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zsglly木虫 (著名写手)
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商贸英语（最简单的流程）
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MY VIEW ON ENGLISH FOR INTERNATIONAL BUSINESS ABSTRACT: This essay is my understanding of English for International Business we learnt this semester. It is based on the three points you gave us: the main content concludes in this course, the most important procedure in the whole process of trading, and an example about how to establish and finish a deal with a foreign company. Global marketing is becoming more and more important along the years with the increasing trend in internationalization. Since China has entered WTO in 2000, some professional knowledge on international business should be very helpful. I chose English for International Business because I thought it should be very useful in the future, and I did learnt a lot in the studying of this semester. Though it seems still very hard for me to have a real trade with a foreign company—there are too many details we should care about in a real foreign trade—I can tell the main process of trading now! It’s a very big progress for me, and I think my choice of learning this course is extremely correct. This book is divided into three main parts: Part 1 Introduction to International Business, Part 2 Styles and Patterns in Language of English for International Business and Part 3 International Business English Correspondence. Part 1 concludes International Business, Business Organizations, Ways of Business, A Guide to Economics, The Market Economy, What Is marketing, Promotion of Products and International Payments & Settlements; Part 2 concludes Styles and Features in Language of English for International Business, Language Patterns and Writing Ways of International Business Contracts, Language Patterns and Writing ways of Message for International Business Telegrams, Telexes, Faxes and E-mail, International Trade Terms; Part 3 concludes Brief Introduction to International Business Practice, Negotiation Strategies on International Business, Establish Business Relations, Inquiries and Offers, Counter-Offer, Bid and Counter-Counter-Offer, Acceptance and Order, Packing and Shipment, Payment and Delivery, Inspection, Insurance and Arbitration, Complaints, Claims and Adjustments, Agency and Contract and Joint Venture. And International Business, Business Organizations, International Payments & Settlements, International Trade Terms, Brief Introduction to International Business are the main contents we learnt this semester. 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. Ⅰ. The Preparation for Business Negotiation: 1). 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; 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; 3). Making a practical negotiation plan which is convenient for you. Ⅱ. Inquires 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. Ⅲ. Offers 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: 1). It is sent to one or more than one offeree; 2). It expresses the wish to sign a contract; 3). Its contents must be definite, complete, clear and final; 4). It must reach the offeree and shall go into effect from the time received. Ⅳ. Counter-Offer, Bid and Counter-Counter-Offer 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 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. Ⅴ. Acceptance and Order 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: 1). Name of commodity, model number, size, color, or any other relevant information; 2). Quantity; 3). Date and method of shipment; 4). Price per item; 5). Packing; 6). Payment 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. 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. An example about how to establish and finish a deal with a foreign company: 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.) Ⅰ.Preparatory Work 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. Ⅱ.Business Negotiation 1. Inquires 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. 2. Offer Company B (Shanghai Murga Steel Abrasive Co., Ltd.) gave an offer to Company A (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. 3. Counter-Offer, Bid and Counter-Counter-Offer 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 that the 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 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. Ⅲ.Signing of Business Contract Company 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. Ⅳ.Implementation of the Business Contract As 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 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 L/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. There must be something wrong in this essay, and maybe some steps are not clear enough, but I do try my best. Look back on the studying of this semester, it's very pleasant and meaningful! |
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