[外销][外贸资料]福步外贸论坛资料整理大全.doc

Lesson One Overview of foreign trade and business letter writing

Correspondence in a written form is more reliable.
Scenario: Golden Apple Trading Company – export-oriented
Business scope: shoes and clothes (USA office, Japan office, South Asia
Scope of business: electronic products, including electronic dictionaries, mobile phones, electronic watches, pens, digital cameras, MP3/4 players, computer
cars, toys and bikes, earth-ware for daily life, home appliances/white goods, electronic devices …
Target countries/regions: USA, Japan, South Korea, North Korea,

Start from scratches

How to find potential clients?

Business portal sites, eg, Alibaba
Consulates of foreign countries in China
Industry Associations
Advertisements
Industry conferences
Overseas travels
Websites, including ;
Foreign newspapers online, classified ads

A bottle of juice is sold at Yuan 6 in Chinese shops.

Possible costs:
Export duties, Extra freight, extra insurance, Customs-related fees
(Yuan 6*[1-VAT rebate]+ Export duties, Extra freight, extra insurance,

Customs-related fees)/6.78 (exchange rate) = $1.85/bottle

A bottle of juice is sold at $2/bottle in American shops.

Offer: $1.95/bottle

VAT rebates

Import duties, extra freight, extra insurance, Customs-related fees,
($1.85*[1+VAT rate]+ Import duties, extra freight, extra insurance,
Customs-related fees) = $2.05/bottle * exchange rate (6.78) = Yuan 13.9/bottle
Value-added tax (VAT)

Negotiations: price talks
Happy Sino makes an offer: $2.05/bottle
US Globe makes a counter-offer: $1.90/bottle
Happy Sino and US Globe make a deal at $1.98/bottle.
Contracts/orders
US Globe pays a down payment to Happy Sino.
Bill of lading (B/L)

I. Business letter writing:
1. Components:

Letter head （sender’s address）
Date
Receiver’s name
Inside address (receiver’s address)

称呼salutation

内容body/message

Complimentary close
署名signature
cc: all students of Class 10 of Grade 2008

to be continued

continued

II Format p 6-8
1. traditional with indentation
2. block format
3. modified block format

Addressing of an envelope

Receiver’s address in the lower middle part.
Sender’s address in the top left hand part.

Room 123, Dormitory Building No. 7
East Campus of Huaihua College
Hecheng District, Huaihua City
Hunan Province
P. R. China 418008

Room xxx, XXX Building
1515 West Nanjing Road
Huangpu District, Shanghai
P. R. China 200000

Gossip stops with wise people.

Lesson Two Establishment of business relations

Basic means to contact potential business partners?
- email
- snail mail
- telephone calls
- fax
- instant messages
- personal visits
Business portal sites, eg, Alibaba, Ebay.
Foreign newspapers online, classified ads
Industry conferences
Overseas travels/visits

Where to find potential business partners?
- international banks
- industrial and commercial associations
- Chinese embassies/consulates in foreign countries
- Foreign embassies in China
- the Internet

words:
introduce
Messrs.
Prospective
Fall within the business scope of xxx Company
Our business scope covers xxxx
Enter into a certain relationship with
Enter into an agreement with sb
Embark on sth
Upon/on sth/doing sth
On arriving home, he switched/turned on the computer.

avail oneself of sth: make use of, utilize
be in a position to do sth: have the ability to do
specify: explain in detail
specifications:
under separate cover
await: wait for
express mail: UPS, Fedex, DHL
for one’s reference: for one’s information
enquire for/about; enquire of sb about sth
enquire into sth: look into
enquiry
query
specialize in sth
a surrender acceptance city
China’s accepting Japan’s surrender in the war of resistance against Japan

Jet lag
On the bell…
Phase: stage
Run-down: shabby and old
Vibrate: vi
Vibrant: full of activity
Mayhem: turmoil

Mini presentation task:

1. give a short welcome speech to visitors from an overseas client.
What to say?
- greetings
- purpose of their visit and desired results of both parties
- concluding comments/remarks

Translation ex:
1.贵公司想要与我公司在纺织品行业建立业务关系，我们表示热烈的欢迎。
2.我公司专门出口中国生产的皮鞋，希望能与贵公司在该产品方面建立业务关系。

1, Your company has been introduced to us by Messrs. Freeman and Co. Ltd. as one of the biggest importers of light industry products in your country.
2, We are a state-run corporation specializing in the export of metal-ware. We have run this business for years, and have won a good reputation with our customers.
3, With a view to increasing the sales of our products in your region, we would like to establish business relations with your company.

4．As a state-run company, we have specialized in the export of metals for many years and our products have got a good reputation among overseas clients.

5. we are told by the Commercial Counseller’s Office of your Country’s Embassy in China that your company plans to import lathes from our country, so we write to you in the hope of establishing business relations with your company in this line.

Lesson Two: Establishment of Business Relations

Monkey company: 皮包公司
On the point of doing sth: be about to do sth
Execute an order
Financial standing/situation
The said bank: 该银行
It goes without saying:
Thank sb in advance/anticipation.
Be obliged to sb for sth
Sight letter of credit

Famous banks:
Standard Chartered Bank
CitiBank 花旗银行
CITIC Bank 中信银行
UBS: United Bank of Switzerland
Macquarie Bank
HSBC: Hong Kong Shanghai Banking Corporation 汇丰银行
Commonwealth Bank
BEA: Bank of East Asia
Sumitomo Bank 住友银行
Mitsubishi Bank 三菱银行
Bank of China
Industrial and Commercial Bank of China
Agricultural Bank of China
China Construction Bank
The People’s Bank of China
Investment banks:
Morgan Stanley; Merlyn Lynch

In reply to/ in answer to / in response to your letter dated/ of October 8, ….
Inform sb of sth / that + clause
For your information only, xxxxx
Without any responsibility on sb/xx
We will not guarantee the authenticity of the information.
Be registered with a capital of xxx
We may have to pay up to Yuan 10,000 worth of tuition fees.

兹证明xxx在中国银行怀化分行定期存款额达到xxx元。

Certification of Income xxxx
This is to certify that Mr xxx has a term deposit of Yuan xxxx at Bank of China Huaihua Branch as of October 9.

Execute: perform, do
Chief executive/ financial officer
Oblige:
be obliged to do sth
feel/be obliged to sb for sb’s doing/sth.
Oblige sb by doing sth.
Approach sb
The time of xxx is approaching.
In advance/ anticipation
Drop sb a line
In line with sth; out of line with sth
Our classroom principles are in line with the campus principles of Huaihua College.
3．Anderson & Co.是一家经营化学药品的公司。该公司业务联系广泛，每年的营业额大约是10万美元。在没有保证金的情况下我行通常可以为其提供3万美元的信用额度。该公司从未失信。

3．Armstrong and Smith Co. wrote to us, hoping entering into business relations with us; we hope to learn about their credit situation before the transaction. We would be obliged/ we would appreciate it /if you would investigate and inform us.

4. We are pleased to enter into business relations with your company. Meanwhile we hope you would provide two banking references for specific business engagements.

1. J.M.施奈德公司最近写信告知我们他们是德国的主要进口商，希望在机床产品方面与我们建立贸易关系。由于我们对这家公司一无所知，如果你们能告知我们这家公司的一些信息为感（我们将十分感激）。
2. 回复贵公司一月二十五号的来信，我们很高兴的告诉贵公司你方信中所提到的这家公司于一十二年前成立。该公司的注册资金为一十万美元。他们兼营批发与零售。我们与他们的合作记录令人满意。

Smith Co. in Vancouver has written to us requiring to be our agent of handicrafts in Canada. They have given us your bank as the reference.

Therefore we are writing to you. We will appreciate it / be obliged / if you could provide us with related information about that company.

We would like you to enquire about/into the financial and credit standing of James Neils & Co., a trading company in London. They have given HSBC as their reference. We will be obliged if you could provide us with related information.

Enquire about/for sth
Give sb sth
Sth is given to sb
To the best of our ability
Punctual
See that: make sure that …
Durability
In the market; on the market; hit the market
At this level; on this level
Place an order with sb for sth
Come to terms with sb: reach an agreement with sb
Assure sb of sth
Fall due: be due = mature vi
Inst. Instant: of this month
Overship; shortship
Shipping instructions: This Side Up.

Translation Ex: p 46-47
一家主要的手工具进口商在此与我们相联系，他们需要为一家政府维修店提供各种各样的手工具。请为我们提供一个全面的目录，同时明确相关的价格。

We are informed/ have learnt that your company exports the latest type of camera RX-31.We write to you in the hope of your mailing us a catalogue of this camara. Meanwhile, please let us know the lowest price so that we can contact our customers.

Price negotiations:
Quality, design/colour + quantity + price: interaction!

Start the ball rolling
Make some concessions in prices
Sizable: big
Consult: talks with
Enjoy popular sales in our market
Synthetic fiber
Spandex
Nos: Numbers
On the high side: seems high
Comparable
Usher sb into some place
User-friendly; reader-friendly
Talk sb into doing sth: persuade sb to do sth
The bottom line
Discount: a 5% discount

Lesson Five Offers and Counter-Offers

Offer vs quotation
Offer: definitive terms and conditions
Quotations: invitations for purchasers to make (counter-)offers
Stocks are running down quickly
Plact repeat orders with sb
Please note that …
On CIF Karachi basis net.
Without engagement
Be subject to sth: to be decided by sth
Phoenix
Illustrative
Place repeat orders with …
Please be informed that: please note that …
Caption n. vt. the captioned bicycles
Not to speak of: not to mention
Switch/turn/shift requirements to other suppliers
Labor cost, new equipment cost, extend warranty periods, better raw materials
Take stock on sth.
Stockpile: stock
De-stock: vi vt.
Please quote us for your Phoenix brand bicyles.

Actuary
Provided: if
Commission: 佣金
Be subject to: to be determined by …
Bicycle: bike
Grant/give sb a discount of …
Owing to
Excellent
Prompt: adj
CIF Shanghai
FOB Shanghai
Suggest that sb (should) do sth; Suggest (sb’s) (doing) sth
Book shipping space
Book an order with sb for sth vs place an order with sb

We will appreciate it if you could do me a favor.
Your help will be appreciated.
Be appreciative of sth
Feel obliged: be grateful
Please oblige us by doing sth
Rise rose risen

Translation Ex:
1由于我们的顾客已暂停购买该产品，我们很遗憾无法接受你方的发盘。但是如果我们的顾客对你们的产品有需求，我们将尽快和你们联系。
2.Referring to our enquiry of 3th October for your Files,we haven’t received any reply. As we have got many orders recently, we suggest that you should place an order immelidatly if the quoted files meet your demand. Otherwise, we can’t guarentee shipments as specifed in the quotation.
We have not heard from you regarding our 10 March quotation for files.

Cold sores: pimples on the lip etc.

Indicate vt. This indicates that the market is very strong.
At a premium, at a discount

Concede vi. Meet each other halfway.
Children’s socks
At sb’s end
Test the market 试销
A small margin of profit
Talk sb into (doing) sth：persuade sb to do sth
Had it not been an old customer of Oriental Group like you, we would not have made such a low offer in the first place.
As a gesture of goodwill,
In view of: in light of
Count on sb that …
So long: see you
(Let’s get) down to business

Re: about
Retail prices:
Wholesale prices:
Retailer:
Caption
Not to speak of sth: not to mention sth
Switch the computer on; switch off your mobile phones
Prices rise, climb up, soar, inch up, edge up, shoot up …
Increase, hike, raise, bring up prices
Prices drop, fall, decrease, decline, inch down, edge down, slip,

At a premium
At a discount
Meet each other halfway
Marginal profits 边际利润

plummet …
Lower, cut, slash, reduce, bring down prices …

Dozen
Adjust
CIF Alexandria FOB Shanghai
In the near future
With an eye to future business: in light of … with a view to …
An FOB price: a price on FOB basis
Either
Lowest price
Oriental Group, orient,
Talk sb into (doing) sth
Forerunner: pioneer
Indicate: show
This product sells at/comes with a 70% discount.
Meet each other halfway…
Marginal profit
Export license
Anti-dumping duties
Anti-dumping investigations
Machinery
Illinois
Approximately
Strengthening

Lesson Six E-mail
Internet
Intranet
Point-to-point service
Email format: username@

Acronyms:
Orz :
J ;-)
Subject line
Subject: key words – specific
Re: key words
FYI: for your information

Lesson Seven Sales Promotion

Commission
Sale volume
Sales of this company reached Yuan 100 million in 2008.
Retailer vs wholesaler
Sole agent/
distributor/ trading house/
Producer/ manufacturer
End-user/ consumer
Within, copier, restaurant, Muslim, Islam, needs
Percentage, minimum, allowance, warrant, illustrated catalogue,

Headquarter n., vt.
Headquartered in Beijing, our company is one of the leading companies in the film industry.
Date back to xxx: be traced back to xxx.
In excess of xxxx: exceeding, more than…
Package: n, vt.
In the spirit of
Look to sth/doing sth
Format of a sales promotion letter:
1. self-introduction
2. strong points/strengths/key products
3. good wishes for cooperation

Brief: adj
vt brief sb on sth: I briefed Mary on Xie Qiong’s singing talent, the incident of xxxx
debrief: vt
regarding: about, as far as sth is concerned
in/with regard to
as regards sth
make arrangements for sth: arrange for sth

Translation Ex:
1从下月1号起，这些商品的价格将从100美元涨到150美元。为了获得这些商品的特价优惠，你方须立即发定单给我方。你方可确定交货时间，这样你方可节省50美元。
2. The old design you required is out of stock, but we have sent you a sample of the latest design today. If you think it is acceptable, we can supply the products from stock.
provide you with the products.
Supply sth to sb

finance, designated, representation,
High value-added products
Specialize in (doing) sth
Outlet 直营店
Literature: what is published about a topic/product: previous literature
Sales representatives
Exclusive rights, distributors, etc
Middleman: trader/broker 中间商
End-users 终端用户
Promote: advertize sth

have a limited stock on hand,
Keep a limited stock,
Have a limited quantity of goods/ products in stock.
Inventory
Charge a commission of ...%.
Warranty period
Warrant vt.
Finance: fund, provide money for …
Drive a hard bargain.
See eye to eye with sb: agree with sb.
Lot: 一批（货）
Regret (doing) sth
Regret that …
Place an order with sb
Press sb for sth

Lesson Eight Orders and Fulfillment

Sales confirmation/contract