应用英语毕业论文A Procedure Design of the Export of Plastic Products

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1、浙江纺织服装职业技术学院毕业设计课题名称： A Procedure Design of the Export of Plastic Products 分 院： 专 业： 应用英语 班 级: 07英语1班 姓 名： 学 号： 指导教师： 职 称： 助教 二一 年 五 月 九 日ContentsAbstract.11. Introduction.12. Preparation.22.1 Familiarizing the Equation of Time among Different Countries22.2 Searching the Buyer.32.3 Building Long-ter

2、m Business Relationships.43. Business Negotiation of Plastic Products .43.1 Inquiry.43.2 Offer.53.3 Confirmation of Price.63.4 Firm Offer73.5 Acceptance.94. The Process of the Export of Plastic Products.104.1 Making a Proforma Invoice .10 4.1.1 Terms of Payment.10 4.1.2 Proforma Invoice114.2 Making

3、a Production Plan.124.3 Booking Space.125. Conclusion.13Bibliography.14A Procedure Design of the Export of Plastic ProductsAbstract: This design mainly illustrates the preparation, business negotiation and the process of the export of the plastic products. In the process, it mainly states such aspec

4、ts as making a Proforma Invoice, arranging production, booking space until the goods are dispatched smoothly to the outside countries. This design runs through the authors experience and feelings and concludes them in the following aspects: first, establishing the concept of putting the customer in

5、the first place; second, attaching importance to searching the customer; third, providing the goods with high quality to win the customers; fourth, familiarizing the equation of time to make working arrangement; fifth, gaining working experience through asking for others humbly.Key Words: Plastic pr

6、oducts; proforma invoice; booking space1. IntroductionWith the reform and opening up of plastic industry in our city, plastic products rise rapidly. It has become an important pillar industry in citys industrial economy, making a positive contribution to agriculture, packaging, automotive, machinery

7、 and other related industries. In the 21st century, the city plastics industry is facing new opportunities and challenges especially when most of the plastic products are for export.During my internship period, I worked as a foreign trade sales person, and my job responsibility is contacting the bus

8、iness and exporting the products. This process is regular but complex. As to this process design, I have my own experience. First, I must be proficient in knowing the products. Second, I should know the theoretical process of exporting the plastic products so that I can apply it to practice. Third,

9、I should be careful enough in each process of exporting, because each process is very important. And the procedure of exporting plastic products includes inquiry, offer, confirmation of price, firm offer, acceptance, making a proforma invoice, making a production plan and booking space.In todays com

10、petitive business world, being knowledgeable and gaining enough working experiences are vital. Therefore, it is essential to ensure the need for knowing the details process. The constant advances in technology have helped us enhance our business relationship. For example, internet and email help the

11、 foreign trade sales a lot. After Chinas accession to the WTO, more and more products are sold to foreign markets, the plastic products are no exception. Our company produces many kinds of plastic products, specializing in bar mat, bar runner, mouse pad, door mat, coaster and any other plastic mats，

12、and a lot of them are exported to other countries all over the world.This design introduces the preparation stage, trade negotiations and the specific process of the export of plastic products. The specific process part will analyze making the proforma invoice, arranging production and booking space

13、 until the goods are sent abroad. In addition, the design introduces the experiences and feelings of my practice.2. Preparation2.1 Familiarizing the Equation of Time among Different CountriesWe all know that equation of time exists in different countries. When it occurs to foreign trade, the time me

14、ans whether you can accept the order. In Europe, their time will be later than China. In order to raise the frequency of contacting, many companies change their schedule. Usually, there are a lot of companies who dont have to work in the morning, so they start to work in the afternoon, and end in th

15、e evening. In the highly competitive foreign trade field, many companies have to do so, so as to ensure adequate communication with the foreigner, in the hope of receiving more orders. Owing to the equation of time among different countries, well lose some orders if we dont care for this difference,

16、 which will cause serious results.As far as I am concerned, Belgium is the biggest business cooperation partner in our company. Belgiums equation of time with our country is six hours, and Belgium is six hours earlier than us. In order to be able to have more time to conduct business communication,

17、a lot of Belgian businessmen get up at the midnight, even in the early morning to negotiate with us. Only in this way can those businessmen establish business relationships with us. They also have business partners in China to ensure that they have more foothold in Belgium. Belgian businessmens figh

18、ting spirit is admiring. Our company staff feel quite honored that we can work together with them, and the exporting to Belgium is also increasing to promote our mutual benefits.Similarly, in our daily work, we also have encountered many countries of the time problem. They are several hours later th

19、an us. In this way, we can not get to work until the afternoon to ensure that our schedules are basically consistent with counterpart. If you have any questions or requests, you can resolve it the first time. In order to facilitate business contacts and enhance mutual affection, it is through freque

20、nt chatting or contacting with foreigners that they come to you directly once they have the orders. Therefore, being aware that different countries have differences in time is extremely important in foreign trade. We must treat it seriously.2.2. Searching the BuyerIn the foreign trade, knowing how t

21、o write introduction letters to new customers for the establishment of relations is an important issue in business communications. To build business cooperation with prospective dealers is one of the important measures both for a newly established firm and an old one. So, when we hope to keep oursel

22、ves in the foreign trade, we must learn to write proper introduction letters to search the buyers.Usually, every company has a trade manager both at and . or any other trade network. I often sign in these B2B websites to search the buyer. When I logined those website, what I found was that there wer

23、e many buyers who needed plastic products, so I just sent them an introduction letter to let them know my identity, i.e., I was the manufacturer, specializing in plastic products. If the customer needed the items, he would contact me later. And the reference letters are as follows:Dear Sirs/Madam,It

24、s my pleasure to contact with you. Im from Cixi MingSheng Rubber & Plastic Co., Ltd. I learned your information from Global Source.We are the manufacturer of bar mat, bar runner, door mat, floor mat, coaster, mouse pad and any other items as you like. You can find the attached catalogue for your ref

25、erence, or you can scan our website: . If you are interested in any other items, please dont hesitate to contact us. We hope we can have a good business cooperation in the future. ThanksWaiting for your reply.Sincerely,Jim2.3 Building Long-term Business RelationshipsEstablishing long-term business r

26、elationships with the customers is an essential step, but it is not that difficult as long as we comply with some basic principles.First, we should put customers requirements in the first place, and do our best to meet the needs of the customers. If our customer has some special requirements about t

27、he goods, we should listen carefully and then try to know whether the requests are reasonable. If they are reasonable, we should try our best to fulfill. Otherwise, we have to explain to the customer that their requirements are beyond our control.Second, we have to find out the common language while

28、 contacting with our customer. It is said that the foreigners are more enthusiastic than us Chinese. After I work as a foreign trade sales person, I come to know the meaning of this sentence. They are easy-going, and our chatting is rather relaxing and free. After a period of time, I get to know the

29、m a lot ranging from their likes and dislikes. Thus, our friendship is established, which is another way to do business successfully, especially to obtain more orders.Third, promoting sales in some particular fairs. And sincerity counts in the mutual communication. For example, every year, our compa

30、ny will come to Hong Kong to take part in China Sourcing Fair. This is because the foreigners dont trust us and our products at first. So, both parties get together to know more information about each other. After that face-to-face meeting, they will set their mind at rest, i.e., they begin to have

31、confidence in our products.3. Business Negotiation of Plastic Products3.1 InquiryIn the preparation, weve talked about how to search the buyer. After we put our products information on the website or on the internet, we also leave our email or other methods for contact. If there is a customer who is

32、 interested in our companys products, he will send an inquiry to us. But we should select the inquiry at first, because usually there are some rubbish inquiries which only contain the item of asking for price, without any intention to buy the goods from us. However, if he really wants to buy our goo

33、ds, he makes an inquiry in which he can write in simple English for most of the time. As a possible buyer, he neednt use any careful words or phrases5. Here is an authentic inquiry letter for your reference.Dear Jim,We are a Hong Kong PR company. Our product lines are Wine or Beer promotionproducts.

34、We are very interested in your PVC bar mat. Kindly please send me the quotation with bellows:1. Size: 60*9*1cm, thickness: 1cm2. QTY: 10000PCS3. FOB Ningbo/Shanghai Unit price4. Packing5. Master Carton Size6. Master Carton Qty7, Master Carton Gross Weight, Net Weight8. Sample Lead Time 9. Payment Te

35、rms 10. Quotation Valid Period 11. ShipmentYou prompt reply will be more precious for us. Thanks.Sincerely,Tony3.2 OfferWhen I receive the inquiry form our customer, I should reply the email as soon as possible, which will give them a good impression. In foreign trade, quotation should usually be pu

36、t at the first place before beginning a trade. In the letter, it should include the price list and all the other details which the client has asked. We should reply to customers inquiry promptly, which is one of our business negotiation skills. The following is our reply.Dear Tony,Thank you for your

37、 letter on Mar. 26th, in which you express your interest in our PVC bar mat.At your request, we take pleasure in making you the following offer, subject to our final confirmation:Commodity: PVC bar matQuantity: 10000pcsSize: 60*9*1cmColor: Grey, black, white.Price: FOB Ningbo/Shanghai USD 1.05/pcPac

38、king: 1pc/polybagMaster Carton Size: 62*11*32cmMaster Carton Qty: 30pcs/export CTNMaster Carton Gross Weight, Net Weight: 19/18KGSSample lead time: 5-7 days after confirm the artworkShipment: 20 days after confirm the sampleQuotation Valid Period: 30 daysPayment: 30% T/T in advance and balance again

39、st B/L copy. As you know, our stock is limited and the demand is brisk. Your early decision is necessary. We are confident that you can do some profitable business.We look forward to your prompt reply.Sincerely,Jim3.3 Confirmation of priceWhen the customer receives the offer, he will ask the price a

40、nd the quality about the products. Maybe some customers will bargain. Therefore what we have to pay special attention to is to persuade the customer that the price offered is our lowest and the quality of our products is always high. The round letters are as follows: Letter 1Dear Jim,Thank you for y

41、our prompt reply, the price seems a little high for us. Can you give us a discount? And I also wonder the quality of the products, can you please send us one sample of your PVC bar mat to approval. Thank you.Sincerely,TonyLetter 2Dear Tony,Thank you for your kind reply. Im glad to receive your email

42、. Considering this is our first cooperation, we have already given you our lowest price. Since we put the quality and service at the first place, we can promise our products quality. If you want us to send the sample to you, its fine. I will arrange it today. But could you please collect the freight

43、 of the express fee? Thanks.Waiting for your reply.Sincerely,JimLetter 3Dear Jim,Thank you for hearing that. Id like to inform you that we can collect the express fee, and please send the sample to us as soon as possible. With the high quality of the products, we can accept the price. Now, we are wa

44、iting for your sample and tracking number. Thanks a lot!Sincerely,Tony3.4 Firm OfferAfter confirming the price, a firm offer is made by our company, which means we should promise to sell the products at an unchangeable price and within an unalterable period of time4. In order to guarantee this promi

45、se, we may send a letter to write clearly about this offer. If the buyer is our regular customer, maybe we need not to write a form of letter. But, if the buyer is strange to us, our company has a firm offer to be made, in which we will send the buyer the formal quotation list with valid time and wi

46、th our companys official seal.A firm offer usually constrains both our company and the customer. The confirmation of the firm offer means the customer no longer has the qualification to cancel the order or refuse to buy our products1. Owning to the function of the firm offer, we should be more caref

47、ul in the foreign trade and the ability to handle the emergency is indispensable. Enclosed is the firm offer of our company.Dear Tony,Its my pleasure to contact with you, and I send you this firm offer for your convenience.The price of PVC bar mat: FOB Ningbo/Shanghai USD1.05/PC The Quotation Valid

48、Period: 30 daysPacking: 1pc/polybagMaster Carton Size: 62*11*32cmMaster Carton Qty: 30pcs/export CTNMaster Carton Gross Weight, Net Weight: 19/18KGS Sample lead time: 5-7 days after confirm the artworkShipment: 20 days after confirming the sample Payment: 30% T/T in advance and balance against B/L c

49、opy.Please confirm all the information and reply this email to confirm this firm offer. Thanks.We look forward to your early reply.Sincerely,JimWhen a firm offer has made, the next process is acceptance.3.5 AcceptanceIf the customer has intention to the firm offer, he will reply the email to us to c

50、onfirm it. It means our company has received the order and well consult the related issues with the customers company2. After consultation, both parties need to sign a purchase-and-sale contract. The items of signing the contract are mainly about the products name and specifications, quantity, price

51、, packaging, origin, shipment, payment terms and the distinct means of claims, etc. After discussing the agreement in the contract and checking all the contents in the contract, the export business is officially initiated. Both parties possess the contract in duplicate, each maintaining one. Since t

52、he customer needs a real sample to confirm the stipulation, I will take pictures of the sample to the customer at first.Then, I will confirm the customers address and contact information, and send the samples to them by DHL, or FEDEX and any other Expresses. Ill also inform the tracking number to ou

53、r customer. Three or five days later, they will receive the sample and email us their opinions about the sample and the order. The following is the letter:Dear Jim,Today I have received the sample of PVC bar mat, and I found the quality is perfect, with which we are satisfied. Please go ahead with t

54、his order and tell us your companys detailed bank information for your convenience. We need the products by the end of May. It is our sincere hope that youll begin bulk production as soon as possible.Sincerely,Tony4. The Process of the Export of Plastic Products4.1 Making a Proforma InvoiceAfter we

55、receive the letter in the above, we know that the customer wants to continue this order, and he wants us to send the bank information to him. Now, I must make a proforma invoice to him. In the proforma invoice, the bank information of our export agent is included. As our company doesnt have the righ

56、t to export, we let our export agent delivery the goods to the foreigner. When we discuss the Proforma Invoice, it is of great significance to first introduce terms of payment.4.1.1 Terms of paymentGenerally speaking, the major terms of payment in the foreign trade is T/T, which is a reliable and sa

57、fe terms of payment and can protect both sellers and buyers against the risks of non-payment3. Our company does business both at home and abroad. Domestic business is simple since payment can be made either in advance or within a reasonable short period after delivery. If the customer really cant pa

58、y after delivery, we can go to their company to ask for payment. But this affair usually will not occur. However, this problem is much more complicated in foreign trade. The customer should pay 30% T/T in advance and balance against B/L copy. We know it takes about a week for the money from the fore

59、igner to our agent bank account, so it is impossible for us to arrange production after we receive the deposit. So, we ask our customer to send us the bank receipt, thus making us begin to produce. We rarely use payment by L/C. Because under L/C payment, the customer will pay after he receives the g

60、oods within about 30 days or even longer. Clearly, we run certain risks of non-payment. So, a lot of companies, including our company now usually use T/T as terms of payment.4.1.2 Proforma InvoiceAfter terms of payment is stated, proforma invoice should be illustrated. PI is a detailed information f

61、orm which contains information of both our company and the customers. The items in PI include buyer, shipment port, destination, insurance, terms of payment, specifications and bank information of our export agent. If the customer has confirmed the price and any other stipulations, he will pay depos

62、it to us. So, the main function of PI is payment. Next, I will show how to make a proforma invoice in our company. First, I get a copy form of proforma invoice which others used before. Then, I fill my customers information in the form. Finally, I will print the paper and put our companys official seal in it to email it after scanning. The PI of our company is as follows:慈溪市明盛橡塑有限公司CIXI Mingsheng Rubber & Plastic Co., Ltd. TEL:0086-574-63734828 FAX:0086-574-63735528TO: PromediaProforma Invoice NO.10NGWMSA010Attn: TonyDATE:Apr.8th.2010 PLACE: Cixi, Zhejiang, CHINAShipment