《《实用外贸英语》课件 .pptx》由会员分享，可在线阅读，更多相关《《实用外贸英语》课件 .pptx（31页珍藏版）》请在taowenge.com淘文阁网|工程机械CAD图纸|机械工程制图|CAD装配图下载|SolidWorks_CaTia_CAD_UG_PROE_设计图分享下载上搜索。
1、$number01PracticalForeignTradeEnglishPPTcourseware目目录录BasicTerminologyofForeignTradeEnglishForeignTradeEnglishCorrespondenceWritingNegotiationSkillsforForeignTradeEnglish目目录录SigningofForeignTradeEnglishContractCaseAnalysisofForeignTradeEnglish01BasicTerminologyofForeignTradeEnglishTradetermsEXW(ExWo
2、rks):Thesellercompletestheunloadingofthegoodsatthedesignatedlocation,andtheriskpassesduringdelivery.FOB(FreeonBoard):Thesellerloadsthegoodsontotheshipattheloadingport,andtheriskpassesaftershipment.Thebuyerisresponsiblefortransportationandinsurance.CIF(Cost,InsuranceandFreight):Thesellerisresponsible
3、fortransportationandinsurance,loadingthegoodsontotheshipattheloadingport,andtransferringtheriskaftershipment.DDP(DeliveredDutyPaid):Thesellerisresponsiblefordeliveringthegoodstothedestinationandbearingalltaxesandimportprocedures.PaymentmethodL/C(LetterofCredit)Apaymentmethodthatinvolvesaletterofcred
4、itandbankguaranteepayment,whichisrelativelysafebutcomplextooperate.T/T(TelegraphicTransfer)Telegraphictransferisarelativelyfastpaymentmethod,butitrequiresmutualtrust.D/A(DocumentsagainstAcceptance)Thebuyeracceptsthedocumentsuponreceiptandmakespaymentontheduedate.D/P(DocumentsagainstPayment)Thebuyerc
5、anonlyreceivethedocumentsafterpaymentismade.SeafreightAirfreightRoadfreightRailfreightTransportationmethodTransportgoodstotheirdestinationbyroad,suitableforcloserangeandmedium-sizedgoods.Transportgoodstotheirdestinationbyrail,suitableforbulkcargoandlong-distancetransportation.Transportgoodstotheirde
6、stinationbysea,suitableforbulkcargo.Transportgoodsbyairtotheirdestination,suitableforurgentorsmallbatchshipments.02ForeignTradeEnglishCorrespondenceWritingEstablishingbusinessrelationshipsisthefoundationforconductingforeigntradebusiness.Througheffectivecommunication,wecanunderstandcustomerneeds,demo
7、nstrateourownadvantages,andlayasolidfoundationforfuturecooperation.PurposeandimportanceWhenmakinginitialcontact,expressionssuchasDearSirs,Wehopetoestablishbusinessrelationshipswithyou.canbeused.CommonexpressionsEstablishingbusinessrelationshipsInquiriesandrepliesareimportantlinksinforeigntradebusine
8、ss.Byinquiringaboutproductinformation,repliesdemonstratethesuppliersstrengthandwillingnesstocooperate.PurposeandImportanceWhenmakinganinquiry,expressionssuchasWeareinterestedinyourproductsandwouldliketoknowthepricesandavailability.canbeused;Whenreplying,expressionssuchasThankyouforyourinquiry.Wewill
9、provideyouwiththeinformationyourequested.canbeused.CommonexpressionsInquiriesandRepliesPurposeandImportanceQuotationandbargainingarecruciallinksinforeigntradebusiness,directlyrelatedtotheinterestsandcooperationpossibilitiesofbothparties.要点一要点二CommonexpressionsWhenquoting,expressionssuchasWeofferyouo
10、urproductsatthepriceof$Xperunit.canbeused;Whenbargaining,expressionssuchasWeagreeyouroffer,butwethinkthepriceistoohigh.Weproposeacounterofferof$Yperunit.canbeused.QuotationandCounterbuffer03NegotiationSkillsforForeignTradeEnglish123BusinessnegotiationetiquetteBodylanguageBodylanguageplaysasignifican
11、troleinbusinessnegotiationsMakesuretomaintaineyecontact,maintainaconfidentialpost,andsmiletocreateapositiveatmosphereRespectforothersDuringthenegotiation,itisessentialtoshowrespectfortheotherpartyThisincludesexaminingtheiropinions,decisions,andtimeClearcommunicationItisimportanttocommunicateinaclear
12、andconsensusmanagerAvoidusingcomplexlanguageorjargonthatmayfusetheotherpartyProcessstrategyResearchOpeningstrategyBusinessnegotiationstrategyDuringthenegotiation,itmaybenecessarytomakeprocessesTheseshouldbestrategicandtimedtoensurethatyouachieveyourgoalswhilestillbeingfairtotheotherpartyBeforetheneg
13、otiation,itisessentialtoresearchtheotherpartyandtheirindustryThiswillhelpyouunderstandtheirperspectiveandgoals,allowingyoutonegotiatemoreeffectivelyTheopeningstatementsetsthestoneforthenegotiationItshouldbeclear,confident,andshowrespectfortheotherpartyRoleplayingRoleplayingisavaluabletoolforpractici
14、ngnegotiationskillsItallowsyoutosimulatereallifescenariosandimproveyourabilitytohandledifferentsituationsCasestudiesReadingandanalyzingcasestudiescanprovidevaluableinsightsintodifferentnegotiationstrategiesandtechniquesItalsohelpsyouunderstandhowtoapplythesestrategiesinpracticalsituationsFeedbackSee
15、kfeedbackfromamentororcollegeafterpracticinganegotiationscenarioThiswillhelpyouidentifyareaswhereyouneedimprovementandprovideguidanceonhowtoimproveyournegotiationskillsBusinessNegotiationPractice04SigningofForeignTradeEnglishContractContractterms:Interpretationofcontracttermsisakeystepinthesigningof
16、aforeigntradeEnglishcontractItinvolvesclarifyingthemeaningandscopeofeachterminthecontracttoensurethatbothpartiesunderstandtheircorrespondingobservationsandrightsLanguagebarrier:ItisimportanttonotethatlanguagebarriercanbeachallengeintheinterpretationofcontracttermsTherefore,itisessentialtouseprofessi
17、onaltranslatorsorinterpreterswhoarefamilywiththefieldofforeigntradeandhaveagoodcommandofbothEnglishandthelocallanguageCulturaldifferences:CulturaldifferencescanalsoaffecttheinterpretationofcontracttermsItisimportanttotakeintoaccountlocalculturalpracticesandnormswheninterpretingcontracttermstoavoidmi
18、sunderstandingsandconflictsInterpretationofContractTermsContractsigningprocessPreparationofcontractdocuments:PreparationofcontractdocumentsisaclinicalstepinthecontractsigningprocessItinvolvesdraftingandfinalizingallrelevantdocuments,includingthemaincontract,supplementaryagreements,andattachmentsThed
19、ocumentsshouldbeclear,consistent,andinaccordancewithlocallawsandregulationsNegotiationofcontractterms:Priortosigningthecontract,itisnecessarytonegotiatethecontracttermstoensurethattheyarefairandreasonableforbothpartiesThisprocessinvolvesbargainingandcompetingonvariousissues,suchasprices,deliverydate
20、s,paymentterms,andqualitystandardsContractsigningceremony:ThecontractsigningceremonyisthefinalstepinthecontractsigningprocessItusuallyinvolvesthepresenceofrepresentativesfrombothparties,whosignsthecontractdocumentsinthepresenceofwitnessesItisimportanttoensurethatallpartieshavefullyunderstoodtheterms
21、andconditionsofthecontractbeforesigningContractdisputeresolutionContractdisputeresolutionisanimportantaspectofthesigningofaforeigntradeEnglishcontractItinvolvesmechanismsforhandlinginputsthatmayariseduringtheperformanceofthecontractMediation:Mediationisacommondisputeresolutionmethodusedinforeigntrad
22、econtractsItinvolvestheuseofamediatorwhohelpspartiesresolvetheirdisputesthroughnegotiationandcompetitionMediationhastheadvantageofbeingflexibleandcosteffectivecomparedtootherdisputeresolutionmethodsArbitration:Ifmediationfails,arbitrationcanbeanoptionforresolvingdisputesArbitrationinvolvesthesubmiss
23、ionofdisputestoanarbitratororarbitrationpanelfordecisionThedecisionofthearbitratororpanelisusuallyfinalandbindingonbothpartiesHowever,arbitrationmaynotbesuitableforalltypesofemissions,specificallythoserelatedtominorissuesorthosethatrequireurgentresolution05CaseAnalysisofForeignTradeEnglishSuccessCas
24、e1ABCImportExportCompanyBackgroundAsmallmediaenterpriseengagedinimportingandexportingtextsSuccessCaseSharingLimitedEnglishproficiencyamongstaffChallengeHiredaforeigntradeEnglishtrainerandimplementedatrainingprogramActionTokenImprovedcommunicationwithoverseasclients,increasedsales,andnewmarketopportu
25、nitiesOutputSuccessCaseSharingXYZElectronicsCorporationSuccessCase2A large multinational company in theelectronicsindustryBackgroundComplexproductspecificationsandtechnicaltermsChallengeSuccessCaseSharingDeveloped a vocabulary oftechnicaltermsinEnglishandprovidedtraining totechnicalstaffActionTakenE
26、nhancedunderstandingandcommunicationwithsuppliersandcustomers,improvedproductdevelopmentOutputSuccessCaseSharingFailedCase1DEFMachineryManufacturingBackgroundAmachinerymanufacturingcompanywithastrongdomesticmarketpresenceAnalysisoffailedcases AnalysisoffailedcasesChallengeInabilitytoPenerateInternat
27、ionalMarketsFactorsLakeofEnglishprofitabilityamongmanagement,poorproductpresentationinEnglishActionTakenIntroducedEnglishlanguagetrainingandhiddenatranslatorAnalysisoffailedcasesOutput:ImprovedcommunicationwithpotentialclientsbutstillstringingtoexpandintonewmarketsBackgroundAfashionbrandlookingtoexp
28、andinternationallyChallengeMisunderstandingswithoverseassuppliersoverqualitystandardsFailedCase2GHIClothingBrandAnalysisoffailedcasesActionTokenEngagedaculturalconsultantandimprovedlanguageaccuracyFactorsInaccuratetranslationsandlakeofculturalawarenessOutputReducedmisunderstandingsbutstillfacedchall
29、engesinmaintainingconsistentqualitystandardsAnalysisoffailedcasesStayupdatedonglobaltradetrendsandchangesinindustrystandardstoremaincompetitiveintheinternationalmarketLearnfromsuccessfulcasestoidentifybestpracticesandstrategiesthatcanbeappliedtoyourownbusinesscontextInvestinprofessionalforeigntradeEnglishtrainingforyourstafftoimprovecommunicationskillsAdvisorhiringatranslatororculturalconsultanttoensureaccuratecommunicationwithoverseaspartnersCaseInspirationandSuggestionsInspirationSuggestion1Suggestion2Suggestion3THANKS