大學(xué)核心商務(wù)英語寫作教程unit 7 Insurance and Agency

1、LOGO Unit Seven Unit SevenInsurance and AgencyInsurance and Agency大學(xué)核心商務(wù)英語寫作教程大學(xué)核心商務(wù)英語寫作教程 acquiring knowledge of writing letters concerning transportation insurance To know the different kinds of risks of insurance Acquiring knowledge of writing letters related to agency. words and expressionsObjec

2、tivesMain Theme Insurance was originally applied to losses at sea where risks were always great, but it is now applied to cover almost any kind of occurrence that may result in loss. As a high percentage of our trade in and out in a country goes by ship, what mainly concerns us is the Marine Insuran

3、ce. Agency is a means frequently used in international trade. When a company seeks to develop its market, it often resorts to the help of agents, who will be employed to represent the company and sell its products in an area too distant to be effectively covered by the company itself.Exploring the T

4、opic1. What are the three types of marine transportation insurance?vFree From Particular Average (F. P. A.)vWith Particular Average (W. P. A.)vAll Risks2. What are the commonly used types of agencies?vAgentvSole agent / exclusive agent3. Can you list some indirect trade forms in international trade?

5、vAgencyvCompensation trade vProcessing tradevConsignmentI. Introduction II. How to Write Letters Related to Insurance?III. Insurance SamplesIV. Writing PracticeSection I InsuranceI. Introduction v Insurance is very closely related to foreign trade. In international trade, the transportation of goods

6、 from the seller to the buyer is generally over a long distance by air, by land or by sea and has to go through the procedures of loading, unloading and storing. During this process it is quite possible that the goods will encounter various kinds of perils and sometimes suffer losses. v In order to

7、protect the goods against possible loss in case of such perils, the buyer or the seller before the transportation of the goods usually applied to an insurance company for insurance covering the goods in transit. v But now it covers almost all kinds of occurrence that may result in loss. As far as fo

8、reign trade is concerned, marine insurance is still our major concern. What is the purpose of insurance?v The purpose of insurance is to obtain indemnity in the event of any damage or loss, so marine insurance is a contract whereby the insurer (insurance company), on the basis of a premium paid, and

9、 undertakes to indemnify the insured against loss from certain risks or perils to which the cargo insured may be exposed. v It is an indispensable adjunct of international trade. Without sufficient insurance and protection of the interests of those with goods in transportation, international trade c

10、an not be ensured.What are the three kinds of insurances? v1. Marine transportation insurancev2. Land transportation insurancev3. Air transportation insuranceWhat are the three types of marine transportation insurance?v1) Free From Particular Average (F. P. A.)v2) With Particular Average (W. P. A.)v

11、3) All RisksII. How to Write Letters Related to Insurance?v When writing letters related to insurance, the writer ought to bear the following points in mind:v 1) The methods of insurance (whether its a policy or an open policy);v 2) The risk or risks to be covered;v 3) The consignment to be insured;

12、v 4) The voyage to be covered;v 5) The premium rate;v 6) The mode of payment;v 7) The validity of the insurance.Pattern Model I: Importer Asks Exporter to Cover Insurance v Paragraph 1: Mention the contract, goods etc. We refer you to Contract No. With regard to our contractv Paragraph 2: Suggest th

13、e terms of payment and the reason. As we shall be glad if you As you know, we suggest v Paragraph 3: Wish the reader to accept and ship the goods early. We wish you can accommodate us in this respect. We hope to receive your favorable reply.Pattern Model II: Sellers Reply to the Buyer v Paragraph 1:

14、 State that you have received their letter. Your Letter datedhave been received.v Paragraph 2: Give your reply of agreeing or refusing and your reasons. We agree to With regard to we regret being unable to acceptv Paragraph 3: State the goods will be sent soon, etc. We sincerely hope that we can We

15、have insured the goods1. The Insurance InsuredvGenerally speaking, the stages of covering insurance are as follows:v1) The insured completes a proposal form.v2) The insurer assesses the risk and fixes a premium to be paid.v3) The insured pays the premium and the insurance becomes valid.v4) If a dama

16、ge or loss is suffered, the insured files a claim for compensation.v5) The claim is investigated, and if reasonable, the compensation is paid.1. The Insurance InsuredvA letter requiring for insurance rates should include the following elements:v1) The name of the goods to be insured.v2) The value of

17、 the goods to be insured.v3) The port of discharge and the name of the vessel to be used.v4) The destination to which the goods will be delivered.v5) The kind of insurance you are requesting.2. The Insurance ClaimsvA letter claiming insurance should provide the following information:v1) The name of

18、the goods damaged or lost.v2) The quantity involved.v3) The degree of the damage and estimate.v4) The cause of the damage or loss.v5) The evidence, if available.v6) Request the insurance company to compensate.III. Insurance SamplesvSample A: (Importer asks exporter to cover insurance)v Glory Trading

19、 Company Ltd.v 2 Binhu Road, Xiamen, Fujian gloryyahoo v (0592) 8600245 Fax: (0592) 8600212v April 6, 2010v James & Sons Ltd.Nelson House, Newell Street v Birmingham B3 3ELUnited Kingdomv Dear Sirs,v Re: Our Order No. CM437 Covering 100 M/Tons Canned Meatv We wish to refer you to our Order No. C

20、M437 for 100 M/Tons Canned Meat, from which you will see that this order is placed on CFR basis. v As we now desire to have the consignment insured at your end, we shall be much pleased if you will kindly arrange to insure the same on our behalf against All Risks for 110% of the invoice value. v We

21、shall, of course, refund the premium to you upon receipt of your debit note or, if you like, you may draw on us at sight for the same.v We sincerely hope that our request will meet with your approval.v Yours faithfully, Mack LiuSample B: (Agreeing to cover insurance and arrange shipment)v Hong Kong

22、Pro-rich Fiber International Limitedv Nathan Road, Kowloon. Hong KongFax:prorichgmailv June 2, 2009v Shanghai Far East Trading Co., Ltd.651 Gubei Road, Shanghai 200336,v China v Dear Sirs,v We take pleasure in acknowledging your letter of May 25th, requesting us to effe

23、ct insurance on the 1 000 M/Tons Chinese Rice for your account.v We are glad to confirm having covered the shipment with the Peoples Insurance Company of China against All Risks for US $. The policy is being prepared accordingly and will be presented to you by the end of this month together with our

24、 debit note for the premium.vFor your information, this consignment will be shipped by s/s “Hope” due to sail on or about June 10th. We shall send you shipping advice in due course.v Yours truly, Yale Stiffen Sample C: (Asking for a special insurance rate)vDear Sirs,vWe regularly ship consignment of

25、 pottery to Toronto, Canada by both passenger and cargo liners of the Shanghai Shipping Line. vWill you please say whether you can issue an All Risks policy for these shipments and, if so, on what terms? In particular, we wish to know whether you can issue a special rate in return for the promise of

26、 regular monthly shipments.v Yours sincerely,v Wang Jingyi Sample D: (Letter of insurance & claim)v Dear Sirs,v When the s. s. “Good Luck” arrived at Karachi on 5th July, it was noticed that one side of case No. 5 containing the radio receivers was split. We therefore had opened the case which i

27、nvoiced as containing forty-eight receivers, twelve of them were badly damaged and absolutely without any value.v We enclose the certificate of survey and the policy, for which your immediate and amicable settlement will oblige.v Twelve replacement receivers will be required. Please arrange to suppl

28、y these and charge to our account.v We hope no difficulty will arise in connection with the insurance claim and thank you in advance for your cooperation.v Yours faithfully, David BlankIV. Writing PracticevStep 1. Read the samples above and learn how to write letters related to insurance.v1) Fill in

29、 the blanks with the following words and expressions.arrangement insured coverage covered surveybe consigned premium to cover insurer strikesva) The so-called “All Risks” does not include coverage against war, , riots, etc.vb) Wed like Chinaware against ALL Risks.vc) Should any damage be incurred yo

30、u may approach the insurance agents at your end and submit an insurance claim supported by report.vd) The goods will by rail. You are required to effect insurance accordingly.ve) We can provide such additional at a comparatively higher premium.vf) It is the responsibility of the insured to make to p

31、ay extra premium.vg) In that case, this insurance shall remain in force, subject to an additional premium if required by the .vh) The insurance company undertakes to insure the under-mentioned goods at the request of the .vi) We have covered for 110% of the invoiced value against All Risks.vj) As re

32、quested, we the shipment with the PICC against All Risks of $52 000.keysva) strikes b) to covervc) survey d) be consignedve) coverage f) arrangementvg) insured h) insurervi) premium j) covered 2) Read the letter and complete it with proper words.v Dear Sirs,v Re: Insurancev We take pleasure in a) yo

33、ur letter of May 5th in b) to insurance.v In reply, we are pleased to c) you of the following:v All Risks We generally d) insurance WPA & War Risk in the e) of definite f) from our clients. If you desire to cover All Risks, we can provide such g) at a slightly higher premium. Breakage is a h) ri

34、sk, for which an extra i) will have to be j) . The present rate is about%. Claims are payable only for that of the k) that is over 5%.v Value to be insured: we note that you wish to insure l) to you for 10% above m) value, which is having our n) attention.v We trust the above information will o) you

35、r purpose and p) for your further news.v Yours truly,v Davidkeysva) acknowledging b) regardvc) inform / advise d) coverve) absence f) instructionsvg) coverage h) specialvi) premium j) chargedvk) loss l) shipmentsvm) invoice n) duevo) serve p) waitStep 2. Language: Vocabularyv1) The following words a

36、nd expressions are often used in letters related to insurance. Try to translate them into Chinese.aviation insurance cargo insurance cover note extra premium insurance agency insured amount insurance clause insurance conditionsinsurance coverage insurance document vinsurance instruction insurable in

37、terestvinsurance proceeds marine insurance vrisk insured to renew a policy vabnormal risk risk of errorvrisk of shortage risk of non-delivery vactual total loss full value insurancevland transit insurance vsupplementary insurance vcompromised total loss vduration of insurancekeysv aviation insurance

38、 航空險航空險 v cargo insurance 運輸險運輸險v cover note 承保單承保單 v extra premium 額外保險費額外保險費v insurance agency 保險代理保險代理 v insured amount 保險金額保險金額v insurance clause 保險條款保險條款v insurance conditions保險條件保險條件v insurance coverage 保險范圍保險范圍 v insurance document 保險單據(jù)保險單據(jù)v insurance instruction 投保通知投保通知 v insurable interest

39、可保權(quán)益（原則）可保權(quán)益（原則）v insurance proceeds 保險金（保險收入）保險金（保險收入）v marine insurance 海險海險keysv risk insured 承保險項承保險項 v to renew a policy 保單展期保單展期v abnormal risk 特殊風(fēng)險特殊風(fēng)險 v risk of error過失險過失險v risk of shortage 短重險短重險 v risk of non-delivery 遺失險遺失險v actual total loss 實際全損實際全損 v full value insurance 全值保險全值保險v lan

40、d transit insurance 陸運保險陸運保險 v supplementary insurance 追加保險追加保險v compromised total loss 約定全損約定全損 v duration of insurance 保險期限保險期限2) The following sentences are often used in letters related to insurance. Read and try to translate them into Chinese.v a) Our terms of insurance is to be effected by the

41、 sellers for 110% of invoice value against All Risks and War Risks.v b) We regret our inability to comply with the buyers request for covering insurance for 150% of the invoice value, because our contract stipulated that insurance should be covered for 110% invoice value.v c) Please cover insurance

42、on these goods against All Risks for 110% of the invoice value.v d) Buyers request for insurance to be covered up to the inland city can be accepted on condition that such extra premium is for his account.v e) Please effect insurance for 150% of the invoice value against All Risks and War Risk, as r

43、equested by the buyer.v f) As theft occurs frequently at this port, T. P. N. D. is to be covered in your price.v g) If claims arise, please contact the agent of the Peoples Insurance Company of China at your end with reliable evidence.v h) Please quote us your best rate for the insurance on the comp

44、uters against All Risks from Wuhan to New York for the value of US $ 30 000.v i) You are to compensate us for the damage or loss of the goods, if any.v j) We have covered insurance on the 10 000 sets “GELI” Brand air conditioner for 110% of the invoice value against All Risks with the Peoples Insura

45、nce Company of China.keysva）合約中保險條款規(guī)定，由賣方按照發(fā)票金額的）合約中保險條款規(guī)定，由賣方按照發(fā)票金額的 110%投保一切險和戰(zhàn)爭險。投保一切險和戰(zhàn)爭險。vb）很遺憾，我方不能依照貴方所提的按發(fā)票金額）很遺憾，我方不能依照貴方所提的按發(fā)票金額的的150%投保的要求辦理，理由是，我們的合同規(guī)投保的要求辦理，理由是，我們的合同規(guī)定保險是按發(fā)票金額的定保險是按發(fā)票金額的110%投保。投保。vc）請按發(fā)票金額的）請按發(fā)票金額的110%為這些貨物投保一切險。為這些貨物投保一切險。vd）如果額外保險費由貴方負(fù)擔(dān)，那么貴方提出的）如果額外保險費由貴方負(fù)擔(dān)，那么貴方提出的貨物

46、保險到內(nèi)地城市的要求可以接受。貨物保險到內(nèi)地城市的要求可以接受。ve）按照買方要求，請按該貨物發(fā)票金額的）按照買方要求，請按該貨物發(fā)票金額的150%投投保一切險和戰(zhàn)爭險。保一切險和戰(zhàn)爭險。keysvf）此地港口偷竊嚴(yán)重，貴方價格必須包括偷竊和）此地港口偷竊嚴(yán)重，貴方價格必須包括偷竊和提貨不著險。提貨不著險。vg）一旦發(fā)生索賠，貴方可憑借有效憑證，接洽）一旦發(fā)生索賠，貴方可憑借有效憑證，接洽中國人民保險公司在貴地的代理機(jī)構(gòu)。中國人民保險公司在貴地的代理機(jī)構(gòu)。vh）請報武漢至紐約保額為）請報武漢至紐約保額為30 000美元電腦投保美元電腦投保綜合險的最低費率。綜合險的最低費率。vi）如發(fā)生破損，你

47、方必須賠償我方的所有損失。）如發(fā)生破損，你方必須賠償我方的所有損失。vj）我方已將）我方已將10 000臺臺“格力格力”牌空調(diào)按發(fā)票金額牌空調(diào)按發(fā)票金額的的110%向中國人民保險公司投保一切險。向中國人民保險公司投保一切險。Step 3. Write a contract according to the information given below.vWrite a letter to ask the seller to arrange shipment and insurance according to the following instructions.v 買方已就93-366Y銷

48、售合同項下的1 000 箱鐵釘向中國銀行紐約分行開出了保兌的、不可撤消的第35730-11號信用證，有效期截止為4月15日。買方要求按發(fā)票金額的150%投保一切險。keysv Dear Sirs,v Referring to the 1 000 cases of Iron Nails under Sales Contract No. 93-366Y, we are pleased to inform you that we have established with the Bank of China, New York, the confirmed, irrevocable L/C No.

49、35730-11, in the amount of US$, valid up to April 15th.v Please see to it that the above mentioned goods are shipped before April 15th and the insurance is covered for 150% of the invoice value against All Risk. As we understand that as per your customary practice you only (provide insurance) insure

50、 the shipment for 10% above the invoice value, the extra premium for additional coverage shall be borne by us.v Please arrange insurance according to our request and meanwhile, we are expecting your shipping advice.v Yours faithfully,v JerryI. Introduction II. How to Write Letters Related to Agency?

51、III. Agency SamplesIV. Writing PracticeSection II Agency I. Introductionv International trade forms refer to the common practices and channels between countries for the flow of the commodities or services. Every import or export is carried out through certain trade form. Besides the direct trade bet

52、ween the seller and the buyer, there are some indirect ones commonly used in international trade as well. Such trade forms include agency, compensation trade, processing trade, consignment, etc. These forms of trade can help to acquire new technology and attract foreign investment, to create new exp

53、ort markets or promote exportation. Agency is widely used in international trade nowadays. In practice a lot of business work is handled not only by direct negotiations between buyers and sellers, but also by means of agencies and intermediaries. When a company seeks to develop its markets, it often

54、 resorts to the help of agents, who will be employed to represent the company and sell its products in an area too distant to be effectively covered by the company itself.Qualifications of an Agent What researching enquiries must be made about a prospective agent?va) his reliability and financial so

55、undness;vb) his market connections and the effectiveness of his sales organization;vc) his technical ability to handle the goods to be marketed;vd) the nature and extent of other agencies they may hold, and in particular, whether they are connected with the sales of competing products.An Agency Agre

56、ement After an agent is appointed, it is desirable to draft a formal agreement by which the rights and obligations of both parties are determined. This will prevent any dispute between the principal and the agent. The agreement usually stipulates the commodity, validity, territory, minimum purchase

57、amount, payment terms for the agent commission, terms of price, exclusive rights and obligations, remedial measures for breach of the contract, market information, the governing law and method of arbitration in the event of dispute, etc.Types of Agency v 1) General Agentv2) Sole Agent / Exclusive Ag

58、entv3) Brokerv4) Factorv5) Forwarding AgentII. How to Write Letters Related to Agency?v Elements of a Letter Aiming to Apply for Agencyv1) State the intention directly;v2) Offer reason why he is interested in agency, and competence he has for agency;v3) Expect for a favorable response.II. How to Wri

59、te Letters Related to Agency?vElements of a Letter Aiming to Find an Agentv1) Self introduction;v2) Reasons why new agents are needed;v3) The intention of looking for an agent;v4) Expectation for a quick and favorable response and good cooperation.II. How to Write Letters Related to Agency?Elements

60、of a Letter Aiming to Grant Agencyv1) Acknowledge receipt of the application;v2) Make a decision: acceptance or declination;v3) If the response is positive, express expectations for good cooperation;v4) If the response is negative, decline the application politely. And an explanation and a good wish are neces