Facultad de Economía y Empresa Lengua Extranjera Empresarial (Inglés)

Dpto.de Filología Inglesa y Alemana 7th Semester. (4º) G.A.D.E.

UNIT 4

INTERNATIONAL TRADE

Teachers: Elena Oliete

Rosana Villares
Irene Nuviala
 UNIT 4

CONTENTS

4.1. DOCUMENTS INVOLVED IN A COMMERCIAL TRANSACTION

 Specific content and terminology: text comprehension and vocabulary practice.

4.2. CARRIAGE ARRANGEMENTS: THE INCOTERMS

 Specific content and terminology
 Pair work: problem solving

4.3. METHODS OF PAYMENT IN FOREIGN TRADE

 Specific content and terminology: text comprehension and vocabulary practice.
 Speaking practice: description of a business document: the quotation

4.4. BUSINESS CORRESPONDENCE

 The layout of a formal business letter
 Content and style
 The letter of enquiry: content structure and useful phrases
 Reply to an enquiry: content structure and useful phrases
 Vocabulary and text organisation practice: enquiries and replies

Writing Practice: a letter of enquiry

 GLOSSARY AND ACRONYMS RELATED TO TRANSPORTATION OF GOODS

 INTERNATIONAL TRADE ACRONYMS
 MULTILINGUAL VOCABULARY OF INTERNATIONAL TRADE

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 Warm-up Practice
When you start to work in a business, it is very likely -almost certain- that you will have to deal with
commercial correspondence.
Read the e-mail below, answer the questions and check how much you have understood.

Dear Ms Martínez,

We are pleased to receive your enquiry and to hear that you liked our range of pullovers. There would certainly be
no trouble in supplying you from our wide selection of garments for children.
We can offer you the quantity discount you asked for, which would be 5% off net prices for orders over €4,000.
Although we always deal on payment by L/C, we would be prepared to review this once we have established a firm
trading association with you.
Attached you will find our summer catalogue and price-list quoting prices c.i.f. Barcelona Port. We are sure you
will find a ready sale for our products in Spain, and we do hope we can reach an agreement on the terms quoted.
Thank you for your interest. We look forward to hearing from you soon.

(a)…………………………………
Salman Khan
Sales Manager
Marigold Clothes
342 Tagore St.
346345 Mumbai, India
www.marigoldcloth.com
skhan@marigoldclothe.com
Tel: +11 67111111

1- Who is the supplier and who is the (potential) buyer?

2- Is this the first contact in their commercial relationship or is it a reply to a previous letter?

3- Who wrote first and why?

4- What is the condition to get a 5% discount?

5- What are the payment terms? When is the buyer supposed to pay and how?

6- What do the prices include?

7- How would you close this letter (a)? What is the equivalent closing salutation to ‘Atentamente’, o ‘Un saludo’?

 To learn more about how to write commercial correspondence work with this tool:
http://cartasinglescomercial.unizar.es/

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4.1. Business Documents Involved In A
Commercial Transaction & Their Purpose
SPECIFIC CONTENT AND TERMINOLOGY: TEXT COMPREHENSION AND VOCABULARY

A) Read these two texts and answer the questions below; then, report to the class orally.
TEXT 1: The commercial transaction
The complete process of supplying goods and services from ordering to payment is called a transaction. A variety
of documents are raised at various stages in the process and most of these pass between the buyer and the
seller and are directly involved in the change of ownership, trading documents. Others are sometimes used to
assist the trading process, supplementary documents. These are particularly evident in foreign
trade/commerce, e.g. certificate of origin (of the product), export license, customs documentation, etc. Country
agreements must also be taken into account when preparing the customs documentation (tariffs, duties, and
quotas).
Businesses need documents to:
- Ensure that there is no confusion about what has taken place between the buyer and the seller.
- Provide a record or proof of that activity at a later date.

TEXT 2: Basic description of the process of a commercial transaction and its documents

When companies buy goods, they send a purchase order (P.O.) to the suppliers. If the buyers are regular
customers, the suppliers send the goods and then send an invoice. The buyers do not always pay the invoice
immediately. Usually the suppliers send a statement at the end of the month which shows all the transactions
between the suppliers and the buyers in that month. The buyers then pay the amount outstanding on the
statement.
Sometimes, when the suppliers receive an enquiry (request for information or estimate), they send a pro-forma
invoice. This acts as a quotation - it looks like the final invoice but it is purely informative-, so the buyers know
how much they have to pay. If the suppliers do not know the buyers, the buyers might pay in advance against
the pro-forma when placing their order.
When you travel by train, you need a ticket as proof that you have paid. When you send a consignment of
goods by road you also need a receipt to prove the transport company has taken the goods (CMR). A
consignment note is both a ticket and a receipt. A consignment note for goods sent by air is called an air
consignment note or an Air Waybill (AWB). A consignment note for goods sent by sea is a Bill of Lading (B/L).
A combined transport document is for goods sent by more than one means of transport.
These questions refer to the words in italics in the text:
1- What is called a request for information?
2- Which document is a request for goods?
3- Which documents are requests for payment?
4- What’s the main difference between the pro-forma or quotation and the invoice?

5- Which ones are a sort of ‘ticket’ for transporting goods?

6- Which two mean exactly the same thing?
7- Household Designs in Manchester sent goods to a customer in Liverpool by trailer. This was the first
time the customer had bought anything from Household Designs. Which documents do you think were
used?

8- Household Designs sent goods by air to a regular customer in France. Which documents do you think
were used?
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Self-Study: The most common or basic trading documents are:
From buyer to seller From seller to buyer:
Enquiry reply to the enquiry
request for quotation quotation or pro-forma invoice
purchase order (P.O.) commercial invoice
payment documents payment documents

1. The enquiry: It is usually a letter sent by the buyer to one or several firms seeking information about products
or services available. Sometimes a quotation may be requested too. Based on the information received in response
to the enquiry the buyer will decide who to purchase from.
1.2. The reply to an enquiry may include information about the products and price (in a catalogue or brochure),
the reply to specific information enquired and sometimes a quotation, if this has been required
2. The quotation: It is an offer made by the seller to supply the products or services at a quoted price (presupuesto).
The quotation may also contain:
- Delivery period: how long before delivery can be done.
- Discount offered:
a) Cash discount (“terms”). It is offered by the seller to encourage prompt payment.
b) Trade discount offered. It is given to people in the same trade as the seller to enable them to make a
profit on resale of goods purchased.
- Carriage arrangements. When an exporter quotes a price for goods, the price may include some or all of
the costs of transporting the goods to the importer. The exporter uses an abbreviation after the price to
show what is included, e.g. $500FOB. These abbreviations represent the INCOTERMS (See section B
below).
Quoted prices and conditions of the transaction can also be presented as a pro forma invoice.
3. The purchase order (p.o.): If the buyer accepts the quotation, then he/she places an order: It is a request by a
customer for goods and services; an official document stating that someone wants to buy something and giving
details of quantity, size, cost, etc. (orden de compra o pedido) (see example of the document in the instructions
for the corresponding letter in http://cartasinglescomercial.unizar.es/).
4. Acknowledgement: e-mail confirming that the supplier has received the p.o. (acuse de recibo).
5. Advice Note: document or e-mail from the supplier informing the buyer that the order has already been
dispatched (aviso de envío).
6. Delivery note: document signed by the buyer confirming the consignment has been delivered (albarán)
7. The invoice: It is a document sent by a seller to a customer with details of goods and services that have been
provided, their price and the payment date (factura). It states:
- quantity of goods supplied
- individual prices
- total amount owed

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4.2. Carriage Arrangements: The Incoterms
They are represented by International Commercial Terms (INCOTERMS) which are used in all international
commercial transactions and they must be agreed from the very beginning of the transaction, that is, from the
quotation.

(INCOTERMS is a universally recognized set of definitions of international trade terms, such as FOB, CFR and CIF,
developed by the International Chamber of Commerce (ICC) in Paris, France. It defines the trade contract
responsibilities and liabilities between buyer and seller. Once the exporter and the importer have agreed on a
commercial term like FOB, they can sell and buy without discussing who will be responsible for the freight, cargo
insurance, and other costs and risks. Incoterms are used by small and big businesses, small and big banks, chambers
of commerce, in logistics, in purchases and sales, and in general by everyone who is involved in the process of a
commercial transaction.

The most commonly INCOTERMS used are:

EXW + the named place (seller’s premises) Ex Works

Ex means ‘from’; works means ‘factory’, ‘mill’ or ‘warehouse’, which is the seller's premises. EXW applies to goods
available only at the seller's premises. The buyer is responsible for loading the goods on truck or container at the
seller's premises, and for the subsequent costs and risks.

FCA + the named point of departure: Free Carrier

The seller is responsible for arranging the delivery of goods on truck, rail or container at the specified point of
departure. This is usually a named rail/road station or a named cargo terminal. The buyer is responsible for the
main carriage/freight, cargo insurance and other costs and risks.

FAS + the named port of origin: Free Alongside Ship (for sea transport)
The seller is responsible for the goods to be placed in the dock shed or at the side of the ship, on the dock, within
reach of its loading equipment so that they can be loaded aboard the ship. The buyer is responsible for the loading
fee, main carriage/freight, cargo insurance, and other costs and risks.

FOB + the named port of origin: Free On Board (for sea transport)
It means the seller fulfils its delivery obligation once the goods have been placed on board the vessel, at the
designated port of boarding. The buyer is responsible for the main carriage/freight, cargo insurance and other
costs and risks. In practice, many importers and exporters still use the term FOB in the air freight too.

CFR + the named port of destination: Cost and Freight (for sea transport)
It means that the delivery of goods to the named port of destination is at the seller's expense. The buyer is
responsible for the cargo insurance and other costs and risks. In practice, the term Cost and Freight (CFR) is still
commonly used in the air freight too.

CIF + the named port of destination: Cost, Insurance and Freight (for sea transport)
The cargo insurance and delivery of goods to the named port of destination are at the seller's expense. The buyer
is responsible for the import customs clearance and other costs and risks. In practice, many importers and
exporters use the term CIF in the air freight too.

DDP + the named point of destination. Delivered Duty Paid

The seller is responsible for most of the expenses, which include the cargo insurance, import customs clearance,
and payment of customs duties and taxes at the buyer's end, and the delivery of goods to the final point at
destination, which is often the buyer's premises. The seller may opt not to insure the goods at his/her own risks.

Read more about the INCOTERMS in Moodle, unit 4.

Some INCOTERMS and their rules are usually changed every ten years by the International Chamber of
Commerce in Paris, so, it is advisable to look up updated information on the subject on the Internet and/or
contact your local Chamber of Commerce.

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 PAIR WORK: Problem Solving
When an exporter quotes a price for goods, the price may include some or all of the costs of transporting the
goods to the importer. The exporter uses an abbreviation after the price to show what is included, e.g. £500FOB.
Which costs are included in a FOB quotation?

A- Transaction between Milko and The House of Hyam

The list in the first column of the following chart shows all the costs of sending a consignment of tartan cloth from
Chris Faram's factory in Halifax, near Liverpool (UK) to Jack Hyam's warehouse in New York (USA). Fill in a tick on
your chart for things you think are included in each price abbreviation and put a cross if you think things are not
included.
For example, a price DDP includes the price of the goods and packing, plus all transportation and insurance to the
importer's warehouse. The price ex works' (out of the factory) only includes the cost of the goods and the packing.
The first column is filled in for you.

Seller /Exporter Buyer/ Importer

What is included Ex FCA FAS FOB CFR CIF DDP

Liverpool Liverpool
Port Port NewYork
in the quoted price ? Works LiverpooI NewYork Port 511 Free Street
Port
NewYork
1) Goods

2) Packing

3) Rail or/road X

transport to the
port/airport terminal

4- Terminal handling
X
costs
5) Loading
X
charges
6) Seafreight X

7) Insurance X

8) Transport X
to importer

NB Remember that the terms only show who arranges the transportation and pays the
shipping company. Importers always pay all the transportation and insurance costs,
whether they pay the shipping company or whether they pay the exporter directly.

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Answer the following questions:

1- The House of Hyam.Inc (an importer in N.Y.) is a very large company which imports a lot of goods by sea,
so the shipping company gives them a discount. Millco.Ltd (an exporter in Manchester) is only a small
company and cannot get a discount on the sea-freight. Do you think Jack Hyam will accept the FOB price or
the CFR price?

2- Chris Faram from Millco.Ltd is paying £100 for the insurance of a consignment. If the exchange rate is £1=
$2, how much will he charge Jack Hyam for the insurance?

If Jack Hyam insures the consignment in New York, he will pay $180. Will Jack accept the CFR price or the CIF
price?

3- With all the knowledge you now have about this consignment, which price quotation do you think Jack
Hyam will accept?

B- Explain what costs each of the following quotations include:

1. $ 3,220 EXW

2. € 75,250 CFR Bilbao

3. GBP 56,225 FOB Liverpool

C- Work out what the terms were for these consignments:

Example: When BOS exported stationery, they paid all the costs to the importer's warehouse.
The terms were DDP.

1. When GLM imported motorbikes, they arranged all the costs of transportation and the insurance.

2. When MiIlco exported cloth to New York, they paid the transportation costs until the goods were on the
ship. The importer arranged the seafreight and other payments.

3. When JLN imported goods, they did not arrange any transportation until the goods were at the port of
arrival, but they paid the insurance premium themselves.

4. When FSX exported goods, they paid all the transportation costs until the goods were at the port of arrival.
They also paid the insurance.

5. When PDT exported a consignment of cars, they paid for the cars to be put on a train, but that is all.

6. When Moore & Moore imported shoes, they had to arrange payment of all the transport costs from the
port of departure, including loading the goods on to the ship and insurance.

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 4.3. Methods of Payment in Foreign Trade
SPECIFIC CONTENT AND TERMINOLOGY: TEXT COMPREHENSION AND VOCABULARY
Nowadays, when the transaction takes place between businesses which know each other very well, the most common
method of payment in commerce is the draft (orden de pago), or bank transfer, and sometimes the bill of exchange (B/E).
This is the riskiest method. The safest ones are prepayment/cash in advance/advance payment and the letter of credit
or documentary credit.
Except prepayment, which is always paid before the consignment is dispatched, the other methods require the buyer
(importer-debtor) to pay a named sum of money on demand, either when collecting shipping documents and others
involved in the transaction from his/her bank – payment at sight or D/P (documents against payment)-, or on an agreed
future date (usually 30 or 60 days). The terms D/A (documents against acceptance) mean that the buyer will receive the
shipping documents and others, which entitle him/her as the new owner, when s/he signs accepting to pay the amount
within the period stated.
The use of a bill of exchange (B/E) and other financial documents enable the importer to obtain credit for a period of
time. It also helps the seller because instead of waiting for payment s/he can sell them at a discount or negotiate it by
using it to pay off his own debts, or use it as collateral against a bank loan. This is called factoring and cross-border
factoring in international commerce.

The Letter of Credit (or documentary credit)

This is an illustrative example:
Bruce Steve's of Harbour Imports Pty, Melbourne, Australia, wanted to pay Peter Weaver of Clothco Ltd, Manchester,
UK, for a consignment of cloth. Bruce wrote to his bank on a special form and asked them to open an irrevocable
documentary credit. This is a Letter of Credit from Bruce's bank (the buyer’s bank= issuing bank) guaranteeing payment
at a later date. If it is irrevocable, it cannot be cancelled. Neither Bruce nor his bank can change their minds and refuse to
pay. Peter's bank (the seller’s bank= advising bank) in Britain knows Bruce's bank very well and they know they will
receive the money, so they confirmed the Letter of Credit. This means that they guaranteed to pay the money so Peter
was sure he would be paid. However, a Letter of Credit is not negotiable, so Peter had to wait until the Letter of Credit
was paid before he received his money.
Give short answers to these questions about the text:
1. Was Peter paid immediately for the cloth?
2. Who applies for a L/C, the importer or the exporter?
3. Who issues a L/C?
5. If a L/C is not confirmed, who might not pay?

Peter Weaver,
Bruce, Harbour
Clothco, UK
Imports.Pty.
Australia

Peter’s bank, UK
Bruce’s bank,
Australia

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Highly advisable: Learn more about methods of payment in English from:
http://www.slideshare.net/charurastogi/5-methods-of-payment-in-international-trade-
export-and-import-finance

SPEAKING PRACTICE: description of a business document. The quotation

Study the content of this quotation and explain it to your classmate.

Chocolats Menlink
Avenue Franklin Roosevelt,
107
B 1000 Bursaries
Quotation Belgique
l ( )
Date: 24 October 2021
Quoted for/Sold To: Wessner’s Gourmet Foods Inn.
1133 Lexington Avenue
Boston
Mass 02172 USA
Account no : W2801
Consignment to: same Terms : letter of credit

Port/Airport of destination: Boston (Loran International Airport)

DESCRIPTION CODE SIZE QUANTITY PRICE EXTENSION TOTAL

White chocolates
CB 10 5 kg 2 € 3 605 € 7 210
cream filled
truffle shells CB 03 5 kg 2 € 3 535 € 7 070
praline CB 04 5 kg 2 € 3 395 € 6 790
Plain chocolates
marzipan CA 06 5 kg 2 € 3 955 € 7 910
coffee truffle CA 11 5 kg 2 € 3 920 € 7 840
almond cream CA 02 5 kg 2 € 3 815 € 7 630

CIF Boston € 45 038

Payment required by: Irrevocable letter of credit

Payable at sight
In favour of CHOCOLATE MEMLINCK SSA. Issued by
a prime international bank

What does the price include?

What are the terms of payment?

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4.4. Business Correspondence
Nowadays most written correspondence between businesses takes place via e-mail. However, still some official
formal printed letters are exchanged or attached to the e-mail introductory letter, mainly if they are likely to be
involved in legal matters, job applications, etc.

***Learn more from: http://cartasinglescomercial.unizar.es

THE FORMAT/LAYOUT OF A FORMAL BUSINESS LETTER
1-. The Heading/letterhead: the company stationary usually includes a printed letterhead. When this is
not the case, the sender’s address is usually printed at the top, either on right-hand side or in the middle
of the page (e.g. in letters of application). If by e-mail, the business name, logo, address and
telecommunication details are usually included in the signature block at the bottom of the letter.
2. The Inside address/Receiver’s/reader’s name (if known) and company’s address: it is written below
the sender’s address and on the opposite side of the page. If by e-mail, include only the receiver’s name
in the opening salutation. Private and Confidential: It should be written in cases where the letter is
intended only for the named recipient
3-. The Reference/-s: It is advisable to ask your employer about their system of reference to classify and
keep a record of the correspondence. In Anglo–Saxon businesses, they tend to use a simple system:
“Our Ref. + initials of the person who signs the letter and those of the typist’s. When replying to the
letter use your corresponding reference and quote the one included in the letter you are replying, or
simply refer to its date.
***4- The Date: In the British style the order is day, month, year, and in the American style the order is
month, day, year. Abbreviations may be used for the following months: Jan., Feb., Sept., Oct., Nov. and
Dec. It is advisable not to write the month in figures to avoid confusion. In e-mails , it is not necessary
to include the date in the message.
***5. The Opening salutation: use the following depending on whom you are writing to: “Dear
Sir/Madam” when addressing a company; “Dear Sir” when writing to a man whose name you do not
know; “Dear Madam” is used to address a woman whose name you do not know; “Dear Sir / Madam”
is used to address a person of whom you know neither the name or the sex. “Dear Mr/Ms + the reader’s
surname”, when we know the reader’s surname (Ex.: Dear Ms Smith, Dear Mr Smith).
6. Attention line: an alternative to including the reader’s name or job title in the address is to use an
attention: “For the attention of +position or name)” (the Sales Manager/ Mr Smith). The opening
salutation can be omitted then. The initials “FAO Mr Smith”, also “Attn: Mr Smith” can be used instead
of the full phrase.
7. The Subject line/title: it says the objective or sumarises main information of the letter so as to enable
the reader to decide whether the letter requires immediate attention. In e-mails it is always required
to write the subject of the letter in the subject domain.
***8. The Closing salutation: write “Yours faithfully” if you haven’t mentioned the reader’s name in the
opening salutation, and it is the first letter to that reader. “Yours sincerely “ if you have mentioned the
reader’s name in the opening salutation. “Yours truly” or “Truly yours” in USA. In e-mails , you can
close by writing ‘Best wishes’, ‘Best regards’, ‘Kind regards’ or if the letter is a request for something
you can also say ‘Many thanks’
9. The Signature: it is followed (below) by the writer’s name and (below again) by his/her position in the
company. Sometimes “For” or “p.p.” + a name may appear, this means that the writer did not sign the
letter and someone else did it on behalf of.
10. Enc./Enclosure: (If any) This is followed by a list of the enclosed items or by the number of them. In
e-mails we refer to them as attachments and it is shown in your inbox by a symbol- icon next to the
subject of the letter.
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 CONTENT AND STYLE

FAQs:
. How long should the letter be?
The right length includes the right amount of information.
. How should the content of the letter be organized?
The letter should include all the necessary points in a logical sequence with each idea linking up with the previous
one in a pattern that can be followed.
. How should I plan the letter?
You should plan your letter in advance by asking yourself about the purpose of the letter and the response you
want. Then you should collect all the information you want to include and put it in the correct order.
. Concerning style, should it be formal or informal? And language?
The style of a business letter is formal and polite. It is important to get the right “tone” so you should aim for a
neutral tone, avoiding pompous language on the one hand and informal or colloquial language on the other hand.
Abbreviations can be used and are very helpful but both parties need to know what they stand for.
. How should I write figures?
As numerical expressions can cause confusion whenever there is a possibility of misunderstanding, write out the
expression in both figures and words.
. Should I be accurate?
Yes, accuracy is important. You should check spelling, punctuation and grammar. In addition to this, you should
pay special attention to titles, names, addresses, prices, etc.

E-mails
As a general rule, although email correspondence may tend towards informality, it should follow the
same style and conventions used in letters, as any other form of business correspondence.
Here are some basic tips about e-mail style:
- If you know the recipient/receiver well, or if you are exchanging a series of messages with one
person, you may not use the salutation and complimentary close, or you can use Hello or Hi to
open and Best wishes, (Kind) regards to close.
- Do not confuse personal messages with business messages. In a business message, the same
rules of writing apply as for a letter: write clearly, carefully, and courteously; consider audience,
purpose, clarity, consistency, conciseness, and tone.
- Use correct grammar, spelling, capitalization, and punctuation, as you would in any other form
of correspondence.
- Do not write words in capital letters in an email message. This can be seen as the equivalent of
shouting and therefore have a negative effect. If you want to stress a word, put asterisks on each
side of it, e.g. 'urgent'.
- Keep your email messages short and to the point. People often receive a lot of emails at work, so
conciseness is especially important.
- In general, limit yourself to one topic per message. This helps to keep the message brief and makes
it easier for the recipient to answer, file, and retrieve it later.
- Check your email message for mistakes before you send it, just as you would check a letter or a
fax message.

_____________________________________________________

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TLAs (three-letter acronyms)
In order to keep email messages short, people sometimes use abbreviations for common
expressions, just as they do in text messaging. These are known as TLAs (three-letter acronyms),
although some of them are more than three letters long. Here is a list of some of the most
commonly used TLAs:
ASAP As soon as possible
AFAIK As far as l know
BFN Bye for now
BTW By the way
COB Close of business
FAO For the attention of
FYI For your information
IOW In other words
NRN No reply necessary
OTOH On the other hand
Use TLAs with great care, and only when you have established a friendly, informal relationship
with your correspondent. Except for ASAP, they should not be used in printed formal letters
and faxes.

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 THE LETTER OF ENQUIRY/INQUIRY

Content and instructions

The purpose of a letter of enquiry is to ask for information (details of the products, methods of
payment, discounts, etc.) and/or to ask for something to be sent to you (catalogues, price-lists,
brochures, samples, etc.). These are the usual sections contained in a letter of enquiry:

1- If it is the first contact, that is, the reader doesn’t know the writer and they have no
had business relations so far, then there must be a reference to how the writer has heard of
the company it is writing to.
2- In this first contact, it is also advisable to explain what the writer’s business is about,
size of its market and any other relevant information for the supplier.
3- The enquiry, that is the actual reason for the letter:
i. asking for information about product details, catalogue, price list, etc.
ii. asking for details of the transaction such as: quotation, discounts and terms,
carriage arrangements, delivery period, method of payment, export/import
regulations etc.
iii. asking for samples
4- A closing paragraph saying ‘thank you’ and that a prompt reply would be appreciated.

Now, match the sections 1-4 with the information contained in this letter from a-d

To:………………………………………
From: …………………………………
Subject: Garment supply enquiry

Dear Sir/Madam,

a) We saw the selection of sweaters that were displayed on your stand at the Menswear Exhibition that
was held in Paris last month.

b) We are a large chain of retailers and are looking for a manufacturer who could supply us with a wide
range of sweaters for the teenage market.

c) As we usually place very large orders, we would expect a quantity discount in addition to a 20% trade
discount off net list prices. If these conditions interest you, and you can meet orders of over 500
garments at one time, please send us your current catalogue and pricelist, quoting prices DDP London,
our premises.
We would also like to know your delivery periods for such large orders and the terms of payment you
would offer us.

d) We hope to hear from you soon.

Yours faithfully,

P. Crawe

Peter Crawe
Chief Buyer
Millco.Ltd
www.millco.co.uk

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In a letter of enquiry you can use the following expressions for each section:
1- Reference to where and when you heard about the supplier’s products or services:
. With reference to your advertisement in….
. We saw your products demonstrated at…
. We were impressed by…displayed on…
. We were given your name by…/your name has been given us by…

Examples:
. With reference to your advertisement in the Sunday Times of last week, would you
please send us full details of your new printer HJ LRT.
.We saw your products demonstrated at the Hanover Fair earlier this year, and would
like to know whether you could supply us with your new cutting machine TPR6 .
. Your name has been given us by the British Chamber of Commerce in Hamburg and
informs us that you may be able to supply us with …
.The British Embassy in Copenhagen has advised us to get in touch with you
concerning the export of pineapples.

2- Short explanation of what your firm is involved in and about the market:
. Our company is a subsidiary of…
. We are one of the main producers of…
. We are a large chain of retailers of fashion clothes…
. We are leading dealers of leather shoes in Spain…
. We are a small family business in the sector of Spanish wines…
. There is a brisk/steady/large demand here for… that you manufacture
. Demand for this type of product is not high, but sales this year will probably exceed
. These goods are in demand during high tourist season, but for the rest of the year
sales are moderate and often rather low

3- The enquiry:
3.a- Asking for information about product details, catalogue, price list, etc.
. Please send us…/Could you please send your current catalogue and price list
for bicycles. We are interested in XXX models
. Would you please send me…/ Please send me…
. Could you please give me more information about…
. I/We would like to know more about…
. I/We would like to know whether…
. I/We would appreciate more details about…
. We would be glad to receive specifications of your new cutters, together with your
current export price list and details of trade discounts.

·3.b.- Asking for details of the transaction such as: quotation, discounts and terms,
carriage arrangements, delivery period, method of payment, export/import regulations etc
. Please quote c.i.f. Chicago prices.
. Please quote us for these quantities, carriage paid by rai1.
. Please let us know what quantities you are able to deliver at regular intervals,
quoting your best terms f.o.b. Brisbane.
. We are also interested in your terms of payment and in discounts offered for
regular purchases and large orders.

14
 . Please state your terms of payments and discounts…
. Please indicate whether you will allow us a special discount.
. We would also like to know if you are offering trade discounts.
. We would expect a quantity discount not less than10%
. It we place orders with you we will have to insist on prompt delivery. Can you
guarantee delivery within three weeks of receiving orders?

3.c. Asking for samples

. We would appreciate a sample of each of the items named above
. Could you please send us a sample of each of the items named above

4- Closing:
Usually “thank you” is sufficient to close an enquiry however you could mention that a prompt
reply would be appreciated:
. Thank you for your attention.
. We look forward to hearing from you soon.
. We hope to hear from you in a near future.
. We would be grateful for an early reply.

REPLY TO A LETTER OF ENQUIRY

The purpose of a letter of enquiry is to confirm that you can help. You should let the writer
know as soon as possible if you have the product or can provide the service he/she is enquiring
about.

Content and useful phrases:

1-Thank the writer for his/her enquiry. Mention the date of his/her letter.
. Thank you for your letter/enquiry of 3rd Dec…
. I would like to thank you for your enquiry/letter of 3rd Dec.…

2-Confirming you can help.

. We are enclosing/sending…
. Please find enclosed our catalogue…
. We are pleased to say that…
. We can offer …

3-Closing. Always thank the customer for writing to you. You should also encourage further
enquiries.
. Once again we would like to thank you…
. Please write to us if you have any questions…
. We look forward to receiving your first order/your reply

15
Example:
Dear Ms Smith
1) Thank you for your enquiry of 12 December, requesting information about dinner and tea services.
2) We are enclosing the catalogue and price-list you asked for. You will see that we can offer a wide selection of dinner
and tea services ranging from the rugged earthenware “Castilla” breakfast sets, to the “Manises” bone china dinner
service. You can choose from more than fifty designs which include the elegance of “La Cartuja” and the richness of
Talavera colours.
We would be pleased to add you to our list of customers throughout the world and can promise an excellent product
with a first-class service. We would be glad to accept orders for any number of pieces, and can mix sets if required.
You will see that our prices are quoted CIF Dublin seaboard ports and we are offering a special 10% discount off all net
prices, with delivery within three weeks from receipt of order.
3)If there is any further information you require, please contact us, and once again thank you for your letter.
Kind regards
Sandra López
Sales Manager
(Name and address of the firm)

VOCABULARY AND TEXT ORGANISATION PRACTICE: Enquiries and replies

A) Look at the paragraph structure below for two e-mails: an enquiry from a distributor in Austria to
a supplier in other country and the reply from the producer. Then write the correct type of the letter
and paragraph reference next to each sentence (a-j), like in the example provided.
Enquiry:
1. Saying how you got the contact
2. Giving some information about your business and saying why you are writing
3. Making a general request for information
4. Asking other specific/unusual questions
5. Closing, perhaps including a reference to future business together
Reply:
1. Thanking and referring to the date of the letter of enquiry
2. Saying what you are attaching
3. Highlighting one or two key points
4. Answering any specific questions
5. Closing and saying you are ready to answer any other questions

a. We are a distributor of kitchen products in Austria, We are interested in… Enquiry 2

b. I am attaching our current catalogue and price list as a pdf file. __________
c. I look forward to an early reply, and am sure there is a market here in
Austria for your products. __________
d. Could you also provide details of your delivery periods, and whether there is
any minimum order. __________
e. Thank you for your e-mail of 4 June enquiring about our products __________
f. You will note that our line of food processors is on special offer __________
g. Please, send us information about your product range including a price list __________
h. We met last Monday on your stand at the Paris Trade Fair. __________
i. If you need any further information, please do not hesitate to contact me. __________
j. We dispatch the goods within 24 hours of a firm order, and for first time
customers our minimum order is €5,000. __________
16
B) Put paragraphs (a-e) in the e-mails below in the correct order:
Enquiry:
a. We are a Pakistani company exporting to the EU, and we need a firm of lawyers in France to
represent us on some legal matters.
b. In particular, we would like to know your experience in dealing with disputes between
companies involved in import/export.
c. I am emailing you off your website, which I found through Google.
d. An early reply would be greatly appreciated.
e. We would be grateful for some information about the legal services that your firm offers.

Paragraph order: 1____, 2______, 3______, 4_____, 5_______

Reply:
a. We feel sure that we will be able to represent your interests here in France. May I suggest that
I call you at your convenience to discuss the matter further? Please, let me know when it
would be a convenient time. I look forward to hearing from you soon.
b. Thank you for your email of 7 November asking for information about our legal services.
c. You will also note that we have represented several Pakistani companies, including one of the
major exporters. Naturally, our experience in this field includes resolving contractual disputes.
d. You will see that we give a list of our recent clients, and that the list includes many well-known
company names.
e. I am attaching a document that gives full details of the range of service we offer.

Paragraph order: 1________, 2______, 3_______, 4________, 5_______

17
 Discussing and Agreeing Terms

After the receiving the information requested from the exporter, if the importer is interested in
purchasing, they both will have to discuss and agree the terms of the transaction. Below there are
some exercises to practise vocabulary and phrases commonly used for such purpose.

C) Match the following nouns with the verbs in the column below:
An agreement, a compromise, an offer, an order.

1. Cancel/confirm/make/place/receive _______________________
2. Accept/ increase/make/reject/withdraw _____________________
3. Keep to/make/negotiate/reach/sign ________________________
4. Accept/agree on/find/reach/suggest ________________________

D) Complete the email by writing one word from the list below in each gap + the corresponding
closing salutation in gap 14. (See key in Moodle)
Discount, credit, delivery, terms, order, latest, list, well-known, units, prepared, guarantee, size,
reach.

Dear Ms Wake

Thank you for sending your current catalogue and price 1) list last week. We are interested in
purchasing 5,000 2) _________ of product ref TH50 and 3,000 of product JH90. However, there
are a few things we would like to clarify before going ahead with a firm 3) ________:

- Do you give any 4) ______________on an order of this 5)________________?

- Would you be 6) ________________to let us have the goods on 7) ___________? Our normal 8)
_____________ of payment are 60 days after delivery, and we can of course supply a bank 9)

_________________ .

- We can find no mention of 10)____________ times in your documentation. We need these items
by the end of November at the 11) _______________ .

If we can 12)___________ an agreement on these matters, we are sure that we can do more
business with you in the future. We are a 13) __________-___________company that has been in
the market for over twenty years.

We look forward to hearing from you soon.

14)
_________ ___________

Jesús López

Purchasing Manager

18
 WRITTEN ASSIGNMENT: EMAIL OF ENQUIRY

Now write An email of enquiry following these instructions:

You saw Thai Silk Co. garments at Vienna trade fair last summer. As Chief Buyer at Trendsetters PLC you are
anxious to cash in on the latest fashion for silk designer shirts. Write an e-mail to Thai Silk Co. in Bangkok requesting
some samples as soon as possible and asking for a quote (CIF New York) for supplying 5,000 shirts. Ask whether
you could expect delivery within four weeks of placing an order and request full details of the company’s payment
terms.

***Please, read more about how to write commercial letters in Moodle, unit 4 and in
http://cartasinglescomercial.unizar.es

GLOSSARY: VOCABULARY RELATED TO TRANSPORTATION OF GOODS

Consign (v)-. consignar, enviar, remitir.
Consignment -. Remesa, envío, partida, alijo, el envío.(de mercancías)
Consignment note- (term. gral.)nota de consignación. Carta de porte por caretera, ferrocarril o avión. A la de
carretera se le llama comúnmente CMR, a la de transporte aéreo es internacionalmente conocida como Airway
Bill (AWB) [conocimiento de embarque aéreo; talón/ carta/resguardo de conocimiento de embarque aéreo] y la
de transporte marítimo como Bill of lading (B/L) [conocimiento de embarque].
Consignee - destinatario ,consignatario
Consignor/er- remitente, consignador
Goods consigned- productos enviados

Freight (1) flete, porte, cargamento o mercancías que se transportan en un barco

Freight (2) precio que se paga por el transporte de mercancías en barco o avión
Freight forwarder- agente transitario o expedidor de carga.

Ship (1)(n)-nave, buque. Sin : vessel

Ship (2) (v)- despachar (los productos), expedir,
Ship (3) (v)- transportar las mercancías por (normalmente, pero no siempre) vía marítima o fluvial/embarcar (las
mercancías)
Shipment (1) transporte, envío/ embarque
Shipment (2)- carga, cargamento, partida, remesa.
Shipping- transporte
Shipping agent-consignatario del buque
Shipping company/line- la naviera
Shipper- expedidor, remitente, exportador
Liner : buque, barco de línea regular

19
 INTERNATIONAL TRADE: ACRONYMS
SIGLAS INGLÉS ESPAÑOL
A.F. Advanced Freight Flete adelantado
Ad. Val. Ad Valorem Según Valor
BAF Bunker Adjustement Factor Ajuste Combustible
B/L Bill of Lading Conocimiento de Embarque
B.S. Bunker Surcharge Sobrecarga por Combustible
b.t. Berth Terms Términos de Línea Regular
C.A.D. Cash Against Documents Documentos al Contado contra documentos
C.A.F. Currency Adjustement Factor Factor Ajustable por Divisa
CBF Cubic Feet Pies Cúbicos
CBM Cubics Meters Metros Cúbicos
CLd Cleared Despacho de Aduana
CI Consular Invoice Factura Consular
CO Certificat of Origin Certificado de Origen
C.O.B. Cargo on Board Mercancía a Bordo
C.O.D. Cash on Delivery Entrega contra reembolso
C.O.S. Cash on Shipment Pago Contado al Embarque
C.S. Congestion Surcharge Recargo Congestión Puerto
CS Collection Surcharge Recargo Cobro Flete Destino
C.T. Combined Transport Transporte Combinado
CWE Cleared Whitout Examination Despacho sin Inspección
dd Delivered Entregado
d.f. Dead Freight Falso Flete
Dis. Discount Descuento
D.O. Delivered order Nota de Entrega
D/P Documnets against payment Entrega de Documentos contra pago
Dy. Delivered Entregado
E.L.S. Extra Lenght Surcharge Recargo de Bultos Extralargos
E.W.S. Extra Weight Surcharge Recargo por Bultos Pesados
FBL FIATA Combined Transport Bill of Loading Conocimiento de Embarque Combinado FIATA
FCL Full Container Load Contenedor Completo
FILO Free In Liner Out Flete [no gastos carga, sí descarga]
Frt. Freight Flete
L/C Letter of Credit Carta de Crédito
LCL Less than Container Load Menos de Contenedor Completo
LIFO Liner In Free Out Flete [sí gastos carga, no descarga]
LT Liner Terms Condiciones de Línea [Flete si carga/descarga]
LT Long Ton Tonelada Larga [1.016 Kg]
M.R. Mates Receipt Recibo de Piloto
m/s Motor Ship Moto-nave
m/v Motor Vessel Moto-nave
MT Metric Ton Tonelada Métrica
O/D Over Deck Sobre Cubierta
o/o Order Of A la Orden de
o/a Overall Medidas Máximas Extremas
ppd Prepaid Prepago
r.o.b. Remaining on Board Que quedan a bordo
SB Short Bill of Lading Conocimineto Abreviado
STC Said to Contain Que se dice contiene

20
 MULTILINGUAL VOCABULARY OF INTERNATIONAL TRADE
A
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Abonar en Cuenta To credit an account Crediter un Compte Gutschreiben
Abono Payment Depot Gutschrift
Abrir un Crédito Open a credit Ouvrir un credit Einen Kredit Eröffnen
Aceptación Acceptance Acceptation Annahme
Aceptante Acceptor Accepteur Akzeptant
Acuse de Recibo Acknowledgment of receipt Avis de réception Empfangsbestätigung
Aduana Customs Douane Zoll
Agente Comercial Commercial Agent Agent Commercial Handelsagent
Agente de Aduanas Customs Agent Agent des Douanes Zollagent
Agente Exclusivo Sole Agent Agent Exclusif Alleinvrtreter
Almacén Warehouse Magasin Lager
Anticipo Advance Acompte Vorleistung
Anuario Comercial Trade directory Annuaire du commerce Handelsadressbuch
Aplazamiento de pago Deferment of payment Sursis de paiement Zahlungsstundung
Arancel Comunitario Community tariff Douanier commun Gemeinschaftszölle
Arancel de Aduanas Customs tariff Tarif douanier Zolltarif
Arbitraje Arbitrage Arbitrage Arbitrage
Autoridades aduaneras Customs authorities Autorites douaniers Zollbehörde Guarantee
Aval Endorsement Aval Aval
Avería Average Avarie Havarie
Aviso de embarque Advice of shipment Avis d'embarquement Verschiffungsanzeige
Aviso de expedición Advice of Dispatch Avis d'expédition Versandavis
Aviso de llegada Advice of arrival Avis d'arrivée Empfangsanzeige
Aviso de siniestro Notice of loss Avis de sinistre Shadensanzeige
B
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Balanza comercial Balance of trade Balance Commerciale Handelsbilanz
Banco Bank Banque Bank
Banco Avisador Notifying Bank Banque de Notification Anmeldende Bank
Banco Confirmador Confirming Bank Banque Confirmatrice Bestätigende Bank
Banco Emisor Issuing Bank Banque d'Emission Emissionbank
Banco Presentador Presenting Bank Banque Presentatrice Vorzeigende Bank
Banco Remitente Remtting Bank Banque Remettante Übersendende Bank
Base Imponible Tax Base Assiette de l'impot Steuerbemessungsgrundlage
eneficiario Beneficiary Begnnstigte Béneficiaire Empfänger
C
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Calibración Calibration Elalonnage Kalibrierung
Calidad Quality Qualité Qualität
Cámara de Comercio Chamber of Commerce Chambre de Commerce Handelskammer
Cámara de Compensación Clearing House Chambre de Compensation Abrechnungsstelle
Cambio Change Change Wechsel
Cambio Oficial Official Exchange Rate Change officiel Amtlicher Wechselkurs
Cargador Shipper Chargeur Befrachter
Carta de crédito confirmada Confirmed letter of credit Lettre de crédit confirmé Bestätigter Kreditbrief
Carta de porte Waybill Lettre de voiture Frachtbrief
Carta de porte aéreo Air waybill Lettre de voiture aérienne Luftfrachtbrief
Carta de reclamación Letter of complaint Lettre de réclamation Beschwerdebrief
Casa de Exportación Export firm Maison d'exportation Exportfirma
Certificación Certification Certification Autorisierte
Certificado consular Consular certificate Certificat consulaire Konsularische bescheinngung
Certificado de análisis Certificate of analysis Certificat d'analyse Analysenzertifikat
Certificado de depósito Warehouse warrant Certificat de dépôt Lagerschein
Certificado de descarga Landing certificar Certificat de déchargement Löschschein
Certificado de origen Certificate of origin Certificat d'origine Ursprungszeugnis
Certificado de peso Certificate of weight Certificat de poids Gewichtsbescheinigung
Certificado de seguro Insurance certificate Certificat d'Assurance Versicherungszertifikat
Certificado Despacho Mercancía Goods Clearance Certificate Conge des Douannes Erledigungsbeschinigung
Cláusula de arbitaje Arbitration clause Clause d'arbitrage Kompromissklausel
Cliente Customer Client Kunde

21
Compañía Naviera Shipping company Compagnie de navigation Schiffahrtsgesellshaft
Comprador Buyer ( Purchaser) Acheteur Käufer
Con recurso With recourse Avec recours Mit regress
Conocimiento de embarque Bill of Lading (B/L) Connaisement Konnossement
Conocimiento embarque limpio Clean B/L Connaisement net Reines Konnossement
Conocimiento recibo a bordo Shipped B/L Connaisement reçut bord Bordknnossement
Consignatario Consignee Consignataire Konsignatar
Contado Cash Comptant Bar Kassa
Contenedor Conatiner Conteneur Container
Contrato de compra Purchasing contract Contrat d'achat Kaufvertrag
Contrato de transporte Contract of carriage Contrat de transport Frachtvertrag
Contrato de venta Contract of sale Contrat de vente Verkaufskontrakt
Corredor Broker Courtier Makler
Crédito documentario Documentary Credit Crédit documentaire Dokumentenakkreditiv
Crédito irrevocable Irrevocable credit Crédit irrevocable Unwiderruflicher kredit
Cuota Arancelaria Tariff Quota Quota d'imporation Zollkontingent
Cheque a la orden Order cheque Chèque a l'ordre Orderscheck
Cheque al portador Cheque to bearer Chèque au porteur Inhaberscheck
Cheque bancario Bank cheque Chèque de banque Bankscheck
Cheque cruzado Crossed cheque Chèque barré Gekreuzter scheck
Cheque de viaje Traveller's cheque Chéque de voyage Reisescheck
D
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Declaración aduanera Customs declaration Déclaration en douane Zollderdeklaration
Defecto Defect Default Gebraurchshinderkiche
Depósito Aduanero Customs Warehouse Entrepot de Douanne Zollager
Depósito Aduanero Privado Bonded Warehouse Entrepot Douane Prive Privates Zollager
Depósito Franco Duty Free Warehouse Depot Hors Douane Freilager
Derechos aduaneros Customs duties Droits de douane Zollzätze
Derechos de importación Import duty Droits d'importation Einfuhrzoll
Derechos de tránsito Transit dues Droits de transit Transitzölle
Derechos portuarios Harbour dues Droits de quai Hafengebnhren
Despachar mercancías en Aduana Clear Goods Through Customs Dedouaner des marchandises Waren verzollen
Despacho aduanero Clearance through the customs Dédouanement Zoll-klarierung
Documento de embarque Shipping documents Documents d'embarquement Verschiffungsdokument
E
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Efecto Bill Draft Effet Wechsel
Efecto a fecha fija Date Biil Time Bill Effet a echeance fixe Festterminlicher wechsel
Efecto a la orden Demand Bill Sight Bill Effet a ordre Wechsel auf order
Efecto comercial Commercial Bill / Trade Bill Effet de commerce Handelswechsel
Endosante Endorser Endosseur Indossant
Enviar en consignación To send on consignement Envoyer en consignation Konsignieren
Envios parciales Partial shipments Expeditions Teilverschiffungen
Estibador Docker Débardeur Dockarbeiter
Exención arancelaria Tariff exemp Exemption Droits de douanne Zollfreiheit
Exportación temporal Drawback exports Exportation anticipee Bevorschusste ausfuhr
Exportador Exporter Exportateur Exporteur
F
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Fabricante Manufacturer Fabricant Fabrikant
Factura consular Consular invoice Facture consulaire Konsulatsfaktura
Factura de venta Sale invoice Facture de vente Verkaufsfaktura
Factura proforma Proforma invoice Facture fictive Proformfaktur
Factura provisional Provisional invoice Facture provisoire Vorfaktura
Fecha de aceptación Date of acceptance Date d'acceptation Akzeptdatum
Fecha de pago Date of payment Date de paiement Zahlungstermin
Fecha de presentación Date of presentation Date de presentation Eingangsdatum
Fecha de vencimiento Due date Date d'echeance Fälligkeistermin
Feria de muestras Sample fair Foire d'échantillons Mustermesse
Flete Pagado Freight paid Fret payé Fracht bezahlt
G
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Gastos bancarios Bank charges Frais de banque Bankspesen
Gastos de aduana Customs charges Frais de douane Zollgebnhren

22
Gastos de almacenaje Storage charges Frais de magasinage Lagerspesen
Gastos de carga Loading charges Frais de chargement Ladungskosten
Gastos extraordinarios Extra charges Frais supplèmentaires Extrakosten
Giro Bill / Draft EffetTraite Ziehung / Wechsel
Giro a la vista Sight Bill Traite a vue Sichtwechsel
I
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Importación Temporal Temporary importation Franchise temporaie Vorübergehende einfuhr
Importador Importer Importateur Enfuhrhändler
Impuesto a la exportación Export duty Taxe a l'exportation Ausfuhrabgabe
Impuesto ad valorem Ad valorem tax Impot ad valorem Wertsteuer
Informes de crédito Credit report Reinsegnements de crédit Kreditauskunft
Inspección aduanera Customs inspection Controle des douanes Zollkontrolle
IVA VAT TVA Mehrwersteuer
L
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Letra a la vista Sight Bill Traite a vue Sightwechsel
Letra a plazo fijo Time bill Traite a echeance fixe Terminwechsel
Letra aceptada Accepted Bill Traite acceptée Angenommener Wechsel
Letra avalada Guaranteed Bill Traite avalisee Avalwechsel
Letra de cambio Bill of Exchange Traite, Lettre de change Wechsel
Librado Drawee Tire Bezogener
Librador Drawer Tireur Aussteller
Licencia de exportación Export licence Licence d'exportation Ausfuhrlizenz
Licencia de importación Import licence Licence d'importation Einfuhrlizenz
Lista de precios Price list Liste des prix Preisverzeichnis
M
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Manifiesto de carga Manifest Lettre de chargement Ladungsmanifest
Mantenimiento Maintenance Maintenance Instandhaltung
Mayorista Wholesaler Grossiste Grosshändler
Mercancías despachadas Cleared goods Marchandises dedouanées Abgefertigte ware
Muestra Sample Echantillon Muster
N
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Nomenclatura arancelaria Customs nomenclature Nomenclature doauniere Zollnomenklatur
O
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Orden de entrega Delivery order Bon de livraison Lieferschein
Orden de pago Payment order Ordre de paiement Zahlungsanweisung
Ordenante Payer Donneur d'ordre Auftraggeber
P
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Pagadero a la orden Payable to order Payable a ordre Zahlbar an order
Pagadero a la vista Payable at sight Payable a vue Zahlbar bei sicht
Pagadero al contado Payable cash Payable Comptant Zahlbar in bar
Pagaré Promissory note IOU, Billet a ordre Solawechsel
Permiso de cambio Exchange permit Permis de change Devisengenehmigung
Póliza de fletamiento Charter party Charte partie Charterpartie
Póliza de seguro marítimo Maritime insurance policy Police d'assurance maritime Seever sicherungspolice
Póliza de seguro Insurance policy Police d'assurance Versicherungspolice
Póliza flotante Floating policy Police d'abonnement Laufende police
Poseedor Holder Détenteur Inhaber
Presupuesto publicitario Advertising budget Budget de publicité Werbehaushalt
Prima de seguro Insurance premium Prime d'assurance Versicherungsprämie
Propietario de la mercancía Owner of the goods Propiétaire de la marchandise Eigentnmer der gnter
R
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Recibo Receipt Quittance Quittung
Recibo de abordo Mate's receipt Reçu de bord Steuermannsschein
Reglamento portuario Port regulations Ordonnance de port Hafenordnung
Remesa documentaria Documentary draft Remise documentaire Dokumentäre rimesse
Remesa simple Clean draft Remise simple Einfache Rimesse
Resguardo provisional Interim certificate Certificat intérimaire Zwischenschein
S

23
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Servicio de grupaje Joint cargo service Service de groupage Sammelladungsverkehr
Sin recurso Without recourse Sans appel Ohne regress
T
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Tabla de paridades Table of par values Table de parités Paritätentabelle
Tarifas en vigor Rates in force Tarifs en vigueur Geltende Tarife
Tasa consular Consular fee Taxe consulaire Konsular gebnhr
Terceros países Other countries Tiers pays Drittländer
Título al portador Bearer certificate Titre au porteur Inhaberpapiere
Tránsito comunitario Community transit Transit communautaire EG-transit
V
ESPAÑOL INGLÉS FRANCÉS ALEMÁN
Valor en aduana Value for customs purposes Valeur en douane Zollvert
Vendedor Seller Acheteur Verkäufer

From: http://www.scinet-corp.com/asociados/index.htm?demo_dic.htm

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