F．公司
Head Office （Headquarters） 总公司
Board of Directors 董事会
Director 董事
CEO 首席执行官（总裁）
CFO 财务总监
Regional Office 区域性公司
Local Office 地区公司
Affiliate 附属（子）公司
Branch Office 分公司
Sub-office 支公司
Subsidiaries 下属公司
Liaison Office 联络处
Rep. Office （Representative Office） 代表（办事）处
Chief Representative 首席代表
Group Company 集团公司
Conglomerate 集团公司（企业集团）

G．收发货人
Shipper SPR 发货人/托运人
Shipper may mean : 发货人可以是：
1) a cargo owner 货物持有者（真正意义上的货主）
2） the person for whose account the ocean
transportation is provided 远洋运输费用支付人
3） the person to whom delivery is to be made 收货人
4） a shippers’ association 货主协会
an NVOCC that accepts responsibility for 承担支付运价本费率或服务
payment of all charges applicable 合同费用的无船承运人
under the tariff or service contract
Consolidator A company that consolidates freight owned by various parties
into one container. 拼箱货发货人
Consignor 发货人
Consignee 收货人
Notify Party 通知方
Second Notify Party 第二通知方

H．客户
Customer /Client （customer） 客户
Direct Account （ customer ） 直接客户
Target Customer （目标）大客户
BCO Beneficial Owner of the cargo 直接货主（制造厂商）
Big Accounts 大客户
VIP Customers 重要客户
Agreement / Contract Customer 协议客户
Long-term Customer 长期客户
Potential Customer 潜在客户
Picky customer 好挑剔的客户

I．谈判
Negotiation （Business Talk ） 谈判
Compromise （ Meet half-way ） 折衷妥协
50 / 50 （ fifty to fifty / fifty fifty ） 折衷
Win-Win 双赢
not a matter of percentage but principle 不是占多大比重而是原则问题

２．CONTAINER EXPORT PROCEDURE 出口集装箱简易出运程序

As EDI such as Cargo 2000, is more popular nowadays and used by both the VOCC
and Customs, hardcopy Shipping Order is no longer widely used.
由于电子数据交换（如CARGO 2000）等在船公司和海关之间已相当普遍，书面的
托单已不如先前那样广为使用。

Ａ。 To ascertain service and freight rate that are most appropriate from Carrier before booking is made;
先向承运人（船公司）确认最为合适的服务与海运价，尔后再订舱。
Ｂ。 Upon booking, Carrier is to reserve space and deliver to shipper a shipping order informing shipper of the number of the container, which is to be fetched by shipper at carrier’s container depot for their own packing;
订舱一经确认，承运人应保留舱位并向托运人签发托运单，告知有关集装箱箱号，由托运人自行前往承运人指定集装箱堆场提箱，装箱。
Ｃ。 Shipper is to pack the container in full load at his plant or at his place of business
托运人则在其工厂或业务场所进行整箱装箱。
Ｄ。 Customs inspection is made ex-works before the container is locked and sealed
装箱后经由海关检验，锁妥、加封、出厂。
Ｅ。 Shipper to send it to CY ； Customs inspection can also be made at CY of the sent container before it is finally sealed;
托运人将集装箱送到港区CY（集装箱堆场）；
海关检验亦可在港区CY进行，验妥后最终加封。
Ｆ。 Receiving clerk who is from the carrier or the carrier’s agent, at the dock is to receive the shipping order which will be exchanged for a dock receipt when the container has been delivered to the dock in order.
承运人（船公司）码头现场接载人员或船舶代理接收托运单，经检查集装箱外表完好无损后，将场站收据交予托运方。
Ｇ。 With the dock receipt shipper is to change for B/L before the carrying vessel sails
托运人于订舱船舶开航前，至承运人（船公司）处凭场站收据换取提单。
Ｈ。 Shipper is to advise consignee of the effectuation of shipment
托运人通知收货人，货载已出运。