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Practical Foreign Trade EnglishPPTcourseware$number{01}目录•Basic Terminologyof ForeignTrade English•Foreign TradeEnglishCorrespondence Writing•Negotiation Skillsfor ForeignTradeEnglish目录•Signing of Foreign TradeEnglishContract•Case Analysis of ForeignTradeEnglishBasic Terminologyof01Foreign TradeEnglishTrade terms•EXW ExWorks:The sellercompletes theunloading of the goodsatthe designatedlocation,and the risk passesduring delivery.•FOB Freeon Board:The sellerloads the goods onto the ship at the loading port,and therisk passesaftershipment.The buyeris responsiblefor transportationand insurance.•CIF Cost,Insurance andFreight:The selleris responsiblefor transportationand insurance,loading thegoodsonto theshipat theloadingport,and transferringtheriskafter shipment.•DDP DeliveredDuty Paid:The selleris responsiblefor deliveringthegoods to thedestination andbearing alltaxesand importprocedures.Payment methodL/C Letterof CreditApayment methodthat involvesa letterof creditand bankguaranteepayment,which isrelatively safebut complextooperate.T/T TelegraphicTransferTelegraphic transferis arelatively fastpayment method,but itrequiresmutual trust.D/A Documentsagainst AcceptanceThebuyer acceptsthe documentsupon receiptand makespaymenton thedue date.D/P Documentsagainst PaymentThebuyer canonly receivethe documentsafter paymentismade.Transportation methodSeafreight AirfreightTransport goods to their Transport goodsby airto theirdestination by sea,suitable fordestination,suitable forurgentbulk cargo.or smallbatch shipments.Road freightRail freightTransportgoodstotheirTransportgoodstotheirdestination byrail,suitable fordestinationbyroad,suitable forbulkcargo andlong-distance closerange andmedium-sizedtransportation.goods.ForeignTradeEnglish02CorrespondenceWritingEstablishing businessrelationshipsPurpose andimportanceEstablishing businessrelationships is the foundationfor conductingforeign tradebusiness.Througheffective communication,we canunderstand customerneeds,demonstrate ourown advantages,andlay asolid foundationfor futurecooperation.Common expressionsWhenmaking initialcontact,expressions such as DearSirs,We hopeto establishbusinessrelationships withyou.can beused.Inquiries andRepliesPurpose andImportance CommonexpressionsInquiries andreplies areimportant linksin Whenmaking aninquiry,expressions suchasforeign tradebusiness.By inquiringabout Weare interestedin your products andwouldproduct information,replies demonstratethe liketo knowthe pricesand availability.can besuppliersstrength andwillingness tocooperate.used;When replying,expressions suchas Thankyoufor yourinquiry.We willprovide youwiththe informationyou requested.can beused.Quotation andCounterbuffer要点一要点二Purpose andImportance CommonexpressionsQuotation andbargaining arecrucial linksin foreignWhen quoting,expressions suchas Weoffer youtradebusiness,directly related totheinterests andourproductsattheprice of$X perunit.can beused;cooperation possibilitiesof both parties.When bargaining,expressions suchas Weagreeyour offer,but wethink theprice istoo high.Wepropose acounteroffer of$Y perunit.can beused.03Negotiation SkillsforForeign TradeEnglishBusiness negotiationetiquetteRespect forothersDuring the negotiation,it isessential toshow respectforthe other party Thisincludes examiningtheir1opinions,decisions,and timeClearcommunication2It is important tocommunicate ina clearandconsensus managerAvoid usingcomplex languageorjargon that may fusethe otherparty3Body languageBodylanguage playsa significantrole inbusinessnegotiations Makesure tomaintain eyecontact,maintain aconfidential post,and smileto createapositive atmosphereBusinessnegotiation strategyResearchBeforethe negotiation,it isessential toresearch the otherpartyand theirindustry Thiswill help you understand theirperspective andgoals,allowing youto negotiatemoreeffectivelyOpening strategyTheopening statementsets thestone forthe negotiationIt shouldbe clear,confident,and showrespect fortheotherpartyProcess strategyDuringthenegotiation,it maybe necessary to makeprocesses Theseshould bestrategicand timedto ensurethat youachieve yourgoals whilestill beingfair totheother partyBusinessNegotiation PracticeRoleplayingRole playingis avaluable toolfor practicingnegotiation skillsIt allowsyou tosimulatereal lifescenarios andimprove yourability tohandle differentsituationsCase studiesReadingand analyzingcase studiescan providevaluable insightsinto differentnegotiationstrategies andtechniques Italso helpsyouunderstandhow toapplythese strategiesin practicalsituationsFeedbackSeek feedbackfrom amentor orcollege afterpracticing anegotiation scenarioThiswillhelpyou identifyareas whereyou needimprovement andprovideguidance onhow toimprove yournegotiation skillsSigningofForeign04TradeEnglishContractInterpretation ofContract TermsContractterms:Interpretation ofLanguage barrier:It is important Culturaldifferences:Culturalcontract termsis akey step in theto notethat languagebarrier candifferences canalso affectthesigning ofa foreigntrade Englishbe achallenge in the interpretation of contract terms Itcontract It involvesclarifying theinterpretationofcontract termsisimportantto takeinto accountmeaningand scopeof eachterm Therefore,it isessential touse localcultural practicesand normsinthe contractto ensurethat professionaltranslators orwhen interpretingcontract termsboth parties understandtheir interpreterswho arefamily withto avoidmisunderstandings andcorrespondingobservations andthe fieldof foreigntrade andconflictsrights havea goodcommand ofbothEnglish andthe locallanguageContract signing process•Preparation ofcontract documents:Preparation ofcontractdocuments isa clinicalstepinthe contract signingprocessIt involvesdraftingand finalizingall relevantdocuments,including themaincontract,supplementary agreements,and attachmentsThe documentsshouldbe clear,consistent,and inaccordance withlocal lawsandregulations•Negotiation ofcontract terms:Prior tosigning the contract,it isnecessarytonegotiate thecontracttermstoensure thatthey arefair andreasonable forbothpartiesThis processinvolves bargainingand competingonvarious issues,suchasprices,delivery dates,payment terms,and qualitystandards•Contract signing ceremony:The contractsigningceremonyisthefinal stepinthecontractsigningprocess Itusuallyinvolves thepresence ofrepresentatives frombothparties,who signsthecontractdocuments inthepresence ofwitnesses Itisimportantto ensurethat allparties havefully understoodthe termsand conditionsofthe contractbefore signingContract dispute resolution•Contractdispute resolution isan importantaspect ofthe signingof aforeigntrade EnglishcontractIt involves mechanismsfor handlinginputsthatmayarise duringthe performanceofthecontract•Mediation:Mediation isa commondispute resolutionmethod usedin foreigntrade contractsItinvolvesthe useofa mediatorwho helpsparties resolvetheir disputesthrough negotiationand competitionMediation hastheadvantage ofbeing flexibleand costeffective comparedto otherdisputeresolutionmethods•Arbitration:If mediationfails,arbitration canbe anoption forresolving disputesArbitration involvesthesubmission ofdisputes toan arbitratoror arbitrationpanel fordecision Thedecision ofthe arbitratoror panelisusually finaland bindingon bothparties However,arbitration maynot besuitable forall typesof emissions,specifically thoserelatedtominor issuesor thosethat requireurgent resolutionCaseAnalysisofForeign05Trade EnglishSuccessCase SharingSuccessCase1ABC ImportExport CompanyBackgroundAsmall mediaenterprise engagedin importingand exportingtextsSuccess CaseSharingAction TokenHireda foreigntrade EnglishChallengetrainerand implementedatraining programLimitedEnglish proficiencyamongstaffOutputImproved communicationwithoverseas clients,increased sales,and newmarket opportunitiesSuccessCase SharingSuccessCase2XYZ ElectronicsCorporationBackgroundA largemultinational companyin theelectronicsindustryChallengeComplex productspecifications andtechnicaltermsSuccess CaseSharingAction TakenDevelopeda vocabularyoftechnical termsin Englishandprovided trainingto technicalstaffOutputEnhancedunderstanding andcommunicationwith suppliersandcustomers,improvedproduct developmentAnalysisof failedcasesFailed Case1DEF MachineryManufacturingBackgroundA machinerymanufacturing companywith astrong domesticmarketpresenceAnalysis of failed casesChallengeAction TakenInabilityto PenerateInternational IntroducedEnglish languageMarketstraining andhidden atranslatorFactorsLake ofEnglish profitabilityamongmanagement,poorproduct presentationin EnglishAnalysisof failedcases•Output:Improved communicationwith potentialclients butstill stringingto expandintonew marketsAnalysisof failedcasesFailed Case2GHI ClothingBrandBackgroundA fashionbrand lookingto expandinternationallyChallengeMisunderstandings withoverseas suppliersover qualitystandardsAnalysisoffailedcasesFactors ActionToken OutputInaccuratetranslations andEngaged acultural Reducedmisunderstandingslake ofcultural awarenessconsultant andimproved butstill facedchallenges inlanguageaccuracy maintainingconsistentquality standardsCaseInspiration andSuggestionsInspiration Suggestion1Suggestion2Learn fromsuccessful Investin professionalAdvisor hiringa translatorcasesto identifybest foreigntrade Englishor culturalconsultant topracticesand strategiestraining foryour staffto ensureaccuratethat canbe appliedto yourimprove communicationcommunication withownbusiness contextskills overseaspartnersSuggestion3Stay updatedon globaltrade trendsand changesin industrystandards toremain competitiveinthe internationalmarketTHANKS。