days. c. L/C at 90 days. d. L/C at 120 days.,5. A: There is a 3%