商务英语ExportingandImporting.ppt

Exporting and Importing （进出口贸易）,General Procedures of Export and Import Transaction,To conduct market investigation（进行市场调查）; To formulate import plan for a certain commodity （要制定某种商品的进口计划）; To send inquiries to the prospective sellers overseas （要发送查询准卖方海外）; To compare and analyze the offers or quotations received （比较和分析收到的报盘或报价）; To make counter-offers and decide on which offer is most beneficial （选择最佳交易商品和对象 To sign a purchase contract （要签订购买合同）; To apply to a bank for opening a letter of credit （要申请开立信用证的银行）,General Procedures of Export and Import Transaction,To book shipping space or charter a carrying vessel for taking over the cargoes, if the contact is in terms of FOB（预定航运的货物采取了空间或包机运送货物的船只，如果接触的FOB条款的）; To effect insurance with the insurance company upon receipt of shipping advice （接受保险公司产生的影响航运建议后，保险）; To apply for inspection if necessary （如有必要要检查申请）; To attend to customs formalities to clear the goods through the customs （要参加海关手续，清关的货物）; To entrust forwarding agents with all the transport arrangements from the port to the end users warehouse （委托中的所有港口运输安排，以最终用户的仓储货运代理）; To settle disputes (if any). 解决争端（如有）。,Marketing and Promotion,Market Research,Credit Information,Enquiry,Offer,Acceptance,Contract,Chartering,Space Booking,Docks,Customs Formalities,Loading, Bill of Lading,Documents Preparation for Bank Negotiation,Settlement of Disputes (if any),Checking Name of Commodity, Specification, Quantity, Packing and Marking,Good Preparation,Preparation for Exporting,Business Negotiation,Performance of Contract,Reply to Enquiry,Counter-offer,Reminding of L/C,Examination and Amendment of L/C,Insurance Company,Insurance Policy,Inspection Authority,Inspection Application,Certificate of Inspection,Certificate of Inspection,Documents needed in export and import transaction,Bill of Lading提单 Commercial Invoice商业发票 Packing List装箱清单 Weight Memo重量单 Certificate of Inspection检验证书 Certificate of Origin原产地证书 InsurancePolicy(certificate)保险单（证） Sales Contract销售合同,Specific terminology in Export and Import Transaction,单据 document 1.形式发票proforma invoice 2.商业发票commercial invoice 3.领事发票consular invoice 4.汇票draft / bill of exchange 5.即期信用证sight draft 6.远期信用证usance draft 7.信用证letter of credit / L/C 8.即期信用证sight L/C 9.远期信用证usance L/C 10. 装船通知shipping advice 11.装箱单 packing list 11.货运单据shipping documents 12.海运提单bill of lading / B/L 13.清洁提单clean B/L,14.不清洁提单unclean B/L 16.保险单insurance policy 17.检验证书certificate of inspection 18.质检证书certificate of quality 19.原产地证明书certificate of origin 20.进口许可证import license 21.出口许可证export license 22.合同contract 23.确认书confirmation 24.售货确认书sales confirmation 25.购货确认书confirmation of purchase,FOB 离岸价或船上交货价格，卖方承担的义务是在合同规定的装运港和规定的期限内，将货物装上买方指派的船只或飞机并及时通知买方，同时负责支付货物装上船之前的一切费用。 CIF 到岸价格。包括成本、保险费以及运费, 要求运到卖方指定港口。 CIP 包括货物费用、运费、承运商支付的保险费，运到买方指定的目的港的价格 C.W.O.订货付现 C.O.D.货到付款 Shipping date 发货日 Receipt 收据 Shipping documents 货运单据 Inventory 存货 Waybill 提单 Price quote 报价 List price 报价单价表 Irrevocable Letter of Credit 不可撤销信用证,Specific terminology in Export and Import Transaction,定价 和支付price and payment 1.CIF 到岸价格 / 成本加保险费,运费价 2.FOB离岸价格 / 装运港船上交货 3.CFR离岸加运费价格 / 成本加运费价格 4.佣金commission 5.折扣discount 6.净价,单价net price / unit price 7.定金down payment 8.分期付款installment payment,询盘和报盘 1.询盘 inquiry 2.发盘 offer 3.还盘counter-offer 4.实盘 firm offer 5.虚盘 non-firm offer 6.规格 specification 7.样品sample 8.交货delivery 9.定货order 10.最低价 rockbottom price 11.价格单price list,Business Letters,英文信函的结构： 信头-Heading (寄信人地址和 日期) 信内地址-Inside Address (收信 人姓名和地址) 称呼- Salutation (对收信人的称 呼) 事由标题-Subject 正文-Body 结束语-Complimentary Closing (写信人谦称) 签名-Signature 附件- Enclosure 又及- Postscript(用与补漏）,同意进口商的还价 Dear Sirs: June 12, 2001 Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.,如何讨价还价 Gentlemen: June 8, 2001 We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market,