Unit 10 Commission 教参.docVIP

Unit 10 Commission Suggestions and Keys 建议与答案 Warming-up Keys: 1. Hongkong Dollar (HKD) Euro (EUR) Great Britain Pound (GBP) US Dollar (USD) Japanese Yen (JPY) Canadian Dollar (CAD) 2. (1) D (2) B (3) E (4) C (5) F (6) I (7) H (8) A (9) J (10) G Dialogue 1 Task 2 keys： 9 —1 —10 —3— 6— 4— 5—7—2—11—8 Dialogue2 Task 1 References: 1. Ways to ask for a commission increase: (1) Could you add 1% for a transaction over one million dollars? (2) We would like 3% more of commission for each additional 1,000 sets ordered in commission. (3) I suggest an increase for every 100 sets sold in excess of the quota. 2. Ways to offer a commission: (1) We can grant you a 2% commission. (2) How about 6%？That will be a very favorable commission. (3) We may consider giving you more commission if your order is larger than 30,000 sets. 3. Ways to refuse the request for commission increase: (1) It is difficult for us to increase the commission because there is an increase in price. (2) It is the best we can grant because we have made concessions in price. Practice 2 Supplementary materials: 以FOB和CIF价为例，在CIF合同的情况下，一个精明的业务员应以FOB价作为计算支付对方佣金的基数。理由是根据INCOTERMS2000的规定，CIF贸易术语项下买卖双方的货物风险划分点在装运港的船舷，因而卖方在此后的运输与保险是为了买方的利益而行事，即CIF价中的运输与保险费成本并非卖方的既得利益，是为了买方的利益而分别支付给船公司和保险公司的，所以卖方不应就运输与保险费部分抽取佣金给买方，而应从CIF价中扣除运输与保险费用后，以货物的FOB价作为计算支付对方佣金的基数。关于计算佣金的公式：含佣价?=?净价?+?佣金????佣?? 金?=?含佣价??佣金率????净?? 价?=?含佣价?（1?–?佣金率）?????? ?按照上述公式，佣金额的计算方法可演化为：????佣?? 金?=?（净价?+?佣金）?佣金率???????????=?净价??佣金率?+?佣金??佣金率????此时的疑问就在于此公式表明：佣金本身也被抽取了佣金???在计算含佣价及佣金时用以下公式更为妥当：含佣价?=?净价?+?佣金佣?? 金?=?净价??佣金率含佣价?=?净价?（1?+?佣金率）例如，在实际交易过程中，我方对某一产品报3%的含佣价为10,000美元，如按公式计算支付外商的佣金为：应付佣金额?=?10,000美元?3%?=?300美元如按第二种公式计算则为：应付佣金额?=?10,000美元/（1?+?3%）?3%?=?291.26美元通过比较可知，前者的应付佣金额比后者多出8.74美元，其原因就是根据前者的方法计算，佣金本身也被抽取了佣金。earning More Suggested answers： 1. A commission agent is essentially a person appointed by the exporter to maintain a direct