trade english

무역영어제2강

0912 Class Agenda

• Time & Date:

• Recap: PIP introduction

• Topic: Improving writing skills

• Preview: Business proposal

0912 Class Objectives

Text reading Trade English

writing skills

Writing practice

I read the textbook

I know 3C rules

The power of verb

Use positive

languages

I understand the

basic rules of

writing trade

English.

I can change the

‘frame’ of English

sentences to meet

the writing rules.

0912 class sessions

Text Lecture

Session

Trade English

Session:

GBC teamwork

(20)

Text: P34-60 3C rules

Power of verb

Use precise, vivid

word

You-View

Use positive

languages

Practice writing

Session1 Text Lecture

1.1“무역통신문”이란?

What is trade English?

Business English is generally referring to

the ‘English used for commercial

transaction’• 일반적으로상거래에사용되는영어를비즈니스영어라고한다.

• 이중특히국제간무역에서사용되는영어를무역영어라고한다

Business English for International Trade is

particularly referred to as Trade English•

Trade: Cross-border flow of

goods and services

Trade: Global imbalances

Trade:

Surplus versus Deficit countries

Class Topics on

Export-Export Procedures

0912 0919 0926 1010 1017 1024 1031 1107 1114 1121

Writi

ng

skills

거래제의(Busi

ness

Propo

sal)

신용조회(Credi

t

Inquir

y)

거래문의(Inqui

ry)

청약(Offer)

중간고사

승낙주문확인Accep

t,

Order,

Ackn

owled

ge

신용장

LC

환어음

Draft

대금결제Paym

ent

Operational Chart of International Trade

Keywords at each procedure

Keyword at the market research:

Does it make business sense to market our new model in a

new market?

• Demand to go up or down?

• Is there country risk?

• Is there non-tariff barriers 비관세장벽?

• Is competition strong?

• Is there enough ‘middle class consumption”

•

Is demand firm enough?

(해외시장조사)

• Strong

• Bullish

• Firm 안정된

• Weak

• Bearish

• Flat 활기없는

• Dull 침체한

Keywords for business proposal

• We want to enter into business with you

• We’d like to open an account with you.

• We are interested in doing business with you.

• 귀사와거래하고싶다.

• Quote us price

• 가격을제시해주시오

• Send us your sample

• 귀사의샘플을보내주시요

Keywords for credit inquiry

• 3C (Market claim을예방하기위해서도꼭필요함)

• Character (상도덕=moral commitment)

• Capital (재무상태=financial standing)

• Capacity (영업능력=business standing)

• Trader’s reputation and stock price (업계의평판및주가)

• Business background(거래업적): 다른업체와의거래실적

Offer keywords

• Selling offer 청약

• Buying offer = order

• Firm offer(확정오퍼) v Free offer(불확정오퍼)

•

• Offerer vs offeree

Order Keywords

• 주문내용및조건상품명세

• 수량, 가격, 선적기한

• 운송, 보험에관한지시

• 포장방법

• 대금지불방법

• Trial order 시험주문

• Initial order 최초주문

• 재주문 repeat order

• Accept an order

• Take an order

• Cancel an order

• Fulfill an order

Keywords about Credit

• Drawer 어음발행인

• Credit is available by negotiation (매입신용장)

• Credit is available by acceptance (인수신용장)

• Credit is available by sight draft

• Issuing bank (개설은행)

• Beneficiary (수익자)

• Applicant (개설의뢰인)

• Documentary L/C 화환신용장 (BL등운송서류를첨부할것을조건으로지급. 인수또는매입할것을약정하는신용장.

Agreement on general terms and conditions of business

일반적거래협정

• Both parties exchange agreement on:

• Business (거래형태): Principal(본인) or Agent (대리인)중누구를계약당사자 (party)로할것인가?

• Quality (품질조건): Sale by sample (견본매매) 등

• Quantity (수량조건)

• Price terms(가격조건)

• Shipment term(선적조건)

• Payment (대금지급)

• Shipping Marks (화인조건)

Payment keywords

• Draft (Bill of Exchange)

환어음

• Drawer 환어음발행인

• Drawee 환어음지급인

• Sight draft

• 일람출급환어음

• Time draft=usance draft

• 기한부환어음

• At 30 days after sight

• 일람후 30일출급환어음

• Honor a draft

• Protect a draft

• 환어음을인수하고만기에지급하다.

• Dishonor a draft

• 환어음의인수를거절하다 (부도)

Shipment keywords

• Loading port 선적항

• Discharging port 양륙항

• 1>Shipping request 선복요청서(shipper가 carrier에게선복요청서)

• 2> booking for shipping (선복예약)

• 3> shipping Order (선적지시)

• 4> Dock Receipt (부두수취증) for container

• Mate’s Receipt (본선수취증)

• 5> bill of Lading (BL)

• 6> Delivery Order (화물인도지시서): 수화인은선사에 B/L을제출하고 DO를받는다.

• Commercial Invoice 상업송장

• Insurance Policy 보험증권

• B/L 선화증권

• Documentary draft (=Draft+상업송장+보험증권+선화증권)

• Sight draft: 일람출급환어음 (환어음이지급인에게제시되었을때지급인이즉시환어음의금액을지불하는환어음)

Marine insurance keywords

• 보험자 Insurer

• 보험계약자 policy holder

• 피보험자 insured

• 피보험이익 Insurable interest

• 보험료: Insurance premium

• 보험가액: insurable value

• 전부보험: Full insurance

• Insurance policy 보험증권

• Insurance certificate 보험증명서

Claim keywords

• Transport claim

• Trade claim

• Market claim: 시장시황Market situaiton이자신에게불리하게변동 fluctuation되었을때물품의인수거부와가격의인하를위해의도적으로부당한클레임을제기하는마켓클레임이가장문제시된다.

• 무역클레임의해결방법:

• Compromise(타협)

• Intermediation (알선)

• Arbitration (중재)

• Litigation (소송)

Session1: Text Lecture

Improving Writing Skills

The Writing Process

Prewriting:

Analyze

Anticipate

Adapt

Writing:

Research

Organize

Compose

Revising:

Proofread

Evaluate

Writing rules of trade English

CONCISE

CONCRETE

Clear

CONVERSATIONAL

PLAIN WORD

Specific, Precise

Vivid

YOU-VIEW

Versus

WE-VIEW

POSITIVE

Clear (명료성)

Ambiguous (대명사사용)

• Jones & Co. maintain

excellent relations with

their New York

distributors, but they

are still not doing as

much advertising as

they expect them to do.죤스회사는뉴욕의유통업체와좋은관계를맺고있지만그들은기대한만큼광고를하고있지않다.

clear

Concrete (구체적)

ambiguous

• Thank you for your recent

order.

Concrete

• Thank you for your order

No. 2031 as of March 1

Concise (간결성) P41

Boring, dull

• With regard to the Letter of

Credit, we have already

instructed our bank to

amend by cable.

• 은행에게 LC를수정하라고지시했다.

concise

• We have already instructed

our bank to amend the

Letter of Credit by cable.

CONCISE

• Due to the fact that

• Held a meeting with him

• For the purpose of getting

• In a position to do

• In compliance with your

request

• In the amount of

• In the course of of

• In the event that

• Because

• Met him

• To get

• can do

• As requested

• For

• During

• If

•

Correct(정확성)

Incorrect

• You ask very short delivery

for your order.

• 귀사는귀사주문품의신속한배달을요청하다.

correct

• You require prompt delivery

of your oder

Correct

incorrect

• We received your letter of

June 21, for which I think

you, but I regret that we

cannot accept your proposal.

• 당사는귀사의 6월21일자편지를받았다감사하지만유감스럽게도귀사의제안을받아들일수없다.

correct

• We appreciate the proposal

in your letter of June 21, but

regret that we cannot accept

it.

Complete

incomplete

• Shipment will be made in

due course

• 선적은정히이루어질것이다.

complete

• Your order for voicepen will

be shipped at the end of this

month. You will receive

them early next month.

Courtesy

No courtesy

• We cannot comply with

your request.

• 당사는귀사의요청을받아들수없다.

Courtesy

• We are afraid we cannot

comply with your request.

강력성 (forcefulness):

The power of verb P43

Noun-delivery

• The delivery of the

shipment should be

accompanied by you until

next Thursday.

• 적송품의배달은다음목요일까지이루어져야한다.

verb-deliver

• You should

deliver the

shipment until

next Thursday.

The power of verb

Weak (Noun-centered)

• The exporter must

grant acceptance

of the counter

offer. • 수출업자는반대청약을승낙해야한다.

Strong (Verb-centered)

• The exporter

must accept the

counter offer.

Use precise verbs

General

• Our salesperson will contact

you next week.

•

Precise

• Our sales person will

(telephone, fax, e-mail,

visit) you next week.

•

Use concrete nouns

General

• A change in our budget.

• A person called.

• We improved the assembly

line.

Concrete

• A 10 percent reduction in

our budget.

• Mr. Kim Myong-Sup, the

finance manager, called.

• We installed 26 Unimate

robots on the assembly line.

I-View versus You-View

I/We View

• We have shipped your order

by UPS, and we are sure it

will arrive in time for the

sales promotion January 15.

• 당사의귀사의주문품을UPS편으로보냈다. 1월15

일영업프로모션에맞추어서제시간에도착할것으로확신한다.

You View

• Your order will be delivered

by UPS in time fo ryour

sales promotion January 15.

Conversational: Level of Diction

Unprofessional (Low-

level diction)

Conversational

(Middle-level diction)

Formal

(High-level diction)

badmouth criticize denigrate

guts nerve courage

Pecking order Line of command hierarchy

Ticked off upset provoked

Rip off

Rat on

If you just hang in there,

we can snag the contract

Steal

Inform

If we don’t get

discouraged, we can win

the contract

Expropriate

Betray

If the principals

persevere, they can

secure the contract.

CHECK: Self-assessment on a 1-5 scale: Give 5 if you think you did excellent or 1

if you think you did poorly

Text reading Trade English

writing skills

Writing practice GBC speaking

I read the textbook

I know 3C rules

The power of verb

Use positive

languages

Score:

I understand the

basic rules of

writing trade

English.

I can translate

English sentences

that I learn in the

class.

Score:

I can change the

‘frame’ of English

sentences to meet

the writing rules.

Score:

I can tell you my

story using the

vocabulary we

learn in the class.

Score:

Let’s call it a day

Ahn Mi-Young