南昌大学国际贸易

1、南昌大学国际贸易模拟大赛成功秘诀v熟悉国际贸易进出口的全部流程。熟悉国际贸易进出口的全部流程。v精心设计好贸易谈判磋商的内容，谈判中要表现出对焦点精心设计好贸易谈判磋商的内容，谈判中要表现出对焦点问题针锋相对的争执场面、以及如何缓和对峙局面的方式问题针锋相对的争执场面、以及如何缓和对峙局面的方式方法，从而增加戏剧性和观赏性。方法，从而增加戏剧性和观赏性。v演示现场的美感设计和布置（人员着装、现场产品展示演示现场的美感设计和布置（人员着装、现场产品展示、PPT视觉效果）视觉效果）v现场表演的气场：谈吐、语气语调、肢体语言、面部表情、现场表演的气场：谈吐、语气语调、肢体语言、面部表情、表演状态。表

2、演状态。选择好解说员选择好解说员v英语对话环节：自然、流利、情感抑扬顿挫。英语对话环节：自然、流利、情感抑扬顿挫。一. 国际贸易出口流程Making an introduction 介绍vExporter Self-introductionvImporter Self-introductionvProduct Introduction对你的公对你的公司做简单司做简单的介绍的介绍（例如公（例如公司的业务司的业务范围等）范围等） We wish to introduce ourselves to you as a （我们把自己作为（我们把自己作为介绍给你们。）介绍给你们。） Our lines a

3、re mainly（我们主要从（我们主要从事事。）。） fall within our business activities.（属于我们的经营范围。）属于我们的经营范围。） fall within 应列入应列入范围内范围内 Articles of this kind fall within the scope of our business activities. 此类商品在我方经营范围之内。此类商品在我方经营范围之内。 出口商的自我介绍vWe are a leading company with 30 years experience in exporting household elec

4、tric appliances and are closely connected with large manufactures in our country.vWe specialize in the exportation of Chinese light industrial products which have enjoyed great popularity in world markets. vFor over 20 years we have been engaged in manufacturing electronic machinery of all specifica

5、tions and enjoying a good reputation among our customers both home and abroad.进口商的自我介绍vWe are one of the largest importers of light industrial products in this city. vWe are importers of high reputation, engaged in importing household appliancesvWe have the pleasure of introducing ourselves to you a

6、s one of the leading importers in the chemical line.产品介绍vOur Chinese silks are made of pure silk materials and in traditional skills. They feel soft, comfortable, durable and have enjoyed great popularity in the world market.进出口业务中，洽谈交易的一般程序：进出口业务中，洽谈交易的一般程序：询盘询盘(inquiry) 发盘发盘(offer) 还盘还盘(counter of

7、fer)订单并签订合同订单并签订合同 (Orders and signing a contract) 接受接受(acceptance)反还盘反还盘(counter counter offer)Step 1: making an enquiry1. Enquiring directly for the names and descriptions of the goods, including specification、quantity, etc 直接询问相关产品的名称、规格、数量等2. Asking whether there is a possibility of giving a spe

8、cial discount and what terms of payment and time of delivery you would expect 询问折扣的可能性、付款方式以及期望的交货日期3. Stating the possibility of placing an order and asking competitive offer 表明订货的可能性，请求对方报优惠价。Specific Enquiry 具体询盘具体询盘vOur New York branch has asked us for a quotation for 5,000 electric fans to be s

9、old in Middle and South American countries. vWe would like to know what quantities you could deliver at regular intervals. Please quote us your lowest price. vPlease let us have full details of your products, quoting your best terms CIF Los Angeles. v请告你方能按什么价格请告你方能按什么价格、什么条款、多少、什么条款、多少数量供应下列产品。数量供应

10、下列产品。v我方拟购中国皮鞋，请报最优惠价格。我方拟购中国皮鞋，请报最优惠价格。v我方拟购我方拟购300300辆你公司经营的辆你公司经营的“五羊五羊”牌自牌自行车，请点开最行车，请点开最 优惠汉堡到岸价，包括我优惠汉堡到岸价，包括我方方5%5%的佣金。的佣金。1.请告你方能按什么价格请告你方能按什么价格、什么条款、多少数、什么条款、多少数量供应下列产品。量供应下列产品。 Please let us know the price、terms and quantities you can supply to us for the following goods?2. 2. 我方拟购中国皮鞋，请报最

11、优惠价格。我方拟购中国皮鞋，请报最优惠价格。 We are in the market for/hoping to order Chinese leather shoes and should be obliged if you would send us your best quotation3.3.我方拟购我方拟购300300辆你公司经营的辆你公司经营的“五羊五羊”牌自牌自行车，请点开最行车，请点开最 优惠汉堡到岸价，包括我方优惠汉堡到岸价，包括我方5%5%的佣金。的佣金。 We are interested in 300 sets of “five Rams” Bicycle and s

12、hall be pleased to have your best offer by cable of CIF Hamburg basis, including our 5% commissionUseful words and expressions 重要的词语词组1. Inquiry (enquiry): nMake/send/give/ somebody an inquiry for Inquire v. Inquire for/about something. Thank you for your letter of September 1 inquiring for 3,000 m/

13、ts Northeast Rice.The ladies pajamas you are inquiring for are now out of stock.We are inquiring about the supply of sugar and coffee. 2. Quote v. 报价报价Quote sb. a price for (or: on) sth. We quoted this article at US$278 per case.Would you please quote us your best priceFOB Dalian for 1,000 pieces of

14、 leather jacket. 3. Market n. 市场，行市市场，行市 vcome to the market 上市上市vfind a market va good (poor) market vin the market for 要购买要购买 van advancing market 市场上涨市场上涨va flourishing market va strong market v Market v. 推销推销v marketable adj. 适销对路的适销对路的vThe goods are not marketable in our area at vThe price you

15、quoted.4. Order n. 订购订购 Place/make/send an order for sth. If your price is in line, we will send you an order for 1,000 sets. 如果你方价格与市价相符，我方将订购如果你方价格与市价相符，我方将订购1000台台 Please see to it that the order is shipped within the stipulated time. Order v. if you allow us 5% discount, we will order 5,000 doze

16、n. Can you supply the goods from stock if we order now?4. Discount 折扣折扣 n. Quantity discount (large order) Cash discount (payment by cash) Allow/give/make/grant)% discount off (on) the prices of goods They make 20% discount for cash payment. The products are selling at a discount of 10%. 5. Competit

17、ive adj 有竞争力的有竞争力的 competitive pricecompetitive powercompete vi. competition n. competitor n.6. 6. 对某种商品感兴趣对某种商品感兴趣vWe take an interest in (various kinds of Mens Shirts).vWe are interested in (the Electronic Energy Saving Lamps).(1)Your (textiles) are of interest to us.7. 要求报价要求报价vWe shall appreciat

18、e it (very much) if you could make us the best offer for your (Childrens Bicycles on CIF New York basis).vPlease make us your lowest quotation for (500 tons of Walnuts).(1)We intend to / want to / would like to purchase (two Sony TV sets) and we should appreciate your offering us the best price. One

19、 may write an _ if he or she wants to buy goods from a seller. Please _ your lowest price CIF Singapore. Usually we give _ for large orders. If the price is satisfactory we would expect to_. The price we offer is rather _ compared with our competitors.Step 2: Making an offer 报盘we are making you an o

20、ffer for _ at the price of _ for delivery / shipment in / not later than _ . Payment is to be made by _Commodity: 1,000 dozen of Mens ShirtsPrice: USD70 per dozen CIF SydneyTime of shipment: August / SeptemberTerms of Payment: D/P at sight The Valid Period of an OfferThe ways of stipulating valid pe

21、riod as follows:The above offer is firm subject to your reply which should reach / reaching us before / not later thanThis offer is open / valid / firm for days from to This offer expires on / August 20 The Valid Period of an OfferThe ways of stipulating valid period we are making you an offer as fo

22、llows, Commodity: Seagull Golden Pens Quantity: 1,000 Dozen Price Terms: USD120 CIF London Shipment: August / September Payment Terms: Sight L/C The above offer is firm subject to your reply reaching before September 9. Thank you for your e-mail of from which we learn you wish to have an offer from

23、us for As requested, we are making you an offer for at the price of for delivery / shipment in / not later than Payment is to be made by _. The above offer is firm subject to your reply reaching us before 常用句型句型1：发盘有效期1、本盘有效期为3天。Valid for three daysOpen firm 2、本发盘以我方最后确认为准。This offer is subject to o

24、ur final confirmation3、本发盘以你方5月23日前复到为有效。This offer is valid subject to your reply reaching us not later than May 23练习用适当的词填空。lWe learn from your fax that our price for the said article is found to be on the high .lA week ago you a substantial orders for shirts.lIt is regretful that we cant your req

25、uirement.1.By accepting your counter offer, we have only a little of profit.练习5. While we your cooperation in giving us an offer , we regret to say that we are not in the market for this commodity now.6. We take in making you an offer as follows.7. with what is quoted by other supplies , your price

26、is rather out of line with the ruling market.8. If your quality is good and the price is in line with the market at our , we would place a big order with you .练习9. On order for 1000 pieces or more , we allow a special of 2%, please act quickly.10. We have to make it clear that we have quoted the mos

27、t competitive price and we are unable to any counter offer.练习答案1.Side 2. placed 3.meet 4.margin 5. appreciate 6. pleasure 7. compared 8.end 9.Discount 10.entertain/acceptStep 3: Counter offers 还盘向对方解释不能接受报价的理由向对方解释不能接受报价的理由, e.g. ：(1) 市场价格下跌市场价格下跌 the market price is falling(2) 与现行价格不符与现行价格不符 (the p

28、rice is out of line with the current price/market),(3) 所报价格偏高所报价格偏高 (the quoted price is too high); 提出适当的条件，劝说对方降价。提出适当的条件，劝说对方降价。(1) If you reduce your price by 5% / to $75 per piece, we can close the business/ deal/ bargain (达成交易达成交易). (2) As the market price is falling, we recommend your immediat

29、e acceptance.New Words& Expressions 1. Counter-offer 还盘，该词可作动词或名词。还盘，该词可作动词或名词。 If our offer is not acceptable, please fax your best counter-offer. 如果不能接受我方如果不能接受我方报盘，请发传真告知你方最好的还盘。报盘，请发传真告知你方最好的还盘。 The price you counter-offered is unreasonable. 你方还盘价格不合理。你方还盘价格不合理。 2. Reduce v. 减少，降低减少，降低 Reduc

30、e a price by Reduce a price to 6. Reduce v. 减少，降低减少，降低reduce a price by 将价格降低多少将价格降低多少reduce a price to 将价格降低到多少将价格降低到多少To meet your request, we are prepared to reduce our freight by 3%.为满足你方要求，我方准备将运费降低百分之三。为满足你方要求，我方准备将运费降低百分之三。 To be more competitive, you should try to reduce your price to the bo

31、ttom without sacrificing the quality. 为了更有竞争力，你方应尽量在不影响质量的前提下将价为了更有竞争力，你方应尽量在不影响质量的前提下将价格降至最低。格降至最低。 You are requested to make a reduction of 10% in your price to attract more customers. 为了吸引更多客户，请你们降价百分之十。为了吸引更多客户，请你们降价百分之十。3. Out of line with 与与不相符，与不相符，与脱节脱节 What you asked is quite out of line wi

32、th the present market here. 你方的要求与此地的现行市场行情不符。你方的要求与此地的现行市场行情不符。4. Your price is too high. 你方价格太高。你方价格太高。类似的表达方式还有：类似的表达方式还有：Your price is a bit high. 你方价格有点高。你方价格有点高。Your price is excessive. 你方价格过高。你方价格过高。Your price is rather stiff. 你方价格相当高。你方价格相当高。Your price is prohibitive. 你方价格令人望而却步。你方价格令人望而却步。

33、1. ( (很遗憾地告知很遗憾地告知) ) we cant accept your offer for the cars.2. It is regretful that ( (你方报价与市你方报价与市价不符价不符) ).3. ( (如果你方把报盘降价如果你方把报盘降价2%) )， we will close the business.4. Youd better lower your prices, ( (由于市由于市场不坚挺场不坚挺) ).5. We would like to point out that the prices are our lowest level ( (所获利润微薄所

34、获利润微薄) ).The best we can do ( (给你方给你方5月底月底以前来的订单打以前来的订单打9%的折扣的折扣) ) as a special concession.7. ( (由于运输价格的上涨由于运输价格的上涨) )，we have to adjust our prices to cover the increasing cost.8. We regret to say that ( (我方的新价我方的新价格于格于5月月6日起使用日起使用) ).1. We are not in a position to make any reduction _ price.( ( )

35、)A. in B. of C. at D. on2. We believe that there is a ready market _ the goods in your place.( ( ) ) A. of B. about C. for D. with 3. With a view _ the market at your end we have offered you our bottom price.( ( ) ) A. to promoting B. to promote C. of promote D. into promoting4.Our suggestion is tha

36、t you _ the similar article _what you request at a lower price than quoted owing to similarity in function. ( ( ) ) A. recommend, as B. replace, by C. take, into D. substitute, for 1. We very much regret to inform that ( (很遗憾地很遗憾地告知告知) ) we cant accept your offer for the cars.2. It is regretful that

37、 your price is out of line with the market level ( (你方报价与市价不符你方报价与市价不符) ).3. If you make a reduction of 2% on our offer( (如果如果你方把报盘降价你方把报盘降价2%) )， we will close the business.4. Youd better lower your prices, for the market is weak ( (由于市场不坚挺由于市场不坚挺) ).5. We would like to point out that the prices ar

38、e our lowest level which make the margin of profit very thin( (所获利润微薄所获利润微薄) ).The best we can do is to give you a discount of 9% on all orders coming to us before the end of May ( (给给你方你方5月底以前来的订单打月底以前来的订单打9%的折扣的折扣) ) as a special concession.7. As a result of the increasing prices of freight( (由由于运

39、输价格的上涨于运输价格的上涨) )，we have to adjust our prices to cover the increasing cost.8. We regret to say that our new prices were put into practice on May 6 ( (我方的新价格于我方的新价格于5月月6日起使用日起使用) ).1. We are not in a position to make any reduction _ price.( ( ) )A. in B. of C. at D. on2. We believe that there is a r

40、eady market _ the goods in your place.( ( ) ) A. of B. about C. for D. with 3. With a view _ the market at your end we have offered you our bottom price.( ( ) ) A. to promoting B. to promote C. of promote D. into promoting4.Our suggestion is that you _ the similar article _what you request at a lowe

41、r price than quoted owing to similarity in function. ( ( ) ) A. recommend, as B. replace, by C. take, into D. substitute, for ACADStep 4: Making an order1. Name of commodity, model number, size, Color, or any other relevant information2. Quantity 3. Date and method of shipment4. Price per item (unit

42、 price)5. The packing 6. Terms of payment英文名称英文名称度量度量衡衡常用计量单位常用计量单位Number 数量数量Piece/pc, pair/pr, set, dozen, package/PKG, bundle, roll, carton/CTNWeight重量重量Gross weight/GW, net weight/NW, kilogram/KG, pound, ounce/oz, long ton/L/T, short ton, metric ton/M/TLength长度长度Meter/m, centimeter/cm, yard/yd,

43、foot/ft英尺英尺, inch/in英寸英寸英文名称英文名称度量度量衡衡常用计量单位常用计量单位Measure-ment尺寸尺寸Length/L, width/W, height/H, square meterVolume体积体积Cubic meter/CBM, cubic foot/CBF, cubic yard/CBYCapacity容积容积Liter/L, gallon/GL, bushel/BL蒲式耳蒲式耳(容量等于八加仑或约容量等于八加仑或约36.368升升)Power功率功率Kilowatt/KW, horse power/HPCurrency货币货币Dollars/DL, c

44、ent, pound/PDPacking包包(bale)板条箱板条箱(crate) 纸箱纸箱(carton) 木箱木箱(wooden case) 木桶木桶(cask) 捆捆(bundle)铁桶铁桶(iron drum) 塑料桶塑料桶(plastic drum)A Transport mark 唛头vAn exampleABCNew YorkNos. 1-60080MST-6997The consigneedestinationThe first one of the total 600 packagesThe contract number The total 600 packages Tri

45、angle-shaped shipping markTHIS WAY UP KEEP DPY FRAGILEDirective marks 指示性标示指示性标志：根据商品的特性，对一些容易破碎、残损、变质的商品在搬运装卸操作和存放保管条件方面所提出的要求和注意事项。 EXPLOSIVE INFLAMMABLE GAS POISON GASWarning Marks 警示性标示警告性标志：指在装有爆炸品、易燃物品、腐蚀物品等危险货物的运输包装上用图形或文字表示各种危险品的标志。常用包装常用包装v木箱木箱(wooden case)，v板条箱板条箱(crate ）v纸箱纸箱 (carton)v捆（捆

46、（bundle）v 包（包（bale）v铁桶（铁桶（iron drum）v塑料桶（塑料桶（plastic drum）v木桶（木桶（cask）v麻袋（麻袋（gunny bag）v布袋（布袋（sack, cloth bag）1.塑料袋（塑料袋（plastic bag)Price商品的单价通常由四个部分组成，即包括商品的单价通常由四个部分组成，即包括计价货币、计价货币、单位价格金额、计量单位和贸易术语单位价格金额、计量单位和贸易术语。E.g. US$300 per metric ton CIF SeattlePayment terms1. 汇付汇付Remittance: 信汇信汇(Mail Tran

47、sfer, M/T) 电汇电汇(Telegraphic Transfer, T/T) 票汇票汇(Demand Draft, D/D)2. 托收托收Collections: 付款交单付款交单(D/P) 承兑交单承兑交单(D/A)3. 信用证信用证(Letter of credit , L/C)Methods of payment 支付方式vRemittance (T/T、M/T 、D/D）：汇付vCollection （D/P 、D/A）：托收vLetter of Credit 信用证Telegraphic Transfer（T/T) 电汇 At the request of the buyer

48、, a local bank sends payment by cable directly to its correspondent bank at sellers end and entrusts the bank to pay to the seller. 进口商所在银行受进口人委托，将一定金额的款项汇给出口商所在的银行, 并授权其向出口商付款 Whats the advantages and disadvantages of T/T?Advantages and disadvantages of T/TAdvantages:1. Quickness：快捷2. Convenience：便

49、利3. Safety: 安全Disadvantage:Relatively costly:电汇费用相对较贵Utilization of remittance 汇付的使用vPayment in advance 预付货款vConsignment 寄售vCash on delivery 货到付款2. Collection 托收What is collection? 2. 托收 出口方根据外贸合同规定将货物装运出口后，开立以进口方为付款人的商业汇票并附上有关单据，委托当地银行通过进口方所在地银行向进口方代收货款后汇回出口方的一种结算方式。 Collections(托收）: It refers to a

50、n order by the seller to his bank to collect payment from the buyer in exchange for the transfer of documents that enable the buyer to take possession of the goods Main parties in collection 托收基本当事人Principal 委托人Remitting Bank代收行Payer付款人Collecting bank托收行12345678 托收主要涉及两种即： a. D/P (document against p

51、ayment)付款交单: 代收行在收到进口方货款后，将汇票及所附的货运单据交付给出口方。按时间不同又分为即期付款交单(D/P at sight)和远期付款交单(D/P after sight) b. D/A (document against acceptance)承兑交单: 出口方在货物付运后，开具以进口方为付款人的远期汇票，连同各种货运单据一并交委托行寄往进口方代收行；代收行在进口方承兑汇票后，将跟单汇票交给付款人，进口方于汇票到期日付清货款。Cautions regarding collection 托收的注意事项vThe buyer may refuse to pay after sh

52、ipment. 货物到港后，买方拒付货款vThe bank do not guarantee payment or take any credit risk, it act merely as intermediary to collect payment:v 银行只是起帮助收货款的中介作用，若买方不付款，银行不承担任何责任。v L/C 信用证 What is L/C ?L/C Definition A letter of credit is a letter written by importers bank to exporter based on importers requiremen

53、t, It guarantees that the payment will be made when the bank is presented with concrete shipping documents within stipulated time. 开证行根据进口人的请求和指示，向出口人开具的载有一定金额，在一定期限内出口人可凭符合信用凭符合信用证规定的运输单据证规定的运输单据到银行或其指定银行收款的书面保证文件。 Whats the features of L/C?Characteristics 特点1. Banks credit: Issuing bank undertakes

54、 primary liabilities for payment 银行信用：开证行承担首要付款责任2. Self sufficient/independent documents: L/C is independent from sales contract 信用证是独立于买卖合同的自足文件3. Pure documentary transaction/sales of document: 信用证是纯单据的买卖Operating process of L/CImporterExporterIssuing BankAdvising bank1.Sales contract by L/C2.App

55、lying for opening L/C3.Sending L/C4.Informing exporter5.submitting documents6. Sending documents7.reimbursement8.Payment reimbursement9.Collecting goodsStep 5: Signing Contract 签订合同 SALES CONTRACTContract No.Sellers:Buyers:This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:Commodity:Specifications:Quantity:SALES CONTRACTContract No.Sellers:Buyers:T