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1．外贸业务人员在国外采购商的询价，做出制品报价前，应认识客户基本信息，包含是不是终端客户、年采购能力、消费区域，以及制品的用途、规格及质量需求，我机构是不是能够生产等。
Before quoting, the Salesman should know the basic information about the clients, for instance, the end users or not, the annual order quantity, the places of consuming, and the products the purposes, specification, quality and the abilities whether our factories to meet.
2．针对外商的邮件、传真，原则上在24小时内答复；特殊状况需要延期的，应即时向外商解释及大概需要的时间。
Generally as a rule, to reply the clients’ mails shall be within 24 hours after receiving; and please explain the reasons to the clients due to the things particular and need more time to deal with.
3．针对外商的制品报价，原则上根据机构财务分部经核算后的价格表（外销）执行；机构财务分部按照市场情况及生产成本，定时进行核算，对制品价格进行调节。
Quotations will be according to the prices list (for oversea market) made by the company Accounting Department, which will make prices adjustments according to the market and the production cost at regular periods.
4．针对订单数量很强，外商所能接受的价格小于我机构颁布的价格的，业务人员应先上报分部经理准许实施；分部经理不可批复的，报总经理准许后实施。
For big orders, the acceptable price from the clients is lower than our listed price, the salesman shall first report this to the manager of the departments for approval; and when the manager have no rights to approve, the price will directly go to the general manager for approval.
5．针对C&F及CIF报价，需要我方办理运输、保险的或需要进行法定检验的等事项，业务人员应事先联系关联中间商公司进行确定，选取中间商公司应思虑业务熟悉、服务效率高及收费恰当。
In C&F or CIF price terms, the salesman shall contact and deal with related companies in advance to confirm the things of shipment, insurance, commodity inspection etc. The basic conditions for selecting the related companies will be considering rich and professional practices, service with high efficiency and good prices.
6．针对外商的寄样需求，原则上需求到付；针对样品数额很强，原则上对方承担成本花费。在正式订单后，能够扣除成本及寄样花费。特殊状况，如关系比较好的老客户，我方能够预付并免收样品，报分部经理准许后执行。花费很强的，可报总经理准许后执行。
Per the clients’ requirements of sending samples, freight collect shall be generally required; and when the samples quantity is large, the cost shall be charged accordingly. However the cost and freight paid by the clients will be deducted in the trial orders. In cases particular, for instance the clients with long term and firm relations, we can pay the freight in advance with the samples free after approved by the manager of the departments，or by the general manager if the amount is large.
7．针对外商需要打样的，外贸业务人员应和生产分部协调，保证样品的质量及规格符合需求；样品需要分部经理审核后寄出；外商针对制品有包装或唛头需求的，正式包装或印刷前需经外商确认。
The salesman shall coordinate closely with the production departments in the samples making process to guarantee the quality and specifications meeting the clients’ requirements, and send the samples after the approval by the final checking up of manager department.
8．付款方式上，原则上思虑前TT所有或部分做为定金，剩余见提单传真件付款，及所有短期信用证。收汇银行和业务员负责对信用证做形式和内容的检测，发掘差异的，应即时通告外商修改。信用证审查无误后，报分部经理复核。
Generally as a rule, the following ways of payments will be considered:
a. wire transfer 100 in advance
b. wire transfer part as deposit, the balance against copy of B/L.
c.100% L/C at sight
Our beneficiary bank and the salesman will check up the L/C in form and contents respectively, and inform the clients to make change in time if differences existing, and submit to the manager of the departments for re-checking after no faults or differences found in advance..
9．原则上，机构在收到外商的所有货款、部分定金及信用证经复核无误后，起始安排生产计划，组织货源，进行生产。
As a general rule, the company will arrange the material and plan for production after receiving the payments in above No.8 terms.
10．在定单生产周期，外贸业务人员应到生产车间会同生产主管对制品生产进行监督、检测，发掘问题即时处理；或由分部经理协调处理，或分部经理上报总经理处理。严格把握制品的规格、质量、包装、生产时间符合同外商的约定。
In the production processing, the salesman shall be at the workshop to supervise and inspect the production with the person in charge, to find and solve the problems in time, or to report the problems to the manager of the department for coordinating to solve, or to report to the general manager for solving, to guarantee the specification, the quality, the packing and production time according to the requirements of the clients.
11．针对C&F、CIF价格条款的，业务人员应在生产结束前1星期，安排好货代，确定定舱事宜；通常在船期前二日，安排装柜、运输。
In C&F and CIF price terms, the salesman shall arrange and confirm the shipments with the related agents a week in advance, and to load the goods to the container and transport the goods two days in advance.
12．需要拜托中间商公司进行报关、商品法定检验、保险的，外贸业务人员应即时准备关联资料交中间商公司办理；办理过程中，业务人员能够帮助。
The salesman will prepare the concerned documents for the Customs declaration, Specified goods’ inspection and Insurance by related departments if needed; the salesman can make coordination in the process.
13．收汇方式为信用证的，外贸人员必须细心操作，小心处理，重视单证的一致性，做到安全收汇。
In the cases of L/C payments, the salesman need to deal with carefully and cautiously to sure the consistency of the documents and the L/C and to receive the funds safely.
14．所有收汇后，外贸人员请对关联资料进行整理，将关联单据交财务分部即时外汇局、税务局办理核销、退税。并重视对外商的售后服务，进行跟踪，以创立长时间的可信赖合作伙伴关系。
The salesman shall do the classification and collation of the business documents, and submit the related to the accounting department for the purposes of foreign exchange settlement in the concerned administration departments timely. And to keep the service work aiming to establish long-term reliable cooperation partnership.
外贸英语
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发表于 2024-7-31 22:28:12