1、南昌大学国际贸易模拟大赛,成功秘诀,熟悉国际贸易进出口的全部流程。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方法，从而增加戏剧性和观赏性。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）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。选择好解说员英语对话环节：自然、流利、情感抑扬顿挫。,一. 国际贸易出口流程,Making an introduction 介绍,Exporter Self-introductionImporter Self-introductionProduct Introduction,
2、出口商的自我介绍,We are a leading company with 30 years experience in exporting household electric appliances and are closely connected with large manufactures in our country.We specialize in the exportation of Chinese light industrial products which have enjoyed great popularity in world markets. For over
3、20 years we have been engaged in manufacturing electronic machinery of all specifications and enjoying a good reputation among our customers both home and abroad.,进口商的自我介绍,We are one of the largest importers of light industrial products in this city. We are importers of high reputation, engaged in i
4、mporting household appliancesWe have the pleasure of introducing ourselves to you as one of the leading importers in the chemical line.,产品介绍,Our Chinese silks are made of pure silk materials and in traditional skills. They feel soft, comfortable, durable and have enjoyed great popularity in the worl
5、d market.,进出口业务中，洽谈交易的一般程序：,询盘(inquiry),发盘(offer),还盘(counter offer),订单并签订合同(Orders and signing a contract),接受(acceptance),反还盘(counter counter offer),Process of international trade 国际贸易流程,Step 1: making an enquiry,1. Enquiring directly for the names and descriptions of the goods, including specificat
6、ion、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 special 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
7、 具体询盘,Our New York branch has asked us for a quotation for 5,000 electric fans to be sold in Middle and South American countries. We would like to know what quantities you could deliver at regular intervals. Please quote us your lowest price. Please let us have full details of your products, quoting
8、 your best terms CIF Los Angeles.,请告你方能按什么价格、什么条款、多少数量供应下列产品。我方拟购中国皮鞋，请报最优惠价格。我方拟购300辆你公司经营的“五羊”牌自行车，请点开最 优惠汉堡到岸价，包括我方5%的佣金。,1.请告你方能按什么价格、什么条款、多少数量供应下列产品。Please let us know the price、terms and quantities you can supply to us for the following goods?,2. 我方拟购中国皮鞋，请报最优惠价格。We are in the market for/hopin
9、g to order Chinese leather shoes and should be obliged if you would send us your best quotation,3.我方拟购300辆你公司经营的“五羊”牌自行车，请点开最 优惠汉堡到岸价，包括我方5%的佣金。We are interested in 300 sets of “five Rams” Bicycle and shall be pleased to have your best offer by cable of CIF Hamburg basis, including our 5% commission
10、,Useful words and expressions 重要的词语词组,1. Inquiry (enquiry): n Make/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/ts Northeast Rice.The ladies pajamas you are inquiring for are now out of stock.We are inquirin
11、g about the supply of sugar and coffee.,2. Quote v. 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 leather jacket.,3. Market n. 市场，行市 come to the market 上市 find a market a good (poor) market in
12、the market for 要购买 an advancing market 市场上涨 a flourishing market a strong market Market v. 推销marketable adj. 适销对路的 The goods are not marketable in our area at The price you quoted.,4. Order n. 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
13、方价格与市价相符，我方将订购1000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 dozen. Can you supply the goods from stock if we order now?,4. Discount 折扣 n. Quantity discount (large order)Cash discount (payment by cash)Allow/give/mak
14、e/grant)% discount off (on) the prices of goodsThey make 20% discount for cash payment.The products are selling at a discount of 10%.,5. Competitive adj 有竞争力的 competitive price competitive power compete vi. competition n. competitor n.,6. 对某种商品感兴趣 We take an interest in (various kinds of Mens Shirts
15、).We are interested in (the Electronic Energy Saving Lamps).Your (textiles) are of interest to us.,7. 要求报价 We shall appreciate it (very much) if you could make us the best offer for your (Childrens Bicycles on CIF New York basis).Please make us your lowest quotation for (500 tons of Walnuts).We inte
16、nd to / want to / would like to purchase (two Sony TV sets) and we should appreciate your offering us the best price.,One 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 e
17、xpect to_.The price we offer is rather _ compared with our competitors.,Step 2: Making an offer 报盘,Making an offer Name of the goods, quantity, prices, terms of payment, shipment, packing methods and so on.,we are making you an offer for _ at the price of _ for delivery / shipment in / not later tha
18、n _ . Payment is to be made by _,Commodity: 1,000 dozen of Mens Shirts Price: USD70 per dozen CIF Sydney Time of shipment: August / September Terms of Payment: D/P at sight,The Valid Period of an Offer The ways of stipulating valid period as follows:,1. be subject to,The above offer is firm subject
19、to your reply which should reach / reaching us before / not later than,2. valid open firm,3. expire,This offer is open / valid / firm for days from to ,This offer expires on / August 20,The Valid Period of an Offer The ways of stipulating valid period,we are making you an offer as follows, Commodity
20、: Seagull Golden PensQuantity: 1,000 DozenPrice Terms: USD120 CIF LondonShipment: August / September Payment Terms: Sight L/CThe 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 us for ,As requested
21、, 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 ,We trust you will find our offer satisfactory and are looking forward to receiving your order.,常用句型,句型1：发盘有效期 1、本
22、盘有效期为3天。Valid for three days Open firm 2、本发盘以我方最后确认为准。 This offer is subject to our 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。 We learn from your fax that our price for the said article is found to be on the high . A
23、 week ago you a substantial orders for shirts. It is regretful that we cant your requirement. 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
24、 making you an offer as follows. 7. with what is quoted by other supplies , your price 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
25、special of 2%, please act quickly. 10. We have to make it clear that we have quoted the most 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/accept,Step 3: Counter offers 还盘,向对方解释不能接受
26、报价的理由, e.g. ： (1) 市场价格下跌 the market price is falling (2) 与现行价格不符 (the price is out of line with the current price/market), (3) 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。 (1) If you reduce your price by 5% / to $75 per piece, we can close the business/ deal/ bargain (达成交易). (2) As the mark
27、et price is falling, we recommend your immediate acceptance.,New Words& Expressions 1. Counter-offer 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。,2. Reduce v. 减少，降低Reduce a price by
28、 Reduce a price to,6. Reduce v. 减少，降低reduce a price by 将价格降低多少reduce a price to 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。To be more competitive, you should try to reduce your price to the bottom without sacrificing the quality. 为了更有竞争力，你方应尽量在不影响
29、质量的前提下将价格降至最低。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。,3. Out of line with 与不相符，与脱节What you asked is quite out of line with the present market here. 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。类似的表达方式还有：Your price is a bit hig
30、h. 你方价格有点高。Your price is excessive. 你方价格过高。Your price is rather stiff. 你方价格相当高。Your price is prohibitive. 你方价格令人望而却步。,Exercise ,1. (很遗憾地告知) we cant accept your offer for the cars. 2. It is regretful that (你方报价与市价不符). 3. (如果你方把报盘降价2%)， we will close the business. 4. Youd better lower your prices, (由于
31、市场不坚挺).,Exercise ,5. We would like to point out that the prices are our lowest level (所获利润微薄). The best we can do (给你方5月底以前来的订单打9%的折扣) as a special concession. 7. (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 (我方的新价格于5月6日起使用).,Exercise ,1. We are not
32、 in a position to make any reduction _ price.( )A. in B. of C. at D. on 2. 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.
33、 into promoting 4. Our suggestion is that 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,Exercise ,1. We very much regret to inform that (很遗憾地告知) we cant accept your offer f
34、or the cars. 2. It is regretful that your price is out of line with the market level (你方报价与市价不符). 3. If you make a reduction of 2% on our offer(如果你方把报盘降价2%)， we will close the business. 4. Youd better lower your prices, for the market is weak (由于市场不坚挺).,Exercise ,5. We would like to point out that t
35、he prices are our lowest level which make the margin of profit very thin(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 (给你方5月底以前来的订单打9%的折扣) as a special concession. 7. As a result of the increasing prices of freight(由于运输价格的上涨)，we have to
36、 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5月6日起使用).,Exercise ,1. We are not in a position to make any reduction _ price.( )A. in B. of C. at D. on 2. We believe that there is a ready market _ the goods in your pla
37、ce.( )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 promoting 4. Our suggestion is that you _ the similar article _what you request at a lower price than quoted owing to similarity in
38、function. ( )A. recommend, as B. replace, by C. take, into D. substitute, for,A,C,A,D,Step 4: Making an order,1. Name of commodity, model number, size, Color, or any other relevant information 2. Quantity 3. Date and method of shipment 4. Price per item (unit price) 5. The packing 6. Terms of paymen
39、t,Packing,包(bale),板条箱(crate) 纸箱(carton) 木箱(wooden case) 木桶(cask) 捆(bundle),铁桶(iron drum) 塑料桶(plastic drum),A Transport mark 唛头,An example,ABC,New York,Nos. 1-600 80MST-6997,The consignee,destination,The first one of the total 600 packages,The contract number, The total 600 packages, Triangle-shapeds
40、hipping mark,THIS WAY UP,KEEP DPY,FRAGILE,Directive 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 GAS,Warning 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 木箱(wooden case)， 板条箱(crate ） 纸箱 (carton) 捆（bundle）包（bale） 铁桶（ir
41、on drum） 塑料桶（plastic drum） 木桶（cask） 麻袋（gunny bag） 布袋（sack, cloth bag） 塑料袋（plastic bag),Price 商品的单价通常由四个部分组成，即包括计价货币、单位价格金额、计量单位和贸易术语。 E.g. US$300 per metric ton CIF Seattle,Payment terms 1. 汇付Remittance:信汇(Mail Transfer, M/T)电汇(Telegraphic Transfer, T/T)票汇(Demand Draft, D/D)2. 托收Collections: 付款交单(D/
42、P)承兑交单(D/A)3. 信用证(Letter of credit , L/C),Methods of payment 支付方式,Remittance (T/T、M/T 、D/D）：汇付Collection （D/P 、D/A）：托收Letter of Credit 信用证,Telegraphic Transfer（T/T) 电汇,At the request of the buyer, a local bank sends payment by cable directly to its correspondent bank at sellers end and entrusts the
43、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/T,Advantages: 1. Quickness：快捷 2. Convenience：便利 3. Safety: 安全Disadvantage: Relatively costly:电汇费用相对较贵,Utilization of remittance 汇付的使用,Payment in adv
44、ance 预付货款Consignment 寄售Cash 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 an order by the seller to his bank to collect payment from the buyer in exchange for the transfer of
45、 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,1,2,3,4,5,6,7,8,托收主要涉及两种即：a. D/P (document against payment)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 a
46、fter 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,The buyer may refuse to pay after shipment. 货物到港后，买方拒付货款The bank do not guarantee payment or take any credit risk, it act
47、 merely as intermediary to collect payment: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。,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 requirement, It guarantees that the payment will be made when the bank is presented with concrete
48、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 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/C,
