Unit 9 International Purchasing

1. Unit 9 International Purchasing

2. 教学目标 知识目标 能力目标 素质目标 • 掌握国际采购流程； • 了解国际采购各流程中常用的英文术语； • 了解询价报价、谈判货物跟踪等的英文表述。 • 能用英文进行询价、报价； • 能用英文进行简单谈判、货物跟踪方面的交流； • 能填写国际采购相关英文单据。 • 良好的与人沟通、语言表达的能力； • 理论联系实际的能力； • 良好的信息获取和分析的能力。

3. 教学重难点 The key points and difficulties of this chapter • 国际采购各流程中常用的英文术语； • 询价报价、谈判货物跟踪等的英文表述。 重点 • 能用英文进行简单谈判、货物跟踪方面的交流； • 能填写国际采购相关英文单据。 难点

4. 本单元内容

5. 教学内容 • Part I Introduction to • International Purchasing 一、 Situation Leading 二、 Text Teaching 三、 Classroom Exercises Homework 四、

6. 一、SituationLeading(情境导入) • 1、Discussion • 1）What are the main reasons for international purchasing? 2）Do you think international purchasing is more complicated than domestic purchasing? Please give your reasons. 请同学们自由发言！

7. Product Availability Improve competitiveness Price Quality main reasons Increased number of suppliers Better service

8. International purchasing is more complicated, because: • Language barrier; • Different culture; • Customs regulations and duties; • Currency exchange rate confusion; • Long time transportation; • And so on.

9. 二、Text Teaching Part I Introduction to International Purchasing Four parts: • International purchasing is popular nowadays • Reasons for International Purchasing • What are the differences between domestic and International Purchasing? • Roadblocks to Successfully International Purchasing

10. Internationalpurchasing is driven by many elements. • It is driven by many elements, such as logistics, finance, technology, marketing, wealth creation and so on.

11. The globalization of large companies has allowed them to get the benefits of lower labor and materials costs while still selling the same quality and quantity of products. • Today, the internet and E-commerce have great development, online shopping makes it easier to purchase around the world. Electronic International Purchasing becomes more popular.

12. The main reasons for importing are: • (1) Price. Price is the major reason for buying overseas. This may be due to lower labor costs, quality control and more efficient production technology. Exchange rate level can play a decisive role. At the same time, the total delivered price must be considered. • (2) Quality. To obtain goods or materials with higher quality/standard for a given price. • (3) Product Availability. The goods may not be available in the buyer’s country or those that are available may be of inferior quality.

13. (4) Improve importer’s competitiveness. It may be through design, quality/standard, efficiency, technology, multi-user capability. • (5) Increased number of suppliers, where there is inadequate domestic supply. • There are also other reasons such as worldwide technology exposure, to become globally competitive and so on.

14. What are the differences between domestic and International Purchasing?

15. Roadblocks to Successfully International Purchasing • Language barrier; • Nationalism-local source preference; • Lack of knowledge of foreign supplier’s culture; • Customs regulations and duties; • Currency exchange rate confusion; and • Lack of buying strategies;

16. New Words and Expressions • assemble [ə'sembl] vt.装配, 组合 • globalization ['gləubəlai'zeiʃən] n. 全球化 • rationale [,ræʃə'na:li] n. 理由 • exchange rate n. 汇率 • procedure [prə'si:dʒə] n. 规程 • open account n. 开户，往来账户 • currency ['kərənsi] n. 货币 • blanket ['blæŋkit] adj. 通用的 • roadblock ['rəudblɔk] n. 障碍 • barrier ['bæriə] n. 障碍 • confusion [kən'fju:ʒən] n. 混淆

17. Part II Processes of International Purchasing （一）The Basic Processes of Purchase including the following steps： • 1. Determine Purchasing Demand • 2. Supplier Selection and Negotiation • 3. Sign a contract/purchase order • 4. Order Tracking • 5. Take delivery and inspection • 6. Payment

18. （二） International Purchasing Processes 1. Preparation（准备） The preparation before international purchasing, including： • determine purchasing demand, • making international purchasing plan, • market research, • information gathering and so on.

19. 2. International supplier selection（供应商选择） • Search suppliers • Supplier contact • Background review（背景回顾）

20. 3. Negotiation(谈判) • Negotiation is the heart of the purchasing job. To negotiate with foreigners with different language and culture is not an easy thing, but it is also not too different. • International negotiation，compared to domestic practices, the basic tools and techniques while conducting an actual negotiation are similar.

21. similar • For example, the attitude of the negotiators, the need to set goals, determining when and what to negotiate, preparation. Yet there are differences to explore. • Many buyers think that for them to win the negotiation, the other party must lose. Not so! Most successful negotiations are “win-win.” Recall that a negotiation is a mutual bargaining discussion, to arrive at terms agreeable to both parties.

22. This step generally includes four procedures, i.e., enquiry, offer, counter-offer and acceptance. • Commonly the content in details include the name of commodity, quality, specifications, quantity, terms of price (CIF, FOB, etc.), terms of payment (by L/C or otherwise), time of shipment, packing method, discount, etc. important

23. 4. Contract（签合同） • After negotiation, the buyers and the sellers may agree upon terms and conditions of the trade, then a Contract or a Sale Confirmation-thelatter being the name for routine contract in our foreign trade practice-is made out. • A contract is an agreement, enforceable by law. A contract may be formal, oral or written. But according to relative Chinese economic laws, the contract of an import/export trade is effective only if it is in written form. attention

24. 5. Contract Fulfillment • If L/C is used for payment, • importer should open L/C in time based on contract terms and sent to the exporter. • Exporter should make the shipment and present to the negotiating bank the relevant documents to get payment. • Space booking and insurance should be arranged by importer or exporter according to contract terms.

25. 海关 表格 • The imported goods must be declared to Customs. Certain customs forms should be filled and necessary documents like the invoice, B/L, and inspection certificate, should be submitted. • Both the importer and exporter can ask the freight forwarders（货运代理人）for help.

26. 6. Take Delivery and Inspection 7. Post-Purchase Performance Evaluation

27. New Words and Expressions • requisition ['rekwi'ziʃən] n. 申请书 • evaluate [i'væljueit] vt.评价 • enquiry [in'kwaiəri] n. 询价 • quotation [kwəu'teiʃən] n. 报价 • Purchase Order 采购订单 • confuse [kən'fju:z] vt.混淆 • inexperience ['inik'spiəriəns] n. 缺乏经验 • association [ə'səusi'eiʃən] n. 协会 • install [in'stɔ:l] vt.安装

28. warranty ['wɔrənti] n. 保证书，保单 • trial ['traiəl] n. 测试，试验 • tariff barrier 关税壁垒 • specification ['spesifi'keiʃən] n. 说明书 • B/L (bill of lading) 提单 • forwarder ['fɔ:wədə] n. 代运人 • inspection certificate 检验证明

29. 三、Classroom Exercises I. Phrases Translation • supplier selection purchase order • tariff barrier currency exchange rate • terms of payment packing method • contract fulfillment space booking • inspection certificate freight forwarder

30. I. Phrases translation（答案） • 供应商选择采购订单 • 关税壁垒汇率 • 付款方式包装方式 • 合同履行订舱 • 商检证明货运代理

31. II. Chess Game • Divide the whole class into two groups. Throw the dice, walk on the Chessboard from the “start”, and answer the questions. • Which group first arrives the “victory”, then it is the winner.

32. III. Translate the Following into English • 1.通过订单跟踪，及时发现问题，以确保订单的正常履行。 • 1. By the timely detection of problems, order tracking can ensure the normal order fulfillment. • 2.谈判是采购的重要环节，大多数成功的谈判都是“双赢”的。 • 2. Negotiation is an important step of the purchasing. Most successful negotiations are ‘win-win.’

33. III. Translate • 3.通常询价的详细内容包括商品名称、质量、详细说明、数量、价格条款、付款方式等。 • 3. Commonly the enquiry content in details include the name of commodity, quality, specifications, quantity, terms of price, terms of payment, etc. • 4. 货运代理人可以帮助进出口方履行一些常规的事务，例如装卸货物、储存货物、安排运输、报关等。 • 4. A freight forwarder can perform routine tasks such as loading/unloading of goods, storage of goods, arranging local transport, declared to Customs, etc. on behalf of importers and exporters.

34. Part III Skills Training 1.用电子邮件向供应商询价。询价邮件样本： • Gentlemen, • We learn from ABC Co. Ltd., New York that you are a leading exporter in your country. • We are, at present, very much interested in importing your goods and would appreciate your sending us catalogues, or even samples if possible. • please give us detailed information on CIF Guangzhou prices, discounts, and terms of payment. • We hope this will be a good start for a long and profitable business relation. • Yours truly, • Rita

35. 供应商对询价的回复邮件样本： • Dear Sirs, • We are very pleased to receive your enquiry of 15th July. We enclose a copy of our latest catalogue and lowest quotation giving the details you asked for. We hope some of these items will be of interest to you. • Also by express, we are sending you some samples. On regular purchase in quantities of not less than 100 dozen, we would allow you a discount of 5%. Payment is to be made by L/C. • We are looking forward to your first order. • Yours faithfully, Terry

36. 练习1：以买方的名义写一封英文邮件，要求卖方寄送商品目录并报价。主要内容如下：练习1：以买方的名义写一封英文邮件，要求卖方寄送商品目录并报价。主要内容如下： • 我们希望对贵公司的下列产品进行报价，希望贵方能给我们提供必要的目录和到上海的CIF价格。 • 冰柜(icebox) • 洗衣机(washing machine) • 便携式热水器(portable electric water heater) • 彩电 (TV) • 我们是武汉的一家家电（appliances）零售商，由于市场对新电器需求不断增加，我们希望能加大产品推广力度，如贵方能提供给我们一些促销方案，我们将不胜感激。

37. Dear Sirs， • We have many enquiries for the under-mentioned goods, and we would be obliged if you would forward us the necessary catalogues and prices C.I.F. Shanghai. • Icebox • Washing Machine • Portable Electric Water Heater • Color TV Set • We are an electric appliances retailer in Wuhan, as there is a growing demand for new electric gadgets on this market, we are hoping to be among the first to introduce the above products on a large scale. Any suggestion you may give on our sales promotion programs would also be highly appreciated. • We are looking forward to hearing from you soon. • Yours faithfully, • ……

38. 练习2：以卖方的名义写一封英文回邮。 内容包括： • 给买方用附件发最近的商品目录及报价单。 • 希望与买方进一步合作，如果订货量大会给与一定折扣。 • 报价单的样本及填写见教材146页。

39. 卖方的回邮 • Gentlemen, • Thank you for your interest in our Electric Appliance. The enclosed price list and illustrated catalogue will give you details you interested. If the order is large, we can give discount. • The illustrations will also give you information about other items we are exporting. As to our terms and conditions, please see page 10 of the catalogue.

40. Our products, especially our color TV sets and electric water heaters are enjoying a high reputation in your area. Because of their excellent quality and low prices, you can be sure our products will no doubt help you expand your market. • We are looking forward to hearing from you soon. • Yours faithfully, • ……

41. 简短邮件(老客户之间交流)例子 Hi Sheila, • Attached Pls find our new order A60300. • Wait for your soon reply and confirm. • Best regards, • Rita. Hi Rita, • Thank you for your new order. We will get back to you with order acknowledgement. • Regards, • Sheila. 回复

42. Hi Rita, • Please find attached an amended order acknowledgement for POA60300. • This order has now been scheduled and the scheduled ship date are indicated. • If you have any questions please let me know. • Regards, • Sheila.

43. 2. 口语交流（谈判） A：采购方 B：供应商 用146页报价单的内容，买卖双方进行谈判。 谈判主题：买方收到报价单后，与卖方打电话，希望获得较大折扣，甚至是做武汉地区的独家代理商（sole agency）。

44. 3、采购订单（Purchase Order） 根据上面谈判的结果，填写订单。 • 4、销售确认书（Sales Confirmation） 以卖方的名义填写销售确认书。

45. 5. 口语交流（提前发货） A：采购方 B：供应商 训练内容：两个同学一组，扮演两个角色。 练习教材145页的对话，话题是关于季节性商品的采购与发货。

46. 主题 买方通知卖方信用证已开 Gentlemen, RE：Our order No. 887-Sewing Machines. • We have instructed the Commercial Bank of San Francisco to open a credit for USD*** in your favor, valid until 30th May. • The credit will be confirmed by the Bank of China, Shanghai, who will accept your draft on them at sight.

47. The documents required for negotiation are: • 3 Commercial Invoices • 2 B/L • Insurance Policy • Please advice us by E-mail when the sewing machines have been shipped. • Your faithfully, • ***

48. IV. Homework（作业）

49. Part IV Useful Sentences • 1. 请求报价。 • (1) 兹函请提供……的报价。 • We are writing to invite quotations for the supply of … • (2) 请寄送样品。 • Please send us samples. • (3) 请将下列货品的最低价格赐知。 • Kindly quote us your lowest prices for the goods listed below. • (4) 请报到上海的最低C.I.F.价格和最大折扣，装运时间以及付款方式。

50. (4) 请报到上海的最低C.I.F.价格和最大折扣，装运时间以及付款方式。 • Please quote your lowest C.I.F. Shanghai with the best discount, the date of shipment and the terms of payment. • 2. 询价。 • (1) 随函寄上询价单一份。 • We are enclosing here with an enquiry sheet. • (2) 附件是我们编号为356的询价单，请给我们基于FOB的报盘。 • Enclosed(or attached) is our Enquiry No.356, please give us an offer on FOB basis.