Giao Trinh English For Transportation Operation Vol 2 T25Ec1Jl3G29Hto 011438

VIETNAM MARITIME ADMINISTRATON
MARITIME COLLEGE No. 1
ENGLISH FOR TRANSPORTATION

OPERATION Vol. 2
COLLEGE LEVEL
(Issued in accordance with the decision No. ... QD / dated on ...... /........ /....
/2017 by the Rector of Maritime College No. 1)
2017
COPYRIGHT DECLARATION
All rights reserved.

No part of this book may be reproduced, distributed, stored in retrieval
system, or transmitted in any form or by any means, including photocopying,
recording, or other electronic or mechanical methods, without the prior written
permission from the publisher, except in the case of brief quotations embodied
in critical reviews and certain other noncommercial uses permitted by copyright
law.
2
ACKNOWLEDGEMENTS
We would first like to acknowledge the help of all our colleagues from
the English Faculty, Economics Department for their enthusiastical
collaboration and valuable contribution. They supported us greatly and were
always willing to assist us.
We wish to present our special thanks to the Board of rector,
International Co-operation and Science Technology Department for their
positive comments and suggestion to the completing of this textbook.
Our thankful words are sent to our transportation operators for their
encouragement and assistance during the process of designing this material.
We beg forgiveness of all those who have been with us over the course
of the years and whose names we have failed to mention.
Last but not least, we would like to thank for all who will send us any
further comments or suggestion to improve this material because the
shortcomings are inevitable during the process of producing the material.
Any comments or suggestion, please send to the following e-mails:
1. phtqtkhcn@cdhh.edu.vn
2. btphuong@cdhh.edu.vn
Authors: 1. Bui Thi Phuong M.A

2. Nguyen Mai Huong M.A
3
INTRODUCTION
The textbook “English for Transportation operation - Vol.2” is compiled

from the requirement of self-composing textbooks for Maritime College I in
general and the task of compiling textbooks in particular assigned by the school
principal according to the Decision No…….. / QD-CDHH1, dated in
September 2017.
The textbook has been compiled for one year since the principal signed
the decision. The authors are Bui Thi Phuong M.A, Nguyen Thi Mai Huong
M.A who are lecturers of the English Faculty. The authors used a number of
references, including English for sea transport economic of Pham Thi Thanh
Luong and Pham Thi Thuoc, which was published and used as the school's
official textbook of Vietnam Maritime University until 2014-2015. The authors
also used the text book Maritime Economics which was written by Martin
Stopford, published in New York, London as a formal textbook in World
Maritime University.
In addition, the authors also referred the other textbook with the same
name Maritime Economics which was written by Ma Shuo, and this textbook is
used as an official textbook at World Maritime University. Reference sources
are reliable because the content is directly relating to the content that the
Ministry of Labor, War Invalids and Social Affairs has granted the school to
train.
However, the students who are using the above-mentioned textbooks, have
university level or postgraduate level, which is higher than that of the Maritime
College I. For this reason, the authors have selected proper contents for
students of Maritime College I, designed and re-designed the exercises, skills to
make them easier for students to learn and will be able to do their jobs after
graduating. At the same time, the authors compiled more listening and
speaking activities which will enhance professional skills such as negotiating
skills for contracting, dealing with numbers to calculate voyage costs,
presenting skills to work with bills of lading and decision-making skills for
dealing with a charter-party.
The structure of each unit in this textbook is as follows:
1. Vocabulary
2. Language focus
3. Skills
4. Practice
5. Assessment
The textbook “English for Transportation operation - Vol.2” is designed
as the formal English textbook for 2nd year students of Transportation operation
department, studying in the second term at the Maritime College No. 1.
4
TABLE OF CONTENTS
No. Contents Pages
1. Acknowledgements 3
2. Introduction 4
3. Table of contents 6
4. List of abbreviations 7
5. List of tables, figures, pictures 8
6. Contents 9
Unit 1. FOB, CIF 12
1. Vocabulary relating to FOB, CIF Incoterms 12
2. Language focus: Passive voice 17
3. Skills 18
3.1. Reading: F.O.B and C.I.F Seller’s and buyer’s obligations 21
3.2. Writing: questions and answers about FOB, CIF in relation to 24

a sale contract.
3.3. Speaking: FOB and CIF seller’s and buyer’s obligations 25
3.4. Listening : Negotiating techniques 26
4. Practice 29
4.1. Speaking: Contract of sale 29
4.2. Reading: Relating shipping documents and others 32
5. Assessment
5
5.1. Evaluation sheet 34
5.2. Assessment methods 35
Unit 2. THE COST OF RUNNING SHIPS AND COST 36

ACCOUNTING
1. Vocabulary relating to cost of running ships 36
2. Language focus: Modal verbs in Passive voice 39
3. Skills 39
3.1. Reading: The classification of costs 42
3.2. Writing: Major costs of running a bulk carrier 43
3.3. Speaking: Discussion about Crew costs and general costs 45
3.4. Listening: Dealing with figures 46
4. Practice 43
4.1. Speaking: Voyage calculation form 49
4. 2. Writing: Numbers from the Time-charter rate - Estimation 50
5. Assessment
5.2. Assessment methods
Unit 3. BILLS OF LADING 54
1. Vocabulary relating to Bills of lading 54
2. Language focus: Formal subject “It” 57
3. Skills
6
3.1. Reading: 59
Important points in a B/L and common Bills of lading in use
3.2. Writing: Bills of lading 61
3.3. Speaking: Terms in Bills of lading 62
3.4. Listening: Presentation techniques 64
4. Practice
4.1. Speaking: a given B/L 65
4.2. Writing: Main contents and description of the Bill of lading 68

given
5. Assessment
Unit 4. CHARTER-PARTY 70
1. Vocabulary relating to Charter-parties 70
2. Language focus: As if 74
3. Skills
3.1. Reading: Charter-party - Bareboat charter 76
3.2. Writing: Charter-party - Bareboat charter 77
3.3. Speaking: Voyage charter, time charter and bareboat charter 78
3.4. Listening: Decision-making 79
4. Practice
4.1. Speaking: A given Fixture note 81
7
4.2. Writing: Common abbreviations in a fixture note 82
5. Assessment
5.2. Assessment methods 86
Appendices
Appendix 1. Common abbreviations 87
Appendix 2. Audio scripts 89
Appendix 3. Word list 95
Appendix 4. Answer keys 105
Appendix 5. Table of irregular verbs 119
Tài liệu tham khảo 124
8
LIST OF ABBREVIATIONS
Parts of speech Abbreviations

adjective adj
adverbs adv
auxiliary aux
conjunction conj
noun n
noun phrase n phr
object obj
preposition prep
somebody sb
something sth
subject subj
verb v
verb + “-ing” V-ing
verb in past participle V-pp/PII
verb phrase v phr
9
LIST OF TABLES, FIGURES, PICTURES
No. Name Page
1 Figure 2.1. Analysis of the major costs of running a bulk carrier 33
2 Table 2.2. Operating costs of Capesize bulk carriers 35
10
MODULE: ENGLISH FOR TRANSPORTATION OPERATION Vol. 2
Module Code: MĐ 6840102.19

Time: 60 hours; (Theory: 28 hours; Practice: 28 hours; Test: 04 hours)
I. Module framework:
- Prerequisite: This module is taught in the second term of the second school
year, after students’ completion of General English.
- Scope: This module is compulsory for students of Transportation operation
II. Objectives:
After completing this module, students will be able to:
- Knowledge: Present the forms and uses of the Passive, “As if”, several
grammar structures learnt in General English; present Vocabulary of FOB, CIF,
The cost of running ships, Bills of lading and Charter-party;
- Skills: Use professional skills such as negotiating, dealing with figures,
presentation techniques, decision-making; use the Passive, “as if”, several
grammar structures learnt in General English to express:
+ FOB, CIF;
+ The cost of running ships;
+ Bills of lading: Main contents and functions;
+ Charter-party: Chartering method – Bareboat charter
- Attitudes: Be aware of the importance of learning English for work,
essential elements: correct pronunciation, stress, intonation, accuracy, fluency in
communication and writing in English.
III. Contents of the module:
11
UNIT 1. F.O.B, C.I.F
Code: MĐ 6840102.19.01
Introduction:
This unit supplies the students with FOB, CIF.
Objectives:
After this unit, students will be able to:
- Present vocabulary of definitions, meaning; obligations of sellers and buyers
under FOB, CIF; present the form and use of the Passive voice to talk about
FOB, CIF; present skills in Negotiating;
- Listen, speak, read and write vocabulary and use the Passive voice in the unit
to talk about Obligations of the sellers and the buyers under FOB, CIF;
- Be aware of the importance of learning English for work, essential elements:
correct pronunciation, stress, intonation, accuracy, fluency in communication
and writing in English to talk about FOB, CIF.
Main content:
1. Vocabulary: Relating to FOB, CIF Incoterms
Vocabulary Transcription Speech Vietnamese meaning
arrival /əˈraɪvl/ n sự đến, tới nơi
carrying ship /ˈkæriɪŋ/ /ʃɪp/ n tàu chở hàng
catalogue /ˈkætəlɒɡ/ n danh mục liệt kê
charge /tʃɑːdʒ/ n vật mang, vật chở
check /tʃek/ v tấm séc
commission /kəˈmɪʃn/ n tiền hoa hồng
cost /kɒst/ n chi phí
Cost, Insurance, /kɒst/ /ɪnˈʃʊərəns/ n phr. Tiền hàng, bảo hiểm, cước
Freight /freɪt/ phí
customs duty /ˈkʌstəmz/ /ˈdjuːti/ n phr. thuế hải quan
12
delivery /dɪˈlɪvəri/ n giao hàng
delivery note /dɪˈlɪvəri/ /nəʊt/ n phr. giấy báo giao hàng
fare /feə(r)/ n tiền vé
fee /fiː/ n lệ phí
Free on board /ˌfriː ɒn ˈbɔːd/ n phr. giao hàng lên tàu
freight /freɪt/ n hàng hóa chuyên chở
freight /freɪt/ n cước phí
in accordance phù hợp với

with
inform /ɪnˈfɔːm/ v thông báo
instruction /ɪnˈstrʌkʃn/ n sự hướng dẫn
particular /pəˈtɪkjələ(r)/ adj cụ thể, riêng biệt
premium /ˈpriːmiəm/ n phí bảo hiểm
price /praɪs/ n giá
pro forma invoice n phr. hóa đơn tạm
quotation /kwəʊˈteɪʃn/ n báo giá
receipt /rɪˈsiːt/ n biên lai
responsible /rɪˈspɒnsəbl/ adj chịu trách nhiệm
salary /ˈsæləri/ n tiền lương
shipment /ˈʃɪpmənt/ n lô hàng
tip /tɪp/ n tiền tip, tiền quà
wages /weɪdʒ/ n tiền lương, tiền công
1. 1. F.O.B, C.I.F Incoterms

Task 1. Odd one out.
13
1. a. salary b. carrying c. catalogue d. insurance
2. a. cost b. commission c. receipt d. customs
3. a. engineer b. fee c. see d. free
4. a. invoice b. responsible c. shipment d. ship
5. a. centre b. accordance c. price d. invoice
Task 2. Match the word for FOB, CIF Incoterms to their transcription.
Practice pronouncing those words.
1. arrival /tʃɑːdʒ/
2. charge /ˈpriːmiəm/
3. freight /ˈɪnvɔɪs/
4. shipment /freɪt/
5. premium /ˈʃɪpmənt/
6. invoice /əˈraɪvl/
Task 3. Fill in the blanks, using: stand for, stands for, mean, means.
1. FOB … Free on board.
………………………………………………………………………………
2. Does CIF … Cost, Insurance, Freight.
………………………………………………………………………………
3. CIF … “Tiền hàng, bảo hiểm, cước phí”.
………………………………………………………………………………
4. FOB does not … “Tiền hàng, bảo hiểm, cước phí”.
………………………………………………………………………………
5. What does FOB …?
………………………………………………………………………………
6. FOB … “Giao hàng lên tàu”.
………………………………………………………………………………
Task 4. Match each word in A with its definition in B.

A B
1. arrival a. Following a rule/ law/ instruction etc.
2. carrying ship b. tell someone about particular facts
14
3. be responsible c. the act of sending a large amount of goods
4. shipment d. the money paid for transporting goods
5. delivery e. the possibility of something bad happening
6. in accordance f. when someone or something reaches a place
with g. material used to protect something from being
7. inform damage.
8. freight h. Carrier used for transporting goods by water
9. packing i. Taking goods to a place
10. risk j. have the duty to deal with something.
Answer: 1…, 2…, 3…, 4…, 5…,

6…, 7…, 8…, 9…, 10…
1.2. Listening: Vocabulary of F.O.B, C.I.F.
Task 5. Use each word or phrase in (A) above only once to complete the
sentences below. Listen and check.
1. The seller shall deliver equipment, mentioned in the contract … the date is
stipulated.
 ………………………………………………………………………….
2. … of the goods is to be made on the basic of FOB Danang port, SRV.
 ………………………………………………………………………….
3. The … has been in use for not more than 15 years and she is classified as
first class for ocean going ship.
 ………………………………………………………………………….
4. The seller shall at least two weeks before shipment … the buyer the name
of the vessel and her nationality.
 ………………………………………………………………………….
5. After the … of the goods at the port of destination the buyer has the
quantity and quality of the goods inspected.
 ………………………………………………………………………….
6. The seller shall … for any damage of the goods because of poor packing.
 ………………………………………………………………………….
7. The seller shall notify the buyer by cable or telex 10 days prior to the …
of the goods.
 ………………………………………………………………………….
15
8. The … is to secure full safety of the goods from any kind of damage when
being transported.
 ………………………………………………………………………….
9. In this business the … and the rewards are high.
 ………………………………………………………………………….
10. The shipper of the goods will have to pay the … in advance.
 ………………………………………………………………………….
Task 6. Which words from the box below describes the money you pay. Match
the words from the box with their definitions.
salary commission fees wages
charge customs duty fare cost
freight premium tip price
Definitions Words/ Phrases

1. Amount of money given to an agent or salesperson
for selling goods, rising in proportion to the results
gained.
2. Amount of money needed to pay for a service (for
example, electricity, and postage)
3. Amount of money needed to pay for a service (for
example, to a lawyer).
4. Amount of money paid for a journey (by bus, ship,
taxi, etc.)
5. Amount of money needed to pay your staff every
week
6. This is the amount of money needed to pay your
staff for work or service every month
7. Amount of money paid to obtain insurance
policy/contract
8. Amount of money needed to pay for something
which is sold.
9. Amount of money demanded by the government
on the cost of goods imported or exported
16
10. Amount of money paid for transporting goods
from one place to another
11. Amount of money needed to buy or make
something
12. A small amount of money given to thank someone
for their services (for example, a waiter or
waitress)
Task 7. Use the 12 words in Task 6 above to complete these sentences. Listen
and check
1. The taxi ………………………. was $18 and I gave the driver $4
……………………….
2. On orders of over 2,000 pieces, delivery is free of ……………………….
3. The builders receive their weekly ………………………. in cash.
4. In addition to your basic ………………………. You will receive a 25%
………………………. on all goods sold.
5. He is a good lawyer but his ………………………. are high.
6. The ………………………. of crude oil has risen sharply and so has that of
gold.
7. The ………………………. for health care plans are high.
8. When the shipper of the goods pays ………………………. in advance, the
cost will be added to the value of the goods for insurance purposes.
9. The ………………………. of living in our city is much cheaper than that in
HCM city.
10. Under this term, the seller has to bear ………………………. to clear the
goods through the customs.
2. Language focus: Passive voice
2.1. Use, form
A sentence can be either the active or passive voice. In an “active” sentence, the
subject performs the action. The passive makes the reader focus on the action
rather than the person doing the action.
Study the word orders for passive in the examples below:
… of the goods from the time they are loaded on board …
S + be + PII
17
… of the goods until they have been delivered on board …
S + be + PII
… details of shipment must be given to the buyer …
S + Modal + be + PII
 The focus is on the fact. It is not important who or what is performing the
action.
Form of passive
S + be + PII
A passive verb has a form of be and a passive participle
Note: Tense of passive verbs is expressed by tense of “be”
Example: Present simple passive: am/ is/ are + PII
Present perfect passive: have/ has + been + PII
Active voice:
When rewriting an active sentence in passive voice, note the following:
Thing about the agent who or what causes the action (It is the object of the
passive but sometimes it is dropped), and then write it as the subject in your
active sentence. Don’t forget to change the passive finite form of verb into
active finite verb form.
Subj (agent) finite verb Object (subj of passive)
… the seller loads them (the goods) on board …
… the seller has delivered them (the goods) on board …
… the seller must give details of shipment …
2.2 Exercises
Task 8. Write sentences in Passive voice in the Simple Present tense, using
suggested words.
1. The office/ clean/ every day.
............................................................................................................................
2. These rooms/ clean/ every day?
............................................................................................................................
3. Glass/ make/ from sand
. ...........................................................................................................................
4. stamps/ sell/ in a post office
.. ..........................................................................................................................
18
5. we/ allow/ to park here?
............................................................................................................................
6. how/ this word/ pronounce?
............................................................................................................................
Task 9. Use the following words and phrases to write sentences using Active or
Passive.
1. Water/ cover/ most of the earth’s surface.
............................................................................................................................
2. Most of the earth’s surface/ cover/ water.
............................................................................................................................
3. Football/ play/ all over the world.
. ...........................................................................................................................
4. The engine of a ship/ fit/ in the engine room.
.. ..........................................................................................................................
Task 10. Complete the following sentences. The sentence you do must have
same meaning as the one above each.
1. They may conclude the contract in writing now.
 The contract ……………………………………………………………
2. Most companies have adopted the INCOTERMS.
 The INCOTERMS………………………………………………………
3. 3. They will provide the buyer with clean bills of lading.
 Clean bills of lading ……………………………………………………
4. We are going to get commercial invoices for this particular trade.
 Commercial invoices …..……………………………………………..
5. They don’t allow partial shipment in this case.
 Partial shipment…………………………………………………………
6. We asked for a form of credit.
 A form of credit…………………………………………………………
19
7. The stevedores must have dropped and damage the cargoes.
 The cargoes ……………………………………………………………
8. Parties must fully understand the terms and conditions of the contract.
 The terms… ……………………………………………………………
9. The equipment shall be delivered in due time.
 The seller shall.…………………………………………………………
10. The above price is understood as FOB Hochiminh city port, Vietnam by
the two contracting parties.
 The two contracting parties ……………………………………………
Task 11. Fill each gap in each sentence with the correct form of the verbs in
brackets. Some are in passive and some are in active form.
1. The seller’s quotation ………………………………….. as the invitation
to make an offer. (consider)
2. The seller ………………………………….. a smaller quantity of goods
than the contract quantity. (deliver)
3. They ………………………………….. the certificate of origin and other
documents required yet. (not/ produce)
4. We ………………………………….. by the exporter as soon as the goods
have been sent. (must advise)
5. The documents ………………………………….. already
………………………………….. carefully. (check)
6. They have to ………………………………….. the pro forma invoice.
(supply)
7. We should ………………………………….. with import licences and
customs formalities. (comply)
8. So far, the definition of “Free on board” …………………………………..
by us all. (understand)
9. This shipping company ………………………………….. in 1999.
(found)
10. All the money in our safe ………………………………….. 2 years ago
but the police haven’t found it till now. (steal)
20
3. Skills
3.1. Reading: F.O.B and C.I.F Seller’s and buyer’s obligations
a. FREE ON BOARD
THE SELLER MUST
1. Supply the goods in accordance with the contract of sale.
2. Deliver the goods on board the vessel named by the buyer at the named port
of shipment within the specified date. As soon as shipment of the goods is
effected, details of shipment must be given to the buyer for insurance purposes.
3. Bear all costs and risks of loss of or damage to the goods until they have
passed the ship’s rail at the named port of shipment.
4. Pay any export tax, duties and other charges incurred in respect of the goods
for export.
5. Bear the cost of packaging and checking operations of the goods.
6. Provide the buyer with clean shipping documents evidencing delivery of the
goods and other documents if required.
THE BUYER MUST
1. At his own expense charter or name a vessel or book shipping space and
notify the seller the delivery date and name of the carrying vessel and be
responsible for all freight charges payable at destination.
2. Bear all costs and risks of the goods from the time they are loaded on board
the vessel and pay for the price.
3. At his own expense, take up insurance cover for the total cost of the goods
(110% of C.I.F value)
4. Bear all additional costs and risks of the goods should be fail to name a vessel
within the specified delivery date unless otherwise stated in the contract.
5. Pay import duties, if any and port storage charges incurred on arrival of the
goods.
Basic documents required:
- Invoices
- Shipping documents marked “Freight payable at destination” or “Freight to
collect” or “Prepaid freight”
- Other documents – certificate of origin, packing list etc.
21
COST, INSURANCE, FREIGHT
THE SELLER MUST:
1. Supply the goods in full conformity with the contract of sale.
2. Load the goods on board the vessel within the delivery date and pay all freight
charges in advance for carriage of the goods up to the agreed port of destination.
3. Bear all risks and costs until the goods are loaded on board the vessel.
4. Provide the buyer with full set (signed original) of clean on board bills of
lading made out to “order” and blank endorsed or to order of any party named
by the buyer.
5. Provide the buyer with the insurance certificate policy made out in negotiable
form endorsed in blank covering marine risks as stated in the contract and the
insured value must be 110% of the CIF invoice value.
6. Provide signed invoices and other documents such as certificate of origin,
packing list etc., if required by the buyer.
7. At his own risk and expense, obtain export licence or government permit
necessary for the export of the goods.
8. Pay any duties, tax and other charges incurred in respect of the export of the
goods.
THE BUYER MUST:
1. Accept the documents representing the goods and pay for the price if they are
drawn in accordance with the contract.
2. Receive the goods at the agreed port of discharge and bear all the unloading
costs including lighterage and wharfage charges.
Note: If the goods are sold “CIF landed” unloading cost must be borne by the
seller.
3. Pay all customs duties and other imports taxes at the time of taking delivery
of the goods from the shipowner, and apply for the import permit if required by
the customs authorities.
4. Bear all risks of the goods from the time they are loaded on board the vessel.
Task 12. Read the reading and fill in the blanks (no more than 3 words) .
Free on board
1. The seller delivers the goods ………………………………….. the vessel
2. ………………………………….. bears all costs and risks of loss of or
22
damage to the goods until they passed the ship’s rail.
3. The seller provides the buyer with …………………………………..
evidencing delivery of the goods.
4. ………………………………….. charters or names a vessel.
5. The seller pays export duties ………………………………….. the goods.
Task 13. Tick the correct sentences. Correct the mistakes in the other
sentences.
Cost, Insurance, Freight T F
1. The seller supply the goods.
……………………………………………………………………
2. The seller loads the goods on board the vessel.
……………………………………………………………………
3. The seller enable the good to be imported
……………………………………………………………………
4. The buyer bears the unloading costs.
……………………………………………………………………
5. The seller pays customs duties at the time of taking delivery of the
goods from the shipowner.
……………………………………………………………………
Task 14. Ask and answer questions about the reading passages.
Free on board
1. What does FOB mean?
……………………………………………………………………………
2. How must the seller deliver the goods?
……………………………………………………………………………
3. When does he have to give the details of shipment to the buyer? Why?
……………………………………………………………………………
4. Until when does the seller bear all costs and risks of the goods?
……………………………………………………………………………
5. From when does the buyer bear all costs and risks of the goods?
……………………………………………………………………………
23
Cost, Insurance, Freight
6. What does CIF mean?
……………………………………………………………………………
7. How is the seller required to obtain the insurance?
……………………………………………………………………………
8. When are all risks and costs transferred from the seller to the buyer?
……………………………………………………………………………
9. What documents does the seller have to obtain for the export of goods?
……………………………………………………………………………
10. What must the buyer do when accepting the documents representing the
goods?
……………………………………………………………………………
3.2. Writing: Writing questions and answers about FOB, CIF in relation to a
sale contract.
Task 15. Write questions and answers about FOB, CIF in relation to a sale
contract.
* Yes/ No questions of “to be”
am/is/are + S + N/ Adj/ Adv?  Yes, S + am/is/are.
No, S + ‘m not/ isn’t/ aren’t
1. F.O.B & C.I.F quotations/ the most common in everyday use? – Yes, they are.
…………………………………………………………………………………
……………………………………………………………………………………
2. Paying the freight/ the seller’s responsibility under F.0.B contract of sale?
– No, it isn’t.
…………………………………………………………………………………
……………………………………………………………………………………
3. Supplying the documents required to enable the goods to be imported/ the
seller’s responsibility under C.I.F contract of sale? – Yes, it is.
…………………………………………………………………………………
……………………………………………………………………………………
24
* Yes/ No questions of Ordinary verbs
do/does + S + V(Bare infinitive)?  Yes, S + do/ does
No, S + don’t/ doesn’t
4. F.O.B/ stand for Free on board? - Yes, it does.
…………………………………………………………………………………
……………………………………………………………………………………
5. C.I.F/ stand for Cost, Insurance, Freight? – Yes, it does.
…………………………………………………………………………………
……………………………………………………………………………………
6. The seller/ deliver the goods free on board a ship under F.O.B contract?
– Yes, he does
…………………………………………………………………………………
……………………………………………………………………………………
3.3. Speaking: FOB and CIF seller’s and buyer’s obligations.

Task 16. Work in pairs. Talk about FOB and CIF seller’s and buyer’s
obligations, use suggestions.
* Wh- questions of “to be”
Wh-word + am/is/are + S +…?  S + am/is/are + N/ Adj/ Adv.
1. Whose responsibility/ paying insurance under F.O.B contract? – It is the
buyer’s.
…………………………………………………………………………………
……………………………………………………………………………………
2. Why/ the choice of the carrying ship the seller’s responsibility under C.I.F
contract?
- Because he pays the freight.
…………………………………………………………………………………
……………………………………………………………………………………
* Wh- questions of Ordinary verbs
Wh-word + do/does + S + V(Bare infinitive)?  S + V/V-s/es
25
3. Where/ the buyer pay import duties and landing charges? – He pays at the
port of destination.
…………………………………………………………………………………
……………………………………………………………………………………
4. When/ the transfer of title to the goods take place? – It takes place when the
goods are bought and sold.
…………………………………………………………………………………
……………………………………………………………………………………
5. What/ the main details of a sale contract include? – It includes contract
number, goods, quantity, specification, price, delivery, period of shipment,
insurance, packing, document requirements, bill of lading, marking instructions,
sample, buyer’s commission, remarks.
…………………………………………………………………………………
……………………………………………………………………………………
……………………………………………………………………………………
……………………………………………………………………………………
26
3.4. Listening: Negotiating techniques
A. Kenvin, Executive Vice President of Coca-Cola (UK), is talking about
negotiating. Listen to the first part of the interview. What does Kenvin say
that the letters L-I-M stand for?
L …………………………
I …………………………
M …………………………
B. In the negotiation that Kenvin describe, what was his L-I-M?
C. In the second part of the interview, Kenvin gives three negotiating tips.
Can you think of any for negotiating?
D. Listen to the second part of the interview and complete these extracts.
a) And I guess the first one is to ………………………… (1) who the
………………………… (2) is. So that’s the first tip, make sure you know
who ………………………… …………………………
…………………………(3)
b) And in their enthusiasm, they …………………………
………………………… …………………………
………………………… (4) rather than …………………………(5).
What they haven’t done is ………………………… (6) the buyer’s need.
c) … once you’ve made the sale, …………………………
…………………………(7). I think it’s very important:
………………………… …………………………
………………………… 8), reinforce the buyer’s decision-everybody
likes to feel they’ve made a good decision and then
………………………… 9).
E. Look at the audio script and find phrases which mean:
1. typical mistakes …………………………
2. to state your purpose directly without delay …………………………
3. a business contact over a period of time …………………………
4. causing no difficulty or trouble …………………………
Practice: Negotiating Skill
A. Work in pairs. Try to sell something you have on you (a watch, bracelet,
etc.) or a household object to your partner.
27
B. Discuss the questions.
1 Were you pleased with the outcome of the negotiation in Exercise A?
2 What strategy or tactics did your partner use to achieve his/her objective?
C. In his book The Art of Winning, Harry Mills says that most negotiations
have seven stages. These are listed below, but in the wrong order. Put
the stages in order. What word do the initial letters of the stages spell?
- Tie up loose ends

Confirm what has been agreed. Summarise the details on paper.
- Explore each other's needs
Build rapport. State your opening position. learn the other side's position.
- Ready yourself
Prepare your objectives, concessions and strategy. Gather information
about the other side.
- Probe with proposals
Make suggestions and areas of agreement.
- Close the deal
Bring the negotiation to a clear and satisfactory end.
- Signal for movement
Signal that you are prepared to move from your original position. Respond to
signals from the other side.
- Exchange concessions
Give the other side something in return for something you need or want.
(Source: Extracted from New Market Leader Intermediate, David Cotton, David
Falvey, Simon Kent, Nhà xuất bản Văn hóa thông tin, 2011)
28
4. Practice
4.1. Speaking: Contract of sale
Task 17. Study the speciment of a contract of sale, then answer the questions
below.
1. What are the contractual parts and how do they appear?
 ……………………………………………………………………………….
2. Which international trade term of delivery is applied?
 ……………………………………………………………………………….
3. What is the contractual object and when is risk transferred?
 ……………………………………………………………………………….
4. What is the date of delivery?
 ……………………………………………………………………………….
5. How will the payment be made?
 ……………………………………………………………………………….
29
30
31
4.2. Reading: Relating shipping documents and others
Proforma invoice & purchase order
Proforma invoice
When the importer needs to apply for an import licence or exchange control
permit in order to buy foreign currency for payment of his import, he may
require the supplier’s proforma invoice for this purpose. In this case the exporter
should ensure that his proforma invoice gives accurate description of the
contract goods and that the details of packing if required must be correctly
stated. If this is not done the buyer may encounter difficulties in customs
clearance on arrival of the goods.
Purchase order
Many buyers have embodied formal conditions of purchase on their purchase
orders and it is important for the seller to check whether the conditions stated
thereon are acceptable to him. If the seller finds any of the terms of purchase
unacceptable he should clarify the matter with the buyer before the
acknowledgement of the order. If this is not done the seller may be in the breach
of contract in the event of his failure to comply with the purchase terms.
Task 18. Here are the answers to some questions about the passage. Write the
questions.
a…………………………………………………………………………………
………………………………………………………………………………….
He needs it to apply for an import licence or exchange control permit in order to
buy foreign currency for payment of his import.
b…………………………………………………………………………………
………………………………………………………………………………….
It gives accurate description of the contract goods and the details of packing if
required must be correctly stated.
c…………………………………………………………………………………
………………………………………………………………………………….
He may encounter difficulties in customs clearance on arrival of the goods.
d…………………………………………………………………………………
………………………………………………………………………………….
They have embodied formal conditions of purchase on their purchase orders.
32
e…………………………………………………………………………………
………………………………………………………………………………….
He must check whether the conditions stated thereon are acceptable to him.
f……………………………………………………………………………………
……………………………………………………………………………….
He should clarify the matter with the buyer.
g…………………………………………………………………………………
………………………………………………………………………………….
He may be in the breach of contract.
Task 19. Words relating to Documents

A lot of documents are required when buying and selling goods. A few listed
documents below could all be sent by a buyer or a seller during the course of a
sale transaction. Do you know what they are? Who would send them – the buyer
or the seller? Choose one from the box then write it in the table below:
Price list delivery note Proforma invoice quotation
Check receipt catalogue
No. Document Purpose of document Sent by ..

(Buyer?
Seller?)
1. To give possible buyer information about
prices, discount, conditions of sales etc
2. To pay
3. Printed list showing the prices fixed
4. To confirm what has been sent
5. Document in the form of a book of goods
for sale with objects and their prices
shown.
6. To acknowledge payment.
7. To give a price and condition of sale.
33
5. Assessment
5.1. Evaluation sheet
EVALUATION SHEET
a. Multiple choice questions (10 points)

1. FOB… Free on board.
A. mean B. standing for
C. stand for D. stands for
2. FOB … “Giao hàng lên tàu”.
A. mean B. translates
C. stand for D. means
3. What does … mean? - "Tiền hàng, bảo hiểm, cước phí”.
A. CFR B. CPT
C. CIP D. CIF
4. Under FOB contract of sales the … bears all costs and risks of loss of or
damage to the goods until they have passed the ship’s rail at the port of
shipment.
A. buyers B. sellers
C. buyer D. seller
5. Under the FOB contract of sales the … enables the goods to be exported.
A. buyers B. sellers
C. buyer D. seller
6. Who receives the goods at the agreed port of discharge and bear
unloading costs in CIF contracts? - The … does.
A. sellers B. buyers
C. seller D. buyer
7. Who chooses the carrying ship under CIF contracts? - The … do.
A. buyer B. buyers
C. seller D. sellers
8. Does the … pay insurance expense in FOB contract? - Yes, he does.
A. sellers B. seller
C. buyers D. buyer
b. Oral questions (10 points)

1. Speak about 5 obligations of sellers and buyers under F.O.B, C.I.F;
2. Summarize the main contents of the simple FOB, CIF contract of sale
given in the Unit.
34
- Assessment of knowledge: multiple-choice, oral
- Assessment of skills: Practice
35
UNIT 2. THE COST OF RUNNING SHIPS AND COST ACCOUNTING
Code: MĐ 6840102.19.02
Introduction:
This unit supplies the students with the cost of running ships and cost
accounting.
Objectives:
- Present vocabulary of the cost of running ships; Present form and use of the
Modal in Passive voice;
- Listen, speak, read and write the Voyage estimation;
and writing in English to talk about the cost of running ships.
Main content:
1. Vocabulary relating to cost of running ships
administration /ədˌmɪnɪˈstreɪʃn/ n quản lý
capital cost /ˈkæpɪtl/ /kɒst/ n phr. Chi phí vốn
cargo handling n phr. chi phí làm hàng

cost
debt repayment /det/ /rɪˈpeɪmənt/ n phr. trả nợ
dividend /ˈdɪvɪdend/ n cổ tức
insurance /ɪnˈʃʊərəns/ n sự bảo hiểm
interest /ˈɪntrəst/ n tiền lãi
lubricant /ˈluːbrɪkənt/ n dầu nhờn
maintenance /ˈmeɪntənəns/ n sự bảo dưỡng
manning cost n phr. chi phí biên chế thuyền

viên
36
Operating cost /ˈɒpəreɪtɪŋ//kɒst/ n phr. chi phí khai thác
periodic n phr. chi phí bảo dưỡng định kỳ

maintenance cost
repair /rɪˈpeə(r)/ n, v sửa chữa
store /stɔː(r)/ n vật tư
voyage cost /ˈvɔɪɪdʒ//kɒst/ n phr. chi phí chuyến đi
1.1. The cost of running ships

1. a. ship b. shipping c. manning d. time
2. a. running b. consumption c. number d. particularly
3. a. cost b. operating c. cargo d. economic
4. a. consumption b. combination c. considerable d. condition
5. a. canal b. capital c. manage d. handling
Task 2. Match the word for costs to their transcription. Practice pronouncing
those words.
1. crew /rɪˈpeə(r)/
2. store /ˈmeɪntənəns/
3. insurance /ˈdʒenrəl/
4. repair /ɪnˈʃʊərəns/
5. maintenance /stɔː(r)/
6. general /kruː/
Task 3. Write one letter in each empty box to make names of operating costs.
1. m n n g
2. s t e s
3. r p i r s
4. n s r a c e
1.2. Reading for Vocabulary:
37
Operating costs of Capesize bulk carriers
$000s
Age of ship 5 years 10 years 20 years Average
Crew cost
Crew cost 445 524 575 515
Travel 48 58 62 56
Manning and support 20 20 20 20
Medical insurance 6 6 6 6
Victualling 40 47 56 48
Total 559 655 719 645
per cent 32 31 26 29
Stores and consumables
General stores 80 100 80 87
Cabin stores and water 11 11 11 11
Lubricants 125 115 170 137
Total 216 226 261 235
per cent 12 11 9 11
Maintenance and repairs
Maintenance 80 150 180 137
Spares 60 140 170 123
Navigation and comms services 10 20 10 13
Total 150 310 360 273
per cent 9 15 13 12
Insurance
Hull and machinery and war risks 440 490 1,000 643
P&I 120 180 230 177
Total 560 670 1,230 820
per cent 32 32 44 36
General costs
Overheads 90 90 90 90
Communications 80 70 80 77
Miscellaneous 30 30 30 30
Owner’s port charges 50 50 50 50
Total 250 240 250 247
per cent 14 11 9 11
Total per annum 1,735 2,101 2,820 2,220
Daily costs (365 days) 4,754 5,756 7,727 6,079
Table 2.2. Operating costs of Capesize bulk carriers

(Source: Capesize Quality Survey (1993), Clarkson Research)
38
Task 4. Look at the table 2.2. Write the words into the circles below.
Crew cost
Stores and consumables
Maintenance and repairs
…………….
…………….
…………….
Cabin stores and water

…………….
Lubricants
…………….
…………….
Owner’s port charges
Task 5. Can you complete the questions and answers about Operating costs of
Capesize bulk carriers.
1. How are ……………………. calculated? - On age of ship basis.
 ……………………………………………………………………………….
2. How many categories are operating costs divided into? - Five,
……………………., stores and consumables, maintenance and repairs,
insurance, general costs.
 ……………………………………………………………………………….
3. What do Stores and consumables include? - General stores, ………….. and

water, lubricants.
 ……………………………………………………………………………….
4. What types of insurance account for 32% of Operating costs when the ship is
five years old or below? - ………………………………………………
 ……………………………………………………………………………….
2. Language focus: Modal verbs in Passive voice
39
See also Unit 1 Language focus, Modals in Passive voice has the following
form:
… details of shipment must be given to the buyer …
S + Modal + be + PII
In Unit 2 Modal verbs in Passive voice are used to express three of principles of
Cost accounting, as in the Task 8, page 41.
Modal verbs in Passive voice are easier to learn with brief revisions of Modal
verbs.
The modal verbs are: can, could, may, might, shall, should, will, would, must
2.1. Use and characteristics of Modals
We use modal verbs to show if we believe something is certain, probable or
possible (or not). We also use modals to do things like talking about ability,
asking permission, making requests and offters, and so on.
(https://learnenglish.britishcouncil.org/en/english-grammar/verbs/modal-verbs)
Modal verbs have several characteristics as follow:
+ Do not have infinitive form:
Eg: can speak English
To speak English
+ Have no -s form when they follow the third person singular subject.
Eg: He can speak English.
He may go if he likes.
+ Are followed by the infinitive of a simple verb without to (except ought)
Eg:
He likes to go
He can go
He may go
+ Like the other auxiliary verbs (be, have, do), modal verbs are important in
negatives, questions, tags and so on. A modal verb can have not after it, and it
comes before the subject in questions.
Eg: It may not rain.
Can he speak English?
2.2. Exercises
Task 6. Complete the sentences. Use Must + one of these verbs.
Be go go learn meet wash win
40
1. We … to the bank today. We haven’t got any money.
............................................................................................................................
2. Hoa is a very interesting person. You… her.
............................................................................................................................
3. My hands are dirty. I … them.
. ...........................................................................................................................
4. You… to drive. It will be very useful.
.. ..........................................................................................................................
5. I… to the post office. I need some stamps.
............................................................................................................................
6. The game tomorrow is very important for us. We…
............................................................................................................................
7. You can’t always have things immediately. You ... patient
............................................................................................................................
Task 7. Put in I must or I had to.
1. … go to the bank yesterday to get some money.
............................................................................................................................
2. It’s late. … go now.
............................................................................................................................
3. I don’t usually work on Saturdays but last Sunday … work.
. ...........................................................................................................................
4. I went to London by train last week. The train was full and … stand all
the way.
.. ..........................................................................................................................
5. I forgot to phone David yesterday…. phone him later today.
............................................................................................................................
Task 8. Complete the sentences about operating expenses and three of
principles of cost accounting, use Modal verbs in Passive voice.
1. Expenses applicable to any voyage… into: vessel operating expense,
cargo handling expense, port charges, general expense (may/ divide).
41
............................................................................................................................
............................................................................................................................
2. Revenue and cost statistics … on facts. (must/ base)
............................................................................................................................
3. Revenue and cost statistics … promptly and should cover every detail.
(should/ compile)
............................................................................................................................
. ...........................................................................................................................
3. Skills
3.1. Reading: The classification of costs
If we start with the basics, the cost of running a shipping company
depends on a combination of three factors. First, the ship sets the broad
framework of costs through its fuel consumption, the number of crew required
to operate it, and its physical condition, which dictates the requirement for
repairs and maintenance. Second, inflation in the cost of bought-in items,
particularly bunkers, consumables, crew wages, ship repair costs and the interest
rates, all of which are subject to economic trends outside the shipowners’
control. Third, costs depend on how efficiently the owner manages the company,
including the administrative overhead and operational efficiency.
The following are the five categories of costs.
- Operating costs, which constitute the expensives involved in the day-
to-day running of the ship – essentially those costs such as crew, stores and
maintenance that will be incurred whatever trade the ship is engaged in.
- Periodic maintenance costs, which are incurred when the ship is dry-
docked for major repairs, usually at the time of its special survey. In older ships
this may involve considerable expenditure, so shipping companies often include
a “dry-docking provision” in their operating costs.
- Voyage costs are variable costs associated with a specific voyage and
include such items as fuel, port charges and canal dues.
- Capital costs depend on the way the ship has been financed. They may
take the form of dividends to equity, which are discretionary, or interest and
capital payments on debt finance which are not.
42
- Cargo handling costs, represent the expense of loading, stowing and
discharging cargo.
Task 9. Choose the best phrase for the main ideas of the reading.
1. Three factors affecting the cost of running a shipping company.
2. Five categories of costs.
3. Three factors affecting the cost of running a shipping company and five
categories of costs.
Task 10. Complete the sentences about the reading, use no more than three
words.
1. Three factors affecting the cost of running a shipping company are:
framework of costs, ……………………. in the cost of brought-in items and the
owner efficiency of company management.
 ……………………………………………………………………………….
…………………………………………………………………………………..
…………………………………………………………………………………..
2. Crew costs, stores and maintenance costs are example of …………………….
 ……………………………………………………………………………….
3. When the ship is dry-docked for major repairs, it pays …………………….
 ……………………………………………………………………………….
4. ……………………. Include the expense of loading, stowing and discharging
cargo.
 ……………………………………………………………………………….
5. ……………………. categories of costs are: operating costs, periodic
maintenance costs, voyage costs, capital costs, cargo handling costs.
 ……………………………………………………………………………….
…………………………………………………………………………………..
3.2. Writing: Major costs of running a bulk carrier

To understand ship investment economics we must look in much greater detail
at the structure of costs.
43
Figure 2.1. Analysis of the major costs of running a bulk carrier
(Source: Compiled by Martin Stopford from various sources)
Note: This analysis is for a ten-year-old Capesize bulk carrier under a Liberian
flag at 1993 prices.
The principal components of operating costs are:

OC = Mtm + STtm + MNtm + Itm + ADtm
Where: M = manning cost
ST = stores
MN = routine repair and maintenance
I = insurance
AD = administration
44
Task 11. Write these abbreviations in their long form of principle components
of operating costs.
M : …………………………………………………………………………..
ST : …………………………………………………………………………..
MN : …………………………………………………………………………..
I : …………………………………………………………………………..
AD : …………………………………………………………………………..
Task 12. Complete the following sentences. Use no more than three words.
1. The cost of running a shipping company ……………………. three factors.
 ……………………………………………………………………………….
…………………………………………………………………………………..
2. There are ……………………. categories of costs.
 ……………………………………………………………………………….
…………………………………………………………………………………..
3. Costs for major repairs, usually at the time of its special survey is called
…………………….
 ……………………………………………………………………………….
…………………………………………………………………………………..
4. Voyage costs are variable costs associated with ……………………. and
include fuel, port charges and canal dues.
 ……………………………………………………………………………….
…………………………………………………………………………………..
5. ……………………. depend on the way the ship has been financed.
 ……………………………………………………………………………….
…………………………………………………………………………………..
3.3. Speaking: Discussion about Crew costs and general costs

Crew costs include all direct and indirect charges incurred by the crewing of the
vessel, including basic salaries and wages, social insurance, pensions, victuals
and repatriation expenses.
General costs: Included within the annual operating budget for the ship is a
charge to recover shore-based administrative and management charges,
communications, owners’ port charges, and miscellaneous costs.
45
Starting the discussion
Introducing the topic
Suggesting a framework
During the discussion

Asking for opinions: What do you think?
Making suggestions I think…
Summarizing and moving on So far, we’ve discussed …
Is this a good idea, Miss Chan?
Shall we move on to discuss…?
Agreeing and disagreeing I agree with you that … because …
I’m afraid I can’t agree with you because …
Responding with a reason
What you’ve said is true but have you ever thought about …
Interrupting Sorry to interrupt, but …
Clarifying What I mean is …
Assisting weaker candidates What’s your idea, Mr. Wong?
Closing the discussion
Summing up
Assigning responsibilities
Task 13. Discuss about the crew costs and general costs, both definitions and
percentage in the Table 2.2.
Task 14. Discuss about percentage of other groups of costs in the Table 2.2.
3.4. Listening: Dealing with figures

YEARS
1984 nineteen eighty-four
2006 two thousand and six
46
DECIMALS
16.5 sixteen point five
17.38% seventeen point three eight percent
0.185 (naught/zero) point one eight five
CURRENCIES
0.15 three pounds fifteen
$7.80 seven dollars eighty
€250 two hundred and fifty euros
¥125 one hundred and twenty-five yen
BIGGER NUMBERS
3,560 three thousand five hundred and sixty (BrE)
three thousand five hundred sixty (ArE)
598,347 five hundred and ninety-eight thousand, three hundred and forty-
seven (BrE)
five hundred ninety-eight thousand, three hundred forty-seven
(ArE)
1,300,402 one million three hundred thousand, four hundred and two (BrE)
one million three hundred thousand, four hundred two (AmE)
1m one / a million (1,000,000)
3bn three billion (3,000,000,000)
$7.5bn seven point five billion dollars
€478m four hundred and seventy-eight mil/ion euros (BrE)
four hundred seventy-eight million euros (ArE)
If you don't specify an exact amount, a plural is used.
It cost thousands of dollars. They spent millions of euros.
A. Work in pairs.
Student A read the text aloud to Student B. Student B; listen to Student A
while reading this article. Correct any incorrect information.
Business in brief
Yahoo has strengthened its European presence with the €375m ($578m)
acquisition of Kelkoo, the French-based on-line shopping service. The European
on-line retail market is forecast to grow €16bn in the next three years. The
Nikkei 225 Average climbed 0.7 percent to 10,364,99 while the Topix index
47
rose 1.2 percent to 1,145,90. Banking shares benefitted most, with Mizuho
jumping 5.7 percent to Ё437,000, SMFG rising 4.7 percent t Ё 852,000 MTFG
gaining 7.9 percent to close at Ё 1,019,000 and UFJ up 4.2 percent to Ё 656,000.
From The Financial Times

FINANCIAL TIMES
World business newspaper
B. Listen and check your answers .

C. Write all the numbers from the correct version of the article in Exercise
A
in full, according to the way they are pronounced.
For example: €3.1m: three point one million euros.
48
4. Practice
Speaking: Voyage calculation form
Task 15. Work in pairs, ask and answer about the abbreviations in the Time-
charter rate - Estimation. Use suggestions.
* What does ……………………… stand for?
 It stands for ………………………
* What does ……………………… mean?
49
 It means ………………………
1. MT
2. Voy
3. Time for Ldg & Discg
4. Cgo Wrkg
5. T/C Income
Task 16. Work in pairs, ask and answer about the voyage calculation form.
1. Who/prepared?
……………………………………………………………………………….
……………………………………………………………………………
2. Where/ the ship travel from? To where?
……………………………………………………………………………….
……………………………………………………………………………
3. How long/ the voyage?
……………………………………………………………………………….
……………………………………………………………………………
4. What/ total income?
……………………………………………………………………………….
……………………………………………………………………………
5. When/ this estimation/ made?
……………………………………………………………………………….
……………………………………………………………………………
4. 2. Writing: Numbers from the Time-charter rate - Estimation.

Task 17. Work in groups. Find 5 difficult numbers from the Time-charter
rate - Estimation given. A group member read those difficult numbers to
your group.
1. ………………………
2. ………………………
3. ………………………
4. ………………………
5. ………………………
50
Task 18. Write those 5 numbers in words.
1. ……………………………………………………………………………………………
2. ……………………………………………………………………………………………
3. ……………………………………………………………………………………………
4. ……………………………………………………………………………………………
5. ……………………………………………………………………………………………
51
5. Assessment
EVALUATION SHEET

1. There are … groups of operating costs.
A. two B. three
C. four D. five
2. How are operating costs of Capesize bulk carriers calculated?
A. on type of cargo basis B. on type of ship basis
C. on age of crew basis D. on age of ship basis
3. What types of insurance account for 32% of operating costs when the ship
is five years old or under?
A. Hull and machinery and war risks B. Hull and machinery
C. P & I and medical D. Hull and machinery and war risks
and P & I
4. I… go to the bank yesterday to get some money.
A. must B. need
C. have to D. had to
5. We’ve got enough food so we … go shopping.
A. mustn’t B. need
C. must D. needn’t
6. Crew cost, stores and consumables are examples of ….
A. stores and consumables costs B. crew costs
C. general costs D. operating costs
7. There are … factors affecting the cost of running a shipping company.
A. six B. five
C. four D. three
8. What cost do wages, social insurance, pensions and repatriation expenses
belong? - They belong to …
A. general costs B. maintenance and repairs
C. insurance costs D. crew cost

1. Name 5 categories of major costs of running a bulk carier.
2. Name 5 costs of running ships which are considerable (large amounts).
52
53
UNIT 3. BILLS OF LADING
Code: MĐ 6840102.19.03
Introduction:
This unit supplies the students with Bills of lading.
Objectives:
- Present vocabulary of functions, main contents, common types of B/L; present
skills in Presentation; present the use of formal subject “It”;
- Listen, speak, read and write vocabulary and the formal subject “It” in the unit
to talk about Bills of lading;
and writing in English to talk about Bills of lading.
Main content:
1. Vocabulary relating to Bills of lading
agree /əˈɡriː/ v thỏa thuận
apparent /əˈpærənt/ adj bên ngoài
Bill of lading /ˌbɪl əv ˈleɪdɪŋ/ n phr. Vận đơn
brief /briːf/ adj ngắn, vắn tắt
clean bill of n phr. vận đơn hoàn hảo, vận đơn

lading sạch
date /deɪt/ v ghi ngày tháng
description /dɪˈskrɪpʃn/ n sự mô tả
destination /ˌdestɪˈneɪʃn/ n nơi đến, đích đến
document of title /ˈdɒkjumənt/ /əv/ n phr. giấy chứng nhận quyền sở

/ˈtaɪtl/ hữu
endorse /ɪnˈdɔːs/ v ký hậu
endorse in blank v phr. ký hậu để trống
54
expiry date /ɪkˈspaɪəri deɪt/ n phr. ngày hết hạn
freight collect or n phr. thu cước hoặc cước phí

freight payable at phải trả tại cảng đích
destination
freight prepaid /freɪt/ /ˌpriːˈpeɪd/ n phr. cước trả trước
negotiation /nɪˌɡəʊʃiˈeɪʃn/ n sự giao dịch
notice accountee /ˈnəʊtɪs/ /əkaʊnˈtiː/ n phr. bên được thông báo hàng
đến
number /ˈnʌmbə(r)/ n Số liệu, con số
on deck cargo n phr. hàng trên boong
package /ˈpækɪdʒ/ n bao, gói
serve /sɜːv/ v phục vụ
shipped on board hàng đã xếp lên tàu
shipper /ˈʃɪpə(r)/ n người gửi hàng
1.1. Bills of lading

1. a. description b. document c. endorse d. negotiation
2. a. bill b. shipped c. notice d. title
3. a. shipped b. signed c. named d. used
4. a. types b. goods c. bills d. copies
5. a. banks b. products c. terms d. agents
Task 2. Put the following phrases into the correct column.

Descriptions of goods Evidence of contract of Document of title
Numbers of packages carriage
Cargo quantity Negotiable bill of lading Claused bill of lading
Content of Bills of lading Functions of Bills of lading Types of Bills of lading

(1) (2) (3)
55
……………………… ……………………… ………………………
……………………… ……………………… ………………………
……………………… ……………………… ………………………
……………………… ……………………… ………………………
Task 3. Rearrange the mixed-up letters to make words for Bill of lading.
1. ngaild ………………………
2. ytituanq ………………………
3. ogsdo ………………………
4. ppaernta ………………………
5. erpihsp ………………………
6. onitindeifacit ………………………
Task 4. Find the related verbs or related nouns by filling in the gaps in the
exercise below.
Verb Noun
a. ……………………… description
b. pack ………………………
c. ……………………… presentation
d. sign ………………………
e. ……………………… indication
f. issue ………………………
g. ……………………… knowledge
h. ……………………… order
i. ……………………… measurement
j. add ………………………
1.2. Listening for Vocabulary of functions of B/L.

Task 6. Make words partnership.
1. Functions a. shipped
2. the apparent b. to the consignee
3. evidence of c. condition
56
4. the goods d. the contract
5. deliver the goods e. of the Bill of lading
Answer: 1…, 2…, 3…, 4…, 5…

Task 7. Listen and choose the correct word about functions of B/L.
1. A Bill of lading has three functions/ types.
2. The original function of the bill of lading was that of a receipt/ contract.
3. The receipt function of the bill of lading raises issues which go to the
quality/ quantity of the goods shipped and to the apparent condition in
which they were shipped.
4. The bill of lading is only evidence of the contract between cargo owner/
shipowner and shipper.
5. The function of the bill as a document of title came fully when the buyer/
carrier agreed to deliver the goods to the consignee or to his order.
2. Language focus: Formal subject “It”

2.1. Use:
Formal subject IT in the structure
It + to be + adjective + Infinitive
In which the infinitive is the real subject of the sentence and impersonal pronoun
It is the formal subject
Example:
- It is essential to bear in mind the following points.
- It is not possible for the beneficiary to have his drafts and documents
negotiated until his receipt of the mail confirmation from the opening bank.
- It is advisable for us to have our goods insured before the voyage.
2.2. Exercises
Task 8. Complete the sentences. Choose from the boxes
easy dangerous work in this office get up early
it’s difficult nice to visit different places go out alone
impossible interesting see you again make friends
57
Eg: If you go to bed late, ……………………………………………. in the
morning.
 If you go to bed late, it’s difficult to get up early in the morning.
1. Hello, Ann. ……………………………………………. How are you?
2. …………………………………………….. There is too much noise.
3. Everybody is very nice at work. …………………………………………….
4. I like travelling. …………………………………………….
5. A lot of cities are not safe.…………………………………………. at night.
Task 9. Write these sentences in another way.

Eg: It’s difficult to understand him.
 He is difficult to understand.
1. It’s quite easy to use this machine.
 This machine is …………………………………………….
2. It was very difficult to open the window.
 The window …………………………………………….
3. It’s impossible to translate some words.
 Some words …………………………………………….
4. It’s not safe to stand on that chair.
 That chair …………………………………………….
5. It’s expensive to maintain a car.
 A …………………………………………….
Task 10. Rewrite the following sentences with the given words, keep their
original meanings.
1. It is essential to bear in mind these points of the B/L.
 To…………..………………………………………………………………..
……………………………………………………………………………………
2. A “Received for shipment” B/L is issued by the forwarding agent.
 The forwarding agent………………………………………………………..
……………………………………………………………………………………
3. It is advisable for us to order some more goods before the seller raises the
price.
 We should….………………………………………………………………..
58
……………………………………………………………………………………
4. To know the details of the goods before receiving them for shipment is very
important for the carrier.
 It…………………….………………………………………………………..
……………………………………………………………………………………
5. The party to be notified of the arrival of the goods will be the applicant for the
credit.
 The applicant………….. .…………………………………………………..
……………………………………………………………………………………
3. Skills
3.1. Reading – Important points in a B/L and common Bills of lading in use.
A bill of lading is the most important document because it serves as a

document of the title to the goods at the place of destination. Therefore, it is
essential to bear in mind the following points:
1. Brief description of the goods and number of packages must agree
with the invoice. “Shipped on board” must appear therein.
2. Where the bill of lading starts with the wording:
“Received for shipment etc” or “Received from the shipper etc”, it must
be remembered that this type of bill of lading is issued by Forwarding agent and
will be refused by banks unless it is validated by the shipping companies or their
agents with the wording “Shipped on board on a named vessel and date of
loading”.
3. Must be dated within the expiry date for shipment.
4. Full set of Bills of lading must be presented for negotiation.
5. Any apparent alternation to it must be authorized by the shipping
companies or their agents.
6. If made out to “order” it must be duly endorsed in blank by the
shipper.
7. If made out to order of a named party, endorsement by the shipper is
not required.
An elaboration of the more regularly used terms will provide practical
guide in the preparation of this document.
59
The followings are some of the Bills of lading commonly used:
Full (complete) set of Bills of lading
This means all the negotiable (original) copies of the Bills of lading duly
signed by the carrier or his agent. Normally a full set may consist of two or three
or more signed original copies depending on the number of copies as indicated
by the issuer.
Clean Bill of lading
In other words, Bill of lading must not bear any clause indicating the
defective condition of the cargo and packaging e.g., “Broken cases or second-
hand bags” or “leaking and rusty drums”. If such remarks are shown, the Bills of
lading will be treated as unclean and be regarded as claused bills of lading. Such
documents will be rejected by banks.
However, banks will accept a bill of lading bearing the following
clauses: (1) Clauses which disclaim the carrier’s non-liabilities for knowledge of
contents, weight, measurement, quality and specifications of the goods. For
example, “Shipper load and count” or “Said to contain”, (2) Clauses which
mention additional freight charges arising from unloading to be charged to
consignees. It should be noted that such clauses will not convert a clean Bill of
lading into a claused bill.
Task 11. Complete the following summaries. Use no more than three words.
1. The reading is about the function of a B/L as a/ an …
 …………………………………………………………………………………
2. Full set of Bs/L and clean Bs/L are commonly …
 …………………………………………………………………………………
3. “Shipper load and count” or “Said to contain” will … a clean B/L into a
claused B/L.
 …………………………………………………………………………………
Task 12. Put the words in the correct order to make questions.
1. will/ What/ change/ a claused B/L/ a clean B/L/ into/ not?
 …………………………………………………………………………………
2. used/ full set/ are/ Bs/ L/ How/ clean Bs/L/ and?
 …………………………………………………………………………………
3. the/ What/ about/ reading/ is/ about?
60
 …………………………………………………………………………………
Task 13. Reorder questions in Task 12 to the correct answers in Task 11, then
ask and answer.
1. ………………………………………………………………………………?
……………………………………………………………………………
2. ………………………………………………………………………………?
……………………………………………………………………………
3. ………………………………………………………………………………?
……………………………………………………………………………
Task 14. Answer the questions about the reading passage.

1. Why is a Bill of lading the most important document?
……………………………………………………………………………
2. What must brief description of the goods agree with?
……………………………………………………………………………
3. What must be remembered if the B/L starts with wording “received for
shipment etc…” or “received from the shipper etc…”?
……………………………………………………………………………
4. How must a B/L be dated?
……………………………………………………………………………
5. What is needed for negotiation?
……………………………………………………………………………
6. What will provide practical guide in the preparation of a B/L?
……………………………………………………………………………
7. Does “a full set of Bs/L” mean all the negotiable copies of the Bs/L duly
signed by the carrier or his agent?
……………………………………………………………………………
8. What may a full set of Bs/L consist of?
……………………………………………………………………………
9. In what case will a B/L be treated as unclean B/L?
……………………………………………………………………………
10. Will the banks accept or reject such unclean B/L?
……………………………………………………………………………
61
3.2. Writing: Bills of lading
Task 15. Fill in each gap with a suitable word or phrase provided in the box
below.
signed description reject serve

named important types
a. It’s ……………………… to have a full set of Bs/L for negotiation.

b. Can a B/L ……………………… as a document of title to the goods carried?
c. We need the ……………………… of the products you are going to supply
us.
d. The ……………………… port of loading for this voyage is Haiphong port.
e. There are some different ……………………… of Bs/L used in transporting
goods by sea.
g. Has the carrier duly ……………………… the negotiable copies of the Bs/L
yet?
h. I am sure that the banks will ……………………… these Bs/L because they
are unclear.
3.3. Speaking: Terms in Bills of lading

Some notes in a B/L
To order or To order of Shipper
The word “Order” only is to be inserted in a column for consignee or after the
words “Consigned to” in the Bill of lading. In this case, the document must be
endorsed by the shipper.
Blank endorsed or endorsed in blank
This means simply sign at the back of the bills of lading by the shipper.
Shipped on board
This means the goods must be loaded on board a named vessel or shipped on a
named steamer.
Freight prepaid
This means freight has been paid in advance by the shipper. If the invoice value
is C.I.F or C&F, terms “Freight prepaid” must be mentioned in the Bills of
lading.
62
Freight collect or Freight payable at Destination
If the invoice value is F.O.B (Free on board), Freight collect or freight payable
at destination should be appeared in the bills of lading.
Notice accountee
The party to be notified of the arrival of goods will be applicant for the credit.
On deck cargoes
The cargoes which have not been placed under the deck of a vessel and which
are placed on deck will be regarded as on deck cargoes.
Task 16. Use a dictionary to find Vietnamese meaning of the following
phrases.
No. Phrase Vietnamese meaning
1. To order
2. To order of Shipper
3. Shipped on board
4. Freight prepaid
5. Freight payable at Destination
Task 17. Here are the answers to some questions about the passage. Write the
questions, then make conversations with those questions and answers.
a…………………………………………………………………………………
………………………………………………………………………………….
This word is to be inserted in a column for consignee or after the words
“consigned to” in a B/L.
b…………………………………………………………………………………
………………………………………………………………………………….
By the shipper.
c…………………………………………………………………………………
………………………………………………………………………………….
It means the goods must be loaded on board a named ship or shipped on a
named steamer.
d…………………………………………………………………………………
………………………………………………………………………………….
In case the invoice value is C.I.F or C&F.
63
e…………………………………………………………………………………
………………………………………………………………………………….
The cargoes which have not been placed under the deck of a vessel and which
are placed on deck will.
3.4. Listening - Presentation techniques

A. Listen to Eve Jones, an expert on presentations and answer these
questions.
1. What does Eva say you need to do to prepare for a presentation.
2. What can you do at the beginning of a presentation to attract people’s
attention?
3. What is a typical structure of a presentation.
B. Listen to the second part of Eve’s talk and complete the sentence bellow.
1. Most people are .......... .......... before of a presentation.
2. Many people of .......... .......... the opening and that help them calm their
nerves.
3. Keep good .......... .......... with your audience, even when using equipment.
4. It is important to develop a .......... with your audience to create a good
atmosphere.
5. .......... .......... can be useful to emphasize important points.
6. Avoid .......... in case your audience doesn’t understand it.
Practice: Skills
A. Comment on the following statements. In your opinion are they:
a) essential?
b) helpful?
c) unhelpful for a successful presentation?
1 Tell a joke at the beginning to relax the atmosphere.
2 Speak more slowly than you normally do.
3 Smile a lot.
4 Involve the audience.
S Invite questions during the presentation.
6 Always keep to your plan.
7 Move around during your presentation.
64
8 Use gestures to emphasize important points.
9 Read out your presentation from a script.
10 Stand up when giving your presentation.
B. What other useful techniques do you know for giving a presentation?

C. Listen to a presentation addressed to a company's sales team about the
launch of a new range of tennis rackets, under the Excel brand. Tick the
expressions in the Useful language box that you hear.
D. Prepare a short presentation of three to five minutes. Choose one of
these topics
Topic Audience Suggestions
A country you have A group of people who - way of life
visited on holiday or will shortly be working transport
done business in there - accommodation
- food and drink
- standard of living
- customs and traditions
- weather
- language
- people
- entertainment
Your job A group of high school - responsibilities and
students at a careers tasks
evening the future
- perks and special
advantages, e.g. foreign
travel
- qualifications
- career structure
4. Practice
65
4.1. Speaking: a given B/L
Task 18. Work in pairs, make questions about the B/L given. Use the Present
simple and suggested words.
1. What/ B/L number?
………………………………………………………………………………
2. Where/ the ship/ load?
………………………………………………………………………………
3. How many original Bills of lading/ there?
………………………………………………………………………………
4. What kind/ the B/L?
………………………………………………………………………………
5. Who signs/ the B/L?
………………………………………………………………………………
Task 19. Ask and answer the questions in the Task 18 to talk about the B/L
given.
66
67
4.2 Writing: Main contents and description of the Bill of lading given
Task 20. Write the three main contents of the Bill of lading given.
1. …………………………………………………………………………...
2. …………………………………………………………………………...
3. …………………………………………………………………………...
4. …………………………………………………………………………...
5. …………………………………………………………………………...
Task 21. Write a short description of the Bill of lading given.

1. Type of B/L:.…………………………………………………………...
2. Ship’s name:.…………………………………………………………...
3. Type of cargo: ..………………………………………………………...
4. Cargo description..……………………………………………………...
5. Place of issue….………………………………………………………...
68
5. Assessment
EVALUATION SHEET
1. A bill of lading has … main functions.
A. six B. five
C. four D. three
2. Brief description of the goods must agree with the ...
A. bill of lading B. bareboat charter
C. charter-party D. invoice
3. Full set of Bills of lading and clean bill of lading are ….
A. common use B. common used
C. commonly use D. commonly used
4. It’s … to have a full set of Bills of lading for negotiation.
A. hard B. easy
C. difficult D. important
5. I am sure that the banks will … these bills of lading because they are
unclear.
A. accept B. receive
C. agree D. reject
6. Evidence of contract of carriage is a … of a bill of lading.
A. content B. type
C. form D. function
7. Descriptions of goods are examples of … of a B/L.
A. function B. type
C. form D. content
8. Negotiable B/L is one of … of Bills of lading
A. functions B. function
C. type D. types
1. Name three functions of a B/L.
2. Present the main content of a simple Bill of lading.
69
70
UNIT 4. CHARTER-PARTY - BAREBOAT CHARTER
(DEMISE CHARTER)
Code: MĐ 6840102.19.04
Introduction:
This unit supplies the students with Charter-party - Bareboat charter.
Objectives:
- Present vocabulary of Charter-parties; present the form and use of “As if”;
present skills in Making decisions;
- Listen, speak, read and write vocabulary and use “As if” to talk about charter-
parties, especially a bareboat charter;
and writing in English to talk about Charter-parties.
Main content:
1. Vocabulary relating to Charter-parties

appoint v
bareboat charter /ˈtʃɑːtə(r)/ n phr. hợp đồng thuê tàu trần
broker /ˈbrəʊkə(r)/ n người môi giới
charterer /ˈtʃɑːtə(r)/ n người thuê tàu
chartering agent n phr. đại lý thuê
chartering broker n phr. người môi giới thuê
Charter-party /ˈtʃɑːtə(r)/ /ˈpɑːti/ n hợp đồng thuê tàu
control /kənˈtrəʊl/ n, v kiểm soát
hire /ˈhaɪə(r)/ n,v thuê, mướn
lease /liːs/ v cho thuê, thuê
71
management /ˈmænɪdʒmənt/ n sự quản lý
master /ˈmɑːstə(r)/ n chủ
period of time n phr khoảng thời gian
possession /pəˈzeʃn/ n sự sở hữu
shipowner /ˈʃɪpəʊnə(r)/ n chủ tàu
stipulated /ˈstɪpjuleɪtid/ adj như đã ấn định
time charter n phr. thuê tàu định hạn
voyage charter n phr. thuê tàu chuyến
1.1. Charter-party
1. a. FOB b. CIF c. EXW d. B/L
2. a. B/L b. Packing list c. Marking d. Certificate
instructions of origin
3. a. Voyage b. Time charter c. Bareboat charter d. Chartering
charter market
4. a. Master b. Chief officer c. Carrier d. Shipper
5. a. Cargo b. Charterer c. broker d. Shipowner
owner
Task 2. Complete the sentences with words in the box.

ship shipper shipowner freight seller
1. A sale contract is acceptable to both ………. and buyer.

2. After receiving goods into his charge, the carrier issue a B/L to the ……….
3. A charter-party is a contract between the ………. and the charterer.
4. In a charter-party, the charterer promises to pay the agreed ………. or hire.
5. Under a voyage charter a ………. is employed for a single voyage.
72
Task 3. Find the related verbs or related nouns by filling in the gaps in the
exercise below.
Noun Verb Adjective
a. document ………………… …………………
b. ………………… ………………… various
c. ………………… advise …………………
d. possession ………………… …………………
e. ………………… manage …………………
f. reduction ………………… reducible
g. ………………… experience experienced
h. ………………… necessitate …………………
i. appointment ………………… …………………
j. form ………………… formal
Task 4. Fill in each gap with a suitable word or phrase provided in the box
below.
actual has advised in order to various
add negotiations contained to obtain
a. The captain ……………………… the ship’s agent about his his ship’s ETA
to Haiphong port.
b. The buyer has added ……………………… extra terms in the contract of sale.
c. We had better try ……………………… this contract of carriage for our
company.
d. Who is the ……………………… ownership of this shipment?
e. We had to jettison a part of the cargoes ……………………… get out of
stranding.
f. Would you like to ……………………… any other clauses to our contract?
g. His speech at the last meeting ……………………… both the financial and
personal problems of the company.
h. We decided to sign the sale contract with them after several
……………………….
1.2. Listening for vocabulary of Chartering terms
73
Task 5. Listen and complete the sentences. Choose NO MORE THAN TWO
WORDS.
1. This process for entering into……………………… for the hire of a ship
begins with the negotiations.
2. ……………………… or charterers’ agents are usually brokers.
3. Chartering brokers act as intermediaries between ……………………… and
charterers.
4. Charterers very often have their own ……………………… (“charterer’s
proforma” C/P.)
5. The terms “chartering agents” and “chartering brokers” ……………………
very loosely and generally signify any broker who quotes an order.
Task 6. Listen again. Give short answers to the following questions. Each
answer has NO MORE THAN TWO WORDS.
1. How does the process to charter a ship end? - With the ………………………
and signing of the appropriate documents.
2. Why have brokers been appointed by large importers or exporters? - In order
to ……………………… the space required for their shipments.
3. What do charterers require in chartering a ship? – The ………………………
of a ship.
2. Language focus: As if
2.1. Use, form
Facts/ things at the present:
When facts/things happen at the present, V1 is in the present simple, V2 is either
in the present simple/ past simple depending on the things are unreal or real.
S + V1(present) + as if / as thought + S +V2(past/present)
=> He acts as if he knew the answer.
V2 is in the past simple => He does not know the answer
=> He acts as if he knows the answer.
V2 is in the present simple => He knows the answer.
=> The old lady dresses as though it were winter. (It is not winter now)
Facts/ things in the past:
74
When facts/ things happened in the past, V1 is in the simple past, V2 is in the
past perfect or present perfect depending on the things are unreal or real.
S + V1(past) + as if + S + V2(past perfect/present perfect)
=> He seemed as if he hadn't slept for days. (He has slept)
=> He seemed as if he hasn't slept for days. (He has not slept for days)
Note: “as if” has the same meaning with “as though”
Example:
- The charterers appoint the master and the crew as if they were the shipowner.
- He spends money as if he were a billionaire.
- She speaks as if she knew everything on earth.
2.2. Exercises
Task 7. Use the sentences in the box to make sentences with “as if”.
it has just been cut she had hurt her leg he hadn’t eaten for a week
she was enjoying it she didn’t want to come he meant what he was saying
he needs a good rest
Example: Nam looks very tired. He looks as if he needs a good rest.
1. Lan was walking with difficulty.
She looked ………………………………………………………………..
2. I don’t think Thai was joking.
He looked …………………………………………………………………..
3. The grass is very short.
It looks …………………………………………………………………….
4. Son was hungry and ate his dinner very quickly.
He ate ……………………………………………………………………..
5. Hoa had a bored expression on her face during the concert.
She didn’t look ……………………………………………………………
6. I invited Mai to the party but she wasn’t very enthusiastic about it.
She sounded ………………………………………………………………..
Task 8. Complete each sentence using “as if…” with simple past.
75
1. Hoang’s only 40.
Why do you talk about him …………………………. (he/ be) an old man?
2. Son is a terrible driver.
He drives …………………………. (he/ be) the only driver on the road.
3. I’m 20 years old.
Please don’t talk to me …………………………. (I/ be) a child.
4. Nam has only met Hoa once but he talks about her
…………………………. (she/ be) a close friend.
5. It was a long time ago that we first met but I remember it
…………………………. (it/ be) yesterday.
3. Skills
3.1. Reading: Charter-party - Bareboat charter
A Charter-party (C/P) is a document that contains the details of the
charter or contract. It is an agreement between a shipowner and a charterer for
the use or hire of a ship for a particular voyage or for a stipulated period of time.
There are 3 main types of Charter-parties:
1. Bareboat charter
2. Voyage charter
3. Time charter
Standard-form Charter-parties are common today for various types of contracts
and different trades. These have printed clauses and can have “rider clauses”
added after negotiation between the parties to the contract. Shipowners’ liability
insurers, P&I (or Mutual) Associations, generally advise that standard forms of
Charter-parties should be used because the clauses are the result of many years’
experience and decisions of various courts when the disputes have arisen.
Bareboat Charter-party: The owner leases (demises) a ship out for an agreed
period to a “demise charterer”. The charterers obtain complete control,
possession and management of the ship and operate it, for example appointing
the Master and the crew, as if they were the owner. The actual, registered
ownership still remains with the owner.
In times when building costs are very high shipowners may be prefer to defer
ordering new tonnage and in that may resort to chartering suitable tonnage on a
bareboat basis, in order to meet their immediate requirements. Casualties to their
76
own ships may also necessitate the chartering of suitable ships on a bareboat
basis.
Shipowners may not readily agree to let their ships on a bareboat basis, because
they then relingquish the management and control to charterers, unless the
owners are well satisfied with the general experience and management of the
charterers, thereby reducing the possibility of financial liability.
Because bareboat chartering was not common before the 1970s, there were no
standard forms of contracts. If bareboat charters were made, companies used
forms based on self-modified time charters.
Task 9. Answer the questions about Charter-parties.
1. What is a Charter-party?
 ……………………………………………………………………………….
2. What does a C/P contain?
 ……………………………………………………………………………….
3. How many main types of Charter-parties are there? What are they?
 ……………………………………………………………………………….
4. Are standard-form Charter-parties common for various types of contracts and
trades?
 ……………………………………………………………………………….
5. When can the “rider clauses” be added to the contract?
 ……………………………………………………………………………….
6. What does a shipowner do under a bareboat C/P?
 ……………………………………………………………………………….
7. What can the charterers do under a bareboat C/P?
 ……………………………………………………………………………….
8. Why may shipowners not readily agree to let their ship on a bareboat basis?
 ……………………………………………………………………………….
9. Were there standard forms of bareboat contract before the 1970s?
 ……………………………………………………………………………….
10.What did companies do if bareboat charters were made?
 ……………………………………………………………………………….
3.2. Writing
Task 10. Find the word(s)/ phrase(s) in the reading which has the same
meaning with the following.
77
1. C/P: …………………………………………………………………………..
2. Demise charter: ……………………………………………………………...
3. P & I Association: …………………………………………………………..
Task 11. Re-arrange words to make up meaningful sentences about Bareboat
charter.
1. The/ leases/ ship/ a/ out for/ owner/ agreed/ an/ period/ to a “demise
charterer”
 ……………………………………………………………………………….
2. The/ obtain complete control, / possession/ management of the ship/ and/ and/
operate/ it/ charterers
 ……………………………………………………………………………….
3. Bareboat chartering/ not/ common/ the 1970s/ was/ before
 ……………………………………………………………………………….
3.2. Speaking: Voyage charter, time charter and bareboat charter
Task 12. Complete the sentences with “charterer”, “shipowner”. Then
practice asking and answering about the three charter-parties.
Voyage charter
Under this type of charter a vessel is employed for a single voyage. The person
who charters the ship is known as a voyage charterer, the payment is called
freight and the contract a voyage charter-party. Under a voyage charter the
owner retain the operational control of the vessel and is responsible for all the
operating expenses such as port charges, bunkers, extra insurance, taxes, etc.
The charterer’s costs are usually costs and charges relating to the cargo. Loading
and discharging costs are divided case to case, for example, f.i.o (free in and
out), in which case the charterer bears the costs involved in connection with
loading and discharging.
Time charter
Under a time charter the crew is employed by the owner, who is also responsible
for the nautical operation and maintenance of the vessel and the supervision of
the cargo - at least from a seaworthiness point of view. Under the contract,
however, the charterer decides the voyages to be made and the cargo to be
carried. It is often said that the charterer is responsible for the commercial
operation, whereas the owner remains responsible for the nautical operation.
78
Bareboat charter
This contract amounts to a lease of the ship from the owner to the charterer. The
bareboat charter usually means that the vessel is put at the disposal of the
charterer without any crew. The charterer will thus take over almost all of the
owner’s functions except for the payment of capital costs. This means that the
charterer will have the commercial as well as the technical responsibility for the
vessel and will pay for maintenance, crew costs and insurance, etc.
1. Under a voyage charter, the …………………………. receives the
freight.
2. Under a voyage charter, the …………………………. pays the fuel cost,
port charges.
3. The …………………………. employs crew in a time charter.
4. The …………………………. employs crew in a bareboat charter
5. The …………………………. does not choose the voyage to be made
and cargo to be carried in a time charter.
6. In a bareboat charter, the …………………………. uses the ship at his
disposal for the period of the charter-party.
3.3. Listening: Decision-making

A. Discuss the questions
1. How important are rational and emotional factors when making decisions
about the following?
a present for someone a new company logo
a holiday destination a partner
a new product to develop someone for a job
2. Think of an important decision that you have made. How did you decide?
3. Do you think men and women have different ways of making decisions?
4. Who makes the big decisions in your household?
B. Which ideas below do you agree with? Which do you disagree with?
Why?
1. Before making a decision it is advisable to:
a) write down the pros and cons.
79
b) take a long time.
c) have a sleep or a rest.
d) consult a horoscope.
e) consult as many people as possible.
2. If a choice has cost you a lot of time and money, stick to it.
3. rely on the past to help you make a decision.
4. Reduce all decisions to a question of money.
5. Be totally democratic n group decision-making.
C. Listen to the management of a retail group discussing the problem of
their store in Paris. Tick the expressions n the Useful box that you hear.
Useful language
Asking for the facts
Can you bring us up to date? Can you give us the background? Where do we
stand with ...?
Identifying needs
We’ve got to get more information.
We need more information about where we’re going wrong.
Making a decision
The solution, then, is to keep the store going.
I think, on balance, we feel we should keep the store going.
Making a suggestion
We should sell out as soon as possible.
Why don’t we sell out?
Disagreeing
I don’t agree with that at all. I totally disagree.
Agreeing
You’re absolutely right. I totally agree with you.
Expressing doubt
I am worried about the store’s location.
I’m not sure about that.
Stating future action
80
So, the next thing to do is ...
What we’ve got to do now is .
D. Listen to a marketing consultant presenting her report to the
management of a retail group. Complete these extracts.
1. I …….. you review your product ranges as soon as possible.
2. What …….. …….. is more knowledge of the youth market.
3. I think …….. …….. …….. a top executive to run that part of the business.
4. I’m …….. …….. with the furniture department.
5. I just …….. …….. it will ever make much money.
6. I also have …….. about your stationery department.
7. The answer …….. …….. …….. is to do something quickly.
8. So, this is …….. …….. …….. …….. now. In my opinion, reduce your
range of products, cut out the loss makers.
4. Practice
4.1. Speaking: A given Fixture note
Task 13. Complete questions to ask about the given Fixture note. Use the past
simple.
1. When/ the fixture note/ signed?
…………………………………………………………………………………
2. Where/ the owner’s company/ located?
…………………………………………………………………………………
3. Who/ the charterer?
…………………………………………………………………………………
4. What/ the ship’s name?
…………………………………………………………………………………
5. Who/ on behalf of owners?
…………………………………………………………………………………
Task 14. Answer the questions in Task 13.
1 .………………………………………………………………………………
81
2 .………………………………………………………………………………
3 .………………………………………………………………………………
4 .………………………………………………………………………………
5 .………………………………………………………………………………
4.2. Writing: Common abbreviations in a fixture note

Task 15. Write 10 common abbreviations in the Fixture note given.
1 .………………………………………………………………………………
2 .………………………………………………………………………………
3 .………………………………………………………………………………
4 .………………………………………………………………………………
5 .………………………………………………………………………………
6 .………………………………………………………………………………
7 .………………………………………………………………………………
8 .………………………………………………………………………………
9 .………………………………………………………………………………
10..………………………………………………………………………………
Task 16. Write the long form of those 10 abbreviations.
1 .………………………………………………………………………………
2 .………………………………………………………………………………
3 .………………………………………………………………………………
4 .………………………………………………………………………………
5 .………………………………………………………………………………
6 .………………………………………………………………………………
7 .………………………………………………………………………………
8 .………………………………………………………………………………
9 .………………………………………………………………………………
10..………………………………………………………………………………
82
83
84
5. Assessment
EVALUATION SHEET

1. A Charter-party is an agreement between a… and a….
A. carrier/ buyer B. shipowner/ carrier
C. carrier/ shipper D. shipowner/ charterer
2. There are… main types of Charter-parties
A. two B. five
C. four D. three
3. Under a … the charterers completely control, manage and operate the ship
for an agreed period.
A. voyage charter B. time charter
C. - D. bareboat charter
4. Under a voyage charter a … is employed for a single voyage.
A. shipowner B. shipment
C. shipper D. ship
5. The Charterers appoint the Master and the crew as if they … the
shipowner.
A. are B. was
C. will be D. were
6. In a charter-party the charterer promises to pay the agreed … or hire.
A. ship B. shipowner
C. shipper D. freight
7. The … employs crew in a bareboat charter.
A. shipowner B. shipper
C. cargo owner D. charterer
8. The … does not choose the voyage to be made and cargo to be carried in a
time charter.
A. charterer B. shipper
C. cargo owner D. shipowner
1. Name 3 types of charter-parties you have learnt.
2. Speak 2 sentences to describe a bareboat charter.
85
86
APPENDICES
Appendix 1. COMMON ABBREVIATIONS
APR adjustable pallet racking

AS/RS automated storage and retrieval system
AWB air waybill
B/E bill of exchange
B/L bill of lading
BTN Brussels tariff number
CAD cash against documents
CM category management
CO certificate of origin
COD cash on delivery
CRP continuous replenishment
DIP documents against payment
DC distribution centre
DSD direct store delivery
EDI electronic data interchange
ETA estimated time of arrival
ETS estimated time of sailing
FCL full container load
GPC general purpose container
GPS global positioning system
HGV heavy goods vehicle
HTS harmonized tariff system
IATA International Air Transport Association
IBC intermediate bulk container
IMO international money order
ISO InternationaI Standards Organization
JIT just-in-time
LC letter of credit
LCL less than container load
LGV large goods vehicle
NVOCC non-vessel operating common carrier
POD proof of delivery
QR quick response
RFID radio frequency identification
RMS resource management system
87
RORO roll-on/roll-offferry
SCM supply chain management
SMS short message service
3PL third-pafty logistics
VAL value-added logistics
VAS value-added services
VMI vendor-managed inventory
WMS warehouse management system
88
Appendix 2. AUDIO SCRIPTS
Unit 1:
3.4 Listening:
(I = Interviewer, KW = Kevin Warren)
I: When you go into a negotiation, do you always expect to win?
KW: I guess the honest answer to that is I always have a clear expectation of
what I expect to achieve, and I guess I would like to always win. Let me
illustrate that for you. Something that was sort of shared with me very early
in my career was the mnemonic L-I-Mand that’s Like, Intend, Must. What
would I like to do, what would I intend to do, and what must I do? And this
is probably well illustrated by a recent contract that we negotiated in the
UK with a major leisure company. And, I guess our ‘Like’ was, we would
like to win the business there and then, in the negotiation on that day. I
guess our ‘Intend’ was that we must leave that group thinking we are a very
professional and competent outfit who can best meet their needs. And I
guess our ‘Must’ was, we must have done enough to keep the dialogue
open and ensure that our competitor didn’t win the business on that day.
So, the short answer is, you don’t always win. I always want to win, but I
don’t always expect to win - but I certainly expect to deliver the objective
that we went in to achieve.
Unit 2:
3.4. Listening: Dealing with figures
B. Listen and check your answers.
Yahoo has strengthened its European presence with the four hundred
and seventy-five million euro acquisition (that’s a five hundred and seventy-
eight million dollar acquisition) of Kelkoo, the French-based on-line shopping
service. The European on-lineretail market is forecast to grow to one hundred
and seven billion euros in the next three years.
The Nikkei two five Average climbed nought point seven percent to eleven
thousand, three hundred and sixty-four point nine nine while the Topic index
rose one point two percent to one thousand, one hundred and forty-five point
nine five. Banking shares benefited most, with Mizuho jumping five point six
percent to four hundred and thirty-seven thousand yen, SMFG rising four point
seven percent to seven hundred and fifty-two thousand yen, MTFG gaining
seven point nine percent to close at one million and fifty thousand yen and UFJ
up four point two percent to six hundred and forty-six thousand yen.
89
Unit 3:
3.4. Listening - Presentation techniques
A. Listen to Eve Jones, an expert on presentations and answer these
questions.
(EJ = Eve Jones)
EJ: When you make a presentation, the first stage is to plan it. You should start
by thinking about your audience - who they are, what they know about the
subject and what they expect from you. Think also about what their attitude
will be to you. Will they be interested, enthusiastic, cooperative or perhaps
critical? Are you presenting to a group from your own culture or to people of
different cultures? All these factors will influence the way you approach the
presentation. If possible, try to visit the room where you’re going to give the
talk. Check the equipment and make sure your voice carries to the back of
the room if you don’t use a microphone. Look at the seating arrangements
and make sure they are what you want.
You also want to feel comfortable and relaxed when you’re presenting.
You’re now ready to prepare what you are going to say. Stage one is the
opening. A good opening is essential as you will be nervous and you need to
grab the attention of the audience. You start by introducing yourself and then
you use a technique to get the audience’s interest. We call this the ‘hook’
which focuses the audience’s attention on what you’re saying. You can do
this in various ways. You can: ask a question; use a famous quotation; use a
striking visual image; appeal directly to the audience’s interests or needs.
Once you have the audience’s attention, you should tell them the structure of
your presentation. You give them a map of the talk, with signposts along the
route, so they know what you will cover in your talk.
After the opening and a brief introduction of your subject, you come to the
main body of your presentation. Then you have a conclusion during which
you summarise your key points, and give your final opinion and
recommendations. After that, it’s the question and answer session.
B. Listen to the second part of Eve’s talk and complete the sentence bellow.
(EJ = Eve Jones)
• Some tips now about how you deliver the presentation. How you actually
perform it.
90
• Firstly, what about the opening two minutes? You’ll be very nervous, almost
everyone is. Some people deal with this by writing down the opening two
minutes, marking the stresses and pauses, and practising it again and again.
They memorise the opening and that helps to calm their nerves.
• Rehearse your presentation, using the equipment you will use when you do
the real thing.
• Have a back-up plan. What will you do if your projector doesn’t work? If
your computer crashes? If you cannot find your slide tray because you left it
at the hotel?
• Keep good eye contact with your audience at all times, even when you use
Power point or the OHP for visual effects. Eye contact will help you show
that you are speaking to the audience, not at them.
• You need to build a rapport with the audience, and to develop a warm and
friendly relationship with them. Enthusiasm is important. If you are
enthusiastic, your audience will be too.
• The right body language is important. Generally speaking, it’s better to stand
than sit when making your presentation.
• Avoid repetitive, annoying gestures. But dramatic gestures can be effective
when you make key points.
• Vary the speed of your voice - a pause is often very effective.
• Vary your intonation - change the pitch of your voice, by using a high or low
tone.
• Vary the volume of your voice - you can speak loudly or quietly to attract
your audience’s attention.
• Follow the KISS principle - keep it short and simple.
• Use short words and sentences.
• Don’t use jargon unless your audience understand it.
• Generally present concrete facts rather than abstract ideas.
• Give examples to support your points.
• Use visuals which can be seen by all the audience. Don’t put too much on a
single transparency or slide. Visuals add variety and interest to your talk.
• Finally, end with a BANG!
• Give the audience some memorable words or phrases which sum up your key
messages. Or use a visual or slide which will remain in the memory of your
audience.
• Thank them for giving up their time to attend your presentation and ask the
audience if they have any questions.
91
• Remember, a presentation is a performance. What you say is important, but
how you say it is even more important.
C. Listen to a presentation addressed to a company's sales team about the
launch of a new range of tennis rackets, under the Excel brand. Tick the
expressions in the Useful language box that you hear.
Good morning everyone, thanks for coming to my presentation. I know
you’re all very busy, so I’ll be as brief as possible.
OK then, I’m going to talk about the new chocolate bar we’re putting on
the market, the Frejus premium bar. I’ll tell you about the test launch we carried
out in the southwest of England a few weeks ago.
My presentation is divided into three parts. First, I’ll give you some
background about the launch. After that, I’ll tell you how we got on and assess
its effectiveness. Finally, I’ll outline our future plans for the product. If you have
any questions, don’t hesitate to ask.
Right, let’s start with the background to the launch. As you know, Frejus is
an orange and nut bar with a distinctive taste. It’s been thoroughly tested in
focus groups and special attention was paid to packaging. It’s wrapped in a
metallic foil. The colours are rich, strong, to give high visual impact. OK
everyone? Yes, Johan, you have a question.
So, that’s the background. Right, let’s now move on to the test launch. How
successful was it? Well, in two words, very successful. If you look at the graph,
you’ll see the bar’s actual sales compared with forecast sales. Quite a difference
isn’t there? The sales were over twenty percent higher than we predicted. In
other words a really good result. Well above our expectations. The sales show
that the pricing of the product was correct. And they show that, as a premium
line, the Frejus bar should be successful nationwide.
To sum up, a very promising test launch. I believe the bar has great
potential in the market. Right, where do we go from here? Obviously, we’ll
move on to stage two and have a national advertising and marketing campaign.
In a few months, you’ll be visiting our sales outlets and taking orders, I hope, for
the new product.
Thanks very much. Any questions?
Unit 4:
Task 5 + 6 Chartering
This process for entering into a contract for the hire of a ship begins with the
negotiations (perhaps through chartering brokers and owner’s shipbrokers) and
92
ends with the agreement and signing of the appropriate documents or
charterparties.
Chartering agents: Chartering agents or charterers’agents are usually brokers
who have been specially appointed by large importers or exporters in order to
take up the space required for their shipments. All enquiries for tonnage are
placed in the hands of these chartering agents to the exclusion of any other
broker. In the negotiations for tonnage and the chartering of vessels, the
chartering agents therefore act as intermediaries of their principals.
Chartering brokers: (Also “shipbrokers”). Chartering brokers act as
intermediaries between shipowners seeking employment for their vessels and
charterers requiring the services of a ship. It is duty of charterers’brokers and the
owners’ brokers to carry on the negotiations on behalf of their respective
principals and to bring them to a conclusion. The contract between the
shipowners and the charterers is usually drawn up for signature by the
charterers’ brokers, seeing that charterers very often have their own forms
(“charterer’s proforma” C/P as it termed in fixture telexes and other
communications) as well as certain terms and conditions peculiar to their own
business.
In practice the terms “chartering agents” and “chartering brokers” are used very
loosely and generally signify any broker who quotes an order, exclusively or
otherwise.
3.3. Listening - Decision-making
C. Listen to the management of a retail group discussing the problem of
their store in Paris. Tick the expressions n the Useful box that you hear.
(С = Chairperson, M = Michel, P = Paula, T = Torn, S =Susan)
С: OK, the main item on the agenda is whether we should sell our store in
Paris. I’d like to hear your opinions about this. But first of all, can you give us
the background, Michel?
M: Yes. As you all know, we opened the store in Boulevard Jordan five years
ago. We hoped it would be a base for expansion into other areas of France.
But it hasn’t been a success. It hasn’t attracted enough customers and it’s
made losses every year. As I see it, it’s going to be very difficult to get a
return on our investment.
P: I agree. There's no possibility it’ll make a profit. It’s in the wrong location,
there’s too much competition, and our products don’t seem to appeal to
French people. We should never have entered the market - it was a mistake.
We should sell out as soon as possible.
T: I don’t agree with that at all. Things have gone wrong there, it’s obvious. The
management’s let us down badly, they haven’t adapted enough to market
93
conditions. But it’s far too early to close the business down. I suggest we
bring in some marketing consultants - a French firm, if possible - and get
them to review the business. We need more information about where we’re
going wrong.
S: I totally agree with you. It’s too early to close down the store, but I am
worried about the store’s location. We’re an up-market business, but most of
the stores in the area have moved down-market, selling in the lower price
ranges. That’s a problem. I think we have to make changes—very soon. I
mean, our losses are increasing every year, we just can’t go on like this. We
may have to revise our strategy. Maybe we made a mistake in choosing
France for expansion.
С: Well, thanks for your opinions. I think, on balance, we feel we should keep
the store going for a while. So, the next thing to do is to appoint a suitable
firm of marketing consultants to find out what our problems are and make
recommendations. Personally, I’m convinced the store will be a success if
we get the marketing mix right. We’ve got to get the store back into profit,
we’ve invested a lot of money in it.
D. Listen to a marketing consultant presenting her report to the
management of a retail group. Complete these extracts.
I don’t think it will be too difficult to improve the store’s performance. I
suggest you review your product ranges as soon as possible and stop promoting
those items which aren’t making any money.
What you need is more knowledge of the youth market - they’re the
consumers who are spending most money on clothes. You should target that
segment of the market.
Also, I think you should hire a top executive to run that part of the
business. Someone with a really good track record in the retail fashion trade. I
could suggest names, if you wish.
You need to take a hard look at other parts of the business. I’m not happy
with the furniture department in the store. It takes up a lot of space and isn’t
making any money. To be honest, I just don’t think it will ever make much
money. I also have doubts about your stationery department. Is it really worth
keeping?
The answer to your problems is to do something quickly, to stop profits
falling and turn the store around. So, this is what you should do now, in my
opinion: reduce your range of products, cut out the loss makers; hire a new
executive with experience of the fashion clothing business. Close down
Furniture and possibly Stationery. OK, any questions?
94
Appendix 3. WORD LIST
Unit 1
accept /əkˈsept/ v chấp nhận
additional /əˈdɪʃənl/ adj thêm, bổ sung
amicable /ˈæmɪkəbl/ adj thân thiện, êm thấm
arrange /əˈreɪndʒ/ v thu xếp, bố trí
arrival /əˈraɪvl/ n đến nơi
at one’s expense /ɪkˈspens/ phr thuộc chi phí riêng của ai
be responsible for /rɪˈspɒnsəbl/ chịu trách nhiệm
bear /beə(r)/ v gánh chịu
bill of lading n vận đơn đường biển
bind /baɪnd/ v ràng buộc
book /bʊk/ v giữ chỗ, đặt trước
cancel /ˈkænsl/ v hủy bỏ
certificate /səˈtɪfɪkət/ n giấy chứng nhận
̴~ of origin /ˈɒrɪdʒɪn/ giấy chứng nhận xuất xứ
charge /tʃɑːdʒ/ n, v tiền phí, trả tiền phí
charter /ˈtʃɑːtə(r)/ v thuê (tàu)
cheque /tʃek/ n Séc
clean /kliːn/ v, adj sạch, hoàn hảo
clear /klɪə(r)/ v làm thủ tục
consideration /kənˌsɪdəˈreɪʃn/ n sự xem xét, cân nhắc
consular /ˈkɒnsjələ(r)/ n lãnh sự quán
contract /ˈkɒntrækt/ n hợp đồng
cover /ˈkʌvə(r)/ n, v bảo hiểm
customs /ˈkʌstəmz/ n hải quan
damage /ˈdæmɪdʒ/ n, v hư hỏng
declaration /ˌdekləˈreɪʃn/ n khai báo
deliver /dɪˈlɪvə(r)/ v giao hàng
95
destination /ˌdestɪˈneɪʃn/ n đích, nơi đến cuối cùng
determine /dɪˈtɜːmɪn/ v xác định
discuss /dɪˈskʌs/ v thảo luận
effect /ɪˈfekt/ v thực hiện
element /ˈelɪmənt/ n yếu tố, nhân tố
entry /ˈentri/ n sự ghi chép, vào
evidence /ˈevɪdəns/ n, v bằng chứng
exception /ɪkˈsepʃn/ n ngoại trừ
export /ˈekspɔːt/ n, v xuất khẩu
/ɪkˈspɔːt/
fail to do sth /feɪl/ thất bại, không làm được
final /ˈfaɪnl/ adj cuối cùng, lần cuối
freight to collect /freɪt tə kəˈlekt/ n-phr cước trả sau
haggle /ˈhæɡl/ v mặc cả
import /ˈɪmpɔːt/ n, v nhập khẩu
/ɪmˈpɔːt/
in respect of /rɪˈspekt/ phr về mặt, về phương diện
include /ɪnˈkluːd/ v gồm cả, bao gồm
incur /ɪnˈkɜː(r)/ v phải chịu
inquiry /ɪnˈkwaɪəri/ n yêu cầu, hỏi
insurance /ɪnˈʃʊərəns/ n bảo hiểm
intend /ɪnˈtend/ v dự định
international /ˌɪntəˈnæʃnəl/ adj thuộc quốc tế
invitation /ˌɪnvɪˈteɪʃn/ n lời mời, thư mời
invoice /ˈɪnvɔɪs/ n hóa đơn
liner term /ˈlaɪnə(r)/ /tɜːm/ n điều kiện tàu chợ
load /ləʊd/ v chất, xếp (hàng)
loss /lɒs/ n mất mát, tổn thất
96
low /ləʊ/ adj thấp, rẻ (giá)
mean /miːn/ v có nghĩa là
minimum /ˈmɪnɪməm/ adj tối thiểu, nhỏ nhất
name /neɪm/ v chỉ định, nói tên
nature /ˈneɪtʃə(r)/ n tính tự nhiên, bản chất
note /nəʊt/ n phiếu, giấy (chứng từ)
notify /ˈnəʊtɪfaɪ/ v thông báo
obligation /ˌɒblɪˈɡeɪʃn/ n nghĩa vụ
offer /ˈɒfə(r)/ n, v dành cho, chào mua/ bán
operation /ˌɒpəˈreɪʃn/ n hoạt động, khai thác
order /ˈɔːdə(r)/ n, v lệnh, đặt mua hàng
origin /ˈɒrɪdʒɪn/ n nguồn gốc
own /əʊn/ adj, v riêng, sở hữu riêng
packing /ˈpækɪŋ/ n đóng gói
~ list n-phr bảng kê đóng gói bao bì
pass /pɑːs/ v qua, đi qua
pay /peɪ/ v thanh toán
payable /ˈpeɪəbl/ adj có thể phải thanh toán
possible /ˈpɒsəbl/ adj có thể
price /praɪs/ n giá (hàng)
proforma invoice /ˌprəʊ ˈfɔːmə/ n hóa đơn tạm
provide sb with … /prəˈvaɪd/ cung cấp cho ai cái gì
purchase /ˈpɜːtʃəs/ n, v mua
purpose /ˈpɜːpəs/ n mục đích
quotation /kwəʊˈteɪʃn/ n báo giá
range /reɪndʒ/ v phạm vi
reject /rɪˈdʒekt/ v từ chối, chối bỏ
relationship /rɪˈleɪʃnʃɪp/ n mối quan hệ
97
require /rɪˈkwaɪə(r)/ v yêu cầu
risk /rɪsk/ n, v rủi ro
sale /seɪl/ n bán hàng
section /ˈsekʃn/ n bộ phận, khu vực
ship’s rail /reɪl/ n lan can tàu
shipment /ˈʃɪpmənt/ n lô hàng/ xếp hàng (lên tàu)
shipping /ˈʃɪpɪŋ/ n vận tải biển
~ document /ˈdɒkjumənt/ n chứng từ vận tải
~ space /speɪs/ n khoang xếp hàng (trên tàu)
specified /ˈspesɪfaɪd/ adj được quy định
specified date n ngày quy định
state /steɪt/ v chỉ rõ, nói rõ, ghi rõ
stock /stɒk/ n lưu kho, tồn kho
storage /ˈstɔːrɪdʒ/ n sự lưu kho
stow /stəʊ/ v san xếp (hàng)
submit /səbˈmɪt/ v đệ trình, đưa ra
substantial /səbˈstænʃl/ adj lớn, nhiều đáng kể
sue /suː/ v kiện, truy tố
tackle /ˈtækl/ n moóc cần cẩu
take up /teɪk/ v tham gia
term /tɜːm/ n điều kiện, điều khoản
total /ˈtəʊtl/ adj toàn bộ, tổng số
trade /treɪd/ n thương mại, buôn bán
trim /trɪm/ v đánh tẩy, làm cân bằng
unload /ˌʌnˈləʊd/ v dỡ (hàng)
value /ˈvæljuː/ n giá trị
waterway /ˈwɔːtəweɪ/ n đường thủy
98
accept /əkˈsept/ v chấp nhận
accurate /ˈækjərət/ a chính xác
amendment /əˈmendmənt/ n sự sửa đổi, bổ sung
apply for /əˈplaɪ//fɔː(r)/ v làm đơn xin
approve /əˈpruːv/ v chứng thực, nhất trí
arbitration /ˌɑːbɪˈtreɪʃn/ n sự phán xử
arrangement /əˈreɪndʒmənt/ n bố trí, thu xếp
authority /ɔːˈθɒrəti/ n cho quyền hạn, nhà chức
trách
breach /briːtʃ/ n vi phạm
carriage /ˈkærɪdʒ/ n sự vận chuyển
circumstance /ˈsɜːkəmstəns/ n hoàn cảnh
clarify /ˈklærəfaɪ/ n làm rõ, làm sáng tỏ
commerce /ˈkɒmɜːs/ n thương mại
compensation /ˌkɒmpenˈseɪʃn/ n sự bồi thường
comply with /kəmˈplaɪ/ v phù hợp với
confirmation /ˌkɒnfəˈmeɪʃn/ n sự xác nhận
conformity /kənˈfɔːməti/ n sự phù hợp
customs /ˈkʌstəmz/ n làm thủ tục hải quan
clearance /ˈklɪərəns/
damage /ˈdæmɪdʒ/ n, v hư hỏng
description /dɪˈskrɪpʃn/ n sự mô tả
dispute /dɪˈspjuːt/ n sự tranh chấp
embody /ɪmˈbɒdi/ v nêu sẵn, bao gồm
endorse /ɪnˈdɔːs/ v kí hậu
ensure /ɪnˈʃʊə(r)/ v đảm bảo
event /ɪˈvent/ n sự kiện, trường hợp
explicit /ɪkˈsplɪsɪt/ a được chỉ ra rõ
force majeure /ˌfɔːs mæˈʒɜː(r)/ n bất khả kháng
99
formal /ˈfɔːml/ a tính hình thức, nghi thức
fulfilment /fʊlˈfɪlmənt/ n sự hoàn tất
in respect of sth /rɪˈspekt/ phr về phương diện gì đấy
injury /ˈɪndʒəri/ n bị thương
insurance /ɪnˈʃʊərəns/ n bảo hiểm
intention /ɪnˈtenʃn/ n ý định
involve /ɪnˈvɒlv/ v liên quan đến, dính líu
land /lænd/ v đưa lên bờ
licence /ˈlaɪsns/ n giấy phép
lighterage n chuyển tải, tăng bo
material /məˈtɪəriəl/ n nguyên vật liệu
negotiation /nɪˌɡəʊʃiˈeɪʃn/ n sự thương lượng
obtain /əbˈteɪn/ v lấy được, nhận được
occur /əˈkɜː(r)/ v xảy ra
peril /ˈperəl/ n hiểm họa
permit /pəˈmɪt/ n, v giấy phép, sự cho phép
policy /ˈpɒləsi/ n chính sách, chứng thư
procure /prəˈkjʊə(r)/ v lấy được, có được
protection /prəˈtekʃn/ n sự bảo vệ
purchase order /ˈpɜːtʃəs//ˈɔːdə(r)/ n đơn đặt hàng
rate /reɪt/ n tỉ lệ, mức độ
represent /ˌreprɪˈzent/ v tương ứng, đại diện, tượng
trưng
scope /skəʊp/ n phạm vi
settlement /ˈsetlmənt/ n giải quyết
subject matter /ˈsʌbdʒɪkt đối tượng được bảo hiểm
insured mætə(r)//ɪnˈʃʊəd/
to the order of sb /ˈɔːdə(r)/ phr theo lệnh của ai
transfer /trænsˈfɜː(r)/ v chuyển giao, chuyển đi
100
value /ˈvæljuː/ n giá trị
Unit 2
administration /ədˌmɪnɪˈstreɪʃn/ n quản lý
capital cost /ˈkæpɪtl/ /kɒst/ n phr. chi phí vốn
cargo handling n phr. chi phí làm hàng
cost
debt repayment /det/ /rɪˈpeɪmənt/ n phr. trả nợ
dividend /ˈdɪvɪdend/ n cổ tức
insurance /ɪnˈʃʊərəns/ n sự bảo hiểm
interest /ˈɪntrəst/ n tiền lãi
lubricant /ˈluːbrɪkənt/ n dầu nhờn
maintenance /ˈmeɪntənəns/ n sự bảo dưỡng
manning cost n phr. chi phí biên chế thuyền
viên
Operating cost /ˈɒpəreɪtɪŋ//kɒst/ n phr. chi phí khai thác
periodic n phr. chi phí bảo dưỡng định kỳ
maintenance cost
repair /rɪˈpeə(r)/ n, v sửa chữa
store /stɔː(r)/ n vật tư
voyage cost /ˈvɔɪɪdʒ//kɒst/ n phr. chi phí chuyến đi
Unit 3
agree with /əˈɡriː/ v thống nhất với
alteration /ˌɔːltəˈreɪʃn/ n sự sửa đổi
authorize /ˈɔːθəraɪz/ v cho phép
bear /beə(r)/ v mang theo
bear in mind v ghi nhớ
blank /blæŋk/ adj để trống, trống rỗng
101
claused bill of vận đơn có ghi chú
lading
clean bill of vận đơn hoàn hảo, vận đơn
lading sạch
consign /kənˈsaɪn/ v gửi (cho ai)
convert /kənˈvɜːt/ v biến đổi, hoán cải
date /deɪt/ v ghi ngày tháng
defective /dɪˈfektɪv/ adj bị khiếm khuyết
disclaim /dɪsˈkleɪm/ v phủ nhận
document of title /ˈdɒkjumənt//əv//ˈtaɪtl/ n giấy chứng nhận quyền sở
hữu
duly /ˈdjuːli/ adv hợp lý, hợp lệ
elaboration /ɪˌlæbəˈreɪʃn/ n bản biên soạn tỉ mỉ
endorse /ɪnˈdɔːs/ v ký hậu
insert /ɪnˈsɜːt/ v ghi vào, điền vào
knowledge /ˈnɒlɪdʒ/ n sự hiểu biết, kiến thức
negotiation /nɪˌɡəʊʃiˈeɪʃn/ n sự giao dịch
notify accountee /ˈnəʊtɪfaɪ/ n thông báo hàng đến
present /ˈpreznt/ v xuất trình, trình bày
specification /ˌspesɪfɪˈkeɪʃn/ n quy cách (của hàng hóa)
steamer /ˈstiːmə(r)/ n tàu thủy
treat /triːt/ v xử lý, xem như
validate /ˈvælɪdeɪt/ v xác nhận, làm cho có hiệu
lực
wording /ˈwɜːdɪŋ/ n từ ngữ
Unit 4
bareboat charter /ˈtʃɑːtə(r)/ n hợp đồng thuê tàu trần
broker /ˈbrəʊkə(r)/ n người môi giới
102
casualty /ˈkæʒuəlti/ n tai nạn, việc rủi ro
charter-party /ˈtʃɑːtə(r)//ˈpɑːti/ n hợp đồng thuê tàu
conclusion /kənˈkluːʒn/ n kết luận, sự dàn xếp
demise charter /dɪˈmaɪz//ˈtʃɑːtə(r)/ n hợp đồng thuê tàu trần
dispute /dɪˈspjuːt/ n sự tranh chấp
enquiry /ɪnˈkwaɪəri/ n sự tìm hiểu, hỏi
exclusion /ɪkˈskluːʒn/ n sự loại trừ
intermediary /ˌɪntəˈmiːdiəri/ n người trung gian
lease /liːs/ v cho thuê, thuê
let /let/ v cho phép sử dụng, cho thuê
loosely /ˈluːsli/ adv không chắc chắn, không
thận trọng, bừa bãi
necessitate /nəˈsesɪteɪt/ v bắt phải, đòi hỏi phải, cần có
ownership /ˈəʊnəʃɪp/ n quyền sở hữu
peculiar /pɪˈkjuːliə(r)/ a kỳ dị, khác thường, riêng
biệt
principal /ˈprɪnsəpl/ n người ủy nhiệm, ông chủ lớn
print /prɪnt/ v in, ấn hành
proforma/ /ˈɪnvɔɪs/ n quy ước,
proforma invoice hóa đơn tạm
quote /kwəʊt/ v trích dẫn, dẫn chứng
relinquish /rɪˈlɪŋkwɪʃ/ v từ bỏ, khước từ, giao,
nhường
requisition /ˌrekwɪˈzɪʃn/ n sự trưng dụng, lệnh trưng
dụng
resort /rɪˈzɔːt/ v phân loại lại
rider /ˈraɪdə(r)/ n phần phụ lục, điều khoản
thêm
seek (for) /siːk/ v tìm kiếm
signature /ˈsɪɡnətʃə(r)/ n chữ ký, sự ký tên
103
signify /ˈsɪɡnɪfaɪ/ v biểu thị, có ý là
104
Appendix 4. ANSWER KEYS
UNIT 1
Task 1
1. d
2. c
3. a
4. b
5. a
Task 2
1. arrival /əˈraɪvl/
2. charge /tʃɑːdʒ/
3. freight /freɪt/
4. shipment /ˈʃɪpmənt/
5. premium /ˈpriːmiəm/
6. Invoice /ˈɪnvɔɪs/
Task 3
1. stands for
2. stand for
3. means
4. mean
5. stand for
6. means
Task 4
1. f
2. h
3. j
4. c
5. i
6. a
7. b
8. d
9. g
10. e
Task 5
1. in accordance with
2. Delivery
3. carrying ship
4. inform
5. arrival
6. be responsible
105
7. shipment
8. packing
9. risk
10. freight
Task 6
1. commission
2. charge
3. fees
4. fare
5. wages
6. salary
7. premium
8. price
9. customs duty
10. freight
11. cost
12.tip
Task 7
1. fare/ tip
2. charge
3. wages
4. salary/ commission
5. fees
6. price
7. premium
8. freight
9. cost
10. customs duty
Task 8
1. The office is cleaned every day.
2. Are these rooms cleaned every day?
3. Glass is made from sand.
4. Stamps are sold in a post office.
5. Are we allowed to park here?
6. How is this word pronounced?
Task 9
1. Water covers most of the earth’s surface.
2. Most of the earth’s surface is covered by water.
3. Football is played all over the world.
4. The engine of a ship is fitted in the engine room
106
Task 10
1. The contract may be concluded in writing now.
2. The INCOTERMS has been adopted by most companies.
3. Clean bills of lading will be provided the buyer.
4. Commercial invoices are going to be got for this particular trade.
5. Partial shipment isn’t allowed in this case.
6. A form of credit was asked for.
7. The cargoes must have been dropped and damaged by the stevedores.
8. The terms and conditions of the contract must be fully understood by parties.
9. The seller shall deliver the equipment in due time.
10. The two contracting parties understand the above price as FOB Hochiminh
city port, Vietnam.
Task 11
1. is considered
2. delivers
3. have not produced
4. must be advised
5. are checked
6. supply
7. comply
8. has been understood
9. was found
10. was stolen
Task12
1. on board
2. The seller
3. clean shipping documents
4. The buyer
5. in respect of
Task 13
1. F - supplies
2. T
3. F - Buyers
4. T
5. F - the buyer
Task 14
1. It means “giao hàng lên tàu”.
2. The seller must deliver the goods on board the vessel.
3. as soon as shipment of the goods is effected.
107
4. until they have passed the ship’s rail at the named port of shipment.
5. from the time they are loaded on board the vessel.
6. It means “Tiền hàng, bảo hiểm, cước phí”.
7. The seller is required to provide the buyer with the insurance certificate/
policy
8. From the time they are loaded on board the vessel.
9. The seller have to obtain export licence or government permit.
10. The buyer must pay for the price.
Task 15
1. Are FOB and CIF quotations the most common in everyday use?
2. Is paying the freight the seller’s responsibility under FOB contract of sale?
3. Is supplying the documents required to enable the goods imported the seller’s
responsibility under CIF contract of sale?
1. Does FOB stand for Free On Board?

2. Does CIF stand for Cost, Insurance, Freight?
3. Does the seller deliver the goods free on board a ship under FOB contract?
4. Does the buyer insure the goods while they are in transit under CIF contract?
Task 16
1. Whose responsibility is paying insurance under FOB contract?
2. Why is the choice of the carrying ship the seller’s responsibility under CIF
contract?
1. Where does the buyer pay import duties and landing charges?
2. When does the transfer of title to the goods take place?
3. What do the main details of a sale contract include?
Task 17 (Look at the sample contract)

1.
2.
3.
4.
5.
Task 18
a. When does the importer need to apply for an import license or exchange
control permit?
b. What does the exporter’s proforma invoice give?
c. What may the buyer do if this is not done?
d. What have many buyers done?
e. What must the seller check?
f. Who should the seller clarify the matter?
108
g. Where may the seller be if this is not done?
Task 19
Document Purpose of document Sent by ..
(Buyer? Seller?)
Catalogue To give possible buyer information about Seller
prices, discount, conditions of sales etc
Check To pay Buyer
Proforma Printed list showing the prices fixed Seller
invoice
Delivery note To confirm what has been sent Seller
Price list Document in the form of a book of goods Seller
for sale with objects and their prices
shown.
Receipt To acknowledge payment. Seller
quotation To give a price and condition of sale. seller
EVALUATION SHEET
1. D
2. D
3. D
4. D
5. D
6. D
7. D
8. D
UNIT 2
Task 1
1. d
2. d
3. c
4. b
5. a
Task 2
1. crew /kruː/
2. store /stɔː(r)/
3. insurance /ɪnˈʃʊərəns/
109
4. repair /rɪˈpeə(r)/
5. maintenance /ˈmeɪntənəns/
6. general /ˈdʒenrəl/
Task 3
1. manning
2. stores
3. repairs
4. insurance
Task 4
insurance
general cost
general stores
overheads
communications
miscellaneous
Task 5
1. operating costs of capesize bulk carriers
2. crew cost
3. cabin stores
4. Hull, machinery and war risks
Task 6
1. must go
2. must meet
3. must wash
4. must learn
5. must go
6. must win
7. must be
Task 7
1. I had to
2. I must
3. I had to
4. I had to
5. I had to
Task 8
110
1. may be divided
2. must be based
3. should be compiled
Task 9
3. Three factors affect the cost of running a shipping company and five
categories of costs.
Task 10
1. inflation
2. operating cost
3. periodic maintenance costs
4. cargo handling costs
5. five
Task 11
M : manning cost
ST : stores
MN : routine repair and maintenance
I : insurance
AD : administration
Task 12
1. depends on
2. five
3. periodic maintenance costs
4. a specific voyage
5. Capital costs
Task 16
1. Who prepared time- charter rate – estimation?
2. Where did the ship travel from? To where?
3. How long did the voyage last?
4. What was the total income?
5. When was this estimation made?
EVALUATION SHEET
1. D
2. D
3. D
111
4. D
5. D
6. D
7. D
8. D
UNIT 3
Task 1
1. b
2. d
3. a
4. a
5. c
Task 2
Content of Bills of lading Functions of Bills of lading Types of Bills of lading
(1) (2) (3)
Description of goods Evidence of contract Negotiable bill of
Numbers of packages of carriage lading
Cargo quantity Document of title Claused bill of
……………………… ……………………… lading
Task 3
1. lading
2. quantity
3. goods
4.apparent
5. shipper
6. identification
Task 4
a. describe
b. package
c. present
d. signature
e indicate
f. issue
g. know
h. order
i. measure
j. addition
112
Task 6
1. e
2. c
3. d
4. a
5. b
Task 7
1. functions
2. receipt
3. quantity
4. shipowner
5. carrier
Task 8
1. It’s nice to see you again
2. It’s impossible to work in this office.
3. It’s easy to make friends
4. It’s interesting to visit different places
5. It’s dangerous to go out alone
Task 9
1. This machine is quite easy to use
2. The window was difficult to open
3. Some words are impossible to translate
4. That chair is not safe to stand on
5. A car is expensive to maintain
Task 10
1. To bear in mind these points of the B/L is essential.
2. The forwarding agent issued a “Received for shipment”B/L.
3. We should order some more goods before the seller raises the price.
4. It is important for the carrier to know the details of the goods before receiving
them from shipment.
5.
Task 11
1.The reading is about the function of a B/L as a/ an document.
2. Full set of Bs/L and clean Bs/L are commonly used.
3. “Shipper load and count” or “ Said to contain” will change a clean B/L into a
claused B/L
Task 12
113
1. What will not change a clean B/L into a claused B/L?
2. How are full set of Bs/L and clean Bs/L used?
3. What is the reading about?
Task 13
1. What is the reading about?
The reading is about the function of a B/L as a/ an document of title.
2. How are full set of Bs/L and clean Bs/L used?
Full set of Bs/L and clean Bs/L are commonly used.
3. What will not change a clean B/L into a claused B/L?
“Shipper load and count” or “ Said to contain” will not change a clean B/L into
a claused B/L
Task 14
1. Because it serves as a document of the title to the good at the place of
destination.
2. It must agree with the invoice.
3. Forwarding agent must
4. within the expiry date for shipment.
5. Full set of Bills of lading is.
6. An elaboration of the more regularly used terms will
7. Yes, it does.
8. Two , three or more signed original copies may.
9. If such remarks are shown.
10. The banks will reject such unclean B/L.
Task 15
a. important
b. serve
c. description
d. named
e. types
f. shipping
g. signed
h. reject
Task 16
1. theo lệnh
2. theo lệnh của người gửi hàng
3. đã bốc hàng lên tàu
4. cước phí đã trả trước
5. cước phí phải trả lại cảng đích
Task 17
114
a. How is the word “order” only to be inserted?
b. Who must the document be indorsed by?
c. What does “shipped on board” mean?
d. In what case must terms “Freight prepaid” be mentioned in the Bill of
Lading?
e.
Task 18
1. What is the B/L’s number?
2. Where does the ship load?
3. How many original Bills of lading are there?
4.What kind of the B/L is it?
5. Who signs the B/L?
EVALUATION SHEET
1. D
2. D
3. D
4. D
5. D
6. D
7. D
8. D
UNIT 4
Task 1
1. d
2. a
3. d
4. d
5. d
Task 2
1. seller
2. shipper
3. shipowner
4. freight
5. ship
Task 3
Noun Verb Adjective
a. documentation document documentary
115
b. variation vary various
c. advice advise advisable
d. possession possess possessive
e. management manage manageable
f. reduction reduce reducible
g. experience experience experienced
h. necessity necessitate necessary
i. appointment appoint appointive
j. form formalize formal
Task 4
a. has advised
b. various
c. to obtain
d. actual
e. in order to
f. add
g. contained
h. negotiations
Task 5
1. a contract
2. Chartering agents
3. shipowners
4. forms
5. are used
Task 6
1. agreement
2. take up
3. services
Task 7
1. She looked as if she had hurt her leg.
2. He looked as if he meant what he was saying.
3. It looks as if it has just been cut.
4.He ate as if he hadn’t eaten for a week.
5. She didn’t look as if she was enjoying it.
6. She sounded as if she didn’t want to come.
Task 8
1.as if he was/ were
116
2. as if he was/ were
3. as if I was/ were
4. as if she was/ were
5. as if it was/ were
Task 9
1. 2.A C/P contains the details of the charter or contract.
3.There are three: bareboat charter, voyage charter and time charter.
4. Yes, they are.
5. The “rider clauses” can be added to the contract after negotiation between the
parties.
6.
7.The charterers obtain complete control, possession and management of the
ship and operate it.
8. Because they relingquish the management and control to charterers
9. No, there weren’t
10. Companies used forms based on self-modified time charters.
Task 10
1. C/P: Charter - party
2. Demise charter: bareboat charter
3. P & I Association: mutual association
Task 11
1. The owner leases a ship out for an agreed period to a “demise charterer”.
2. The charterers obtain complete control, possession and management of the
ship and operate it.
3. Bareboat chartering was not common before the 1970s.
Task 12 listening
Task 13
1. When was the fixture note signed?
2. Where was the owner’s company located?
3. Who was the charterer?
4. What was the ship’s name?
5. Who was on behalf of owners?
Task 14
1. It was signed on 23 April 2010
2. It was located at No 4 Nguyen Trai ST, Haiphong, S.R, Vietnam.
3. The charterer was Premier sea & Air logistics CO., LTD.
4. Her name is MV INLACO BRAVE.
117
5. It was INLACO – HP.
EVALUATION SHEET
1. D
2. D
3. D
4. D
5. D
6. D
7. D
8. D
118
Appendix 5. TABLE OF IRREGULAR VERBS
No. Verbs Simple past Past participle Meaning
1. awake awoke awoken đánh thức, thức
2. be was/were been thì, là, bị, ở
3. become became become trở nên
4. begin began begun bắt đầu
5. bend bent bent bẻ cong
6. blow blew blown thổi
7. break broke broken đập vỡ
8. bring brought brought mang đến
9. broadcast broadcast broadcast phát thanh
10. build built built xây dựng
11. burn burnt/burned burnt/burned đốt, cháy
12. buy bought bought mua
13. catch caught caught bắt, chụp
14. choose chose chosen chọn, lựa
15. come came come đến, đi đến
16. cost cost cost có giá là
17. cut cut cut cắt, chặt
18. drew drew drawn vẽ, kéo
19. drink drank drunk uống
20. drive drove driven lái xe
21. eat ate eaten ăn
22. fall fell fallen ngã, rơi
119
23. feed fed fed cho ăn,
24. feel felt felt cảm thấy
25. fight fought fought chiến đấu
26. find found found tìm thấy, thấy
27. fly flew flown bay
28. forbid forbade/ forbad forbidden cấm đoán, cấm
29. foresee foresaw forseen thấy trước
30. forget forgot forgotten quên
31. freeze froze frozen (làm) đông lại
32. get got got/ gotten có được
33. give gave given cho
34. go went gone đi
35. grind ground ground nghiền, xay
36. grow grew grown mọc, trồng
37. hang hung hung móc lên, treo lên
38. hear heard heard nghe
39. hide hid hidden giấu, trốn, nấp
40. hit hit hit đụng
41. hurt hurt hurt làm đau
42. keep kept kept giữ
43. know knew known biết, quen biết
44. lay laid laid đặt, để
45. lead led led dẫn dắt, lãnh đạo
46. learn learnt/ learned learnt/ learned học; được biết
120
47. leave left left ra đi, để lại
48. lend lent lent cho mượn (vay)
49. let let let cho phép, để cho
50. lie lay lain nằm
51. light lit/ lighted lit/ lighted thắp sáng
52. lose lost lost làm mất, mất
53. make made made chế tạo, sản xuất
54. mean meant meant có nghĩa là
55. meet met met gặp mặt
56. pay paid paid trả (tiền)
57. put put put đặt, để
58. read read read đọc
59. ride rode ridden cưỡi
60. ring rang rung rung chuông
61. rise rose risen đứng dậy, mọc
62. run ran run chạy
63. saw sawed sawn cưa
64. see saw seen nhìn thấy
65. sell sold sold bán
66. send sent sent gửi
67. shake shook shaken lắc
68. shine shone shone chiếu sáng
69. shut shut shut đóng lại
70. sing sang sung ca hát
121
71. sink sank sunk chìm; lặn
72. sit sat sat ngồi
73. sleep slept slept ngủ
74. slide slid slid trượt, lướt
75. smell smelt smelt ngửi
76. speed sped/ speeded sped/ speeded chạy vụt
77. spell spelt/ spelled spelt/ spelled đánh vần
78. spend spent spent tiêu sài
79. spill spilt/ spilled spilt/ spilled tràn đổ ra
80. spoil spoilt/ spoiled spoilt/ spoiled làm hỏng
81. spread spread spread lan truyền
82. stand stood stood đứng
83. steal stole stolen đánh cắp
84. sweep swept swept quét
85. swell swelled swollen/ swelled phồng, sưng
86. swim swam swum bơi
87. take took taken cầm, lấy
88. teach taught taught dạ, giảng dạy
89. tell told told kể, bảo
90. think thought thought suy nghĩ
91. throw threw thrown ném
92. understand understood understood hiểu
93. undertake undertook undertaken đảm nhận
94. underwrite underwrote underwritten bảo hiểm
122
95. wear wore worn mặc
96. win won won thắng, chiến thắng
97. wind wound wound quấn
100. write wrote written viết
123
REFERENCE
Vietnamese reference:
[1] English for students of Sea transport Economic department, Nguyễn

Tường Luân, Nhà xuất bản Đại học Hàng hải, 1990.
[2] English for Maritime Economics students, Phạm Thị Thanh Lương,
Phạm Thị Thược, Nhà xuất bản Đại học Hàng hải, 2012.
[3] Ngữ pháp cơ bản tiếng Anh, Nguyễn Khuê, Nhà xuất bản Đồng Nai,
1999.
English reference:
[4] English for Logistics, Marion Grussendorf, Oxford University Express,
2009.
[5] Maritime Economics, Ma Shuo, World Maritime University, 2008.
[6] Maritime Economics, Martin Stopford, Routledge, 2007.
[7] Market leader - Elementary, David Cotton, David Falvey, Simon Kent,
Nhà xuất bản Khoa học xã hội, 2009.
[8] Market leader – Pre-intermediate, David Cotton, David Falvey, Simon
Kent, Nhà xuất bản Văn hóa thông tin, 2011.
[9] Market leader - Intermediate, David Cotton, David Falvey, Simon Kent,
Nhà xuất bản Văn hóa thông tin, 2011.
Websites:
[10] https://www.container-transportation.com/thiet-bi-xep-do-
container.html
[11] https://www.rung.vn/dict/en_vn/Transtainer_crane
[12] http://vnll.com.vn/vi/cac-phuong-thuc-van-tai-thong-dung/
[13] https://www.publicbank.com.vn/Category.aspx?cat=8
124
125

Giao Trinh English For Transportation Operation Vol 2 T25Ec1Jl3G29Hto 011438

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Giao Trinh English For Transportation Operation Vol 2 T25Ec1Jl3G29Hto 011438

Uploaded by

Copyright:

Available Formats

VIETNAM MARITIME ADMINISTRATON

MARITIME COLLEGE No. 1

ENGLISH FOR TRANSPORTATION

All rights reserved.

Authors: 1. Bui Thi Phuong M.A

The textbook “English for Transportation operation - Vol.2” is compiled

No. Contents Pages

5. List of tables, figures, pictures 8

Unit 1. FOB, CIF 12

1. Vocabulary relating to FOB, CIF Incoterms 12

2. Language focus: Passive voice 17

3.1. Reading: F.O.B and C.I.F Seller’s and buyer’s obligations 21

3.2. Writing: questions and answers about FOB, CIF in relation to 24

3.4. Listening : Negotiating techniques 26

4.1. Speaking: Contract of sale 29

4.2. Reading: Relating shipping documents and others 32

5.2. Assessment methods 35

Unit 2. THE COST OF RUNNING SHIPS AND COST 36

1. Vocabulary relating to cost of running ships 36

2. Language focus: Modal verbs in Passive voice 39

3.1. Reading: The classification of costs 42

3.2. Writing: Major costs of running a bulk carrier 43

3.3. Speaking: Discussion about Crew costs and general costs 45

3.4. Listening: Dealing with figures 46

4.1. Speaking: Voyage calculation form 49

4. 2. Writing: Numbers from the Time-charter rate - Estimation 50

5.1. Evaluation sheet 52

5.2. Assessment methods

Unit 3. BILLS OF LADING 54

1. Vocabulary relating to Bills of lading 54

2. Language focus: Formal subject “It” 57

3.3. Speaking: Terms in Bills of lading 62

3.4. Listening: Presentation techniques 64

4.1. Speaking: a given B/L 65

4.2. Writing: Main contents and description of the Bill of lading 68

5.1. Evaluation sheet 69

5.2. Assessment methods

1. Vocabulary relating to Charter-parties 70

3.1. Reading: Charter-party - Bareboat charter 76

3.2. Writing: Charter-party - Bareboat charter 77

3.3. Speaking: Voyage charter, time charter and bareboat charter 78

3.4. Listening: Decision-making 79

4.1. Speaking: A given Fixture note 81

5.1. Evaluation sheet 85

5.2. Assessment methods 86

Appendix 1. Common abbreviations 87

Appendix 2. Audio scripts 89

Appendix 3. Word list 95

Appendix 4. Answer keys 105

Appendix 5. Table of irregular verbs 119

Tài liệu tham khảo 124

Parts of speech Abbreviations

No. Name Page

1 Figure 2.1. Analysis of the major costs of running a bulk carrier 33

2 Table 2.2. Operating costs of Capesize bulk carriers 35

Module Code: MĐ 6840102.19

III. Contents of the module:

1. Vocabulary: Relating to FOB, CIF Incoterms

Vocabulary Transcription Speech Vietnamese meaning

arrival /əˈraɪvl/ n sự đến, tới nơi

carrying ship /ˈkæriɪŋ/ /ʃɪp/ n tàu chở hàng

catalogue /ˈkætəlɒɡ/ n danh mục liệt kê

charge /tʃɑːdʒ/ n vật mang, vật chở