外貿(mào)英語函電業(yè)務(wù)流程全解析演講人：日期：OverviewofForeignTradeBusinessProcessCustomerdevelopmentandordernegotiationOrderExecutionandLogisticsOperationsCollectionofforeignexchangeandtaxcompliancecontents目錄PracticaltemplateforforeigntradecorrespondenceCommonProblemsandRiskPreventionandControlcontents目錄01OverviewofForeignTradeBusinessProcessThecorelinkofforeigntradebusinessNegotiationandContractSigning01Conductbusinessnegotiationswithclients,reachanagreement,andsignaformalcontract.Stockingandproduction02Arrangetheproductionorprocurementofrequiredgoodsaccordingtothecontract,andconductqualityinspection.Customsdeclarationandtransportation03handleexportcustomsdeclarationprocedures,choosethetransportationmethodtotransportthegoodstothedesignateddestination.Presentationandsettlement04Providetherequireddocumentstothebankorcustomerforpaymentsettlement.Factory:Responsibleforproductmanufacturing,qualitycontrol,packaging,anddelivery.Banksprovidefinancialservicessuchasfinancing,payment,settlement,andriskmanagement.Freightforwarder:responsibleforgoodstransportation,customsclearance,insurance,andwarehousingservices.Customs:Supervisethelegalityandcomplianceofimportedandexportedgoods,levytariffs,andenforceimportandexportbans.Foreigntradeparticipantsanddivisionoflabor(factories,freightforwarders,banks,etc.)02040103KeycostnodesintheforeigntradeprocessQuotationstagefees01includingcosts,profits,taxes,andtransportationexpenses.Predeliverycosts02Referstotheinitialinvestmentinproduction,inspection,packaging,andtransportation.Customsdeclarationandtarifffees03Customsdutiesandotherrelatedfeespaidaccordingtocustomsregulations.Paymentsettlementfees04bankhandlingfees,exchangeratefluctuations,andletterofcreditfees,etc.02CustomerdevelopmentandordernegotiationCustomersourcechannels(exhibitions,B2Bplatforms,socialmedia,etc.)ExhibitionByparticipatinginprofessionalexhibitionsathomeandabroad,face-to-facecommunicationwithpotentialcustomers,understandingcustomerneeds,andshowcasingproductadvantages.B2BplatformUtilizeB2Be-commerceplatformssuchasAlibabaandGlobalResourcestopublishproductinformationandattractcustomerinquiries.SocialmediaSearchforpotentialcustomersandestablishbusinessconnectionsthroughsocialmediaplatformssuchasLinkedInandFacebook.CustomerrecommendationRecommendnewcustomerstoexistingcustomerstoincreasecustomertrustandordersuccessrate.Customersourcechannels(exhibitions,B2Bplatforms,socialmedia,etc.)QuotationTechniquesandCostAccounting(FOB/CIFTerms)Quotationtechnique01Developareasonablequotationstrategybasedonmarketconditions,productcosts,competitorprices,andotherfactors.Costaccounting02Accountingforproductcosts,includingproductioncosts,transportationcosts,taxes,etc.,toensurecompetitivepricing.FOB/CIFterms03AccordingtotheIncoterms,clarifytheresponsibilitiesandobligationsofbothpartiesandchoosetheappropriatetrademethod.Discountsandcommissions04Customersaregivenacertaindiscountorcommissionbasedonfactorssuchaspurchasequantityandpaymentmethod.Keypointsforcontractsigning(paymentmethod,deliverydate,breachofcontractliability)PaymentmethodClearlyspecifythepaymentmethod,suchasletterofcredit,T/T,D/P,etc.,toreducetheriskofforeignexchangecollection.Keypointsforcontractsigning(paymentmethod,deliverydate,breachofcontractliability)DeliverytimeDeterminethedeliverytimeandspecifyitinthecontracttoensuretimelydelivery.LiabilityforbreachofcontractContractamendmentandterminationClarifytheliabilityforbreachofcontractbetweenbothparties,includingthehandlingofdelayeddelivery,qualitydiscrepancies,andothersituations.stipulatetheconditionsandproceduresforcontractamendmentortermination,andsafeguardtherightsandinterestsofbothparties.12303OrderExecutionandLogisticsOperationsStockupandproductionfollow-up(inspectionstandards,QCprocess)InventorymanagementBasedonorderrequirements,developdetailedprocurementandproductionplanstoensurematerialsupplyandproductionprogress.030201InspectionstandardsDevelopdetailedinspectionstandardsandprocedures,includingtestingofproductspecifications,quantity,appearance,functionality,andotheraspects,toensurethattheproductmeetscontractrequirements.QCprocessEstablishacomprehensivequalitycontrolsystem,monitorandtesttheentireprocessofproducts,andensurethatproductqualitymeetscustomerrequirements.Detailedrecordsofthename,specifications,quantity,grossweight,netweight,volume,andotherinformationofthegoodsforcustomsinspectionandclearance.Preparationofinspectionandcustomsdeclarationdocuments(packinglist,invoice,certificateoforigin)PackinglistAsavoucherforgoodstransactions,includingcommercialinvoices,formalinvoices,etc.,detailedrecordsofgoodsinformation,prices,etc.arerequired.InvoiceItprovestheoriginofgoodsandplaysanimportantroleintheimportcountry'scustomsduties,anti-dumpingmeasures,etc.CertificateofOriginBasedonfactorssuchasthecharacteristicsofthegoods,transportationdistance,deliverytime,etc.,choosetheappropriatefreightmode,includingseafreight,airfreight,expressdelivery,etc.FreightmodeselectionBasedonthevalueofthegoodsandtransportationrisks,choosetheappropriateinsurancetypeandamounttoprovideprotectionforpossiblelossesthatmayoccurduringthetransportationofthegoods.InsurancecoverageFreightmodeselection(sea/air/express)andinsurancecoverage04CollectionofforeignexchangeandtaxcomplianceReferstothetransferofpaymenttotheexporter'saccountviabankwiretransferorSWIFT.Theadvantagesarefastspeedandlowcost,buttheremaybecreditrisk.Foreignexchangepaymentmethods(TT/letterofcredit/DP)TelegraphicTransfer(TT)Issuedbytheimporter'sbank,promisingtopaythegoodsinaccordancewiththetermsoftheletterofcredit.Ithashighcreditprotection,buttheproceduresarecumbersomeandthefeesarehigh.LetterofCredit(L/C)Theexportercollectsthroughabank,andtheimportercanonlyobtainthedocumentsafterpaymentismade.Theriskisrelativelylow,butthegoodsmaybedelayeduponarrivalattheportduetotheimporter'sfailuretomakepayment.PaymentagainstDocuments(D/P)Submitverificationapplication:Afterreceivingforeignexchange,theenterpriseneedstosubmitaverificationapplicationtotheStateAdministrationofForeignExchange,includingdocumentssuchasthereceiptofforeignexchangereceiptsandexportdeclarationforms.Verificationcompleted:Afterapproval,theStateAdministrationofForeignExchangewillperformverificationoperationsinthesystem,andtheenterprisecanproceedwithforeignexchangesettlementorpaymentprocedures.ReviewbytheStateAdministrationofForeignExchange:TheStateAdministrationofForeignExchangereviewsthedocumentssubmittedbytheenterpriseandconfirmsthatthereceivedforeignexchangematchestheexportedgoods.ForeignexchangeverificationdeclarationprocessThestateimplementsataxrebatepolicyforexportedgoods,includingvalue-addedtax,consumptiontax,etc.Thetaxrefundratioandspecificpoliciesvarydependingonfactorssuchasthetypeofgoodsandtheexportregion.ExporttaxrebatepolicyEnterprisesneedtoprepareexportgoodsdeclarationforms,taxrefundapplicationforms,value-addedtaxspecialinvoicesandotherdocumentstodeclaretaxrefundstothetaxbureau.Afterverificationbythetaxbureau,therefundedtaxamountwillbetransferredtotheenterpriseaccount.DeclarationmaterialsExporttaxrebatepolicyandapplicationmaterials05PracticaltemplateforforeigntradecorrespondenceTitleConciseandclear,attracttherecipient'sattention,andindicatethepurposeoftheemail,suchas"high-qualityXXproductsupplier","newquotationforXXproduct",etc.ProductHighlightsHighlightproductfeatures,advantages,orinnovativepoints,emphasizedifferencesfromcompetitors,toattractcustomerstofurtherunderstand.CTA（CallToAction）Clearlyinformtherecipientofthenextsteps,suchas"Formoreinformation,pleasereplytothisemail","Clickonthelinktoviewproductdetails",etc.,toguidethecustomertotakeaction.Developmentletterwritingframework(title,producthighlights,CTA)Inquiryresponseskills(timeliness,professionalterminology,attachmentstrategy)TimelinessTimelyresponsetocustomerinquiries,demonstratingthecompany'sprofessionalismandintegrity,whileensuringinformationtimelinessandavoidingmisleadingcustomerswithoutdatedinformation.ProfessionalterminologyAttachmentstrategyUseindustryprofessionalterminologytoaccuratelyconveyproductinformationandcompanystrength,andenhancecustomertrust.Attachdetailedinformationsuchasproductcatalogs,quotations,technicalparameters,etc.asneededtofacilitatecustomerreferenceandevaluation.123politelyrespondtocustomercounteroffers,emphasizingproductqualityandafter-salesservice,whileprovidingreasonablepriceexplanationsoradjustmentplans.ExampleofNegotiationLetter(Bargaining,DeliveryDispute,ClaimHandling)BargainInresponsetocustomer'sdeliveryrequirements,clarifythecompany'sactualproductioncapacity,activelynegotiateandprovidefeasiblesolutions,suchasadjustingproductionplans,deliveringinbatches,etc.DeliverydisputeForcustomerclaims,carefullyverifythesituation,clarifytheresponsibilityattribution,andpromptlyproposehandlingopinionsandsolutions,suchasreturns,exchanges,repairs,compensation,etc.,tosafeguardcustomerinterestsandcompanyreputation.Claimhandling06CommonProblemsandRiskPreventionandControlIdentificationofSoftTermsinLetterofCredit”ReviewthetermsoftheletterofcreditCarefullyreviewallthetermsintheletterofcredit,especiallydeliverytime,inspectionterms,shippingtime,etc.,toavoidtheexistenceofsoftterms.StrictDocumentComplianceEnsurethattheprovideddocumentsfullycomplywiththerequirementsoftheletterofcredittoavoiddocumentdiscrepanciesleadingtotheinvalidationoftheletterofcredit.UnderstandingthereputationoftradingpartnersBeforesigningatradecontract,itisimportanttounderstandthereputationandcontractualcapacityoftradingpartnerstoreducerisks.SeekingprofessionaladviceIfencounteringcomplexorambiguoustermsofaletterofcredit,seektimelyadvicefrombanksorprofessionals.IdentificationofSoftTermsinLetterofCreditEmergencyplanforfreight