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1、实用外贸英语实用外贸英语2 Other reasons for international trade:Other reasons for international trade:A.Patterns of demand may differ among nations.A.Patterns of demand may differ among nations.各国需求结构会有所不同。各国需求结构会有所不同。例如，一个国家大多数消费者会认为狗肉是一种美味，而在另一个国家，吃狗肉例如，一个国家大多数消费者会认为狗肉是一种美味，而在另一个国家，吃狗肉是可憎的。在这种情况下，第二个国家可能将本国的狗
2、肉卖给第一个国家。是可憎的。在这种情况下，第二个国家可能将本国的狗肉卖给第一个国家。So,trade will be bases not on differences in the production capabilities of the two So,trade will be bases not on differences in the production capabilities of the two countries but on different consumption preferences.countries but on different consumption
3、preferences.所以，贸易不是建立在两个国家的生产能力差异上，而是建立在不同的消费爱好所以，贸易不是建立在两个国家的生产能力差异上，而是建立在不同的消费爱好上。上。B.Trade may occur out of economy of scale _ the cost advantage of large B.Trade may occur out of economy of scale _ the cost advantage of large scale scale production.production.贸易可能产生于规模经济贸易可能产生于规模经济_ _ 即大规模生产的成本优
4、势。即大规模生产的成本优势。C.Trade takes place because of innovation or style.C.Trade takes place because of innovation or style.Even though a country produces enough commodities at reasonable cost to meet its own Even though a country produces enough commodities at reasonable cost to meet its own demand and eve
5、n to export some,it may still import commodities from other demand and even to export some,it may still import commodities from other countries for innovation or variety of style.countries for innovation or variety of style.贸易的发生是由于革新或款式的需要。贸易的发生是由于革新或款式的需要。即使一国能用合理的成本生产足够的商品即使一国能用合理的成本生产足够的商品满足自己的需
6、求，甚至还出口一些。但是，由于革新或各种不同款式的需满足自己的需求，甚至还出口一些。但是，由于革新或各种不同款式的需要，它们仍然可能从其他国家进口该商品。要，它们仍然可能从其他国家进口该商品。出口是把中国的产品和出口方法适合其他国家的条出口是把中国的产品和出口方法适合其他国家的条件的一种有秩序，有方法并有一定技术性的过程。件的一种有秩序，有方法并有一定技术性的过程。出口推销和国内销售在很多地方有共同之处。但商出口推销和国内销售在很多地方有共同之处。但商业环境却因各国语言，习俗以及传统的差异而有业环境却因各国语言，习俗以及传统的差异而有极大不同。在转向国外市场的过程中，正在寻找极大不同。在转向国
7、外市场的过程中，正在寻找目标市场及有希望的顾客这种问题的出口商发现目标市场及有希望的顾客这种问题的出口商发现他们面临许多截然不同又密切相关的问题，其中他们面临许多截然不同又密切相关的问题，其中包括采用各种技巧及一整套适合而有系统的措施，包括采用各种技巧及一整套适合而有系统的措施，在多种不同的选择中制定一系列决策，同时还要在多种不同的选择中制定一系列决策，同时还要牢记市场本身的要求及特点。最重要的是这一切牢记市场本身的要求及特点。最重要的是这一切构成了构成了“市场营销组合市场营销组合”。The procedures of an export or import business is so co
8、mplicated The procedures of an export or import business is so complicated that it may take quite a long time to conclude a transaction.that it may take quite a long time to conclude a transaction.Varied and complicated procedures have to be gone through in Varied and complicated procedures have to
9、be gone through in the course of export or import transaction.From the very the course of export or import transaction.From the very beginning to the end of the transaction,the whole operation beginning to the end of the transaction,the whole operation generally undergoes three stages:preparation fo
10、r exporting or generally undergoes three stages:preparation for exporting or importing,business negotiation and contract performance.Each importing,business negotiation and contract performance.Each stage covers some special steps.Since the export and import stage covers some special steps.Since the
11、 export and import trades are two sides of the same coin,and one countrytrades are two sides of the same coin,and one country s export is s export is another countryanother country s import,hence,we will take the procedures of s import,hence,we will take the procedures of export transaction in the f
12、ollowing diagram to illustrate the export transaction in the following diagram to illustrate the general procedures of export and import transaction.Before general procedures of export and import transaction.Before proceeding to the following units,weproceeding to the following units,we d better kee
13、p this general d better keep this general picture in mind.picture in mind.进出口贸易的过程非常复杂，往往要花很长一段时间才能完成一笔交易。在一笔进出口交易中，要经历各种各样复杂的程序。从一开始到结束，一笔交易一般要经历三个阶段：进口或出口的准备；商务谈判和合同的执行。每个阶段包括一些具体的步骤。既然进口贸易和出口贸易是同一事物的两个方面，一个国家的进口就是另一个国家的出口，那么在这里，我们用出口贸易流程的流程图来说明进出口贸易的一般程序。在继续往下学习之前，同学们脑海里最好始终有这样一幅流程图。The First Sta
14、gePreparation for ExportingEstablishing Business RelationsResearchesMarket and FirmMarketing and PromotionThe Second StageBusiness NegotiationEnquiryAcceptanceContractOffer and Counter-offerThe Third StageContact performanceGoods PreparationChartering or Space BookingDocuments preparation for Bank NegotiationExamination and Amendment of L/C