外贸英语BUSINESS ENGLISH.ppt

BUSINESS ENGLISH,CUI YING QI WENTAO,Chapter 1 International Trade,Chapter One International Trade,Objective Warming-up exercises Leading-in Background Key words and phrases New content Exercises Homework,Objectives:,Upon completion of this chapter, you will Understand what international trade and exporting are Know the benefits of export Understand the latest form of trade- E-commerce Get a rough idea of the balance of payment,Warming-up exercises,Q1:We are in the _ for some rice, would you please make us your most favorable quotation? A market B position C place Q2: Now China and America are good _ partners A. import B. export C. trade,Leading-in,Have you ever bought or seen the Philippines bananas or Americas walnut meat in the supermarket? How did they arrive here?,Background,Nowadays, the earth has become a little village. People can enjoy goods or services without going abroad. That is a benefit brought by international trade. In fact, international trade influences our life in many ways and the income from trade with other countries has become most import to a nations economy.,Key words and phrases,A. words and phrases to remember 1.surplus 2.deficit 3.import 4.export 5.product 6.balance of payment 7.profit 8. international trade 9.to give credit to someone B. words and phrases to know 1. Capital 2. vendor3. vendee 4. labor-intensive industry 5.capital-intensive industry 6.technology-intensive industry 7.open-door policy 8. primary products 9. finished products,New content,1. the definition of international trade 2. definitions of exporting 3. the benefits of exporting 4. some basics about balance of payments 5. the advantages of E-commerce,the definition of international trade,International trade, also known as foreign trade or overseas trade, is the fair and deliberate exchange of goods and/or services across national boundaries. It concerns trade operations of both import and export and includes the purchase and sale of both visible and invisible goods, the former of which is called trade in goods while the latter of which is called trade in services in the word of WTO.,definitions of exporting,Exporting is an extension of trading with the customer living in another country. Exporting is the process of earning money by providing the right product at the right price at the right time in the right place. What are the “4 R”s”?,the benefits of exporting,Enhanced opportunity to exploit the comparative advantages. Better use of national resources Reducing unemployment Bringing technology advance Increasing foreign exchange earnings Improving the balance of payments providing diversified goods and services,Process of exporting,some basics about balance of payments,1. balance of payments relates to the difference between the amount of money that has come into the country and the amount of money that has gone out of it.,Categories in nations balance of payments,The most important categories in any nations balance of payments are its visible trade and invisible trade. A third very important category is investment that can have a crucial impact on a nations balance of payments.,The Advantages of E-Commerce,1. Integration of Business Procedures: The internet offers companies the ability to make more information available to customers than ever before. 2. Improved Customer Interactions: Online tools allow businesses to interact with customers in ways unheard of before, and at almost instant speeds.,The Advantages of E-Commerce,Flexibility: Successful websites are not just gloried mail-order catalogs. The internet offers companies the ability to configure products and build custom orders, to compare prices between multiple vendors easily, and to search large catalogs quickly. Large Purchases per Transaction: For Example, online bookseller A makes personalized recommendations to customers and, along with every title offered, lists related titles. Another click or two will add one or more titles to an order. These features lead people to buy more books than they might in a traditional bookstore.,Exercises:,True or false: 1. trading means that only goods are exchanged. 2. exporting is only an extension of doing business with the customers living in your own country. 3. Generally speaking, exporting is to exchange nations surpluses of products.,4. China does only visible trade and no invisible trade 5. Different cost outlays of the company must be less than the revenues received from sales. 6. There are always risks facing all the trading companies.,7. Only by importing a part of the industrial and agricultural products, can we have adequate foreign exchange. (F exporting) 8. Exporting can reduce unemployment. 9. A country may import goods for which it has no comparative advantages.,Fill in the blanks:,1. The most notable way of lessening the risks of exporting is _. 2. The activities of _, promotion and _involve significant cost outlay. 3. To get some money by offering your goods such as industrial products is known as _ visible trade,Chapter 2 International Commercial Terms,INCOTERMS,INCOTERMS,Revision Objective Warming-up exercises Leading-in Background New content Exercises Homework,Revision,What is international trade? Why is export so important? Translate the following terms: 1.Invisible trade 2.Foreign exchange 3. Transaction 4. Home market 5.The theory of Comparative Advantage 6. Commodity,Objectives,Upon completion of this part, you should 1. Get a rough idea of the Incoterms 2. Be able to understand the meaning of different trade terms 3. Thoroughly understand FOB, CFR and CIF and be able to use them correctly,Warming up exercises,Translate the following: 1. The price for meat is USD 800 per M/T CIF London. 2. Our price for Art. No. 134 is USD 45 per carton FOB Shanghai. A 5% commission is included our CIF price.,Leading-in,FOB, CFR and CIF above belongs to Incoterms. Incoterms make international trade easier and help traders in different countries to understand one another. These standard trade definitions that are most commonly used in international contracts are protected by ICC copyright,New Content,Incoterms 1990 developed by the International Chamber of Commerce (ICC), the trade terms have been grouped in four basically different categories; namely the “E” term, the “F” terms, the “C” terms and the “D” terms. What are the terms under each letter?,INCOTERMS,GROUP TERM Stands for E EXW Ex Works,F FCA Free Carrier FAS Free Alongside Ship FOB Free On Board,INCOTERMS,GROUP TERM Stands for C CFR Cost and Freight CIF Cost, Insurance and Freight CPT Carriage Paid To CIP Carriage and Insurance Paid To,INCOTERMS,GROUP TERM Stands for D DAF Delivered At Frontier DES Delivered Ex Ship DEQ Delivered Ex Quay DDU Delivered Duty Unpaid DDP Delivered Duty Paid,The most widely used three INCOTERMS,FOB CFR CIF,FOB + the named port of origin Free On Board,The delivery of goods on board the vessel at the named port of origin (loading), at sellers expense. Buyer is responsible for the main carriage/freight, cargo insurance and other costs and risks. In the export quotation, indicate the port of origin (loading) after the acronym FOB, for example FOB Vancouver and FOB Shanghai.,FOB + the named port of origin Free On Board,Under the rules of the INCOTERMS 1990, the term FOB is used for ocean freight only. However, in practice, many importers and exporters still use the term FOB in the air freight.,CFR+the named port of destination Cost and Freight,The delivery of goods to the named port of destination (discharge) at the sellers expense. Buyer is responsible for the cargo insurance and other costs and risks.,CFR+the port of destination Cost and Freight,In the export quotation, indicate the port of destination (discharge) after the acronym CFR, for example CFR Karachi and CFR Alexandria. Under the rules of the INCOTERMS 1990, the term Cost and Freight is used for ocean freight only.,CIF+ the port of destination Cost, Insurance and Freight,The cargo insurance and delivery of goods to the named port of destination (discharge) at the sellers expense. Buyer is responsible for the import customs clearance and other costs and risks.,CIF+ the port of destination Cost, Insurance and Freight,In the export quotation, indicate the port of destination (discharge) after the acronym CIF, for example CIF Pusan and CIF Singapore.,Exercises,I.Match the following terms,Ships rail Certificate of origin Export license Insurance premium Freight Shipping advice/notice Port of shipment Port of destination Incoterms,国际贸易术语解释通则 出口许可证 原产地证明 装船通知 装船港 目的港 运费 保险费 船舷,II. Write out the full for and Chinese version of the following terms:,1, CIF _ 2. FOB _ 3. CFR _ 4. B/L _ 1.Cost, insurance and freight 2.free on board 3.cost and freight 4.bill of lading,Choose the best answer.,1. Under CIF, the _ contracts for insurance and pay for the insurance _. A. buyer freight B. ship owner charge of loading C. seller premium D. buyer loading expenses 2. Under _ terms, it is vial for the seller to send the shipping advice so that the buyer can effect _ in time. A. FOB insurance B. CFR shipment C. CFR insurance D. CIF shipment,3. When quoting prices, _ must be referred to. A. trade terms B. time of shipment C. payment terms D. port of destination 4. CFR requires the _ to clear the goods for export. A. seller B. buyer C. freight forwarder D. underwriter 5. Under CIF/CFR terms, the _ has to contract for carriage but the _ assumes the risk of loss of or damage to the goods occurring after shipment. A. seller buyer B. buyer seller C. broker agent D. distributor contractor,6. FOB, CIF and CFR terms should only be used for _transport. A. sea and inland waterway B. rail C. air D. road 7. Under FOB, the seller should provide necessary _ at his expense. Aexport license B.certificate of origin C. import license D. Bills of Lading 8. The seller should supply the goods in _ with the contract. A. confirmation B. accordance C. conform D. connection,9. Under CIF terms, the risk of loss of or damage to goods is transferred from the seller to the buyer when the goods pall over the ships rail at the specified _. A, port of shipment B. port of destination C. port of unloading D. port of transshipment 10 Under FOB terms, the seller should provide Certificate of Origin at _ expense. A. his own B. the buyers C. the customers D. the shippers,Translation,1. 贸易术语 2. 议付3.国际商会 4.单证 5. 风险 6.费用 7. 合同 8.清洁已装船提单9.保单 10.装船通知 1.Trade terms 2. Negotiation of payment 3. International chamber of commerce 4. Documents 5.risks 6.charges 7.contract 8.clean on board B/L 9.insurance policy 10. Shipping advice,Homework,Understand the difference between FOB, CFR and CIF. Remember the key terms Go over the terms and conditions of a sales contract.,Chapter Three Terms of Commodity,Chapter 3 Terms of Commodity,Objective Warming-up exercises Leading-in Background Key words and phrases New content Exercises Homework,Revision,I.Choose the best answer: 1.Since we sold the goods on _ terms, it is you that should be responsible for looking shipping space. FOB B. CFR C.CIF 2.Under FOB, CFR and CIF terms, _ risks come to an end once the goods have passed over the ships rail at the port of shipment. A. exporters B. importers C. middlemans,2.Fill in the following table:with Y(yes) or N (no),Warming-up exercises,Figure out the names of the following goods. 新鲜果蔬 FRESH FRUIT 肉类 MEAT 土豆 POTATOES 木材 TIMBER,Mp3 player,laptop,Textile curtain,teapot,Leading-in Translate the following information from a contract., Product Name: Green Bean Place of Origin: China Quality/Safety Certification: CIB Specifications:1) Moisture: 15% (Max.) 2)Foreign matter:1.0% (Max.) Quantity: 1*20 container Packing: 25 kg/ gunny bag ,New Content,When we do business, we pay for what get or get paid for what we provide. The things for which money is paid are goods and services. In our course, we mainly discuss trade in goods. (i.e., visible trade.) Is trade in goods visible or invisible trade?,From the above pieces of information, we know that we have to discuss the name, quality, quantity, inspection and packing of the goods we trade. All of them make up the terms of commodity in a S/C. (Sales Contract) Name of Commodity: this clause is relatively simple but most important when giving the name, try to be specific and adopt the widely accepted name agreed by both parties.,Quality of Commodity:,The ways to specify the quality of commodity are: 1. Sales by sample 2. Sales by specifications, grade or standard 3. Sales by Brand or Trademark,Sales by sample:,suitable for arts and crafts, garments, light industry products and agricultural native produce.,Sales by specifications, grade or standard:, Large, Medium, Small; Grade A, Grade B, F.A.Q. (G.M.Q.) : for agricultural products,Sales by Brand or Trademark,Most industrial products are represented by brands or trademarks. Goods of the same brand or trademark are of the same quality.,Quantity of Commodity,A business deal cannot be completed without caring for the quantity of the goods sold or bought. The buyer has the right to reject the goods if their quantity delivered is less than agreed upon. He is also entitled to reject the whole lot or that portion of the goods excessive in quantity.,Unit of Measurement,The units of measurement generally used in international trade are as follows: Numbers: piece, pair, dozen, gross, ream, etc. Weight: gram, kilogram, metric ton, pound, hundredweight, long ton, short ton, etc. Length:centimeter,meter, inch foot, yard, etc.,Unit of Measurement,Area:square meter, square inch, square foot, square yard, etc. Volume:cubic centimeter, cubic meter, cubic inch, cubic foot, cubic yard, etc. Capacity: liter, pint, gallon, bushel,etc.,Calculation of Weight,Weight is usually calculated in the following ways: By Gross Weight: the over-all weight of the commodity itself plus the tare, I.e. the package weight. By Net Weight: the weight of the commodity alone, that is, the tare is not counted in (Gross weight-Tare=Net Weight).,Calculation of Weight,By Conditioned Weight: this refers to the kind of weight derived from the process,with which the moisture content of the commodity is removed and standardized moisture added both by scientific methods.,Calculation of Weight,By Theoretical Weight: Commodities that have regular specifications and regular size, such as galvanized iron and steel plate,are often subject to use of theoretical weight.,More or Less Clause,The quantity clause in a sales contract should always be stated clearly and definitely. Such expression as “About 5,000 metric tons” is not advisable. Here about may mean 2.5%, 5% or 10%. The use of such indefinite wording will surely give rise to disputes and should be avoided.”,More or Less Clause,“more or less” clause is often used, in the trading of agricultural or mineral products because it is difficult to weigh them accurately. The clause “ 5,000 metric tons, 5% more or less at sellers option,Packing of Commodity,Proper packing can be extremely important depending on the type of product and its destination. Ocean voyages may be most damaging to the goods that are not properly packed. Goods subject to breakage have to be crated, and those subject to moisture wrapped in plastic. Others may require some special treatment or coating before shipment, still others have to be refrigerated while in transit.,Types of Packing,Outer Packing: Balling: a form of packing consisting of a canvas cover often cross-looped by metal or rope binding. Suitable for paper, wool, hay, peat, cotton, carpets and rope. Bags made of jute, cotton, plastic, or paper: are a cheap form of container and are ideal for a wide variety of products including cement, fertilizer, flour, oil cakes, animal feeding products, chemicals and many consumer products.,Outer Packing,Barrels, hogsheads and drums:are used for the conveyance of liquid or greasy cargoes. The main problems associated, with this type of packing, are the likelihood of leakage if the unit is not sealed, and the possibility of the drums becoming rusty during transit.,Outer Packing,Boxes, cases and metal-lined cases: are also used extensively, particularly in between deck tonnage and liner cargo type of service. Overall, this type of packing gives complete protection and lessens risk of pilferage plus an aid to handling. Moreover, it may be strengthened by the provision of battens and metal binding. .,Cartons : this form of packing is very much on the increase as it is relatively inexpensive, expandable, and aids marketing, handling and stowage.It is ideal for containerization and palletized consignments.,Inner Packing,It is not only designed as a form of protection to reduce the risk of goods being damaged in transit and prevent pilferage but also to aid marketing.,Marking of Goods,When an order is received from abroad, the exporter gets the goods ready for the shipment. It is most important for him to see that they are suitably packed. Associated with packing is the marking of goods.,The outer packing must be marked clearly with the identifying symbols and numbers in accordance with the instructions of the customer in order to enable the customs authorities, the steamship clerks and the customer to identify the packages en router or at the port of destination.,Exercises: I. Name the following products in English,Shirts/garments,Green tea,toys,Green bean,Swiss knife footware,Mobile phone,Bed sheet,II. Give the equivalents,Sales by Sellers /Buyers sample More or less Clause Counter sample Neutral packing Gross weight Net weight,凭卖/买方样品销售 溢短装条款 对等样品 中性包装 毛重 净重,唛头 质量 数量 规格 检验 品名 包装,Shipping mark Quality Quantity Specifications Inspection Na