国际商务英语ppt课件.ppt

国际商务英语 International Business English,Unit One,【Task】 1.In what sources can you get the names and addresses of new firms concerned ? 2.How do you write a letter to express your desire to establish business relations with XX Foodstuffs Import & Export Corp in Holland?,The foreign merchants may approach each other through the following channels: (1) Web (2) Banks (3) Commercial Counselors Office (4) Chambers of Commerce (5) Trade Directory (6) Advertisements (7) Attendance at trade fairs and exhibitions held at home and abroad (8) Mutual visits by trade delegations and group etc.,【Writing Tips】,When writing a letter to establish business relations, the following points should be covered: The source of information The intention of writing letter (to establish business relations) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.) Your expectation from the addresses,Unit Two,General enquiry Specific enquiry Firm offerNon-firm offer,【Task】 1. What information about should Johnsons Company provide in the first enquiry? 2. How to attract a potential suppliers attention to your enquiry? 3. What should be mentioned in making a firm offer? 4. How do you write a letter to make an offer with comfortable tone and show active attitude?,【Writing Tips】 When writing enquiry letters, the following should be paid more attention: The source of information Brief introduction of the writers own company and/or business line Enquire general information about goods Expectation for cooperation and an early reply,When writing a letter of offer, you should cover the followingpoints: Non-firm offer The thanks for the inquiry letter The detailed information the buyer asked for Stating the reservation clause Expectation Firm offer The thanks for the inquiry letter The detailed information the buyer asked for Stating the exact date Expectation,Unit Three,【Task】1. How to deal with the counter-offer and negotiate with each other several times?2. How to decline a counter-offer without lack of courtesy?3. How to write a letter as a seller to accept counter-offer with some hints (push the sale of / make a concession) ?,A counter-offer means a partial rejection of the original offer and a counter proposal initiated by the buyer. The party who receives a counter-offer has the right to accept it or decline it. He may even make counter counter-offers if the divergence between the two parties is not too big. Acceptance is an agreement to the terms of an offer . Declining a counter-offer is a disagreement to the terms of a counter-offer made by the buyer. Under such a situation, please pay attention to the mode of talking and show the positive attitude towards the transaction.,【Writing Tips】 A letter aiming at making a counter- offer often consistsof the following parts: show thanks for the offer received show regret being unable to accept what has been offered and state your reasons make a counter-offer, if appropriate, or suggest other business,When writing acceptance of the counter-offer letters, the following should be paid attention: Show thanks for the letter received Show regret being unable to fully accept buyers counter-offer Give reasons Make concessions in price Show expectation,When writing declining counter-offer letters, the following should be paid more attention: Show thanks for the letter received Show regret being unable to accept the other partys opinion Give enough reasons Writers suggestion Show expectation,Unit Four,【Task】 1. Do you think the price terms are the main terms in international trade? Why? 2. Please state reasons as buyers to persuade the seller to accept your price.,【Writing Tips】 When writing a letter about price, you shouldcover the following points: The prevalling market situation (competitive price) The quality of the goods and the condition of demand and supply Persuding the other party to accept the original price Stating the possibility of placing an order,Unit Five,【Task】1.Do you think the quantity is as important as the quality ? Why?2.Please state reasons as a buyer to persuade the seller to cut down the quantity.3.How do you understand “small profit by quick turnover”?,【Writing Tips】 When writing a letter of quantity, you shouldcover the following points: The conformation of the letter The minimum quantity Persuding the other party to accept the quantity（small profits but quick turnover） Stating the possibility of placing an order,Unit Six,【Task】 1.How do you persuade your customers to accept new specifications? 2.How do you understand “ FAQ 2009 Crop”?,【Writing Tips】 When writing a letter of specification, you should cover the following points: The confirmationn of the received letter Detailed specifications of the goods Stating the possibility of placing an order Supplying substitute The confirmationn of the received letter Stating the regret of unable to supply the ordered goods Supplying substitute Persuding the other party to accept substitute Stating the expectation of two parties cooperation,Unit Seven,Packing requirments Packing material Packing methodsShipping marks,【Task】1.What materials do you usually use when packing Groundnuts ? Why?2.Write a letter asking the seller to pack the tea absolutely damp proof and seaworthy.3.How do you persuade your customers to select attractive packing materials?,【Writing Tips】 When writing a letter of packing, you shouldcover the following points: The confirmation with thanks for the previous letter Detailed information of packing Stating expectatrion,Unit Eight,【Task】1.The sale season is coming, under such situation, what should the buyer do? 2.Please write a letter to the head office as Q/C for reporting the situation.3.Do you think sometimes the shipment date is more important than payment terms？ Why?,Time of shipment Expedite shipment Shipping instructionsShipping advice,【Writing Tips】 When writing a letter of shipment, you shouldcover the following points: Urging shipment Identifing the shipped goods Stating the stipulation of shipment Indicating the actual situation and reason Raising opinion, proposal or expectation,Shipping davice Indicating both description and Qty of the shipping goods The detailed information of the vessel (name, number, ETA and ETD etc.) The situation of shipping documents Transshipment and partial shipment The confirmation of having received previous letter The intention of asking for allowing transshipment and partial shipment Stating the reason Expecting cooperation,Unit Nine,Methods of payment Rush L/C Payment amendmentsExtension of payment,【Task】1.Under what circumstances shall a seller agree to payment by D/A?2.In order to promote business and get interest , how does Company B choose appropriate payment terms on condition that he insists on paying 40% by T/T within 3 days after receipt of B/L? 3.Please write a letter concerning company B new payment opinions.,Kind of L/C sight L/C time L/C irrevocable L/C confirmed L/C revolving L/C reciprocal L/C back to back L/C divisible L/C transferable L/C non- transferable L/C documentary L/C clean L/C anticipatory L/C standby L/C,【Writing Tips】 When writing letters to urge establishment of L/C , the following should be paid more attention:To mention the number of order or S/C To stress not have received the covering L/C To urge establishment of the L/C and related matters To express the expectation,When writing letters to amend the L/C, the following should be paid more attention: To confirm having received the L/C, and point out the discrepancies To state how to correct the discrepancies To make request for prompt amendment,When writing letters to extend the L/C, the following should be paid more attention:To mention the number of the L/C To express regret being unable to conform to the stipulations of the L/C To ask for extension To show thanks and expectation of receiving the amendment,Unit Ten,Insurance policy Open policy Insurance certificateInsurance clause,【Task】1.What kinds of insurance clauses are appropriate to Groundnut Kernels ?2.Please write a letter to the buyer about your insurance services as an insurance staff.,insurance (保险)有下列介词可以搭配 insurance on 保险的标志物，如： insurance on 1,000 sets electric fans 为1，000台电风扇投保 insurance for 保险金额，如： insurance for110% of the invoice value 按发票金额的110%投保 insurance against 保险险别，如： insurance against All Risks and War Risk 投保一切险和战争险 insurance at 保险费，如： insurance at a premium of 5% 5%的保险费投保 insurance with 保险公司，如： insurance with PICC 在中国人民保险公司投保,Additional(extraneous) risks 附加险Risk of Theft，Pilferage and Non-delivery （TPND） 盗窃提货不着险Risk of Breakage 破碎险 Risk of Clashing 碰损险Risk of Rust 生锈险 Risk of Hook damage 钩损险Risk of Contamination （tainting） 污染险 Risk of Deterioration 变质险Risk of Packing Breakage 包装破裂险 Risk of Leakage 渗漏险Risk of Fresh and/of Rain Water Damage（wetting） 淡水雨淋险Risk of Shortage in weight/quantity 短量险 Risk of Mould 发霉险Risk of Sweating and/or heating 受潮受热险Risk of Bad Odour（change of flavour） 恶味险，变味险On deck risk 舱面险War Risk 战争险 Strike, Riot and Civil Commotion （SRCC） 罢工，暴动，民变险,【Writing Tips】 When writing a letter of insurance, you shouldcover the following points: The confirmation of receiving the previous letter Stating the details of insurance clause (insurance amount, coverage, premium, etc.) Stating whose responsibility of the insurance premium,Unit Eleven,【Task】1. As all the terms and conditions are agreed upon, you are requested to send a S/C to your customer, what will you do first?2. List an outline of sending a S/C.,【Writing Tips】 When writing a letter of conclusion, you should cover the following points: The confirmation of the previous communication Stating the contents of the clause Sending a S/C Expecting countersignature,Unit Twelve,【Task】1.What does Johnsons Company show great concerns about aflatoxin contamination?2.Please write a letter as Evergreen Import & Export Co. Ltd, to show the results by random inspections .,【Writing tips】 When writing a letter of inspection, you should cover the following points: The confirmation of the ordered goods Stating the result of inspection A survey report Expecting an early reply,Unit Thirteen,【Task】 1. How to make complaints and claims ? 2. What should be done before lodging a claim? 3. How to settle the problem when the buyer lodge a claim for it? Please write a letter as Johnsons Company to make a complaint against the seller.,The principle of handle claims and complaints:- on the first ground- to our advantage- with restraintWhile receiving claim, the seller shall- make investigation to check the reason and distinguish genuine or false claim it is;- analysis the claim is justified or not;- making decision on settle or decline the claim.If the complains or claims are proved justified, the seller should admit it readily and express his or her regret, and the most important thing is to raise the material method of avoiding the problem in future.If the complains or claims are not justified, point it out politely and in agreeable manner. It would be a wrong policy to reject the customers request offhand,【Writing Tips】 The writer should politely but firmly when writing a letter of complaint Lodge a claim The confirmation of the ordered goods Provide a narrative of the error: For a product, include name, model, serial number, warranty information, where purchased, when, and for how much. Describe your compliance with any requested claims procedure. Refer to any pertinent documents, like sales slips, that you enclose. Describe the requested action: A refund? A repair? A new item? Expecting an early reply,Settlement of the claim The writer of such a response needs to look knowledgeable, helpful, concerned, and appropriatelyapologetic. As with other letters, the writer needs to Identify the purpose of the letter, reminding the reader of the source of the complaint as well as of any suggestions the reader originally made for dealing with the complaint Deal with the complaint, outlining whatever the writer can do to help the reader Assure the reader of the writers goodwill and attention to the problem,Unit Fourteen,【Task】 1.How do you open up a new market as a saleman? 2.Could Mr. Johnson act as a sole agent of Evergreen Co., Ltd.? Why? 3.Why does someone like to be a sole agent ?,【Writing Tips】 When writing a letter of promoting business, you should cover the following points: The willingness of business promotin Stating the advantages Expecting an early reply,Unit Fifteen,目录设计得是否对顾客有亲和力和销售暗示力是至关重要的。成组的产品按照逻辑性的分类可以帮助顾客锁定他们之所求。目录不仅可从一般意义上进行分类，像毛线衫，可分为开襟的和套头的，毛的和棉的，等等，而且它还可营造出一种氛围:泳池聚会的泳装外披，以及高山滑雪的加厚保温运动服来进行分类 。法国收藏者网站既采用普通的分类形式海报，印刷品和金属饰板，也采用像“巴黎街道招牌复制品”和“埃菲尔铁塔”的再现式分组，这种方式让顾客有似乎真在法国购物的体验。这对顾客有很大的影响力他们沉浸在这种体验之中，从而也多买了不少东西。 厂家采用卷轴式的图表辑展示多样的图像。这样可以让浏览者使用很少的点击便可浏览全部内容。它是一个便利的工具，可以展示种类繁多的商品或刚隆重推出的新产品。在不断滚动的过程中，它吸引了顾客的眼球，也使得在首页无法出现的商品品种也可进入顾客的视野。为了顾客的便利，许多网站还提供一步接一步的操作指示。,商品销售，无论是实体店铺还是虚拟交易，都要将产品以有吸引力的形式呈现给顾客。为给网络浏览者留下好的第一印象，商业展示不仅要吸引注意，赋予价值，而且要使购买活动更有趣和富于人性。说明既是对产品特性和交易条件的介绍，又具有促销的功能，语言要热情、幽默，能够激发顾客的购买意愿。,此外，人性化地将客户引导到购买活动中也是促销的好手段。当顾客了解到商品背后的故事，往往更愿意掏钱消费。产品背后发生的事情对消费者意味着更大的价值和更多的涵义。另外，哪怕一丁点儿关于产品和生产者的事情也会给顾客以信任感在网上这一点是很难做到的，因为开店人经常是隐身的，顾客既不知道他们的姓名，也没见过他们的模样。顾客愿意知道是谁制作了他们购买的产品，这对他们而言具有价值。,在美国和加拿大的客户的订单超过100件即可免除运费！你竞拍的是全新的由劳瑞.斯诺.海因设计的牡丹花绣品套件。这个套件包括：羊毛和腈纶绒线 ，全色的12目网格布、绣针、绣法说明。它包含了制作一幅14x14 英吋绒绣品的所有必需。如果你偏好DIMENSIONS, BUCILLA 或 VINTAGE的产品，而它们又很难找到，那么，就请光顾我们在eBay的网店吧，只需点击网址：http:/ 你对我们的满意就是我们的满足。,在退货之前，请在购货后15日内与销货人接洽取得退货认可编号，否则我公司将不接受退货。为尽快取得退货认可编号，请准备好以下资料：顾客的姓名，订单号，物品编号和序列号以及退货的原因。如果货物在你收到时已经损坏，务必在承运人的收货记录上按承运人的规定做出登记，同时要用原包装箱保存好，并及时通知我公司，以便我公司派出人员安排检验和取回已损物品。如果您在收货后15日内未通知我公司，我公司将不接受任何索赔，相关生产企业也不会理赔。一旦损坏属实，我公司将承担或退还全部费用。该条款也可如下规定;交易未指定退货政策;阅读物品說明，了解退货政策具体內容。,1. With the development of Internet and electronic commerce, online shopping seems to be gaining in popularity. Why do you go shopping online: let your fingers do the walking. (为什么不在网上购物，以手代步呢? )Please go shopping online personally and then state a number of advantages of it.2. What payment method do you use when you purchase online? Please specify.(1) The third party payment platform (i.e. Alipay: Teepay:etc.)(2) Online banking(3) Credit card(4 )Offline Branch(5) Bank money transfer(6) Post office money transfer(7 )Others,谢 谢,