外贸英语课件6

How do you do?
❖ 熟人打招呼： ❖ How are you? ❖ How are you doing?
初次见面， 较正式 更亲切
❖ Fine, thanks, and you?
❖ Very well, thank you.
❖ Not bad. Thank you.
❖ I’m OK.
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❖ Sales department 销售部
❖
国际部 International Department
出口部 Export Department
进口部 Import Department
❖ Purchasing/procurement department 采购部
❖ Research and development department 研发部(R&D)
Director Zhang Office Director 办公室主任 ❖ 经理 Manager ❖ Marketing representative 销售代表 ❖ Accounting 会计 ❖ Cashier 出纳员 ❖ Clerk/Receptionist 职员／接待员 ❖ 推销员 Salesman ❖ 采购员 Purchaser ❖ 售货员 Sales Clerk
•Keyboard 键盘 Mouse 鼠标
•Copier 复印机 Fax machine传真机 Telephone 电话
•Printer 打印机
Ink jet printer 喷墨式打印机 Laser printer 激光打印机
•Papetapler 订书机
听完别人自我 介绍以后，可
以说：
❖ How do you do , Mr. Blake.

5. Contract and confirmation
• Sales confirmation is a kind of reduced form of sales contract; • Purchase confirmation is a kind of reduced form of contract; • Some of the opening section can be omitted. Such an seller’s or buyer’s address\fax\websit, etc.
1. placing an order
• 1. Use direct language in the first paragraph to tell the seller of the buyer’s intention to place an order. • 2. Describe what is being ordered in great detail. Indicate the catalog numbers, sizes, colors, prices, specifications and all other relevant information that will enable the seller to fill the order without any further questions. • 3. Close the letter by expressing willingness to cooperate or suggesting future business dealings.
6.弥合差距 • Bridge the gap; • Close the gap; • It needs mutual efforts to bridge the gap. • We have to done our best to bridge the gap. 7.lot一批货=parcel • Lot No.批号 • Odd lot 不成整数的批货； • Carload lot 整车货物。 • The goods are to be shipped in 3 lot of 20 tons each on separate bills of lading.货物分三批装运， 每批20吨，提单分开。

competitive price. Mr. Chen: Our clients are well aware of this and our commodities sell well not because of the
reasonable prices, but the superior quality. As you know, we Chinese like to do business on the basis of equality and mutual benefit. Mr. Blake: Ok,. Let’s try some samples first.
have received from other companies in China. Mr. Chen: Our goods may be a little bit expensive though, we believe you will agree that the
prices are acceptable considering our high quality. Mr. Blake: In that case, we have few margins of profits in the market. We really need a
Business Profile
The purpose of inquiry is that the buyer wants to seek a supply, service or information. An inquiry should state briefly and clearly what he is interested in. It usually includes:

、等于 n. 完整、完全、完善；正直、诚实 vt. 反复做、反复讲、重申、重作
延期付款 延期付款 现金付款 现付 延长付款 全付
interim payment non-payment partial payment payment in kind payment in account payment in advance pay by instalments account payable account receivable cash account
贷方账 借方账 流水账 信汇 电汇 票汇 n. 托收 n. 持票人 n. 付款人 n. 受款人
clean bill fictitious bill documentary bill sight draft time draft banker’s bill commercial bill D/P at sight
按你方要求，我方破例接受即期付 款交单，但下不为例。
4．The buyer shall pay the total value to the seller in advance by T/T before Feb. 21.
买 方 应 于 2 月 21 日 前 以 电 汇 方 式 预 付全部货款给卖方。
8．accommodate vt. 照顾、适应、提供 9．make up 弥补、配齐 10．grant vt. 答应、给予、授予、准予； （姑且）承认
11．involve vt. 牵涉、卷入、含有 12．up to 达到、等于 13．down ad. 现付地 14．facilitate vt. 使便利、促进
exchange (second of exchange Being unpaid) pay to the order of __________________the sum of____________________________________ ______________

我们决定按每台CIF广州3.5美元的价格接受贵方报盘｡


LOGO
Part Two
Steps/Contents Typical Expressions
We have accepted your order No.111 for ladies’ clothing and are sending you our sales 3. Stating that you have enclosed an order form, confirmation No.BS-043. 我们已经接受贵方第111号订购女式服装的订单, 并 a contract confirmation, or a sales confirmation or 随函附上我方第BS-043号销售确认书｡ Enclosed please find our sales contract No.4567 in asking the receiver to duplicate. prepare them (It is not 随函附上我方销售合同第4567号一式两份,请查收｡ necessary the case, however.)
Expressions (1) 1. with the view of sth., with a view to doing sth. 以……为目的, 本着……的宗旨 2. finalize a transaction, put the deal through, close the deal, conclude a business, come to the conclusion, come to terms, reach an agreement 达成 交易/协议 3. as an exception 破例 4. initiate business with sb. 开始与某人的贸易 5. confirm the following order 确认下述订单; confirm an order 确认订单 6. Enclosed please find..., Enclosed you will find... 随函附上……,请查收｡ 7. initial order 首次试订 8. accept an offer/order/quotation 接受发盘/订单/报价 9. place/book a trial order with sb. 向……试订货 10. as per sample 按照样品

(4) Usage and Grammar
e.g. Our prices are usually based on CIF, but CFR will do if you request.
e.g. Referring to your letter of May 12, 2011, inquiring for Chinese silk products, we would like to inform you that these articles fall within the scope of business activities of ABC Corporation, to which we have already forwarded your inquiry for attention.
Foreign Trade English
王凡
Basic Requirements
1. Basic Requirements of Understanding
1). To Understand Language
(1). Words
e.g. In the absence of such statement, the commercial documents will be released only against payment.
Foreign Trade English Translation 1. Method 1). Literal Translation (word-for-word translation)
e.g. 80% of invoice by Irrevocable L/C, available by sight draft against surrender of full set of shipping documents to negotiating bank at port of shipment, remaining 20% by remittance after arrival of cargo and reinspection of cargo up to standard.

支付结算的货币，究竟选用哪一种货币，一般要由 买卖双方来协商确定。 ▪ 2、正确使用价格术语策略 ▪ 3、正确、灵活运用佣金和折扣
①佣金是代理人或经纪人、中间商因介绍交易或代买代卖所获得的报酬。佣金有明 佣和暗佣之分， 明佣，是买卖合同或发票等有关单证上公开表明的佣金，通常表示 在贸易术语后，如 CIFC5%HONGKONG；暗佣对实际买方保密，由卖方暗中支付给中间 人，不在发票等相关单证上显示。 ②折扣 是卖方在一定条件下给予买方的价格减让。 一般是以原价为基础，扣除一 定百分比来算出实际应付价款。 ③佣金折扣的支付方法，佣金习惯上应由卖方收到全部货款后，再支付给中间商。 折扣一般可由买方在支付货款时扣除。
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2、背景知识Biblioteka ❖ 国际市场商品价格的形成
▪ 1、商品的国际市场价值 ▪ 2、商品的国际市场供求和竞争状况 ▪ 3、本国货币与外国货币的比价关系
❖ 企业订价的目标和形式
▪ 1、企业订价的目标 ▪ 2、企业订价所用价格形式 ①固定价格 ②待定价格 ③暂定价格 ④滑动价格
❖ 企业订价的策略
▪ 1、计价货币与支付货币不同策略 。 计价货币是指合同中规定用来计算价格的货币，支付货币是指合同中规定用 来
▪ 2、让步的实施步骤与方式
①让步的实施步骤：第一步：确定谈判的整体利益。第二步：确定让步的方式。 第三步：选择让步的时机。第四步：衡量让步的结果
②让步前的选择 ⑴时间的选择 ⑵利益对象的选择 ⑶成本的选择 ⑷人的选择 ⑸环境的选择
③让步的方式通常可分为8种：最后一次到位 、均衡 、递增 、递减 、有限让步 、快速让步 、退中有进 、一次性 。
②还价方式 （1）逐项还价 ，即对主要设备逐台还价，对安装调试费、员工培训费、技术；指

Activity 1 What to do?
Situation 4 D. The exporter asks the importer to extend the relevant L/C. The importer and the exporter have agreed to do business on L/C terms and the shipment is to be effected in May. The exporter doesn’t receive the relevant L/C until the mid of May. It is impossible to effect shipment in May as stipulated in the PO since it is too late. What should the exporter do?
Activity 2 Urging the establishment of L/C
Activity 2 Urging the establishment of L/C
I. Suppose a friend borrowed 1,000 Yuan from you in January and promised to repay you in June, but it is September now and you haven't got the money back. Text a message to your friend to ask him to repay you the money. Talk with your partner about the major contents of your message.

the terms later and ➢ helps the parties focus on the essential issues
and come to a definite agreement.
6.3 Business Contracts
6.3.1 Categories of Business Contracts
➢ Sales Order an order by the seller which expresses his intention to sell
6.1 Order
6.1.2 Writing Order Letters There is no definite form or format of orders.
numbers, specifications, quantity, quality,price. ➢ An order number.
6.1 Order
6.1.2 Writin下g订O单rder Letters
确认 订单
Phrases related to orders:
place an order
6.3 Business Contracts
6.3.1 Categories of Business Contracts Written contracts are recommended since it: ➢ becomes the proof of what is agreed upon; ➢ prevents ambiguity or misunderstanding; ➢ prevents either party from forgetting or changing
sometimes it may be in a printed order form. An Order usually contains the detailed information related to the transacted goods.

03
Foreign trade business process
Establishing business relationships
01
The importance of establishing business relationships: In international trade, establishing stable business relationships is the foundation of long-term cooperation, which helps to reduce transaction costs and risks.
Common vocabulary and phrases
Summary
Mastering common vocabulary and phrases is the foundation for conducting foreign trade exchanges.
Detailed description
The most effective way to learn Foreign Trade English is through practical application
It involves scenarios and simulations to mimic real world business situations, enabling learners to gain confidence and fluency in this language
• Foreign Trade English Correspondence Writing
• Practical Cases of Foreign Trade English