商贸英语（最简单的流程）
Generally speaking, international trade consists of four different processes: preparatory work, business negotiation, signing of business contract and implementation of the business contract. In international business, it is mostly through negotiations that exporters and importers bridge the difference and reach a fair and mutually satisfactory deal, so negotiation is of course the most important procedure in the whole process of trading. Generally speaking, business negotiation contains four steps: inquiry, offer, counter-offer and acceptance and order. And the preparations for business negotiation are also very important.- 口译网) S* h* ~; m7 L
$ X3 [; v1 R* P, L3 V; L口译资料下载,口译网论坛,口译论坛,英语口译,人事部口译,上海中级口译,上海高级口译,口译官方网站,同声传译,http://www.kouyi.orgⅠ. The Preparation for Business Negotiation:
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4 u6 ^/ m6 _) e: Y中国最大的口译教学与行业论坛！http://www.kouyi.org1). Defining the three aims for negotiation: the best aim (which will benefit you best), the satisfactory aim (which is fair for both parties, although it provides you with lower interests than the best one), the acceptable aim;
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/ L5 k; b. I& l$ R6 ^2). Getting necessary information: information about the market that you want to enter, the potential clients, the competitors you will deal with. Making a market research should be necessary in this situation;
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; f0 V3 Z- f! W3). Making a practical negotiation plan which is convenient for you.bbs.kouyi.org* x9 ], h- F- T! k7 s( k
; o* \* a+ u# y( w' MⅡ. Inquires
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Most inquiries, especially from longtime or regular customers may be very simple in content, in which only the name and the specifications of commodity will be mentioned. But there are some other inquires which are in great details including the name, quantity, quality, specifications, terms of payment, price terms, time of shipment, package, discount, etc. required by the buyer so as to enable the seller to make proper offers.
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Ⅲ. Offers
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An offer is the seller’s promise to supply goods on stipulated terms. It is often a reply to an inquiry. Generally speaking, an offer has four basic elements:
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7 a- {7 \5 h/ T; [1 H1 y# X& `- 口译网1). It is sent to one or more than one offeree;口译论坛$ M" o3 P* z8 Z& {9 w6 k2 ~! ^5 c
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2). It expresses the wish to sign a contract;
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3). Its contents must be definite, complete, clear and final;
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- `# w6 S" Z" D4 i4 cbbs.kouyi.org4). It must reach the offeree and shall go into effect from the time received., d* \" S- a/ f$ A1 h$ `
* I. Q* k, }5 b: E( v口译论坛Ⅳ. Counter-Offer, Bid and Counter-Counter-Offer
8 C0 t( v9 K# i- 口译网A counter-offer is the refusal of an offer, is a new offer to the former offerer. That is to say, the former offerer now become an offeree, and so the former offeree now
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an offerer. And if the new offeree does not agree to some of the terms, he will give the now offerer a counter-counter-offer. And the offer that is made by the buyer is called bid, so bid is also a kind of offer.bbs.kouyi.org3 |7 j( q: Z1 A' Y
* S$ c) i3 i( Z. u! e( v口译论坛Ⅴ. Acceptance and Order - 口译网8 k* q* r; C/ V3 I5 O9 D- s
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Either the buyer or the seller according to the specific conditions agreed upon after mutual negotiations can give acceptance to the counterpart. It comes after inquires, offers and counter-offers. Then an order may fellow. Order refers to an oral or written request to supply a specified quantity of goods. An order letter/form must include all the necessary details to make it complete, namely:口译论坛0 a' O- o& |' A
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1). Name of commodity, model number, size, color, or any other relevant information;
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, l2 j+ i( |' g1 I) Q8 X# rbbs.kouyi.org2). Quantity;
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" i: ~/ E* J5 k& C% S N6 N3 [9 ^bbs.kouyi.org3). Date and method of shipment;bbs.kouyi.org$ a5 Z: a6 O7 s; Y: V. a9 [+ d/ O
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4). Price per item;
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# Q: @4 V. H6 ]6 s中国最大的口译教学与行业论坛！http://www.kouyi.org5). Packing;
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- I9 z0 P& b( k* w, c2 W- 口译网When the buyer sends the seller an order for some goods, he also sends him a confirmation of purchase in duplicate to be countersigned, with one copy to be returned for file, When the seller receives an order, he must send a confirmation of sales in duplicate to the buyer to be countersigned with one copy to be return for file. And, after receiving the seller’s confirmation, the buyer opens a letter of credit, whereas the seller gets the goods ready for shipment after he receives the letter of credit. - 口译网) q& {5 G5 q4 {+ z+ s
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And in my opinion, another procedure is also very important, especially in a real foreign trade. That is credit inquiry in Business Preparatory Work which should be done through bank reference or trade reference at the beginning of establishing business relations. It can avoid being cheated and protect the business interests of the traders.口译论坛9 ~& u" |) f- M- v7 F! A/ A
7 [) s H8 x' `& u u( i口译资料下载,口译网论坛,口译论坛,英语口译,人事部口译,上海中级口译,上海高级口译,口译官方网站,同声传译,http://www.kouyi.orgAn example about how to establish and finish a deal with a foreign company:bbs.kouyi.org8 c g1 D" ~5 f5 [; e
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Company A (Bender Shipbuilding & Repair Co., Inc.) want to buy 100,000 long tons of angular steel grit GL from Company B (Shanghai Murga Steel Abrasive Co., Ltd.)
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' M0 l: s5 Q3 C p! N口译论坛Ⅰ.Preparatory Work - 口译网6 L4 {; N% E: }4 I7 P
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The business relations are established through a face-to-face talk at the exhibition held in Guangzhou, China. The credit inquiry of both Company A and Company B has been done through the professional credit agency.中国最大的口译教学与行业论坛！http://www.kouyi.org. c6 h4 S6 P7 O5 b; H" V' u
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Ⅱ.Business Negotiation中国最大的口译教学与行业论坛！http://www.kouyi.org6 [3 J" u5 e+ j! S
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1. Inquires- 口译网1 Z, Y8 h" F. j% S. v. T" z6 A! I" g
6 r2 T N, h" z; i6 H& t- 口译网Company A (Bender Shipbuilding & Repair Co., Inc.) sent E-mail to Company B (Shanghai Murga Steel Abrasive Co., Ltd.) to make an inquiry. They wanted Company B to provide them the catalogs and price-lists of the goods in reply.中国最大的口译教学与行业论坛！http://www.kouyi.org" h5 v( O, K9 j1 K
0 u( E Y2 R5 ]( @7 g中国最大的口译教学与行业论坛！http://www.kouyi.org2. Offer
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Company B (Shanghai Murga Steel Abrasive Co., Ltd.) gave an offer to CompanyA (Bender Shipbuilding & Repair Co., Inc.). The name, quantity, quality, specifications, terms of payment, price terms, time of shipment, package, discount are all mentioned in this E-mail.
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3. Counter-Offer, Bid and Counter-Counter-Offer; O1 O% [' y" s! S/ P
$ B1 m% o9 g: G' ~. b: f+ H2 k- 口译网Company A (Bender Shipbuilding & Repair Co., Inc.) gave an E-mail to Company B (Shanghai Murga Steel Abrasive Co., Ltd.) as a count-offer. They thought thatthe price was so high that their margin of profit would be either very little or nil, and they hoped that the price will be reduced 3%. Company B sent Company A bid to say that they'd like to cut 2.8%. And Company A sent an E-mail as a counter-counter-offer to 0.3% more reduction.
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1 R2 O# s2 [" x0 O5 _' z) u中国最大的口译教学与行业论坛！http://www.kouyi.orgⅢ.Signing of Business Contract
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- ?9 d% ?; S+ p$ X0 S. c) {: P口译资料下载,口译网论坛,口译论坛,英语口译,人事部口译,上海中级口译,上海高级口译,口译官方网站,同声传译,http://www.kouyi.orgCompany B (Shanghai Murga Steel Abrasive Co., Ltd.) accepted the requirement of Company A, and sent an order to it. And, after receiving the seller’s confirmation, the buyer opens a letter of credit, whereas the seller gets the goods ready for shipment after he receives the letter of credit. In the contract, payment was to be made by L/C, and FOB was requested.口译资料下载,口译网论坛,口译论坛,英语口译,人事部口译,上海中级口译,上海高级口译,口译官方网站,同声传译,http://www.kouyi.org' [5 t$ h ^* V D l" U
6 \& o3 H' D+ Q9 b, E口译资料下载,口译网论坛,口译论坛,英语口译,人事部口译,上海中级口译,上海高级口译,口译官方网站,同声传译,http://www.kouyi.orgⅣ.Implementation of the Business Contract
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! F" i* U! f# S6 r7 zAs soon as Company B got the L/C from Bank2, the goods should be packed and transported to the ship which was sent by the buyer. And Company
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B could get money from Bank2 by the L/C and marine bill of lading. Then The whole process of Company A and Company B was over. Bank2 could give
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. t6 }, d# G1 ~/ u3 hL/C and marine bill of lading to issuing bank, and Company A should pay to issuing bank as soon as they get L/C and marine bill.
