《實用外貿(mào)英語》課件

$number{01}PracticalForeignTradeEnglishPPTcourseware目錄BasicTerminologyofForeignTradeEnglishForeignTradeEnglishCorrespondenceWritingNegotiationSkillsforForeignTradeEnglish目錄SigningofForeignTradeEnglishContractCaseAnalysisofForeignTradeEnglish01BasicTerminologyofForeignTradeEnglishTradetermsEXW(ExWorks):Thesellercompletestheunloadingofthegoodsatthedesignatedlocation,andtheriskpassesduringdelivery.FOB(FreeonBoard):Thesellerloadsthegoodsontotheshipattheloadingport,andtheriskpassesaftershipment.Thebuyerisresponsiblefortransportationandinsurance.CIF(Cost,InsuranceandFreight):Thesellerisresponsiblefortransportationandinsurance,loadingthegoodsontotheshipattheloadingport,andtransferringtheriskaftershipment.DDP(DeliveredDutyPaid):Thesellerisresponsiblefordeliveringthegoodstothedestinationandbearingalltaxesandimportprocedures.PaymentmethodL/C(LetterofCredit)Apaymentmethodthatinvolvesaletterofcreditandbankguaranteepayment,whichisrelativelysafebutcomplextooperate.T/T(TelegraphicTransfer)Telegraphictransferisarelativelyfastpaymentmethod,butitrequiresmutualtrust.D/A(DocumentsagainstAcceptance)Thebuyeracceptsthedocumentsuponreceiptandmakespaymentontheduedate.D/P(DocumentsagainstPayment)Thebuyercanonlyreceivethedocumentsafterpaymentismade.SeafreightAirfreightRoadfreightRailfreightTransportationmethodTransportgoodstotheirdestinationbyroad,suitableforcloserangeandmedium-sizedgoods.Transportgoodstotheirdestinationbyrail,suitableforbulkcargoandlong-distancetransportation.Transportgoodstotheirdestinationbysea,suitableforbulkcargo.Transportgoodsbyairtotheirdestination,suitableforurgentorsmallbatchshipments.02ForeignTradeEnglishCorrespondenceWritingEstablishingbusinessrelationshipsisthefoundationforconductingforeigntradebusiness.Througheffectivecommunication,wecanunderstandcustomerneeds,demonstrateourownadvantages,andlayasolidfoundationforfuturecooperation.PurposeandimportanceWhenmakinginitialcontact,expressionssuchas"DearSirs,Wehopetoestablishbusinessrelationshipswithyou."canbeused.CommonexpressionsEstablishingbusinessrelationshipsInquiriesandrepliesareimportantlinksinforeigntradebusiness.Byinquiringaboutproductinformation,repliesdemonstratethesupplier'sstrengthandwillingnesstocooperate.PurposeandImportanceWhenmakinganinquiry,expressionssuchas"Weareinterestedinyourproductsandwouldliketoknowthepricesandavailability."canbeused;Whenreplying,expressionssuchas"Thankyouforyourinquiry.Wewillprovideyouwiththeinformationyourequested."canbeused.CommonexpressionsInquiriesandRepliesPurposeandImportanceQuotationandbargainingarecruciallinksinforeigntradebusiness,directlyrelatedtotheinterestsandcooperationpossibilitiesofbothparties.要點一要點二CommonexpressionsWhenquoting,expressionssuchas"Weofferyouourproductsatthepriceof$Xperunit."canbeused;Whenbargaining,expressionssuchas"Weagreeyouroffer,butwethinkthepriceistoohigh.Weproposeacounterofferof$Yperunit."canbeused.QuotationandCounterbuffer03NegotiationSkillsforForeignTradeEnglish123BusinessnegotiationetiquetteBodylanguageBodylanguageplaysasignificantroleinbusinessnegotiationsMakesuretomaintaineyecontact,maintainaconfidentialpost,andsmiletocreateapositiveatmosphereRespectforothersDuringthenegotiation,itisessentialtoshowrespectfortheotherpartyThisincludesexaminingtheiropinions,decisions,andtimeClearcommunicationItisimportanttocommunicateinaclearandconsensusmanagerAvoidusingcomplexlanguageorjargonthatmayfusetheotherpartyProcessstrategyResearchOpeningstrategyBusinessnegotiationstrategyDuringthenegotiation,itmaybenecessarytomakeprocessesTheseshouldbestrategicandtimedtoensurethatyouachieveyourgoalswhilestillbeingfairtotheotherpartyBeforethenegotiation,itisessentialtoresearchtheotherpartyandtheirindustryThiswillhelpyouunderstandtheirperspectiveandgoals,allowingyoutonegotiatemoreeffectivelyTheopeningstatementsetsthestoneforthenegotiationItshouldbeclear,confident,andshowrespectfortheotherpartyRoleplayingRoleplayingisavaluabletoolforpracticingnegotiationskillsItallowsyoutosimulatereallifescenariosandimproveyourabilitytohandledifferentsituationsCasestudiesReadingandanalyzingcasestudiescanprovidevaluableinsightsintodifferentnegotiationstrategiesandtechniquesItalsohelpsyouunderstandhowtoapplythesestrategiesinpracticalsituationsFeedbackSeekfeedbackfromamentororcollegeafterpracticinganegotiationscenarioThiswillhelpyouidentifyareaswhereyouneedimprovementandprovideguidanceonhowtoimproveyournegotiationskillsBusinessNegotiationPractice04SigningofForeignTradeEnglishContractContractterms:InterpretationofcontracttermsisakeystepinthesigningofaforeigntradeEnglishcontractItinvolvesclarifyingthemeaningandscopeofeachterminthecontracttoensurethatbothpartiesunderstandtheircorrespondingobservationsandrightsLanguagebarrier:ItisimportanttonotethatlanguagebarriercanbeachallengeintheinterpretationofcontracttermsTherefore,itisessentialtouseprofessionaltranslatorsorinterpreterswhoarefamilywiththefieldofforeigntradeandhaveagoodcommandofbothEnglishandthelocallanguageCulturaldifferences:CulturaldifferencescanalsoaffecttheinterpretationofcontracttermsItisimportanttotakeintoaccountlocalculturalpracticesandnormswheninterpretingcontracttermstoavoidmisunderstandingsandconflictsInterpretationofContractTermsContractsigningprocessPreparationofcontractdocuments:PreparationofcontractdocumentsisaclinicalstepinthecontractsigningprocessItinvolvesdraftingandfinalizingallrelevantdocuments,includingthemaincontract,supplementaryagreements,andattachmentsThedocumentsshouldbeclear,consistent,andinaccordancewithlocallawsandregulationsNegotiationofcontractterms:Priortosigningthecontract,itisnecessarytonegotiatethecontracttermstoensurethattheyarefairandreasonableforbothpartiesThisprocessinvolvesbargainingandcompetingonvariousissues,suchasprices,deliverydates,paymentterms,andqualitystandardsContractsigningceremony:ThecontractsigningceremonyisthefinalstepinthecontractsigningprocessItusuallyinvolvesthepresenceofrepresentativesfrombothparties,whosignsthecontractdocumentsinthepresenceofwitnessesItisimportanttoensurethatallpartieshavefullyunderstoodthetermsandconditionsofthecontractbeforesigningContractdisputeresolutionContractdisputeresolutionisanimportantaspectofthesigningofaforeigntradeEnglishcontractItinvolvesmechanismsforhandlinginputsthatmayariseduringtheperformanceofthecontractMediation:MediationisacommondisputeresolutionmethodusedinforeigntradecontractsItinvolvestheuseofamediatorwhohelpspartiesresolvetheirdisputesthroughnegotiationandcompetitionMediationhastheadvantageofbeingflexibleandcosteffectivecomparedtootherdisputeresolutionmethodsArbitration:Ifmediationfails,arbitrationcanbeanoptionforresolvingdisputesArbitrationinvolvesthesubmissionofdisputestoanarbitratororarbitrationpanelfordecisionThedecisionofthearbitratororpanelisusuallyfinalandbindingonbothpartiesHowever,arbitrationmaynotbesuitableforalltypesofemissions,specificallythoserelatedtominorissuesorthosethatrequireurgentresolution05CaseAnalysisofForeignTradeEnglishSuccessCase1ABCImportExportCompanyBackgroundAsmallmediaenterpriseengagedinimportingandexportingtextsSuccessCaseSharingLimitedEnglishproficiencyamongstaffChallengeHiredaforeigntradeEnglishtrainerandimplementedatrainingprogramActionTokenImprovedcommunicationwithoverseasclients,increasedsales,andnewmarketopportunitiesOutputSuccessCaseSharingXYZElectronicsCorporationSuccessCase2AlargemultinationalcompanyintheelectronicsindustryBackgroundComplexproductspecificationsandtechnicaltermsChallengeSuccessCaseSharingDevelopedavocabularyoftechnicaltermsinEnglishandprovidedtrainingtotechnicalstaffActionTakenEnhancedunderstandingandcommunicationwithsuppliersandcustomers,improvedproductdevelopmentOutputSuccessCaseSharingFailedCase1DEFMachineryManufacturingBackgroundAmachinerymanufacturingcompanywithastrongdomesticmarketpresenceAnalysisoffailedcases

AnalysisoffailedcasesChallengeInabilitytoPenerateInternationalMarketsFactorsLakeofEnglishprofitabilityamongmanagement,poorproductpresentationinEnglishActionTakenIntroducedEnglishlanguagetrainingandhiddenatranslatorAnalysisoffailedcasesOutput:Improvedcommunicationwithpotentialclientsbut