外贸英语谈判

河北科技师范学院商务管理系《外贸英语谈判》

实践报告

实习学期：2009 至2010 学年第1学期学生姓名：付迪

学生学号：9112070211

专业班级：国际经济与贸易本科0702

指导教师：赵林相

完成日期：2009-12-19

实践报告——外贸英语谈判

一、实习目的

此次实习的目的是为了提高外贸英语谈判的能力，熟悉国际贸易中的英语术语和表达方法，在对外贸易中能够娴熟的运用，并了解国际贸易实务的流程，在与外商谈判的时候可以有条不紊的进行。

二、实习方法

利用6个学时的时间，在课上进行外贸英语对话，同学之间2-3个人任意结组，结完组后，组员自己编写一段5-8分钟关于对外贸易的对话，内容要涉及到本学期学到的知识，然后在课堂上进行自己编写的对话，让老师验收，最后写出实践报告。

三、实践内容

A: Hello, Mr. Wang. I am glad to meet you here at the fair.

B: Likewise. Take a seat, please. How about a cup of tea?

A: Sure. Thank you. It seems your business is prosperous. There are many customers here.

B: Yes, it's not too bad. Our sales are going up year after year. And we still have a large potential production capacity.

A: Well, what do you think of choosing a commission representative or agent abroad to promote your sales?

B: That's a good idea. So far, we have several agents abroad.

A: We are willing to be your agent in Thailand for hand-held tools. What do you think?

B: That sounds good.

A: Then, what's your usual commission rate for your agents?

B: Usually, we give a commission of 3% to our agents.

A: 3% is too low, I think. You see, we have a lot of work to do in sales promotion such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs money. 3% is not enough.

B: Don't worry. We'll allow you a higher commission rate if your sales score a substantial increase.

A: You mean to say…

B: Now, if you sell US$ 2 million worth of hand-held tools annually, we can only allow 3% commission. If the annual turnover exceeds US$ 5 million, you can get 5% commission. What do you think of that?

A: It sounds OK.what about the bad debts?

B:that’s the responsibility of the agent, I’m afraid.

A: Then how do you pay the commission?

B: We may deduct the commission from the invoice value directly or remit it to you after payment.

A:all right.

B:One thing I’d like to mention is that you, as our solo agent, should not handle simil- Ar products from our competitors.

A:No, certainly not. It’a okay, we would like to sign an agency agreement with you i- Mmdiatly.

B:I have a draft of a solo agency agreement, you can go over it first.

A:Ok, I scan it quickly, it seems to be workable. Where shall I put my signature?

B:Here and there. We’ll sign two originals each in the Chinese and English languages. Both are equally effective.

A:I’d like to study this for a few hours ang compare the English and Chinese documents.

B: Think it over. We hope to keep a good business relationship with you.

A: Thank you for your help.

四、实践心得

在这次的实习中，我从中学到了很多知识，受益匪浅。不仅对国际贸易实务的流程有了更深的理解，而且还熟悉了对外贸易中的专业术语和表达方式。对外贸英语谈判也能够较好的掌握。

国际贸易实务流程主要有以下几个方面：建立贸易关系，询价报价，价格争议，订货，付款方式，合同，交货与装运，保险，索赔与仲裁，代理。当然在对外贸易中并不是每个环节都会出现，但是了解和熟悉了这一过程，可以在以后的对外贸易中不易出现纰漏，如果对其中的一个环节没掌握好，可能这次的贸易就不会谈成。因此说，每个环节都是十分重要的。

常用贸易术语的灵活运用，可以帮助你更快的谈成一项贸易，一个老练的客户都有很灵敏的嗅觉，他们往往会从与你的交流中，作出是否继续合作下去的判断。因此与他们进行流利的不间断的外贸英语对话，这是相当重要的。这就要求我们要对英语的熟练达到很高的程度，并且对相关的贸易术语相当的熟悉。

发展对外贸易，参与国际竞争，开拓国际市场，必须精于外贸谈判，熟练掌握商务谈判的规律和技巧，并加以灵活运用。只有这样，才能有效地运用外贸英语谈判手段，在国际商贸活动中运筹帷幄，掌握主动，赢得胜利。