外经贸业务洽谈-SHIPPING
外贸谈判知识点总结大全
外贸谈判知识点总结大全在进行外贸谈判时，了解谈判知识点是非常重要的。
谈判是外贸合作中的重要环节，谈判的结果将直接影响到合作双方的利益。
因此，了解谈判的基本知识点，将对谈判的成功与否起到决定性作用。
以下是一些外贸谈判的知识点总结：一、谈判前的准备工作1. 了解对方公司的情况：在进行谈判前，对方公司的情况是需要了解清楚的，包括公司的历史、规模、业务范围、市场地位以及在目标市场的业绩等方面的情况。
2. 了解对方国家的文化和法律法规：在进行跨国谈判时，了解对方国家的文化和法律法规是非常重要的。
文化差异可能会对谈判产生影响，而对方国家的法律法规对于合同的签订和执行也是至关重要的。
3. 制定谈判策略：在进行谈判前，需要根据对方的情况以及自身的利益诉求，制定出一套详细的谈判策略。
包括谈判的目标、谈判的时间表、谈判的步骤以及谈判的底线等方面的内容。
4. 需要准备好自己的谈判团队：在进行跨国谈判时，需要准备好一支专业的谈判团队。
团队成员需要精通对方国家的语言和文化，并且熟悉对方国家的市场情况和法律法规。
5. 收集有关市场情报：了解目标市场的市场情报对谈判是非常重要的。
包括市场的供求关系、价格水平、竞争对手、消费者的需求以及政府的政策等方面的情报。
二、谈判中的基本原则1. 以合作为基础：在进行外贸谈判时，双方要以合作为基础，互惠互利，相互尊重。
双方不应把对方视为对手，而是应该携手合作，共同发展。
2. 双赢的谈判结果：外贸谈判的目标是取得双赢的结果，即使一方获得了利益，也不能使对方蒙受损失。
双方在合作中应该共同分享利益，实现互利共赢。
3. 言之有物，信守承诺：在进行谈判时，双方应该言之有物，不做虚假的承诺。
同时，一旦达成协议，双方都应该信守承诺，履行合同。
4. 尊重对方的文化和利益：在进行跨国谈判时，双方应该尊重对方的文化和利益。
要避免冲突、歧视和对方国家的不适当言行。
三、谈判中的技巧1. 主动与被动：在进行外贸谈判时，双方都会采取一些主动的举动。
外贸业务员要想和外商谈判价格这些知识你必须掌握
外贸业务员要想和外商谈判价格这些知识你必须掌握在外贸出口业务中，如果和客户达成CIF价格条款，那么保险是卖方负责的，但是具体投保扫描险种等具体条款，作为外贸业务员必须和外商事先谈好，然后才能投保。
但是在和外商谈保险条款时，你自己首先必须对保险的基本知识你的知晓，否则怎么和外商谈，所以，这些保险最基本的ABC你的知道，掌握。
下面给大家科普一下保险的那些ABC基本知识，有的可能和以前推出的文章有些重复，但是就算重温或者复习增加记忆。
在海运货物保险中，被保险货物在海上运输过程中，由于海上风险和外来风险所造成的损失或者灭失就是海运货物保险要保障的损失。
一.海上损失：由海上风险引起的损失叫海上损失。
凡是与海上运输相连接的路上或者内河运输中所发生的损失也属于海上损失。
海上损失可以按照损失程度，划分为全部损失和部分损失。
（1）全部损失（Total Loss）:简称“全损”，是承保风险所造成的被保险货物的全部灭失或视同全部的损失。
又可以分为实际全损和推定全损；A:实际全损（Actual Total Loss）是被保险货物完全灭失或者完全变质，已经丧失了原有的使用价值。
由下面四种情况构成被保险货物的实际全损：a.被保险货物的实体已经完全灭失，比如，货物遭遇大火被全部焚毁。
b.被保险货物遭受严重损害，已丧失原有的用途和价值，比如货物被海水侵蚀，腐烂发臭。
c.被保险人对被保险货物的所有权已无可挽回地被完全剥夺，如战争时货物被敌国所捕获或没收。
d.载货船舶失踪达到一定的时间还没有消息。
被保险货物遭受了实际全损后，被保险人可以按其投保金额获得保险人全部损失的赔偿。
B：推定全损（Constructive Total Loss）:是被保险货物在海运途中遭遇承保风险之后，虽然未达到完全灭失的程度，但可以预见到其实际全损已经不可避免，或者为避免实际全损而对受损货物进行恢复，修复的费用与继续将货物送达原定目的地所需的费用总和已经超过货物到达目的地时的价值。
外贸口语商务谈判对话
外贸口语商务谈判对话1. "嘿，在谈外贸生意的时候，咱可得会说那些关键的话呀！比如说，咱可以这样说，‘这价格能不能再优惠点呀？’就像咱平时砍价一样，对吧！想想看，要是你不说，对方咋知道你想要更便宜的呢？"例子：A: “How about the price?” B: “Can it be a bit cheaper?”2. “哇塞，谈外贸合同的时候，可不能含糊其辞啊！‘咱啥时候能交货呀？’就得直接问出来，这可关系到生意能不能顺利进行呀！”例子：A: “When can we deliver?” B:“In two weeks.”3. “哎呀，遇到分歧的时候咋说呢？‘咱能不能各退一步呀？’像这样说，说不定就能找到解决办法啦！”例子：A: “There's a big difference. ” B: “Can we both make some concessions?”4. “嘿，讨论付款方式的时候，直接点，‘能不能用信用证呀？’简单明了，多好！”例子：A: “Can we use letter of credit for payment?” B: “Let's consider.”5. “哇，要强调质量的时候，就说‘这质量必须得杠杠的呀！’这多有力度！”例子：A: “The quality has to be excellent!” B: “Sure.”6. “哎呀呀，询问售后服务可别不好意思呀，‘售后有啥保障呀？’就得这么问！”例子：A: “What kind of after-sales guarantee do you have?” B: “We have a one-year warranty.”7. “嘿，表达合作诚意的时候，大声说出来，‘咱真心想跟你们合作呀！’对方肯定能感受到！”例子：A: “We really want to cooperate with you!” B: “That's great.”8. “哇哦，提出新想法的时候，勇敢点，‘咱试试这个办法咋样？’”例子：A: “Let's try this way. How about it?” B: “Sounds good.”9. “哎呀，对条款有疑问就直说，‘这一条我不太明白呀！’可别藏着掖着！”例子：A: “I don't quite understand this clause.” B: “I'll explain it to you.”10. “嘿，想确认细节的时候，就问，‘这个细节确定好了吗？’多直接有效呀！”例子：A: “Is this detail confirmed?” B: “Yes, it is.”我的观点结论：外贸口语商务谈判对话真的很重要，用对了话语，能让谈判更顺利，生意更好做！。
外贸业务流程范文
外贸业务流程范文外贸业务是指企业与国外市场进行贸易往来的活动。
它涉及到各个环节，包括市场调研、寻找客户、洽谈、合同签订、订单执行、支付结算、物流运输等。
下面是一般的外贸业务流程介绍。
1.市场调研：首先，需要对目标市场进行调研，了解市场需求、竞争情况、进出口政策等。
通过分析研究来判断产品是否适合该市场。
3.洽谈：与客户进行洽谈，进行价格、品质、数量、交货期等方面的谈判，以达成共识。
洽谈可能会进行多轮，最终确定订单细节。
4.样品确认：向客户提供样品，供其质量、外观的检验。
客户确认样品符合要求后，确定产品的样式和规格。
5.合同签订：双方根据洽谈结果起草合同，确定产品名称、规格、单价、数量、交货方式、付款方式、验收标准、争议解决机制等细则。
并进行签订和盖章。
6.订单执行：按照合同协议的内容，组织生产、包装、质检等环节。
确保产品按时交付、质量符合要求。
7.付款结算：根据合同约定的付款方式，向客户发送发票和汇款通知。
在货款到账后，及时向客户确认收到款项，并进行凭证和账目的记录。
8.物流运输：根据客户要求，选择适当的运输方式，如海运、空运、陆运等，处理相关文件和手续。
安排货物装箱、航线选择、报关报检等活动。
9.报关报检：按照国家相关法规和标准，对货物进行报关、报检。
如需要办理进口许可证、卫生证书、检验检疫等手续。
10.运输跟踪：跟踪货物的运输情况，及时向客户提供货物的运输状态、跟踪信息和相关证明文件。
11.到货验收：客户收到货物后，按照合同的要求进行验收，并确认货物的数量、质量、外观是否符合合同的约定。
13.数据整理与汇总：对外贸业务过程中产生的数据进行整理，形成各项数据报表。
如销售额、订单数量、出口国家、客户满意度等。
以上是一般的外贸业务流程，不同企业可能会存在一些特殊的环节或细节，需要根据实际情况进行调整。
另外，在外贸业务中还需要关注国际贸易政策、法律法规的变化，以及风险管理等方面的问题。
外贸商务谈判英语对话
外贸商务谈判英语对话外贸商务谈判英语对话是国际贸易中必不可少的一部分，以下是一段外贸商务谈判英语对话：Dialogue between a foreign trade negotiator and a client.外贸谈判员与客户之间的对话。
Negotiator: Good morning, Mr. Client. Welcome to our company. How was your flight?谈判员：早上好，客户先生。
欢迎来到我们公司。
您的航班怎么样？Client: Good morning, thank you. The flight was good, thank you. It's nice to be here.客户：早上好，谢谢。
航班很好，谢谢。
很高兴来到这里。
Negotiator: Please have a seat. I have some documents for you to review. This is our company's product catalog, and this is our price list.谈判员：请坐。
我有一些文件需要您审查。
这是我们公司的产品目录，这是我们的价格表。
Client: Thank Thank I will review these documents right away.客户：好的好的，我会立即审查这些文件。
Negotiator: Also, I have some questions for you. Do you have any specific requirements for the products?谈判员：另外，我有一些问题要问您。
您对产品有任何具体要求吗？Client: Yes, I do. I am particularly interested in your electronic products. Could you tell me more about them?客户：是的，我有。
外贸谈判知识点总结
外贸谈判知识点总结一、外贸谈判的基本概念外贸谈判是指进出口贸易双方在商务活动中，就商品的价格、数量、质量、运输方式、付款条件等商务条款进行讨价还价，达成一致意见，并签订正式合同的一种商务活动。
外贸谈判是国际商务活动中最为基本和重要的环节之一，谈判的成败关系到企业的利润和国家的对外贸易利益，其重要性不言而喻。
二、外贸谈判的准备工作1、确定谈判目标：在进行外贸谈判之前，双方要明确定位谈判目标。
企业要明确自己的产品定位和目标市场，选择合适的供应商或客户，有的放矢，避免浪费时间和资源。
2、收集信息：在进行谈判前，需要对对方企业、市场行情、竞争对手等进行充分了解和收集情报，为谈判做准备。
了解对方的需求和背景，研究市场行情和竞争对手的价格及产品质量，以备谈判中用作据。
3、明确策略：制定谈判策略是谈判的前提，企业要明确自己的底线和最大限度，对于价格、付款条件、质量要求等方面有清晰的策略，做好充分的准备。
4、提前准备资料：在谈判之前，将所需的资料、样品、合同模板等准备齐全，以备不时之需。
同时，准备好自己的谈判团队，明确各自的职责和分工。
三、外贸谈判的技巧1、语言表达：在谈判中，语言表达是非常重要的，要使用准确、恰当、优美的语言表达自己的观点和诉求，避免引起对方的误解和不悦。
2、掌握话语权：在谈判中，要适时地掌握话语权，主动发问和引导对话，避免让对方控制全局。
3、尊重对方：在谈判中，要尊重对方，避免使用粗暴、傲慢的语言和态度，保持礼貌和尊重，增加与对方的沟通和合作机会。
4、灵活变通：在谈判中，要灵活变通，根据对方的态度和反应，及时调整自己的谈判策略，以求最终谈判成功。
5、引导谈判：在谈判中，要善于引导对话，控制谈判节奏，使谈判进程顺利进行，达到自己的谈判目标。
6、保持耐心：在谈判中，要保持耐心，不要着急和冲动，以免做出错误的决策或表态，影响谈判的顺利进行。
四、外贸谈判的注意事项1、遵守诚实信用原则：在谈判中，要遵守诚实信用原则，避免虚假宣传和欺诈行为，保持诚信和诚实，建立良好的商业信誉。
外贸商务谈判对话实例
商务谈判对话实例A→The seller Miss Lin, representing Huaxin Trading Co.,Ltd.B→The buyer Mr. Cai, representing James Brown &.Sons Co.,Ltd.A: Good morning, Mr. Cai. Glad to meet you.B: Good morning, Miss Lin. It‟s very nice to see you in person.A: How are things going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: We‟ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it‟s very considerate of you. If you‟ll excuse me, I ‟ll go over your price-list right now.A: Take your time, Mr. Cai.B: Oh, Miss Lin. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: I‟m sorry to hear that. You must know that the cost of productionhas risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I‟m afraid I can‟t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations I‟ve received from your competitors in other countries. So, your price is not competitive in this market.A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you‟ll have to lower the price. That‟s reasonable, isn‟t it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price.B: If you are prepared to cut down your price by 8%, we might come to terms.A: 8%? I‟m afraid you are asking too mu ch. Actually, we have never given such lower prices. For friendship‟s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we canafford.B: You certainly have a way of talking me into it. But I wonder if we place a larger order, whether you‟ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we cannot bring our price down a still lower level.B: Ok, I accept. Now let‟s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I‟m sorry we can‟t accept D/P terms.B: As for regular orders in future, couldn‟t you agree to D/P?A: Sure. After several smooth transactions, we can try D/P terms.B: Well, as for shiopment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: Ok, I see. How about packing the goods?A: We‟ll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it‟s moreattractive than cartons. Do you think so?A: Well, I hope the packing will be attractive,too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA.Clash&.Breakage and War Risk.A: This term should damage these goods less in transit. I agree with it.B: I‟m gald we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let‟s confirm these items we concluded at the moment.A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5 Toronto. 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I‟ll get the S/C ready tomorrow for your signature.B: That‟s fine. See you tomorrow. Goodbye. Miss Lin.A: See you and thanks for coming, Mr. Cai.Typical expressions used in each stage of business negotiation价格客人询价1. Will you please let us have an idea of your price?2. Are the prices on the list firm offers?3. How about the price/ How much is this?我们报价1. This is our price list.2. We don‟t give any co mmission in general.3. What do you think of the payment terms?4. Here are our FOB prices. All the prices in the lists are subject to our final confirmation.5. In general, our prices are given on a FOB basis.6. We offer you our best prices, at which we have done a lot business with other customers.7. Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP?8. This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in?客人还价1. Is it possible that you lower the price a bit?2. Do you think you can possibly cut down your prices by 10%?3. Can you bring your price down a bit? Say $20 per dozen.4. It‟s too high; we have another offer for a similar one at much lower price.5. But don‟t you think it‟s a little high?6. Your price is too high for us to accept.7. It would be very difficult for us to push any sales at this price.8. If you can go a little lower, I‟d be able to give you an order on the spot.9. It is too much. Can you discount it?拒绝还价1. Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable.2. Our price is competitive as compared with that in the international market.3. To tell you the truth, we have already quoted our lowest price.4. I can assure you that our price is the most favorable. A trial will convince you of my words.5. The price has been cut to the limit.6. I‟m sorry. It is our rock-bottom price.7. My offer was based on reasonable profit, not on wild speculations.8. While we appreciate your cooperation, we regret to say that we can‟t reduce our price any further.品质1. We have a very strict quality controlling system which promises that goods we produced are always of the best quality.2. You have got the quality there as well as the style.3. How do you feel like the quality of our products?4. The high quality of the products will secure their leading status in the market place.5. You must be aware that our quality is far superior to others.6. We pride ourselves on quality. That is our best selling point.7. As long as the quality is good. It is all right if the price is a bit higher.8. They enjoy good reputation in the world.9. When we compare prices, we must first take into account the quality of the products.10. There is no quality problem. Quality is something we never neglect.11. You are right. It is good in material, fashionable in design, and superb in workmanship.12. We deliver all our orders within one month after receipt of the covering letters of credit.13. I wonder if you have found that our specifications meet your requirements. I‟m sure the prices we submitted are competitive.接受还价1. Can we each make some concession?2. In order to conclude business, we are prepared to cut down our price by 5%.3. If your order is big enough, we may reconsider our price.4. Buyer wish to buy cheap and sellers wish to sell dear. Everyone has an eye to his own benefit.5. Considering our good relationship and future business, we give a 3% discount.询问订货数量1. How many do you intend to order?2. Would you give me an idea how much you wish to order from us?3. When can we expect your confirmation of the order?4. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?5. We regret that the goods you inquire about are not available.6. What‟s minimum quantity of an order of your goods?客人回答订单数量1. The size of our order depends greatly on the prices.2. If you reduce your price by 5%, we are going to order 1000sets.3. This is a trial order; please send us 100 sets only so that we may test the market. If successful, we will give you large orders in the future.4. I‟d like to order 600 sets.感谢下单1. Generally speaking, we can supply form stock.2. I want to tell you how much I appreciate your order.3. Thank you for your order of 100 dozen of the shirts. We assure you ofa punctual execution of your order.4. Thank you very much for your order.交货客人询问交货期1. What about our request for the early delivery of the goods?2. What is the earliest time when you can make delivery?3. How long does it usually take you to make delivery?4. When will you deliver the products to us?5. When will the goods reach our port?6. What about the method of delivery?7. Will it possible for you to ship the goods before early October?答复交货期1. I think we can meet your requirement.2. I …m sorry.We can‟t advance the time of delivery.3. We can assure you that the shipment will be made not later than the fist half of May.4. We will get the goods dispatched within the stipulated time.5. The earliest delivery we can make is at the end of September.客人要求提早交货1. You may know that time of delivery is a matter of great important.2. You know that time of delivery is very important to us. I hope you can give our request your special consideration.3. Let‟s discuss the delivery date first. You of fered to deliver the goods within six months after the contract signing. The interval is too long. Could we expect an earlier shipment within three months?稳住客人1. We shall effect shipment as soon as the goods are ready2. We will speed up the production in order to ship your order in time.3. If you desire earlier delivery, we can only make a partial shipment.4. We‟ll try our best. The earliest delivery we can make is in May, but I can assure you that we‟ll do our best to advance the shipment.5. I‟m afraid not. As you know, our manufacturers are full and we have a lot of order to fill.6. I‟ll find out with our home office. We‟ll do our best to advance the time of delivery.7. I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.签单前建议1. Before the formal contract is drawn up we‟d like to restate the main points of the agreement.2. We can get the contract finalized now.3. Could you repeat the terms we‟ve settled?4. It is very important for us to abide by contracts and keep good faith.5. Have you any questions as regards to the contract?6. I‟d like to hear your ideas about the problem.7. I think it is better to have a good understanding of all clauses before signing a contract.8. Do you have any comment to make about this clause?9. Do you think the contract contains basically all we have agreed on during negotiations?10. Everything has been arranged well. I hope the signing of the contract will go smoothly.11. These are two originals of the contract we prepared.询问签单1. When shall we sign the contract?2. Mr. Brown, do you think it is time to sign the contract?3. Shall we go over the other terms and conditions of the contract to see if we agree on all the particulars?4. Shall we sign the contract now?5 Just sign there on the bottom.6. The contract is ready, would you mind reading it through?7. We have reached an agreement on all the clauses discussed so far. It is time to sing the contract.签单后祝语1. I‟m very pleased that we have come to an agreement at last.2. Let‟s congratulate ourselves for the successful contract.付款方式客人询问付款方式1. Shall we discuss the terms of payment?2. What is your regular practice about terms of payment?3. What are your terms of payment?4. How are we going to arrange payment?回复询问付款方式1 We‟d like you to pay us by L/C.2. We always require L/C for our exports and we pay by L/C for our imports as well.3. We insist on full payment.4. We ask for a 30 percent down payment.5. We expect payment in advance on first orders.客人建议付款方式1. We hope you will accept D/P payments terms.2. In view of this order of small quantity, we propose payment by D/P with collection through a bank so as to simplify the payment procedure.3. Payment by L/C is the safest method, but rather complicated.礼貌拒绝客人1. I‟m sorry. We can‟t accept D/P or D/A. We insist on payment by L/C.2. I‟m afraid we must insist on our usual payment terms.3. “Payment by installments” is not the usual practice in world trade.4. It is difficult for us to accept your suggestion接受客人付款方式1. In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight; however, this should not be taken as a precedent.2. I have no alternative but to accept your terms of payment.信用证要求及货币1. When should we open the L/C?2. Your L/C must reach us 30 days before the date of delivery so as to enable us to make all necessary arrangements.3. How long should our L/C be valid?4. The L/C should be valid 30 days after the date of shipment.5. Could you tell me what documents you‟ll provide?6. Together with the draft, we‟ll also send you a full set of bill of lading, an invoice, and an insurance policy, a certificate of origin and a certificate of inspection. I suppose that is all.7. In what currency will payment by made?8. We usually do business in U.S.dollars as world prices are often dollars based.保险客人询问保险1. As for the insurance, I have quite a lot of things which I am still not clear about.2. May I ask you a few questions about insurance?3. What do your insurance clauses cover?4. I wonder if the insurance company holds the responsibility for the loss.5. Have you taken our insurance for us on these goods?6. Can you tell me the difference between WPA and FPA?7. What risks are you usually covered against?8. Is war risk to be covered?9. I‟d like to have the insurance of the goods covered at 110% of the invoice amount.回复保险询问1. There are three basic covers, namely, Free form Particular Average, with Particular Average and ALL risks.2. Ocean shipping cargo insurance is important because goods run the risk of different hazards such as fire, storm, collision, theft, leakage, explosions, etc. If the goods are insured, the exporter might get enough to make up his loss.3. Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim supported by a survey report, with the insurance company at your end.4. As a rule, we don‟t cover them unless you want to.5. If more than that is asked for, the extra premium for the difference between 130% and 110% should be born by the buyer.6. The FPA clause doesn‟t co ver partial loss of the particular coverage, whereas the WPA clause does.7. The extra premium involved will be on your account.8. The insurance covers ALL Risks at 110% of the invoice value.9. No, it is not necessary for the shipping line to add to the cost. Our past experience shows that All risks gives enough protection to all the shipments to your area.10. ALL risk covers all losses occurring throughout the voyage caused by accidents at sea or land. In other words, it includes FPA, WPA, and general additional risks, with special additional risks excluded.free from particular average (F.P.A.)平安险with particular average (W.A.)水渍险（基本险）all risk一切险（综合险）war risk战争险theft,pilferage and nondelivery (T.P.N.D.)盗窃提货不着险rain fresh water damage淡水雨淋险risk of shortage短量险risk of contamination沾污险risk of leakage渗漏险risk of clashing & breakage碰损破碎险risk of odour串味险damage caused by sweating and/or heating受潮受热险hook damage钩损险loss and/or damage caused by breakage of packing包装破裂险risk of rusting锈损险risk of mould发霉险strike, riots and civel commotion (S.R.C.C.)罢工、暴动、民变险risk of spontaneous combustion自燃险deterioration risk腐烂变质险failure to delivery交货不到险import duty进口关税险on deck仓面险rejection拒收险aflatoxin黄曲霉素险。
外贸业务流程
外贸业务流程外贸业务是指企业在国际市场上进行贸易活动的过程，包括出口和进口两个方面。
外贸业务流程是指从接到订单到最终交付货物并收到款项的全过程。
在这个过程中，涉及到多个环节和复杂的操作，需要企业具备丰富的经验和专业的知识。
下面将详细介绍外贸业务的流程。
首先，外贸业务的流程可以分为市场调研、洽谈订单、签订合同、生产制造、货物运输、清关报关、货款收取等几个主要环节。
在进行外贸业务之前，企业需要进行市场调研，了解目标市场的需求和趋势，确定产品的竞争优势和定位。
接下来是洽谈订单，企业需要通过各种渠道寻找潜在客户，进行产品推介和洽谈，最终达成订单。
在订单确认后，双方需要签订合同，明确产品规格、价格、交货期等具体条款，确保双方权益。
然后是生产制造，企业需要按照合同要求进行生产，保证产品质量和交货时间。
货物生产完成后，需要进行货物运输，选择合适的运输方式和物流渠道，确保货物安全快捷地到达目的地。
在货物到达目的地后，需要进行清关报关手续，确保货物能够顺利进入目标国家。
最后是货款收取，企业需要按照合同约定收取货款，完成交易。
其次，外贸业务流程中需要注意的问题有很多。
首先是对目标市场的了解，企业需要深入研究目标市场的政策法规、消费习惯、市场需求等情况，制定相应的营销策略。
其次是合同的签订，企业需要仔细审查合同条款，避免出现漏洞和纠纷。
再者是货物的运输，企业需要选择可靠的物流合作伙伴，确保货物能够安全、及时地到达目的地。
最后是货款的收取，企业需要建立健全的结算制度，妥善处理货款支付的问题，避免出现资金风险。
总之，外贸业务流程是一个复杂而又繁琐的过程，需要企业具备丰富的经验和专业的知识。
只有不断学习和积累经验，才能够在激烈的国际市场竞争中立于不败之地。
希望企业能够认真对待外贸业务流程中的每一个环节，做好每一个细节，确保外贸业务的顺利进行。
外贸洽谈技巧和方法
外贸洽谈技巧和方法嘿，咱今儿就来唠唠外贸洽谈这档子事儿！你说这外贸洽谈，那可真是像一场精彩的博弈啊！咱先说说技巧吧。
就好比你跟人下棋，得知道怎么走每一步。
在外贸洽谈中，了解对方那是必须的呀！你得像侦探一样，把对方的喜好、需求摸得透透的。
不然你咋知道该出啥招呢？这就好比人家喜欢吃甜的，你非给人上盘辣的，那能成吗？还有啊，说话可得讲究。
别一张嘴就噼里啪啦一通说，得听人家把话说完呀！这就跟聊天似的，你得有来有回，不能光自己在那说个不停。
而且啊，用词也得恰当，别弄些人家听不懂的词儿，那不是给自己找麻烦嘛！再说说方法。
咱得有个计划，不能瞎碰瞎撞。
就像出门旅游，你得规划好路线，不然东跑西跑，啥也没玩到。
谈之前，先想好自己的底线在哪里，哪些能让步，哪些坚决不行。
这就跟拔河似的，你得知道啥时候该用力，啥时候该松松劲儿。
另外，展示自己产品或服务的时候，可得有一手。
别干巴巴地说，得生动形象点。
比如说，你卖衣服，你就说这衣服穿上就跟明星似的，多好看呀！让人家脑子里能有画面感，那效果肯定不一样。
还有很重要的一点，那就是态度。
得热情点，别冷冰冰的，谁愿意跟个大冰块谈生意呀！就跟交朋友似的，你热情了，人家才愿意跟你多聊几句，对吧？咱再打个比方，外贸洽谈就像是一场恋爱，你得用心去经营。
了解对方的心思，用对方法，展现出自己的魅力，才能让这场“恋爱”修成正果呀！你想想，要是随随便便就去谈，能谈好吗？那肯定不行呀！咱中国人做生意，讲究的就是个诚信和情谊。
在和外国人谈生意的时候，咱也得把这两点发挥出来。
让他们知道，咱中国人靠谱，跟咱合作错不了！总之呢，外贸洽谈可不是件容易的事儿，但只要咱掌握了技巧和方法，再加上咱的真诚和热情，就一定能谈出好结果。
你说是不是这个理儿？咱可别小瞧了这外贸洽谈，这里面的学问大着呢！咱得好好琢磨琢磨，让自己在外贸的舞台上大放异彩！。
外贸业务流程
外贸业务流程外贸业务流程是指外贸企业从客户订单到货款收到的全过程。
一般包括询盘、报价、谈判、合同签订、生产、装运、质检、报关、运输、货款收取等环节。
下面，我将从这几个环节逐一介绍外贸业务流程。
首先是询盘环节。
外贸业务往往是通过电子邮件、电话或者其他渠道收到客户的询盘，客户通常对产品的规格、数量、质量、价格等方面有所要求。
外贸业务人员要及时回复客户的询盘，提供详细的产品信息和报价。
接着是报价环节。
外贸业务人员根据客户的要求，制定合理的报价。
报价时需要考虑到产品成本、市场竞争情况和客户需求等因素，以确保报价的合理性和竞争力。
然后是谈判环节。
在与客户进行谈判时，外贸业务人员需要针对客户的需求和要求，与客户进行有效的沟通和交流，达成共识并解决问题。
谈判的目的是签订一份有利于双方的合同，并确保合同条款的准确性和可执行性。
接下来是合同签订环节。
在达成谈判一致后，双方会签订正式的销售合同。
合同中包括产品的详细规格、数量、价格、交货期限、付款方式等条款。
合同签订后，外贸业务人员需要及时将合同副本发送给客户，并确保双方的权益得到保障。
然后是生产环节。
在合同签订后，外贸企业会根据客户的要求和合同条款进行生产准备工作，包括采购原材料、安排生产计划、监督生产过程等。
生产过程中要确保产品质量、交货期和数量等符合客户要求。
接下来是装运环节。
在生产完成后，外贸企业会将产品进行包装、装箱，并安排运输。
运输方式可以选择海运、空运或者陆运等不同方式。
外贸业务人员需要与货代公司合作，完成产品的装运手续，并及时提供装箱单、提单和其他相关文件给客户。
然后是质检环节。
在产品装运后，外贸企业会委托第三方质检机构对产品进行质量检测。
质检机构会检查产品的质量、规格和数量等，确保产品符合客户的要求和合同条款。
接着是报关环节。
在产品抵达目的地国家后，外贸企业需要办理报关手续。
报关是指将进口货物送往海关，经过海关的检验、审批、登记等程序，允许货物进入目的地国家的一种行为。
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SHIPPING Dialogue (1) Date of Shipment When a buyer places his order, he often demands that the delivery meet his sales requirement. To avoid possible disputes, the date of shipment should be stipulated as clearly as possible in the contract. Mr .Wei from the China National Foodstuffs Import & Export Corporation, Shanghai Branch, has had much experience in this area. Buyer: Now, Mr.Wei, a word about delivery. Can you make prompt shipment? Wei : „Prompt shipment‟, such terms are ambiguous. People can interpret this phrase differently. Buyer : We must have the seafood for the winter sale. That „s all I want. Wei: For the winter sale? Why ,that would mean the goods must arrive at London in early November . We‟re now in late September. Even if we had the goods ready, I don‟t think we could ship them right away. Buyer : I know there‟s a great demand on shipping lately. Wei : That is so. I was informed by our shipping department yesterday that liner space for Europe up to the end of next month has been fully booked. I‟m afraid we can do very little about it. Buyer: We understand tramps are still availbale. Wei: Yes, but tramps are scarce. Generally, no refrigeration facilities are provided on them, and I‟m not sure whether there would be enough tonnage to make a full cargo, even if a tramp could be obtained. Buyer: Is there any chace if transhipment is allowed? Wei: But transhipment adds to the expense, risks of damge and sometimes may delay arrival, because there‟s also a shortage of transhipment space for Europe. Anyhow, we‟ll try. We have good connections with the China Resources Shipping & Storage Co., Ltd. in Hongkong. This company has a great reputation for its compentence in the shipping world. And since it has longterm agency agreements with many world famous shipping companies, it can easily meet the clients‟ varied demands. Buyer: We prefer direct shipment, of course, but if you can‟t get hold of a direct vessel, we may agree to have the goods transhipped at Hongkong. You know, good quality, competitive price, all would mean nothing if goods could not be put on the market on time. Wei: Yes, fully understand. We‟ll find out the situation about the connecting steamer right away. Buyer: As far as I know, Jardine Shipping Agent (HK) Ltd. has a liner sailing from Hongkong for Europe around mid-October. If you could manage to catch that vessel, everything would be all right. Wei: It‟s very hard for us to accept a designated oncarrier. There are so many factors that might make the goods miss the intended sailing. Besides, are you sure the vessel will call at London? And is she already carrying a full load? Buyer: I guess if we start immediately, there‟s still hope. And if worst comes to worst, please ship the goods to London or Liverpool. How about Liverpool as an optional port of destination? Wei: Good. Then what would you say if we put like this:“Shipment, first available steamer in October. Port of destination, London or Liverpool. Transhipment at Hongkong allowed.” I think this is the earliest possibility. Buyer: Fine. It seems I‟ve no alternative. Thank you, Mr. Wei. I‟m sorry if these arrangement cause you a lot of inconvenience. Wei: Oh no, we‟re only too glad to help you in any way we can. Words and Expressions 1. requirement 需要，需要的东西，要的条件 2. stipulate 规定to stipulate for a 2% commission 规定2%的佣金 stipulation规定 3. seafood海味 4. winter sale 冬季销售 5. right away 立即 6. shipping department 船运部，运输部 7. liner定期船，班轮a conference liner 公会班轮 a passenger liner 定期客船liner rate班轮费率 8. space 舱位shipping space 舱位 to book space 订舱 9. book 订购to book an order 接受订单booking 订货heavy booking 大量订货 10. tramp(tramp vessel, tramp freighter)不定期船 11. facility 设备，方便dock facilities 码头设备refrigeraton facilities 冷藏设备sihpping facilities 运输设备 12. tonnage 吨位 13. transhipment转运 transhipment allowed允许转运 transhipment bill of lading 转运提单transhipment prohibitted禁止转运 tranship转运 to tranship at 在（某地）转运 14. to have good connections with (sb)与某人有良好关系 15. long term agency agreement长期代理协议 16. direct vessel直达船 17. connecting steamer衔接船 18. to catch a vessel赶上船只 19. designated on-carrier指定的第二航程的船 20. sailing 航行to miss the sailing错过航期 sailing date开航日期 sailing schedule船期表 direct sailing 直达船sail 驾驶to sail for 驶往（某地） 21. call停泊 to call at 泊calling 停泊calling port停泊港 22. carry运载 23. load装载量 a car load整车货物 a full load满载 loading and unloading装卸 loading charges装载费 loading days装载期 loding plan装载计划 loading port装载港 loaded draught重载吃水量 load装载 to load cargo