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外貿(mào)小知識(shí)：看到第10句，我驚呆了! Foreign Trade Tips【第111期】 1.對(duì)于外貿(mào)而言，我們看匯率是看現(xiàn)匯買入價(jià)，因?yàn)檫M(jìn)來(lái)的是外匯，銀行買入是用人民幣買入我們的外匯，所以是現(xiàn)匯買入價(jià)！這個(gè)你知道嗎？ 2.關(guān)于金額，小數(shù)點(diǎn)的表示，你怎么表示？例如988.90，很多人就是 us dollars nine hundred and eighty-eight point nine，這樣對(duì)嗎？也不叫錯(cuò)，只能說(shuō)，不專業(yè)，應(yīng)該是 US DOLLARS NINE HUNDRED AND EIGHTY-EIGHT AND CENTS NINETY ONLY。這個(gè)你知道嗎？ 3.提單上一般不允許出現(xiàn)金額，這個(gè)你知道嗎？很多人拿著金額讓船公司寫，船公司拒絕，還以為這個(gè)船公司太牛，不給寫，實(shí)際上這是一個(gè)行業(yè)慣例，船公司不寫，是因?yàn)樘釂问秦洐?quán)憑證，如果出現(xiàn)了金額，就等于認(rèn)可了這批貨物的價(jià)值，一旦因?yàn)榇镜脑蜇浳飺p失或者滅失，船公司就等同于承認(rèn)了這批貨物要賠償這么多價(jià)值。當(dāng)然很多時(shí)候如果你不告訴船公司操作，直接寫進(jìn)去，操作不仔細(xì)，或者單據(jù)太多，就能混過(guò)去。 4.PI到底是什么作用，這個(gè)我在各種場(chǎng)合都說(shuō)過(guò)了，PI不一定代表成交，當(dāng)客戶需要你對(duì)報(bào)價(jià)信息進(jìn)行書面確認(rèn)時(shí)，也會(huì)要求你發(fā)一份PI，價(jià)格，付款方式，貨期，等等各種條款，都非常全面，便于對(duì)幾分報(bào)價(jià)進(jìn)行統(tǒng)一比較。 5.不要以為你把貨發(fā)回去了，提單在你手里，就可以輕易的把貨拖回來(lái)。這種說(shuō)法經(jīng)常見，很多人做見提單復(fù)印件付款，結(jié)果客戶一直拖著不給錢，也是我們的業(yè)務(wù)員去要挾客戶，你不付錢，我就把貨拖回來(lái)，定金不退還。你以為客戶會(huì)怕嗎？這種威脅只會(huì)適當(dāng)其反，因?yàn)榻^大部分國(guó)家港口規(guī)定，貨物到港之后，想要退運(yùn)，必須有原收貨人的'退貨無(wú)異議證明’，否則不允許退運(yùn)，貨物到港一定時(shí)間后，海關(guān)會(huì)對(duì)貨物進(jìn)行拍賣，用作港口費(fèi)用，而原購(gòu)貨人有優(yōu)先拍得權(quán)。 6.信用證里的第一人稱永遠(yuǎn)都是開證行，這個(gè)你知道嗎？ 7.貿(mào)易公司計(jì)算退稅是按照進(jìn)項(xiàng)發(fā)票，而不是FOB價(jià)格，你知道嗎？也就是你們購(gòu)買此批貨物時(shí)，你的供應(yīng)商開給你的發(fā)票價(jià)值，是你退稅的依據(jù)。 8.USD79.230,00——這個(gè)數(shù)值是信用證里面出現(xiàn)的，你認(rèn)為是表示多少？表示錯(cuò)了嗎？沒(méi)有。這個(gè)數(shù)字就是79,230.00——信用證里，如果出現(xiàn)小數(shù)點(diǎn)，必須是用逗號(hào)表示。 9.信用證，第一付款人永遠(yuǎn)是開證行，如果你能把單據(jù)做的天衣無(wú)縫，無(wú)論開證人死了還是活著，開證行都得付款，這就是信用證為什么安全的原因。很多人說(shuō)，單據(jù)做的完善哪有可能，那我告訴你，完全有可能，因?yàn)槲乙娺^(guò)太多單據(jù)，任你怎么挑，也挑不出實(shí)質(zhì)性的不符點(diǎn)作為拒付理由。 10.33 bill of lading，是三正三副嗎？不是，是三正，這是個(gè)分?jǐn)?shù)，意思是總共出具三分正本，要提交三分正本。 11.CIF中保險(xiǎn)是CIF價(jià)格加成110%再乘以保險(xiǎn)費(fèi)率，你知道為什么嗎？因?yàn)?0%是客戶的利潤(rùn)！ 12.永遠(yuǎn)不要跟客戶有口舌之爭(zhēng)，記住，我們不是要糾正客戶的錯(cuò)誤，你去糾正他的錯(cuò)誤，指出他的錯(cuò)誤，只會(huì)讓你們雙方越走越遠(yuǎn)；當(dāng)然這不代表你要屈從他，最簡(jiǎn)單的回答是，yes,i think in your side,it is right.But for us…… 13.80%的客戶是通過(guò)n次的跟蹤拿到的，所以別整天尋找郵箱，要好好利用你手頭的老客戶資源。 14.都說(shuō)開發(fā)信越簡(jiǎn)單越好，實(shí)際上不是，對(duì)于某些大公司，你的開發(fā)信不能太簡(jiǎn)單，當(dāng)然也不是長(zhǎng)篇大論，你要適當(dāng)?shù)慕榻B你公司，門當(dāng)戶對(duì)，更容易合作。 15.你不能讓客戶感覺到你是來(lái)賺他錢的，但是不代表你要告訴客戶這筆生意不賺錢，客戶不是傻子，不賺錢，你們老板瘋了？你要讓他感覺到你是來(lái)尋求一個(gè)機(jī)會(huì)，通過(guò)這個(gè)機(jī)會(huì)雙方都能賺錢，如果你這樣談生意，無(wú)往而不利。 16.我又要嘮叨一遍這個(gè)話題，不要告訴客戶，這是你的公司規(guī)定決定的，那樣你只會(huì)逼走大部分客戶。 17.在國(guó)際貿(mào)易里面，香港，臺(tái)灣，澳門都不是中國(guó)的范圍，因?yàn)閲?guó)際貿(mào)易是以經(jīng)濟(jì)實(shí)體作為主體，香港，臺(tái)灣，澳門，都是獨(dú)立的經(jīng)濟(jì)體，這不是分裂中國(guó)，經(jīng)濟(jì)跟政治含義不一樣。 1.For foreign trade, we see the exchange rate which is the price of purchasing spot exchange because it is the foreign exchange and the bank is buying our foreign exchange with RMB, so it is the price of purchasing spot exchange. Do you know that 2.About the amount, how do you express the decimal For example 988.90, many people said “us dollars nine hundred and eighty-eight point nine”, is it right It is not wrong but not professional, which should be “US DOLLARS NINE HUNDRED AND EIGHTY-EIGHT AND CENTS NINETY ONLY.” Do you know that 3.Generally the amount is not allowed to show on the bill of lading, do you know that Many people ask the shipping company to mark the amount on the BL, but the shipping company refuses. They may think that the shipping company is too shrewd but in fact, this is an industry convention. The shipping company do not mark the amount because the BL is the ownership licence. Iff the amount appear on the BL, it means that the shipping company recognizes the value of the goods. Once it causes the loss or destroyed of the goods because of the shipping company, the shipping company is equivalent to admit the shipment value the compensation. Of course, if you do not tell the shipping company and directly and write down and the operator is not careful enough or there are too many documents to handle, you may pass the checking. 4. What is the role of the PI I have said on various occasions that PI does not necessarily represent the transaction. When the customer needs you to confirm the quotation information, he will require you to send a PI with the price, payment method, delivery date, etc., to compare the offers. 5.Do not think that you can easily get the goods back with the BL after the goods is shipped out. Many people accept the payment terms that finish the balance after receive the BL copy. But the customer doesn’t finish the payment, so the salesman tells the customer if not finish the the payment, the goods will be dragged back. Do you think the customer will be afraid of it No. Most countries harbor have the provisions that after the goods reaching the port, if you want it back, you must have the original consignee’s “certificate of non-objection return”, otherwise it is not allowed to return the goods. After the goods reach the port for a certain time, the customs will auction the goods for the charges of the port and the original purchaser has the priority right. 6.The first person in the LC is always the issuing bank. Do you know that 7 Trading Company calculates the drawback in accordance with the invoice instead of FOB price, do you know that That means the invoice value that your supplier provides you when you purchase the goods is the basis of your tax refund. 8.USD79.230 ,00 - This number appears in the LC, what do you think it represent Is it wrong No. This figure is 79,230.00 - in the LC, if there is a decimal point, it must be represented by a comma. 9. The LC, the first payer is always the issuing bank. If you can make the perfect document, no matter how the issuer is, the issuing bank has to pay. And this is the reason why the LC is safe. Many people says that it is difficult to make the perfect documents.But it is entirely possible, because I've seen many documents that no matter how you check, you can not find a substantial discrepancies as the charge back reason. 10.3 3 bill of lading, is it three Originals and three copies No, it is three Originals. It is a fraction, which means it needs total three originals and submit three originals. 11.The insurance of the CIF includes the CIF price plus 110% then multiply by the premium rate, and do you know why Because the 10% is the profits of customers. 12.Never argue with the customer. Remember that we are not trying to correct the mistakes of customer’s. If you correct his mistakes and point out his mistakes, it will only alienate your relationship. But this not means to succumb to him. The easiest answer is, yes, i think in your side, it is right.But for us ...... 13.80% of the customers are got through many times keep tracking, so do not look for the mailbox all day, and make good use of your old customers resources. 14.People always said the simpler the development letter, the better. But in fact it is not. For some big companies, your development letter can not be too simple and certainly not long-winded. You should introduce your company appropriately to make the cooperation more easily. 15.You can not make the customer feel that you are to earn his money, but this does not mean you have to tell customer that the business does not make money. The customer is not a fool. You need to make him feel that you are to look for an opportunity to make money together. If you can do business like this, you will receive good achievement. 16.Do not tell the customer that this is your company policy decision, which will drive away your customers. 17. In the international trade, Hong Kong, Taiwan, Macau are not belong to China’s territory, because the international trade is an economic entity and Hong Kong, Taiwan and Macau are independent economy. It is not to split China. It is only the meaning of economy and politics is different. |
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來(lái)自： 大老狗 > 《業(yè)務(wù)》
