【正文】 and importance of documentation III. The Major Documents 1. Export Permit: export licence ? Advantage: 1.) to export certain restricted goods which are of national, cultural or historic importance 2) to implement a policy decision 3) to prevent the exporter form pushing his goods to the foreign market. ? the procedure of processing the export permit exporter→application→submission →classification →evaluation →issuance(or refusal) →return to exporter. ? The threeladder export permit releasing system 1) The representatives sent by the Ministry 2) Provincial level 3) Central level releasing system ? Four kinds of the Chinese modities to be exported On Page 125 : 1) 2) 3) 4) 2. Commercial Invoice 1) the purposes of the document : to enable the exporter to collect his money。 to obtain a foreign currency allocation for the customer。 , February 4, 2023 ? 雨中黃葉樹，燈下白頭人。 :04:4402:04:44February 4, 2023 ? 1他鄉(xiāng)生白發(fā)，舊國(guó)見(jiàn)青山。 2023年 2月 4日星期六 2時(shí) 4分 44秒 02:04:444 February 2023 ? 1做前，能夠環(huán)視四周；做時(shí)，你只能或者最好沿著以腳為起點(diǎn)的射線向前。 :04:4402:04Feb234Feb23 ? 1世間成事，不求其絕對(duì)圓滿，留一份不足，可得無(wú)限完美。 。 :04:4402:04:44February 4, 2023 ? 1意志堅(jiān)強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。 , February 4, 2023 ? 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒(méi)有。 。 :04:4402:04Feb234Feb23 ? 1故人江海別，幾度隔山川。 to invite a tender。 seller Vs buyer 3) some terms concerned : the description。有關(guān)海上運(yùn)輸?shù)呢浳锉ｋU(xiǎn)由買方自理。 eg. On my part, I would accept your proposal on the project. 6. Terms of payment支付條款： D/A, D/P, L/C, etc. VI. The Techniques of Exporting The techniques of marketing The techniques of transportation The Advantages of Advertising ? By paying for the advertising space, a pany can control what it wants to say and to whom the message is sent. ?Advertising also allows the pany to decide when to send its message ?Once the message is created, the same message is sent to all receivers in a market segment. If the message is properly presented, the pany can trust that the same message will be decoded by all receivers in the market segment. The Mode of Transportation Ocean trans. Air trans. Degree of safety safe less safe Speed slow fast Capacity large small Fare cheap expensive Goods Durable goods Raw materials Agricultural/industrial products Valuable goods Delicate goods Physically perishable goods Plant/animal goods Language Points 1. Rely on: depend on 2. Sound: suitable Your answer sounds correct. The design of the products is sound. 3. Respond to/react to 4. Make (good) use of 5. Export distribution vs. domestic distribution 6. Be oriented to : be centered as /emphasize sth. VI. Question ? 1. What are the elements involved in exporting? Explain chiefly each of them. ? 2. What is the subject of exporting? What are they? What are the necessary qualities of a qualified salesman? ? 3. What is the job of the management? What is the job of a manager? What kind of a manager should be? ? is the object of exporting? What must a product function as? Give an example. What are the factors involved in marketing a product? ? are the points the exporter should always bear in mind when selecting a target export market? ? 6. What is the basic concern of the buyers? Explain by example why the time of arrival may affect the business? What is the basic concern of the exporter? How to guarantee the payment? Explain by example ? 7. What is the major technique of marketing? What does it include? To acplish the desired result, what should an exporter do? What is vital to a business? Compare the major features of ocean and air transportation. Unit 3 EXPORT PRODUCT ?Words and Expressions ?Product Mix ?Product Life Cycle ?Product Knowledge I. Words and Expressions 1. Intended market/prospective market /potential market/promising market 2. Existing product vs. established product existing law/ existing pany 3. Be out of date/be out of fashion vs. be up to date /be in fashion 4. Exclusiveness– exclusive agent/ agency 5. Target customer/ultimate customer 6. Buying motive: Patronage buying motive/ rational buying motive/ emotional buying motive General Remark ?Product: A set of tangible physical attributes assembled in and identifiable form. ?Product line: A broad group of products, intended for essentially similar uses and possessing reasonably similar physical characteristics. ?The difference between product and product line Language Points 1. Start with /begin with 2. Provide sb. with sth. 3. To e up with : to put forward 4. His best chance of success lies in an important distinction between and product line. II. Product Mix ?The product The full list of all products offered for sale by a pany. ?The structure of the product mix It has dimensions of both breadth and depth Breadth and depth ?Several product mix strategies to be applied 1. Expansion 2. Contraction Language Point 1. There are several product –mix strategies to be applied. product strategy is to thin out the product mix, either by eliminating and entire line or by simplifying the assortment within a line. 3…. Improving an established product can be more profitable and less risky than developing a new one. III. Product Life Cycle ? Introduction ? Growth ? Maturity ? Decline Language Point It is not until the product has been sold at its genuine mercial price to one or two customers and is known to be operating efficiently that the introductory phase is plete . Some phrases: