《实用外贸英语》课件.pptx

number01PracticalForeignTradeEnglishPPTcourseware目目录录BasicTerminologyofForeignTradeEnglishForeignTradeEnglishCorrespondenceWritingNegotiationSkillsforForeignTradeEnglish目目录录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,expressionssuchasDearSirs,Wehopetoestablishbusinessrelationshipswithyou.canbeused.CommonexpressionsEstablishingbusinessrelationshipsInquiriesandrepliesareimportantlinksinforeigntradebusiness.Byinquiringaboutproductinformation,repliesdemonstratethesuppliersstrengthandwillingnesstocooperate.PurposeandImportanceWhenmakinganinquiry,expressionssuchasWeareinterestedinyourproductsandwouldliketoknowthepricesandavailability.canbeused;Whenreplying,expressionssuchasThankyouforyourinquiry.Wewillprovideyouwiththeinformationyourequested.canbeused.CommonexpressionsInquiriesandRepliesPurposeandImportanceQuotationandbargainingarecruciallinksinforeigntradebusiness,directlyrelatedtotheinterestsandcooperationpossibilitiesofbothparties.要点一要点二CommonexpressionsWhenquoting,expressionssuchasWeofferyouourproductsatthepriceof$Xperunit.canbeused;Whenbargaining,expressionssuchasWeagreeyouroffer,butwethinkthepriceistoohigh.Weproposeacounterofferof$Yperunit.canbeused.QuotationandCounterbuffer03NegotiationSkillsforForeignTradeEnglish123BusinessnegotiationetiquetteBodylanguageBodylanguageplaysasignificantroleinbusinessnegotiationsMakesuretomaintaineyecontact,maintainaconfidentialpost,andsmiletocreateapositiveatmosphereRespectforothersDuringthenegotiation,itisessentialtoshowrespectfortheotherpartyThisincludesexaminingtheiropinions,decisions,andtimeClearcommunicationItisimportanttocommunicateinaclearandconsensusmanagerAvoidusingcomplexlanguageorjargonthatmayfusetheotherpartyProcessstrategyResearchOpeningstrategyBusinessnegotiationstrategyDuringthenegotiation,itmaybenecessarytomakeprocessesTheseshouldbestrategicandtimedtoensurethatyouachieveyourgoalswhilestillbeingfairtotheotherpartyBeforethenegotiation,itisessentialtoresearchtheotherpartyandtheirindustryThiswillhelpyouunderstandtheirperspectiveandgoals,allowingyoutonegotiatemoreeffectivelyTheopeningstatementsetsthestoneforthenegotiationItshouldbeclear,confident,andshowrespectfortheotherpartyRoleplayingRoleplayingisavaluabletoolforpracticingnegotiationskillsItallowsyoutosimulatereallifescenariosandimproveyourabilitytohandledifferentsituationsCasestudiesReadingandanalyzingcasestudiescanprovidevaluableinsightsintodifferentnegotiationstrategiesandtechniquesItalsohelpsyouunderstandhowtoapplythesestrategiesinpracticalsituationsFeedbackSeekfeedbackfromamentororcollegeafterpracticinganegotiationscenarioThiswillhelpyouidentifyareaswhereyouneedimprovementandprovideguidanceonhowtoimproveyournegotiationskillsBusinessNegotiationPractice04SigningofForeignTradeEnglishContractContractterms:InterpretationofcontracttermsisakeystepinthesigningofaforeigntradeEnglishcontractItinvolvesclarifyingthemeaningandscopeofeachterminthecontracttoensurethatbothpartiesunderstandtheircorrespondingobservationsandrightsLanguagebarrier:ItisimportanttonotethatlanguagebarriercanbeachallengeintheinterpretationofcontracttermsTherefore,itisessentialtouseprofessionaltranslatorsorinterpreterswhoarefamilywiththefieldofforeigntradeandhaveagoodcommandofbothEnglishandthelocallanguageCulturaldifferences:Culturaldifferencescanalsoaffecttheinterpretationofcontractter。