实用外贸英语备课笔记.docx

实用外贸英语备课笔记.docx

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实用外贸英语备课笔记

实用外贸英语

AppliedBusinessEnglish

孙绍芳

Unitone:

EstablishBusinessRelations

Ifanewfirmwishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries,thepersoninchargemustfindoutwhomheorsheisgoingtodealwith.

1.Howtoobtainsuchinformation?

Whatarethechannelstofindcustomers?

·website（eg:

logonsomeofthee-marketplaces,BtoBsite,esp.govt.SME’sportal.busidinessreportorstatementreleasedannually/quarterly）

·advertisement（inc.magazines,newspaper,）

·banks

·ChambersofCommerceinforeigncountries

·tradedirectory

·ChineseCommercialCounsellor’sOfficeinforeigncountries

·BusinessHousesofthesametrade,etc.

·introductionofothercustomers

2.Whatsortofinformationyouneedtoobtain?

·Contactdetailsofthepotentialpartners/customers（eg:

nameandaddressofthefirms,faxNo.,mobileNo.,e-mailaddressetc.）

·Businesscustomsofthemarket,（eg:

paymenttermsgenerallyacceptable）,social,politicalsituationect.,

·theCustomrulesorregulations,compliancerequirementsfortheproducts,tax,tariff,

·Demographics,marketstructure,distributionchannels,marketsegments,

·thepurchasepower,interest&favorofthelocalconsumers,

·Amountofcompetition,competitorcompaniesandtheiractivitiesandstrategies.inthetargetmarket,

·theadvantagesanddisadvantagesofyourproducts,（howdoesyourproductfitintoaspecificoverseasmarket?

）

·Informationregardingmarkettrends,marketpotentialandbuyercommentonexportproductsandrecommendedpricerange

·thecredentialofyourpotentialpartners/customers.etc.（checkiftheyaretrustworthy）

3.Howtomakecustomers’statusenquiries?

Ifyouhaveinterestinparticularcustomers,youneedtogetthefollowinginformationaboutthemregardingtheirprofessionalandfinancialposition.

▪ownershipandfinancialdetails（eg.Registeredcapital/creditlimit,etc.）

▪backgroundandpreviousdealings（theamountofeachtransaction&whomtheyaredealingwith）

▪turnover,profitability,numberofemployees,andsalesamount

▪keycontactsinthecompany

▪keysuppliersanddistributors

▪pricesandmarketactivities

▪Reputationandtrustworthiness

Theseinformationmustbeup-todate,andacomprehensiveanalysisisneeded.

3.1Waysofobtainingtheinformation:

▪Applytobank（banktobank）

▪GovernmentServices（orgovernmentprogrammes）toassistSMEs’,govt.export/importportal

▪ChamberofCommerce

▪Enquiryagencies

▪InternationalFactoring,etc.（eg.creditagency/exportcreditinsuranceCo.）

Statusenquiriesaregenerallyheaded“Confidential”or“privateandConfidential”.

Lettersenquiringstatusaremoreorlessstereotyped（followoldfashion）.Itisonlyaddressedtospecificpersonwhodealwithitprivately.Don’tforgettoguaranteethat“anyinformationyoumaygivewillbetreatedinabsoluteconfidence.”

3.2Whatdoesanenquiringletterusuallyinclude?

·Introduceyourself,

·telltheprospectivecustomeryouraim,

·giveyourcontactdetails.

·Listthequestionsyouusuallyask（oruseaprintedformandencloseaprepaidenvelop）:

Istherearecordofbaddebts?

有无坏帐记录?

Howpromptlyaretermsmet?

还帐是否及时?

（terms:

dateofmeetingthedebts）

Whatamountiscurrentlyoutstandingifany?

经常欠帐额有多少?

Whatistheadvisablecreditlimit?

建议信用额度是多少?

Notice:

Whenreplystatusenquiryletters,

▪Don’tmentionthenameofthefirmenquiredabout,

▪Don’tusesuchexpression,eg:

Thereisnoproblem….Ortheynever….,

Tryavoidsopositivetone.Say:

wethink….,orItseemstous….

▪Writetactfully,toavoidunnecessarytrouble.

▪Attheendofyourletter,don’tforgettoremindyourcustomer:

“Thisinformationisconfidential（andisgivenwithoutanyresponsibilityonourpart.）

Afteryougetthenecessaryinformation,youcansente-mailtoyourprospectivecustomestoestablishbusinessrelationship.Whenyouwritesuchletters,

▪Introduceyourself,

▪Tellyourcustomerhowyougethis/hernameoraddress,

▪Encloesyoure-pamphlet/catalogue/contactdetail

▪Expressyourwishestodobusinesswiththem,

Almostallbusinessmentaketheopportunitiestosendtheirgoodwishes,congratulationsatfestivaltime,promotions&weddingorsendtheirsympathyatdifficulties,orillnessofcustomers.Suchlettersareappreciatedbycustomersandarecertainlygoodforconsolidatingbusinessrelations.Rememberthatthebestopportunitiesforcreatinggoodwillisinthedailyconductofyourcorrespondence.

UnitTwo:

TradeBarriers

Almostallcountriesintheworldimposetradebarriersoncertaingoodscrossingtheirboarders.Thesebarriersaredesignedtoprotecttheireconomy,encouragetheirdomesticproductioninareaswhichareeconomicallyinefficient,andtendtoreducethevolumeofimportedgoods.Thesebarrierscanbedividedintotariffbarriersandnon-tariffbarriers.

1.TariffBarriers

Tariffbarriersarethemostcommonformoftradebarriers.Itisasystemofimportdutiesorfeesleviedongoodsbeingimportedintothecountry.Itcanbedividedintotwokinds:

revenuetariffandprotectivetariff.Theformeraimstoraisemoneyforthegovernment.,andusuallythesetariffsarelow.Aprotectiveoneaimstodiscourageforeignbusinessfromexportinggoodsintothecountryinordertoforceforeignbusinesstoraiseitspricetocoverthetariff.Sousuallythesetariffsareveryhigh..（eg:

cars,luxuriousgoodsareleviedhightariffinChina,）Theprotectivetariffsarclassifiedaccordingtodifferentkindsofgoods.

2.Non-tariffbarriers

Non-tariffbarriersareextremelyeffectiverestrictions,thoughtheyarelessvisiblethantariff.Themajorcategoriesareasfollows:

1）.Governmentparticipationintrade.

Itreferstodiscriminationingovernmentpurchase,statetrading,subsidies,counteryailingduties（平衡关税）andthelike.（eg:

AgricultureproductsfromEU,becauseoftheirhighproductivityandhighgovernmentsubsidies,theirpriceisverylow.Whenexportedtoothercountries,theymayencountercounteryailingduties.）

2）.Customsandentryprocedures.

Theyrefertoregulationsaboutvaluationmethods,classification,documentation,healthandsafetyinspectionprocedures.

3）.Standards

Theyrefertostandardsforproducts,packing,labelling,marking,andsoon.（eg:

complicatedtechnologystandards,hygienicstandardforfoodstuff）.

4）.Specificlimitations

Theycoverquotas,importrestraints,licensing,exchangecontrols,andthelike.（eg.CoalexportquotainChina）

Quotaisaquantitativerestrictionwhichlimitstheimports（orexports）ofspecificcommodity

duringagivenperiodoftimeintermsofeitherphysicalquantityorvalue.Ingeneral,intheimportingcountries,quotasoftenrequiredalicensingsystem.Animportdutywillreduceimports,butitdoesnotimposeanabsolutelimitonimportedgoods.Quotadoes.

Importlicensingsystemrequiresanimportertogetgovernmentpermitbeforeimportinggoodsintothecountry.（ironrockimport,ifquotaissmall,butthetotaldemandofdomesticmarketisgreat,quotasaresoldtosomeofthebusinesswhocannotgetthelicense,thequotarecipientswillgetwindfallprofits,andgovernmentcouldalsogetwindfallprofitsbyauctioningoffthelicensestothehighestbidder）.Thepriceofbuyingquotaswillbeaddedtothetotalpriceoftheexport/importcommoditieswhichwillrestricttheamountofexport/import.

Foreignexchangecontrolregulatesthekindandquantityofpermissiblepaymentsinforeignexchange.Importsarebannedfromthecountryiftheauthoritiesdonotallowpaymentforthem.

5）Importcharges

Theyrefertopriorimportdeposits,creditrestrictionsforimports,specialduties,andsoon..

Thisalsocontributetheburdenofimporter.

6）.NewNon-tariffBarriers（略）

Besidestheaboverestrictions,newnon-tariffbarriersareconstantlybeingdeveloped.Somearelegitimateregulatoryfunctions,eg:

antipollutionregulationstherequireautomobilestomeetcertainexhaustemissionstandard.Othersmaybeintroducedforreasonofhealth,safety,ornationalsecuritybutactuallyintendedtorestricttrade.

UnitThree:

EnquiriesandReplies

Enquiriesareusuallymadebybuyerswithoutengagementtogetinformationaboutthegoodstobeordered,suchasprice,catalogue,deliverydateandotherterms.Iftheenquiryisageneralone,（notspecific）,thebuyerusuallyaskthesellertosendhimorheracatalogue,pricelist,asamplebookoraquotationsheetetc.

1.Whatshouldbeincludedinyourenquiryletter?

Yourexactrequirementwhichinclude:

prices,

discounts,

specifications

catalogue,

sample,

packing,（sometimes）

quantity,

timeofshipment（sometimes）,ordeliveryrequirement

termsofpayment（sometimes）

Aprintedenquiryformisusuallyused.

2.MethodsofStipulatingQualityofCommodity

Thequalityofcommodityreferstotheoutwardappearanceandtheessentialqualityofcommodities,suchasshape,structure,color,flavoraswellaschemicalcomposition,physicalandmechanicalproperties.（物理机械性能）

Inforeigntrade,thesellersandbuyersareindifferentcountries.Thebuyersareusuallyunabletoseethecommoditiesuntiltheyarrivedattheportofdestination.Thehowcouldthebuyersgettoknowthequalityofthecommodities?

Therearetwowaystoindicatethequalityofjthecommodities.

A.SalebyDescription

a.SalebySpecification,GradeorStandard

eg:

30”x40”x3”;L,M,Stodescribesize.Thesamekindofcommoditycanbeclassifiedtodifferentgrade,eg:

GradeA,GradeBGradeC.Inagriculturalandby-productmarket,thereisacommonlyadoptedstandard,ie.Fairaveragequality（FAQ）whichreferstotheaveragequali