1、English for International Business Communication,Unit Nine,Insurance,I. Teaching Aims & Requirements:1. Help students to learn and master key words, phrases and sentence patterns about insurance 2. Help students to learn how to write a business letter about insurance 3. Help students to learn some a
2、dditional sentence patterns about insurance4. Help students to identify various risks covered in foreign trade and grasp the technical or special words used in insurance.,II. Resources/Materials:,1.戚云方，新编外经贸英语函电与谈判。浙江大学出版社，20072. 戚云方，新编外经贸英语写作与套语。浙江大学出版社，20073. 邹勇，国际商务英语理论与实务。上海财经大学出版社，2008,Part One
3、: Study of Background Knowledge:Cargo transport insurance 1. Kinds of Risks1.1 Perils of the Sea Including both natural calamities and fortuitous accidents. 1.2 Extraneous Risks can further be general extraneous risks and special extraneous risks.,2. Total Loss and Partial Loss2.1 Total Loss Actual
4、Total Loss Constructive Total Loss 2.2 Partial Loss General Average Particular AverageParticular average means a loss that is borne solely by the owner of the lost property (ship or cargo) and general average means a sacrifice made for the common safety of both the cargo and the ship.,3. Main Types
5、of Insurance Coverage3.1 Free from Particular Average (FPA)Free from Particular Average means no partial loss or damage is recoverable. 3.2 With Particular Average (WPA/WA) Aside from the risks covered under the F.P.A. condition as above, W.A. also covers particular average of the insured goods caus
6、ed by vile weather, lightening, tsunami, earthquake and / or flood. 3.3 All Risks (A.R.) Besides the risks covered by FPA and WA, All Risks also provides cover against some extraneous risks of loss or damage .,4. Additional Risks4.1 General Additional Risks cover the losses caused by general extrane
7、ous risks, including Theft, Pilferage and Non-delivery (T. P. N. D.), Fresh Water and /or Rain Damage (F. W. R. D.), Risk of Shortage, Risk of lnter-mixture & Contamination, Risk of Leakage, Risk of Clash & Breakage, Taint of Odor, Damage Caused by Heating & Sweating, Hook Damage, Loss or Damage Cau
8、sed by Breakage of Packing, and Risks of Rust. 4.2 Special Additional Risks cover losses caused by special extraneous risks. They include War Risks, Strikes, Failure to Deliver, Import Duty, On Deck, Rejection, Aflatoxin, etc.,Part Two: Study of Specimen Letters I. Study of Words and Expressions 1.
9、desire (v.t.) long for；wish；request e.g. We believe our mutual efforts will bear fruit as desired.We desire you to send us some descriptive literature at your earliest convenience.We earnestly desire that you will attend the coming Fair.It is desired that you will give this matter your immediate att
10、ention 2. desire (n.) strong longing；earnest wish e.g. They have the desire to do substantial business if your price is competitive.They have no desire to accept prompt shipment. 3. desirable (a.) worthy to be desired；worth having e.g. It is desirable that the question be examined in its entirety.It
11、 seems desirable to accept our offer 4. desirous (a.) wishful, desiring (to do) e.g. They are desirous of being able to buy at a lower price later.We are desirous to establish business relations with you.,5. insure (vt.) make a contract that promises to pay money in case of accident, damage, loss, e
12、tc. e.g. Once the cargo is sent off，it is insured instantaneously.The shipment is to be insured (covered) against All Risks and War Risk. 6. insurance (n.) undertaking, by a company, to safeguard against losse.g. Since the premium varies with the extent of insurance, extra premium is for buyers acco
13、unt should additional risks be required.We will effect insurance against All Risks，as requested, charging the premium to the consignee,Part Two: Study of Specimen Letters I. Study of Words and Expressions .,7. arise (vi.) aappear; occur e.g. A new question has arisen in dealing with the matter of ag
14、ency.We will reopen the subject as soon as occasion arises.bresult (from) e.g. Serious consequences may arise from an ambiguous clause in a contract.The damage arose from rough handling in transit.,8. refer( v.t.v.i.) 在商务英语中这个动词用得很广。 e.g. Your letter addressed to the Ministry of Foreign Economic Rel
15、ations and Trade has been referred to us for attention(has been passed on to us for attention巳转交我公司办理) Your Commercial Counsellors Office has referred us to you for establishing business relations with your corporation (asked us to approach you for.叫我们与你联系有关) Please refer to our bankers for our refe
16、rence (资信情况)请向我银行询问 We wish to refer to the payment terms contained in your letter of Dec19(谈一谈)(提一下) We have examined the documents referring to the first shipment under Contract No4567 (有关),9. as to VS as for (as for做“至于”解时，往往含有轻蔑的口吻。) As for the price, it is less competitive in my opinion. 至于价格吗，
17、我看缺乏竞争性。 至于我们的产品质量，我可以说在欧洲是独一无二的。 As for the quality of our products, I can say it is next to none in Europe. (与原文的语气不相称，应改为：As far as the quality is concerned,),10. as requested依照要求 =as requested by you or at ones requestIn business English, there are a lot of phrases made in this way, which may ma
18、ke our expressions more concise and clear. For instance： as contracted按照合同； as stipulated按照规定； as stated/mentioned above如上所述; As required/needed根据需要.,11. for ones account =to be borne /paid by sb. e.g. The additional charges will be for buyers account.附加费用由买方负担。 I suppose the additional premium for
19、the special coverage is on the buyers account. 我猜想投特别险的附加保险费应由买方负担。 We do not feel able to make purchases on (our) own account.我方不能自负盈亏来购置这些货物。,12. to ones advantage also to ones benefit/profit/interest We see our way to bring this deal into conclusion to your advantage/profit. We are eager to estab
20、lish good business relations with you to our mutual benefits /profits.,Study of the Useful Sentence Patterns1.to insure W.P.A (F.P.A)投保水渍险（平安险） Please insure F.P.A at your end. 请在贵处投保平安险。 We generally insure W.P.A on C.I.F sales. 按CIF价出售的货物，我们一般投保水渍险。 2.to insure (cover)against 投保险 Please cover the
21、goods against War Risks. 请将货物投保战争险。 We have insured the goods F.P.A and against All Risks. 我们已将货物投保平安险和一切险。,3.to arrange (effect, cover, take out) insurance投保 As our order was placed on a CIF basis, the insurance is to be arranged by you. 由于我方是按CIF价订货的，应由你方投保。 We will effect insurance on your behalf
22、. 我方愿代贵方投保。 Have you taken out insurance for us on these goods? 贵方是否已代我方对此货物投保？,4.to cover (insure) sb. on sth. Please insure us on the following goods. 请为我方投保下列货物。 5.to insurefor按金额投保 We shall insure the goods for 110% of the invoice value. 我方将按发票金额110%投保此货物 We wish you to insure the goods for the
23、invoice value plus 10% 我方希望贵方按发票金额加10%投保。,6.to insure with向投保 We usually insure with the Peoples Insurance Company of China for the goods sold on CIF basis. 我方一般对按CIF价出售的货物向中国人民保险公司投保。 Insurance is to be effected by the sellers against All Risks for 110% of the invoice value with the Peoples Insuran
24、ce Company of China. 由卖方按发票金额110%向中国人民保险公司投保一切险。,7.to compensate for 赔偿 If any damage to the goods occurs a claim at your end, who will undertake to compensate for the loss sustained. 货物如发生损坏，可向贵地的保险代理提出索赔。他们将赔偿贵方遭受的损失。 We are sorry to learn that your goods were badly damaged during transit and the
25、insurance company will compensate you for the losses accordingly to the coverage arranged. 我方很遗憾得知贵方货物在途中严重受损。保险公司将按照投保险别赔偿贵方损失。,8.to insure an inspection certificate签发检验证明 We enclose an inspection certificate insured by the Beijing Commodity Inspection Bureau and the Shipping Agents Statement as we
26、ll as the original Insurance Policy. 现附上北京商品检验局签发的检验证明和轮船代理人的报告书，以及保险单原件。,9.to submit an insurance claim = lodge the claims for 提出保险索赔 An insurance claim should be submitted to the insurance company or its agents within 30 days after the arrival of the consignment at the port of destination. 保险索赔应在货
27、物到达目的港30天内提交保险公司或其代理商。 Should any damage be incurred you may approach the insurance agents at your end and submit an insurance claim supported by a survey report. 如果货物发生损坏，贵方可凭检验报告与贵处保险代理联系并提出保险索赔。,.Reminders for Writing Such a Letter 1) How to write an insurance letter as a buyerSuch a letter is so
28、 easy as to fill in a form issued by insurance policy; however, more attention should be paid to how to lodge a claim with the insurer and ask him to refund your loss or damage. Mention the details of the goods, quoting the contract or policy number, etc. (2) State how and when the insured cargo was
29、 lost or damaged and the reason for compensation. (3)Wish the reader to accept your claim and give it immediate attention.,1) How to write an insurance letter as a buyer （4）The following documents need to be enclosed with your covering letter for a claim:Survey reportA copy of B/LThe commercial invo
30、iceThe insurance policyA covering letter requesting payment Tips: Keep this letter concise and professional. Make your request specific and, if necessary, refer to any enclosed documents. The letter will usually follow up on a telephone call or an interview, which should have been made as soon as po
31、ssible after the event or accident.,2)The replies to these letters generally include the following When the insurance company receives the above letter, they may inform the addressee of the following: (1) Acknowledge receipt of his/her letter. (2) Give your reply of agreeing or refusing and your rea
32、sons. (3) Express your desire for further service, etc.,Part Three: Review of Key Points & Difficult Points1. The three basic risks: FPA, WPA & All risks 2. The expressions such as TPND, SRCC, War Risk , I.O.P, etc. 3. The relationship between insurance terms and price terms 4. Review Clues: Kinds o
33、f risksClassification of lossesTypes of insurance coverage,Part Four: Exercises1. Answer the Following Questions: 1)As far as foreign trade is concerned，what risks are covered under an insurance policy? 2)What is the purpose of insurance? 3)When was The Peoples Insurance Company of China established
34、? 4)How is the insurance value calculated? 5). For what percentage of the invoice value do we usually effect insurance if a transaction is concluded on a CIF basis?,6)Who will pay the extra premium if insurance is requested to cover more than 110 %? 7)Whom should an insurance claim be submitted to?
35、8). What documents must be presented in order to substantiate an ordinary average claim? 9)Whats the difference between Partial Loss and Total Loss? 10)At what time is the seller under obligation to present a marine insurance policy when goods are sold on CIF basis?,2. Fill in me blanks with the app
36、ropriate words and then translate the following into Chinese：1). Regarding insurance, the coverage is_110of invoice value up to the port of destination only 2). Buyers request for insurance to be covered up to the inland city can be accepted on condition that such extra premium is for _ account 3).
37、we regret being unable to agree to the buyers request as stated in the L/C stipulations for insurance to be covered up to the inland city because our price is _on CIF Dubai,4). Risks other than All Risks and War Risk can be_，if the insurance company accepts，and then the extra _ should be borne by th
38、e buyer 5). Since the premium varies with the extent of_，extra premium is for buyers accountshould additional risks be_. 6). We regret our inability towith the buyers request for covering insurance covered for 150% of the invoice value，because our contract stipulates that _ is to be covered for 110
39、of invoice value. 7). Should any damage occur， you may， within 30 days after the arrival of the consignment, approach the insurance agent at your end and raise a claim with him to be_ by a survey report,3. Translation Work Exercise in the textbook. P-214 4. Assignments 1) Make sentences with the fol
40、lowing: (1) for 10% above invoice value (2) Please insure our shipment (3) We can provide such coverage (4) If you desire (5) This is to acknowledge receipt of (6) As for,2) Write a letter dealing with the following:关于第123号3000桶铁钉的售货合同，兹通知你方，我们已由伦敦中国银行开立了第567号保兑的、不可撤销的信用证呢个，计金额30000英镑，有效期至10月15日止。请注意（做到）上述货物必须在10月15日前装出，保险必须按发票金额的150%投保综合险。我们知道，按照你们一般惯例你们只按发票金额另加10%投保，因此，额外保险费由我们负责。请按我们的要求办理保险，同时我们等候你方的装运通知。,
