跨境电子商务英语 Unit 6 课件

跨境电子商务英语Unit6

Cross-BorderE-CommerceOrderManagement

UnitObjectives:Learnhowtogetpotentialordersbyreplyingtopre-saleinquiries.Learntheknowledgeandskillsaboutplacinganorder.Learnhowtofollowtheorders.Unit6Cross-BorderE-CommerceOrderManagement1PlacinganOrder23CONTENTS目录Follow-upofOrderRelatedServicesPre-saleInquiryandReply1Pre-saleInquiryandReplyWorkwithyourpartnerandcompletethefollowingtasks.Warming-upPart1Pre-saleInquiryandReply(1)Ifyouwanttobuyaleatherbagonline,whatquestionswouldyouask?(2)Ifyouwanttoorderalargequantityofwinterscarves,howwouldyouaskforadiscount?(1)Thequestionscanbeaboutprice,quality,shipment,payment,inventoryetc.Forexample:Whatisthemostfavorableprice?(2)Whenyouaskforadiscount,youcanfocusonthelargequantityofyourorder,thefiercecompetitiononthemarket,andthereputationofyourcompanyetc.Forexample:Consideringthelargequantityofourorder,couldyougivemeadiscount?Part1Pre-saleInquiryandReplyListeningListentothefollowingsentencesandfillintheblanks.Part1Pre-saleInquiryandReply(1)Iwantto_______________________yourproductsforthecomingautumn.Iwanttoorder20piecesforthisitem.Wouldyoupleasegiveme_________________?(3)Thesestylesaretoocommon.Doyouhave________________________ones?(4)Ourcooperativemanufacturersareall________________________inChina.(5)CanIhavea______________forbeinganewcustomer?inquireaboutsomediscountmorefashionableleadingcompanies20%discountListeningListentothefollowingsentencesandfillintheblanks.Part1Pre-saleInquiryandReplySpeakingThebuyerisinterestedinthescarvesattheseller’sstoreandwantstoaskforsomediscount.Pleasetrytoroleplaythefollowingdialogue,especiallypayattentiontotheunderlinedparts.Part1Pre-saleInquiryandReplyTips:Whendoingbusiness,especiallywithforeigners,weshouldhaverigorousandmeticulousworkstyletoensurecompany’sandnationalinterests.KEYWORDSANDEXPRESSIONS1I’mgladtohearthat.很高兴听到这个消息。Iwanttoorder20piecesforthisitem,wouldyougivemesomediscount?我想订20件这种货，能给些折扣吗?Thanksforyourinquiry.感谢询价。Theorderofasinglesampleproductcosts$12withshippingfeesincluded.单样品的订单价格为12美元，包含运费。Ifyouordermorethan10piecesinoneorder,wecanofferyouthebulkpriceof$10/piecewithfreeshipping.如果您一笔订单超过10件，我们可以给您10美元/件的批发价，免运费。Pleaserecommendthescarvestoyourfriendsifyouthinkthey’reworththemoneyafterwearingthem.如果您觉得围巾戴上后物有所值，请推荐给您的朋友。Part1Pre-saleInquiryandReplyInquiry(询盘，询价)ThefirststepofabusinesstransactionInquiryOffer/QuoteCounter-offerAcceptanceInforeigntradeaninquiryisusually(notabsolutely)madebythepotentialbuyerwithoutengagement,requestingforinformationonthesupplyofcertaingoods.Part1Pre-saleInquiryandReplyFOB(FREEONBOARD)，中文意思为装运港船上交货，指定具体装运港名。关键点：风险划分点，交货点，费用划分点均在装运港买方指定的轮船舷（实际操作中为装到船舱内）。Part1Pre-saleInquiryandReplyCIF(COST，INSURANCE，ANDFREIGHT)，中文意思为成本加保险费加运费。（指定目的港），指当货物在装运港越过船舷时，（实际为装运船舱内），卖方即完成交货。货物自装运港到目的港的运费保险费等由卖方支付，但货物装船后发生的损坏及灭失的风险由买方承担。关键点：风险点、交货点在启运港船上，费用划分点至目的港港口船上。Part1Pre-saleInquiryandReplyCFR/CNF(COSTANDFREIGHT)，中文意思为成本加运费，指定目的港，指当货物在指定装运港越过船舷时，卖方即完成交货，卖方支付将货物运至目的港所必需的海运费，交货后的灭失和损坏的风险自交货时已转移至买方。关键点：交货点、风险点在装运港船上，费用划分点，海运费付至目的港船上，保险由买方办理并支付。Part1Pre-saleInquiryandReply价格术语的一些不同点：FOB后的港口指卖方所在国的海港或河港，而CIF后的港口指买方所在国的海港或河港，CIF价格术语后目的港后应注明港口所属国别，如维多利亚港，在香港有，英国有，巴西有，必须区分国别。费用构成不一样，报价不一样。FOB价格是考虑货物从原料购进、生产直到出口报关货物装到买方指定船舱同的一切费用和利润为止，而CIF则是在FOB价格的基础上再加上海运费和保险费。THC(TerminalHandlingCharge-集装箱码头装卸作业费)码头作业费的支付对象不同。按照谁支付海运费谁支付THC费用的原则，FOB价格条款中THC费用应由买方承担，CIF中THC应由卖方承担，现行国内THC标准为20‘柜370元，大柜40’为560元，THC费用应在贸易合同中明确注明由谁支付。保险费支付、办理不同：FOB、CNF保险由买方办理，卖方应于装船前通知买方；CIF保险由卖方办理并支付保险费，卖方按合同条款，保险条款办理保险并将保险单交给买方。空运货物：FOB卖方只承担货物上飞机之前的所有费用空运费，空运目的港费用由买方承担。CIF卖方除承担FOB空运费用外还需按买方要求承担空运费以及对货物空运投保保险。空运货物自装运港交付后货物所有权即转移至买方。Part1Pre-saleInquiryandReplyReadingReadthepassagewiththesequestionsinyourmind:Howdidthebuyergettheinformationabouttheproducts?Howmanydiscountscantheselleroffertothecustomers?Whatarethetermsofpayment?Part1Pre-saleInquiryandReplyTips:Duringinternationaltradepractice,weshouldcultivatetheinternationalvision,cross-culturalcommunicationskills,andconflictmanagementskills.enquiry,inquiry/ɪn'kwaɪərɪ/n.询问，打听embroidered/ɪm'brɔɪdəd/adj.绣花的indicate/'ɪndɪkeɪt/v.注明quote/kwəʊt/v.报价sample/'sæmpl/n.样品sound/saʊnd/adj.正确的；合理的dealer/'di:lə(r)/n.商人；经销商textile/'tekstaɪl/n.纺织品promising/'prɒmɪsɪŋ/adj.有前途的；有销路的moderately/'mɒdərətli/adv.适度地，适中地prompt/prɒmpt/adj.迅速的；立刻的enclose/ɪnˈkləʊz/v.随信附上illustrated/'ɪləstreɪtɪd/adj.有插图的catalogue/ˈkætəlɒɡ/n.目录irrevocable/ɪ'revəkəbl/adj.不可撤销的durability/ˌdjʊərə'bɪləti/n.耐用性；耐久性FOB:freeonboard离岸价lookforwardto期待hearfrom收到……的信irrevocableL/C(irrevocableLetterofCredit)不可撤销信用证atsight即期的WordsandExpressions：Part1Pre-saleInquiryandReplyKeySentences:Whenyouquote,pleasestateyourtermsofpaymentsanddiscountsthatyouwouldallowonpurchaseofnolessthan200dozenofindividualitems.在报价时，请说明贵公司能准允的购买不少于200打单件商品的付款方式和折扣。AswearealargedealerintextilesintheUS,andthereisapromisingmarketinourregionformoderatelypricedbeddings,yourpromptattentionwillbringyouabigbusinesswithus.我方是美国一家大型纺织品经销商，并且我们地区有一个价格适中的床上用品市场前景广阔，您的及时关注将为您带来一笔大生意。Part1Pre-saleInquiryandReplyExercises：1.Usethewordstocompletethesentencesbelow.Youwillhavetobe_____________aboutwhichinformationtoincludeintheproductdetails.(2)Thereisa_____________demandinWuhanformasks.(3)Thesituationisserious,_____________inHubeiProvince.(4)Ourcatalogueis_____________,togetherwithsomesamples.(5)I_____________youthatourproductisofhighquality.selectivesteadyparticularlyenquiryparticularlycatalogueenclosedassureselectiveenclosedassurePart1Pre-saleInquiryandReplyExercises：2.Fillintheblankstocompletethetranslationofthefollowingsentences.(1)我们期待早日收到你的回复。Weare_____________________yourearlyreply.(2)消费者喜欢市场整合，因为它能以更低价格获得范围更广的产品。Consumerslikemarketintegrationbecauseitgivesthemaccessto_________________productsatlowprices.(3)我们产品上乘的品质对消费者很有吸引力。Thesuperiorqualityofourproducts_____________________thecustomers.(4)卖家很重视来自潜在客户的询问。Thesellersattachmuchimportancetothe_________________prospectivecustomers.(5)这些产品的一流工艺让客户印象深刻。Thesuperb________________oftheproductsimpressesthecustomers.lookingforwardtoawiderrangeofappealstoenquiryfromcraftsmanshipPart1Pre-saleInquiryandReplyExercises：3.Arrangethefollowingpartsofaroutineresponsemessageinthecorrectorder.35421A.extrarelatedideasB.cordial,friendlyendingC.necessarynegativeinformationD.seriesofrequestedanswersE.singleanswerorstatementofcompliancewiththerequestPart1Pre-saleInquiryandReply2PlacinganOrder1.WritedowntheChinesemeaningsofeachexpression,andtrytounderstandeachone.Warming-upPart2PlacinganOrderUPC(UniversalProductionCode):通用产品编号（代码）UPC是最早大规模应用的条码，其特性是一种长度固定、连续性的条码，目前主要在美国和加拿大使用，由于其应用范围广泛，故又被称万用条码。UPC码仅可用来表示数字，其字码集为数字0~9。UPC条码也有标准版和缩短版两种，标准版由12位数字构成，缩短版由8位数字构成。标准版的UPC12的编码结构为：系统码（1位）+厂商码（5位）+商品码（5位）+校检码（1位）。商品分类不同或同一分类中的商品类型不同，UPC要求也会有所不同。某些分类可能允许卖家申请UPC豁免。Part2PlacinganOrder(2)SKU(StockKeepingUnit):库存量单位即库存进出计量的单位，可以是以件，盒，托盘等为单位。针对电商而言：a.SKU是指一款商品，每款都有出现一个SKU，便于电商品牌识别商品。b.一款商品多色，则是有多个SKU，例：一件衣服，有红色、白色、蓝色，则SKU编码也不相同，如相同则会出现混淆，发错货。(3)FBA(FulfillmentbyAmazon):亚马逊物流FBA是指由亚马逊提供高标准的，包括仓储，拣货，包装，配送，客服和退货在内的所有物流服务。Part2PlacinganOrder(4)FBM(FulfillmentbyMerchant):卖家自发货卖家自发货，即由卖家自行发货，亚马逊仅作为销售平台，卖家需借助如国际邮政、国际快递、国际专线等第三方快递服务派送至买家。(5)ASIN(AmazonStandardIdentificationNumber):亚马逊标准标识号ASIN码是亚马逊自己的商品编号，由亚马逊系统自动生成的，不需要卖家自行添加。ASIN码相当于一个独特的产品ID，在亚马逊平台上具有唯一性，同一个产品同一个UPC在不同站点对应的ASIN通常是一致的，即一个ASIN码对应一个SKU。在平台前端和卖家店铺后台都可以使用ASIN码来查询到产品。ASIN码显示在产品详情页面里面，一般位于“ProductDetails”或者“ProductInformation”一栏。Part2PlacinganOrder(6)

EAN(EuropeanArticleNumber):欧洲商品编码EAN码是13位数的GTIN码（有时为8位数），除了北美，全球其他地区的绝大多部分商品上都有这个条形码。国际物品编码协会制定的一种条码，已经遍布全球90多个国家和地区，EAN条码符号有标准版和缩短版两种，标准版是由13位数字构成，缩短版是由8位数字构成，我国于1991年加入EAN组织。中华人民共和国可用的国家代码有690-699，其中696-699尚未使用。生活中最常见的国家代码为690-693。其中共计13位代码的EAN-13是比较通用的一般终端产品的条形码协议和标准，主要应用于超级市场和其它零售业，因此这种是我们比较常见的，随便拿起身边的一个从超市买来的商品都可以从包装上看得到的，都是EAN码。Part2PlacinganOrder(7)

GCID(GlobalCatalogIdentifier):全球目录编码如果亚马逊卖家在亚马逊平台进行品牌备案，亚马逊会自动为商品分配一个被称作的唯一商品编码。在亚马逊平台上传产品，卖家就必须提供UPC码/EAN码，但如果卖家品牌备案成功后分配到GCID码，则无需再购买UPC码或EAN码。(8)OMS(OrderManagementSystem):订单管理系统OMS订单管理系统定位于为处于供应链上游的供应商和下游的买方，以及提供各种物流服务的各类物流服务供应商提供基于订单进行业务沟通、实现物流服务和控制管理的系统。通过对订单的管理和控制，合理安排运送计划、有效降低库存。Part2PlacinganOrderWarming-up2.GroupDiscussion.Workingroupsanddiscusswithyoupartner(s)regardingonhowtoattractapotentialcustomertoplaceanorderonaCBECplatform.Part1ProductSelectionListeningListentothefollowingmaterialandfillintheblanks.Part2PlacinganOrderDearcustomer,Halfadayhas(1)________,andwethinkthatyouprobablyfoundsomeothershopwhoseproductischeaperthanours.Ourcompanyhasfour-yearexperienceofbags,shoes&accessories(2)__________inChina,andwehaveourownfactorywithmorethan100employees.Wewillcarefullyexaminetheproductagainbeforethe(3)___________,andtrytoavoidyour(4)________.Ifthereareany(5)_________problems,takepicturesandsendthemtous.Once(6)_____________,theproblemproductwillbereplacedforfreebyanewonewe(7)________.Becausewebelievethat(8)____________serviceisthe(9)____________ofbusiness(10)______________.Wesincerelyhopethatwecanbecomeagoodbusinesspartnerofyourssoon.Bestregards!BillSmithpassedbusinessshipmentlossqualityconfirmedofferthoughtfulfoundationcooperationPart2PlacinganOrderSpeaking

Thebuyerwantstobuyflashlights,buthedoesn’tknowhowtoplaceanorder.Theselleriscommunicatingwithhim.Completethefollowingdialoguewiththesentencesorexpressionsinthebox.Part2PlacinganOrderTips:Atanytime,weshouldbepolitetoothers,andhavethesenseofserviceandcooperation.A.What’stheweightoftheitem?B.Howmanycolorsareavailable?C.Youcanaccessthecontentsofyourcartatanytimebyclickingthe“Cart”buttononanypage.D.WhatshouldIdonext?E.I’mnotsurehowtoplaceanorder.Part2PlacinganOrderBuyer:I’minterestedintheflashlightsatyourstore.Here’sthelink.(1)___________________Seller:Wehave4colors,black,yellow,silverandgray.Buyer:(2)_____________________Seller:Nineounces.You’llfindmoredetailedinformationifyouscrolldowntheproductdetailspage.Buyer:ThisisthefirsttimeI’mtryingtopurchasegoodsonAmazon.(3)__________________Seller:Letmeshowyouhowtoorder.Opentheitem’s“ProductDetails”page.Thenclickthe“AddtoCart”buttononthepage.Onceyou’veaddedanitemtoyourcart,youcankeepsearchingorbrowsinguntilyourcartcontainsalltheitemsyouwishtoorder.(4)__________________________Buyer:Oh,Isee.HowcanIchangethequantityoftheiteminthe“ShoppingCart”?Seller:Enteranumberinthe“QuantityBox”andclick“Update”.Buyer:OK.I’veaddedalltheitemsIwanttobuy.(5)___________________Seller:Pleasereviewtheitemsinyour“ShoppingCart”.IfallthedetailsareOK,youcanclick“ProceedtoCheckout”.Enteradeliveryaddress,chooseadeliverymethod,andenteryourpaymentinformation.Thenclick“PlaceYourOrder”.Buyer:Alldone.Thankyousomuch.CAEBDPart2PlacinganOrderReadingReadthepassagewiththesequestionsinyourmind:Whydomostonlineretailbusinesseshavestartedrelyingonanordermanagementsystem?Howcanordermanagementsystemhelponlineretailers?Whatcanrepricingtoolsdo?Part2PlacinganOrderTips:Weshouldalwaysbeenergetictolearnnewtechnologyandbeeagertoacceptnewideastoaccelerateourworkproductivityandefficiency.tremendously/trɪ'mɛndəsli/adv.非常地streamline/'striːmlaɪn/v.把……做成流线型revamp/riː'væmp/v.修补；翻新automate/'ɔːtəmeɪt/v.使自动化straightforward/streɪt'fɔːwəd/adj.易懂的；坦率的notification/,nəʊtɪfɪ'keɪʃn/n.通知；通告invoice/'ɪnvɒɪs/n.发票；发货单advanced/ədˈvɑ:nst/adj.先进的；高级的simplify/'sɪmplɪfaɪ/v.简化；使简单issue/'ɪʃuː/v.发表；公布proportion/prə'pɔːʃ(ə)n/n.比例，占比integrate/'ɪntɪgreɪt/v.使……完整；使……成整体effective/ɪ'fektɪv/adj.有效的efficient/ɪ'fɪʃnt/adj.有效率的centralized/'sentrəlaɪzd/adj.集中的efficiency/ɪ'fɪʃ(ə)nsɪ/n.效率responsiveness/rɪ'spɑnsɪvnɪs/n.响应性；反应性reprice/rɪ'praɪs/v.重新定价consistency/kən‘sɪst(ə)nsɪ/n.连贯speedup加速outofinventory库存不足WordsandExpressions：Part2PlacinganOrderKeySentences:Itbecomesquiteessentialforretailerstounderstandtheimportanceofanadvancedordermanagementsystemthatcansupportthecomplexitiesofe-commerceretailenvironment.对于零售商来说，认识到适应复杂电子商务零售环境的高级订单管理系统的重要性是十分必需的。Withthehelpofanordermanagementsoftware,retailerscanensurefasterandmoreefficientresponsivenesstocustomerdemandsandmarketplacechanges.在订单管理软件的帮助下，零售商可以确保更快、更有效地响应客户需求和市场变化。Part2PlacinganOrderExercises：1.Tellwhethereachofthefollowingstatementsistrue(T)orfalse(F).(1)_______Withthee-commerceretailenvironmentbecomingmorecomplex,it’simportanttouseanadvancedordermanagementsystem.(2)_______Theordermanagementsystemcanhelpretailersdostraightforwardtasks.(3)_______Insteadofsimplifyingtheprocess,theordermanagementsystemmakesthepickandpackprocesscomplex.(4)_______Thesoftwarehelpsretailers,butnotthecustomerstotrackshipmentsinreal-time.(5)_______Therepricingtoolscanhelpretailersupdatepricinginreal-timeondifferentmarketplaceslikeAmazon.TTFFTPart2PlacinganOrderExercises：2.Fillineachblankwiththecorrectformofthegivenword.(1)Theentiremanufacturingprocesshasbeen___________________.(automate)(2)Theordermanagementsystemwillhelpyousend___________________toyourcustomers.(note)(3)Theordermanagementsystemisso___________________thatitimprovesourworkingefficiencygreatly.(advance)(4)Theproductmanagementtoolshelp___________________thesaidprocess.(simple)(5)Withthehelpofthissystem,it’llbeeasyforyoutomaintainthe___________________ofyourproduct’spriceondifferentmarketplaces.(consistent)automatednotificationsadvancedsimplifyconsistencyPart2PlacinganOrderTheyadjustedtheirpricestrategybasedonthecompetitionanalysis.3.Translatethefollowingsentencesbyusingtheprovidedexpressions.(1)很多网络零售商依赖订单管理系统来把他们的电子商务做成流线型。（relyon）_____________________________________________________________________(2)这个系统有助于加速整个过程。（speedup）_____________________________________________________________________(3)一旦该产品库存不足，系统就会提醒补货。（outofinventory）_____________________________________________________________________(4)基于对市场竞争的分析，他们调整了他们的价格策略。（basedon）_____________________________________________________________________Manyonlineretailbusinessesrelyonanordermanagementsystemtostreamlinetheire-commerceoperations.Thissystemhelpsspeeduptheentireprocess.Oncetheproductisoutofinventory,thesystemwillremindustorestock.Part2PlacinganOrder3Follow-upofOrderRelatedServicesLearnthefollowingwordsandexpressionsandwritedowntheirChinesemeanings.Warming-up(1)quality(2)specifications(3)grade(4)standard(5)sample(6)volume(7)netweight(8)grossweightPart3Follow-upofOrderRelatedServices(1)quality品质(2)specifications规格(3)grade等级(4)standard标准(5)sample样品(6)volume体积(7)netweight净重(8)grossweight毛重Part3Follow-upofOrderRelatedServicesListeningListentothefollowingsentencesandchoosetherightsentencestofillintheblanks.Part3Follow-upofOrderRelatedServicesA.ifshe’lltakeanothercolor—theblue’snice—orwillshewaitB.sheaskedforanotherfilingcabinetC.Shewon’tbeintilltomorrowD.It’saboutJanetSmith’sorderofJanuary25th.E.confirmwhichsize—itcouldbeeithertwoorfourdrawers—whichdoesshewantF.notmuchdifferencebutthey’realittlenarrowerG.askedfortwentypacketsofgreenphotocopypaperH.Thenewenvelopsthey’vesentusarenotaswideastheoldstockPart3Follow-upofOrderRelatedServicesJ:Hello,thisisJohninPurchasing.(1)________.CanIhaveawordwithher?T:Sorry,John,thisisTom.(2)________,butyoucanleaveheramessage.J:Thanks.I’mafraidwe’vegotoneortwoproblemswithsomeoftheitemssheordered.She(3)________,butunfortunatelyoursuppliershavesaidthatalthoughtheycansendalmostanyothercolorrightaway,theycanonlysendthatonetousonFriday.Canyouaskher(4)________?T:OK.Isthatallthen?J:No,there’reacoupleofotherquestions,I’mafraid.(5)________;there’s(6)________.Couldyouaskherifthat’sallright?T:Ok.Wasanythingelse?J:Ohyes,(7)________.Canshe(8)________?Ifshecouldletmeknowassoonaspossible.DCGAHFBEPart3Follow-upofOrderRelatedServicesSpeakingWorkinpairstoaskandanswerquestionswiththeunderlinedmaterials.Part3Follow-upofOrderRelatedServicesASK&ANSWER1(1)Question:Whenwastheorderplaced？

Answer:TheorderwasplacedonOctober5.(2)Question:Whatisthewayofshipmentofthisorder?Answer:ThewayofshipmentisbyMS(motorship)Pioneer,leavinghereforSingaporetoday.(3)Question:Whatistheamountofinvoice?Answer:$2,500.(4)Question:Whichbankwillissuetheinvoice？

Answer:BankofChina,SingaporeBranch.(5)Question:Whatisthewayofpaymentforthisorder?Answer:Thebuyershouldmeetthebillonpresentation.Part3Follow-upofOrderRelatedServicesReadingReadthepassagewiththesequestionsinyourmind:Whatisimportant

whensendingfollow-upemails?Whenandhowshouldwesendfollow-upemails?WhatshouldwedoIfwe’restillnotgettingaresponsefromourfollow-upemails?Part3Follow-upofOrderRelatedServicesWordsandExpressions：follow-up跟进的timing/ˈtaɪmɪŋ/n.时机generate/ˈdʒenəreɪt/v.产生generous/ˈdʒenərəs/adj.丰厚的response/rɪˈspɒns/n.回应pitch/pɪtʃ/n.推销initial/ɪˈnɪʃl/adj.最初的presentation/ˌpreznˈteɪʃn/n.展示review/rɪˈvjuː/v.回顾call-to-action行动号召stakeholder/ˈsteɪkhoʊldər/n.利益相关者sequence/ˈsiːkwəns/n.续发事件additional/əˈdɪʃənl/adj.额外的resource/rɪˈsɔːs