商务英语ExportingandImporting.pptx

Exporting and Importing（进出口贸易）General Procedures of Export and Import TransactionTo conduct market investigation（进行市场调查进行市场调查）;To formulate import plan for a certain commodity（要制定某种商要制定某种商品的进口计划品的进口计划）;To send inquiries to the prospective sellers overseas（要发送查询要发送查询准卖方海外准卖方海外）;To compare and analyze the offers or quotations received（比较和比较和分析收到的报盘或报价分析收到的报盘或报价）;To make counter-offers and decide on which offer is most beneficial（选择选择最佳最佳交易商品和对象交易商品和对象 To sign a purchase contract（要签订购买合同要签订购买合同）;To apply to a bank for opening a letter of credit（要申请开立信用要申请开立信用证的银行证的银行）General Procedures of Export and Import TransactionTo book shipping space or charter a carrying vessel for taking over the cargoes,if the contact is in terms of FOB（预定航运的预定航运的货物采取了空间或包机运送货物的船只，如果接触的货物采取了空间或包机运送货物的船只，如果接触的FOB条款的条款的）;To effect insurance with the insurance company upon receipt of shipping advice（接受（接受保险公司产生的影响航运建议后，保险保险公司产生的影响航运建议后，保险）;To apply for inspection if necessary（如有必要要检查申请如有必要要检查申请）;To attend to customs formalities to clear the goods through the customs（要参加海关手续，清关的货物要参加海关手续，清关的货物）;To entrust forwarding agents with all the transport arrangements from the port to the end users warehouse（委委托中的所有港口运输安排，以最终用户的仓储货运代理托中的所有港口运输安排，以最终用户的仓储货运代理）;To settle disputes(if any).解决争端（如有）。解决争端（如有）。Marketing and PromotionMarket ResearchCredit InformationEnquiryOfferAcceptanceContract Chartering,Space BookingDocksCustoms FormalitiesLoading,Bill of LadingDocuments Preparation for Bank NegotiationSettlement of Disputes(if any)Checking Name of Commodity,Specification,Quantity,Packing and MarkingGood PreparationPreparation for ExportingPreparation for ExportingBusiness NegotiationBusiness NegotiationPerformance of Performance of ContractContractReply to EnquiryCounter-offerReminding of L/CExamination and Amendment of L/CInsurance CompanyInsurance PolicyInspection AuthorityInspection ApplicationCertificate of InspectionCertificate of InspectionDocuments needed in export and import transactionBill of Lading提单提单Commercial Invoice商业发票商业发票Packing List装箱清单装箱清单Weight Memo重量单重量单Certificate of Inspection检验证书检验证书Certificate of Origin原产地证书原产地证书InsurancePolicy(certificate)保险单（证）保险单（证）Sales Contract销售合同销售合同Specific terminology in Export and Import Transaction单据单据 document1.形式发票proforma invoice2.商业发票commercial invoice3.领事发票consular invoice4.汇票draft/bill of exchange5.即期信用证sight draft6.远期信用证usance draft7.信用证letter of credit/L/C8.即期信用证sight L/C9.远期信用证usance L/C10.装船通知shipping advice11.装箱单 packing list11.货运单据shipping documents12.海运提单bill of lading/B/L13.清洁提单clean B/L14.不清洁提单unclean B/L16.保险单insurance policy17.检验证书certificate of inspection18.质检证书certificate of quality19.原产地证明书certificate of origin20.进口许可证import license21.出口许可证export license22.合同contract23.确认书confirmation24.售货确认书sales confirmation25.购货确认书confirmation of purchaseFOB 离岸价或船上交货价格，卖方承担的义务是在合同规定的装运港和规定的期限内，将货物装上买方指派的船只或飞机并及时通知买方，同时负责支付货物装上船之前的一切费用。CIF 到岸价格。包括成本、保险费以及运费,要求运到卖方指定港口。CIP 包括货物费用、运费、承运商支付的保险费，运到买方指定的目的港的价格C.W.O.订货付现C.O.D.货到付款 Shipping date 发货日 Receipt 收据Shipping documents 货运单据 Inventory 存货 Waybill 提单Price quote 报价List price 报价单价表 Irrevocable Letter of Credit 不可撤销信用证Specific terminology in Export and Import Transaction定价定价 和支付和支付price and payment1.CIF 到岸价格/成本加保险费,运费价2.FOB离岸价格/装运港船上交货3.CFR离岸加运费价格/成本加运费价格4.佣金commission5.折扣discount6.净价,单价net price/unit price7.定金down payment8.分期付款installment payment询盘和报盘询盘和报盘1.询盘 inquiry 2.发盘 offer3.还盘counter-offer4.实盘 firm offer5.虚盘 non-firm offer6.规格 specification7.样品sample8.交货delivery9.定货order10.最低价 rockbottom price11.价格单price listBusiness Letters英文信函的结构：信头-Heading(寄信人地址和日期)信内地址-Inside Address(收信人姓名和地址)称呼-Salutation(对收信人的称呼)事由标题-Subject 正文-Body 结束语-Complimentary Closing(写信人谦称)签名-Signature 附件-Enclosure 又及-Postscript(用与补漏）同意进口商的还价 Dear Sirs:June 12,2001 Thank you for your letter of June the 8th.We have accepted your offer on the terms suggested.Enclosed our will find a special price list that we believe will meet your ideas of prices.You should note that the recent advances in raw materials have affected the cost of this product unfavorably.However,for your order we have kept our prices down.如何讨价还价 Gentlemen:June 8,2001 We have received your price lists and have studied it carefully.However,the price level in your quotation is too high for this market,If you are prepared to grant us a discount of 10%for a quantity of 200,we would agree to your offer.You should note that some price cut will justify itself by an increase in business.We hope to hear from you soon.