外语系. 纺织商务英语 Textile Business English. Comprehensive Practice 3. Business Procedures. Warming-up Exercise.
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Textile Business English
As the largest developing country with the biggest population, China selected the textile and clothing industry as the pillar industry in its economic reform starting in the 1980’s. After many years of development, the textile and clothing industry in China has built up very competitive infrastructures. In the eastern coastal areas around the Bohai Sea, and in the Yangtze River Delta and Pearl River Delta, there are very good industrial clusters for the production of textile and garments. Now China has become the world’s biggest manufacturers and exporter of textiles and garments whilst, at the same time, due to its largest population and growing economy, it has the potential to become the biggest consuming market for textile and garments.
In 2008, the combined value of China’s imports and exports in textiles and garments reached 203,750 million US dollars (about 8.0% of the total amount of China’s imports and exports of tangible goods). The value of exports in textiles and garments in that year was 185,220 million US dollars, resulting in a favorable trade balance of 166,680 million US dollars.
Exporter should go through several stages for preparing a business negotiation. First, he must investigate the _____1_____and _____2_____ of the buyer to choose appropriate _____3_____ then he need to know the _____4_____ of destination country. Other parties such as _____5___, ____6_____and ___7____should also be taken into consideration. In addition, he need to determine related expenses such as ____8_____ or ______9_______. Throughout the transaction, all information may be updated, so the export ought to continuously monitor _____10_____ of all parties.
1. credit status 2. business reputation 3. contract terms 4. political or economical situations 5. manufacturers 6. carriers 7. insurers 8. freight 9. insurance premiums 10. the status.
Establishing business relation is the first step ___1___ develop foreign trade. A successful businessman is able to get new opportunities ___2___ the company he works for. One may establish business relations___3___ companies abroad through many channels ___4___ banks, chambers of commerce, trade directories, business associates, commercial counselors’ office, commercial office of embassies, advertisements, exhibitions ___5___ trade fairs, market surveys, recommendations ___6___ business partners or clients and other sources. There are goods ways ___7___ help you find the potential buyers. Once you find the potential customers, it’s important to contact them ___8___ e-mail, fax, MSN online or even face-to-face meetings. Since then, the process ___9___ inquiry, offer, counter-offer and acceptance is usually required ___10___ the export negotiation.
Gao: Hello, Mr. White. Welcome to our company.
White: We’d like to order some Chinese-made carpets, tapestries, blankets and so on, if your terms are favorable.
Gao: I’ll see what we can. Please follow me to your showroom first. This is a pure wool carpet and that one is of artificial wool, both made in our company. We use two ways in weaving our carpets. One is machine-made, the other is hand-woven. With different materials and ways of manufacture, the prices are quite different. One feature of the wool carpet is plain and tasteful in color. The design is classic and elegant.
White: Would you please show me some more tapestries?
Gao: All right. We produce various kinds of tapestries, such as pure wool and velvet. We can offer you rich patterns, namely landscape, flowers and plants, birds and animals and so on.
White: Oh, I have seen exhibitsand studied your catalogue. I believe some of the items will find ready market in Canada, especially pure wool carpets and velvet tapestries. Here is a list of my requirements.
As the overseas buyers generally ask for the samples before placing _____1_____ orders, it is _____2_____ that the samples should be ____3______, _____4_____ and have retention and reminder value. Exporters have to dispatch the ____5______ samples (either large or small ones) for customer’s confirmation. In practice, sometimes sample confirmation can not be _____6_____ on time, so ____7______ traders need to make records for each confirmation. Exporters usually dispatch samples to their customers overseas via the world’s _____8_____ courier companies like DHL, UPS, FedEx and TNT etc.
4. informative 5. right 6. reached
7. export 8. big
1.Mr. Brown received the following items from Mr. Liu except for ___________
A. price list B. cotton underpants samples
C. newly-developed cotton underwear D. brochure
2. What is Mr. Liu’s principle of doing business?
A. quality the first B. beautiful package
C. keeping the promise and honoring the contract D.
customer the first
3. What does “coincide” in the sentence “Your desire to establish business relations coincides with ours” mean?
A. in the same area B. during the same period
C. agree exactly D. correspond exactly
Offer from seller
1.Why doesn’t the buyer accept the offer immediately?
2.What does the buyer usually do after receiving the offer?
3.How does the buyer “counter-offer”?
4.What does the seller do after receiving the “counter-offer”?
5.Do you think there will be “counter-counter-counter-offer.” in real business negotiation?
Generally speaking, no offer is reasonable or to buyer’s satisfaction, because he wants the lowest price.
3. Risk of Clash and Breakage
4. Strike Risk 5. premium
Corrugated paper board, water proof paper, cellophane, kraft paper
(2) stuffing material 填料
Excelsior, nylon wire, thread 刨花，尼龙丝，线
(3) tarpaulin 油布
Canvas, tin, fiberboard 帆布，马口铁，纤维板
(4) metal strap 铁腰子
Nylon strap, plastic strap, adhesive tape
(5) transparent plastic 透明塑料
Fermented plastic 泡沫塑料
(6) coating 涂料
slushing compound 抗蚀润滑剂
2. Containers are allowed in this business to save time and money ( T )
3. The buyer shall have the right to cancel the contract if the late delivery exceeds ten weeks. ( F )
4. The buyer and the seller have some arguments for the arbitration clauses. ( F )
5. The contract will come into effect after it is signed by both parties. ( T )
6. The down payment is a prerequisite for the effectiveness of the contract. ( T )
1. What kind of deal can be called successful?
2. Compared with domestic trade, what else should be considered in international trade?
3. What procedure is the most important in international trade?
Practice every procedure in an international deal with your group members
Choose one procedure and present to your classmates
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