【正文】 ing cost， Strapping cost， ?Cost of taking goods to the seaport， Unloading cost ?Terminal cost， Cost of documents， Other charges ?Ocean freight ， Freight forwarder’ s fee Financial charges ?Insurances: basic insurance and attached insurance 1) (free from particular average) 平安險 2） (with average or with particular average) － 水漬險 3) all risks—一切險 Export credit insurance Marine insurance Usually ocean shipments are insured for 110 per cent of their total costs Language Points 1. On the basis of /based on 2. As a rule 3. Be up to: be line with 4. Load and unload charged vs. discharged lock vs. unlock 5. Coverage: the sort of insurance 6. Interest: be in one’ s interest 7. Be subject to The terms and conditions are subject to your final confirmation. 8. BL: bill of landing Unit 5 Export Pricing ?Useful expressions ?Pricing strategy ?Pricing methods ?Pricing policies ?Question I. Useful Expressions ?Pricing strategy: ? Classifications 1 peration pricing, skimming pricing, Early cash recovery pricing, costplus pricing, Breakeven pricing, marginal pricing. ?Classification 2 Costoriented pricing, marketoriented pricing, Competitionoriented pricing ? Price sensitive sensitive market sensitive product be sensitive to He is sensitive to wine Light sensitive material ? Sensible: reasonable。 that can be observed ? Supply capacity capable, be capable of sth. Be capable to do sth. entry barrier trade barrier ? Demand elasticity ? Available resources Are you available today? The goods are available now. We can make use of the resources available to finish the job. ? Supply and demand Supply meets demand ? By and large II. Pricing strategy 1. General remark: 2. definition: part of the process of developing an overall marketing strategy. 3. wellknown pricing strategies: 4. peration pricing, skimming pricing, 5. early cash recovery pricing. 6. 3. Functions: they are used by firms to introducing new products to a market or to develop a pany image as a promotion device or as a contributory element Peration Pricing 1. Definition 2. Functions: 1) It can unlock markets that may not have even been anticipated. 2) A low initial price strategy also has the benefit of discouraging actual and potential petition and is consequently and important protective element in the firm’ s armory. 3. Market Conditions Skimming Pricing 1. Definition 2. Purpose 3. Market Conditions Early Cash Recovery Pricing 1. Definition 2. 2. Purpose 3. 3. Market Conditions III. Pricing Methods ?Costplus pricing approach ?Breakeven pricing ?Marginal pricing Policies . The impact of pricing policy . The purpose of export price policy The Impact of Pricing Policy 1. Some price levels can have an impact to a greater or lesser extent on national and possibly international economies. 2. Exporter’ s prices can sometimes determine how available resources are used, and provide a means of rationing products and services in short supply. 3. Price policies can help establish a relationship between the pany and endusers and help to generate a particular image that will influence its future growth. 4. Price policy still determines the profitability and thus, normally, the viability of the business and so can have an impact on the anization and day today methods of operating the business 5. Prices are essential weapons in the strategic armory of the firm to bat petition and operate in the market place. The Purpose of Export Price policy 1. The product accepted 2. The market maintained 3. The profits produced The Kinds of Discounts 1. Quantity discounts 2. Seasonal discounts 3. Trade discounts 4. Cash discounts 5. Cumulative discounts Unit 6 Export Documentation ?Useful Expressions ?General Remark ?The Major Documents ?Questions I. Useful Expressions 1. Export documentation : document 2. To furnish: to furnish sb with sth. to provise sb with sth. to supply sb with sth. 3. In general : generally in brief: briefly, in part: partly 4. Exchange control: foreign exchange 5. To clear the goods through customs to clear a bill: honor, to clear account: to check out to clear a ship: unload the goods pletely 6. Levy/impose … on sth. 7. Weight: gross weight , tare weight, weight tare is deducted from the gross weight to arrive at the weight of the goods. tare weight: 皮重（指貨物包裝材料的重量，如桶箱、袋、包裝紙等） 8. Proforma invoice, legalized invoice, consular invoice, certified invoice 9. Antidumping measures: dumping price 10. Preferred import status preferred treatment/ favorable treatment mostfavored nation treatment II. General Remark ?1. The introduction of documentation ?2. The purposes of documentation ?3. The necessity 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