商务英语课程课件Unit8s.ppt

UNIT 8 LearningObjectivesUnderstandinghowenquiriesandoffersaremade Askingforandgivinginformationaboutthegoods Understandinghowtoinviteoffersorquotationsforthegoods Understandingculturaldifferencesininternationalbusinessnegotiations Writingenquiriesandoffers Enquiries Offers SpeakingTask Warm upPractice ListeningTask Follow upPractice WritingTask ReadingTask Warming upPractice Weneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit Sure that llhelpusunderstandbetteraboutwhatweareaskedtodo 1 Discussion 1 Whatarethebasicprocedurestobefollowedifacontractistobesignedinanybusinesstransaction Nowcompletethefollowinglinkswithwhatmaybeinvolvedinabusinessnegotiationandthengiveyourreasons BusinessNegotiationinInternationalTrade Beforea canbemade thetwopartiesinvolvedhavetoreachan overthegoodstobeboughtorsoldaswellasthe and ofthedeal A isconcludedwhensuchanagreementisreached Inatypicaltransaction thisoccurswhenan madebyonepartyisfinallyandunconditionally bytheother Theconclusionofexporttradebeginswiththe ofacontractbetweenan and Inthecontractthefollowingtermsandconditionsmustbe nameofcommodity quality packing unitprice totalvalue placeofshipmentanddestination andrightsand ofeachside Allthe mustbespecifiedclearlyinordertoavoidany inthe ofthecontract Thebasicprocedurestobefollowedifacontractistobesignedinanybusinesstransactioncanbeclassifiedintothefollowingfivelinks transaction agreement terms conditions contract offer accepted party construction importer exporter stipulated quantity price timeofshipment paymentterms obligations termsandconditions implementation Enquiry 0ffer Counter offer Acceptance Conclusionofacontract dispute 2 Whenquotingapriceininternationaltrade youmustuseapriceterm NowmatchthepricetermstheundertheINCOTERMS2000withtheirChineseequivalentsandthentellwhichpricetermsarecommonlyusedandwhataretherightsandobligationsundersuchpriceterms EXW EXWorks 船边交货FAS FreeAlongsideShip 运费付至FCA FreeCarrier 目的港船上交货FOB FreeOnBoard 未完税交货CFR CostandFreight 工厂交货CIF Cost InsuranceandFreight 货交承运人CPT CarriagePaidTo 运费 保险费付至CIP CarriageandInsurancePaidTo 装运港船上交货DAF DeliveredAtFrontier 成本加运费DES DeliveredExShip 目的港码头交货DEQ DeliveredExQuay 完税后交货DDU DeliveredDutyUnpaid 边境交货DDP DeliveredDutyPaid 成本 保险费加运费 Questions 1 Whatdoimportersusuallyenquireexportersabout 2 Whatkindofinformationshouldbementionedwhenmakinganenquiry 3 Whatshouldbeconsideredwhenmakinganoffer 4 What sthedifferencebetweenanofferandaquotation Enquiry Anenquiryisarequestfortradetermsofcertaincommodity Enquiriesmaybemadebyletter telegram telex faxorevenbytelephoneorthroughface tofacetalk Sincethe1990 senquiriesmadebyE mailhavebeenontheincrease Whenmakinganenquiry keepitbrief specific clearandtothepoint saywhatneedstobesaidandaskwhattobeaskedandthenstop Forinstance thebuyermaywantgeneralinformation acatalogueorapricelist asample aquotation andsoon Sometimes thebuyershouldmentionthesizeofhisorderaslargeordermayobtainmorefavorablequotation Anenquiryreceivedmustbeansweredfullyandpromptly Ifitisfromanewcustomer saythesellersaregladetoreceiveitandexpressthehopeofalongandfriendlybusinessrelationshipsoastocreategoodimpressiononthebuyer Inaword thereplytoanenquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor Offer Anoffermeanssubmittingorfurnishingdetailsincludingprices conditionsandotherrelateditemsneededforacontract Or accordingtotheUnitedNationsConventiononContractsfortheInternationalSalesofGoods aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferertobeboundincaseofacceptance ListeningTask Inthispartyouaregoingtolistentoadialogueandapassage Trytofinishtheexerciseswhilelistening Areyouready 8 1 1Listentothedialogueandanswerthefollowingquestions WhatisMrWood slineofbusiness 2 WhydidMrWoodcometoinquireaboutcarpets 3 HowdidMsZhangdescribeherproducts 4 OnwhatconditionwouldMrWoodplacehisorderwithMsZhang 5 WhatdidMsZhangmeanwhenshesaidtheyalsotookspecialorders 6 WhatpricetermsdidMrWoodprefer 7 Wasthebusinessconcludedonthespot Textiles Undertherequestofoneofhisclients TheircarpetswerehandmadeofpureChinesewool Theywereresilientandhadfineworkmanship TheyhadareadymarketinmanyEuropeancountries Ifthecarpetswereofthespecificationsandcolourshewanted hewouldplaceanorder Shemeantthattheycouldmakecarpetsaccordingtotheircustomer srequirements CIFprices No MsZhangwouldchecktherequirementscarefullybeforeshemadeacommitment 8 1 2Listentothepassageandanswerthefollowingquestions Bywhomcananofferbemade 2 Whatarethetwomainkindsofoffer 3 Whatisacounteroffer 4 Whatisthedifferencebetween firmoffer and non firmoffer 5 Whatisa bid Anoffercanbemadeeitherbyasellerorbuyer Offerwithengagementorfirmofferandofferwithoutengagementornon firmoffer Anamendedoffermadebytheoffereeinresponsetoareceivedoffer Acounterofferisactuallyanewoffer Afirmofferkeepsbindingonthepartoftheofferoruntilitexpires whereasanon firmofferissubjecttochangewithoutpriornotification Abidisanoffermadebyabuyer 8 1 3ListentothedialoguebetweenMissChenandJamesWilsonatatradefairandanswerthefollowingquestions 7 28 1 HowdidMr WilsongettoknowChen scompany 2 WhatisMr Wilsoninterestedin 3 HowdidMissChentellabouttheproduct 4 Doesthisproducthasagoodmarketoverseas 5 WhatpricedidMissChenquote 6 Whatistheminimumquantityforanexportorder 7 Arethereanyquantitydiscounts 8 Whatisthetimeofdelivery 9 Howarethegoodspacked 8 1 3ListentothedialoguebetweenMissChenandJamesWilsonatatradefairandanswerthefollowingquestions 7 28 Q1 HowdidMr WilsongettoknowChen scompany A1 Q2 WhatisMr Wilsoninterestedin A2 Q3 HowdidMissChentellabouttheproduct A3 Q4 Doesthisproducthasagoodmarketinoverseasmarkets A4 Q5 WhatpricedidMissChenquote A5 Q6 Whatistheminimumquantityforanexportorder A6 Q7 Arethereanyquantitydiscounts A7 Q8 Whatisthetimeofdelivery A8 Q9 Howarethegoodspacked A9 HereadtheiradvertisementinGlobalsources Multi languagetranslatorModel862 It sthenewestproduct Itcancross translateEnglish French Spanish Italian German DutchandPortuguese Itcontains100 000wordsand195usefulphrasesineachlanguage Ithasfunctionslikememo alarm timeanddatein128majorcities 12digitcalculator currencyconversion weightsandmeasuresconversion etc Yes ItissellingwellinSoutheastAsiaandsomeEuropeancountries USD9perunitFOBHongKong Usually1 000units Yes 3 for10 000units5 for50 000units Within60daysafterreceiptofanL CorT T Accordingtothecustomers specifications Listentotensentencesandwritethemdown 12 29 1 Pleasesendusaquotationassoonasyoureceiveourenquiry 2 Yourearliestreplytoourenquirywillbemuchappreciated 3 Weareinterestedinyoursilkblouses Sowe dliketomakeanenquiry 4 Wearelookingforwardtoyourreplytoourenquiry 5 Hereisalistofmyrequirements I dliketohaveyourlowestquotationsCIFNewYork 6 I mverypleasedtoinformyouthatthereisastrongdemandforZhonghuaquartzclocksatthisendandwearelookingforwardtoreceivingyoursamplessoon 7 Thankyouforyourenquiry Pleasetellusthequantityyourequiresothatwecanworkoutanoffer 8 Wehavebeeninformedthatthereisagreatdemandformini busesinyourmarketandwetakethisopportunitytoencloseQuotationNo 123foryourreference 9 Weareinterestedinyourshirt ArticleNo 23 Couldyougiveusanindicationoftheprice 10 Haveyougotaproductofthisspecification SpeakingTask Inthispartyouaregoingtoreadtwodialoguesinpairsandthenyouwillbeaskedtoanswersomequestionsaboutwhatyouhaveread 8 2 1DialogueReadthedialogsandthenanswerthefollowingquestions MrBarry abusinessmanfromtheU S isinterestedintheFlyingHorseBrandbicycleandinquiresaboutit 1 WhydidMrYaoaskMrBarrytotellhimthequantitybeforehequotedtheprice Becausethepricevariesaccordingtothequantity 2 Howmuchwill1000setsofbicyclescostbasedonMrYao sUS 500003 WhatwastheoffermadebyMrYao US 50persetCIFNewYorkwithacommissionof5percent 4 WhatwerethetermsofpaymentMrYaorequired Letterofcreditatsight 5 Whenwastheearliestpossibletimeofshipment Withinonemonthafterreceiptofletterofcredit 6 HowlongwillMrYaokeephisofferopen Fortwodays 8 2 2Dialogue MrAlisonField anEnglishimporterintextilebusiness ishavinganinitialtalkwithMrChen asalesmanagerfromthetextilecorporation 1 WhatwasthepurposeofMrField svisittoMrChen scompany Hewaspreparedtoplacethetextilegoodsofthecompanyinhismarket 2 WhicharticleswasMrFieldinterestedin ArticleA40andB30 3 WhydidMrChenrecommendArticleA50 BecauseArticleA40won tbeavailableuntilNovember Article50issimilartoA40andeversuperiortoit 4 WhatdidMrFieldsayaboutArticle50 Article50hasn tbeenintroducedintohismarketbefore So itisquitenewtohisbuyingpublicandtheyarenotsureofitsquality 5 WhatwasthepriceofArticleA50 40centsperyardCIFLondon 6 WhydidMrChengivea2 commissiontoMrField Asanencouragementofbusiness ReadingTask 1 Whatdocrossculturalnegotiationsinvolve 2 Doyouthinkitisimportantforinternationalbusinesspeopletotakecrossculturalnegotiationtraining Whyorwhynot PRE READINGQUESTIONSFORPAIRWORK FillinthetabledescribingthebehavioraldifferencesbetweenanAmericanandaChinesenegotiator Questions Whatarethethreeinterconnectedaspectstobeconsideredbeforeenteringintoacrossculturalnegotiation Thebasisoftherelationship informationatnegotiations negotiationstyles 2 TrytoIdentifysomeotherculturaldifferencesinnegotiationstylesbyconsultinganegotiationbookorsomeseniorcrossculturalnegotiators Open Inthispartyouaregoingtolearnhowtowritelettersofenquiryandoffer WritingTask Enquiries Enquiriesareoftenwritteninresponsetoanadvertisementthatwehaveseeninthepaper amagazine acommercialontelevisionorontheInternetwhenweareinterestedinpurchasingaproduct butwouldlikemoreinformationbeforemakingadecision Mostlettersofinquiry especiallyfromlongtimeorregularcustomersmaybeveryshortandsimpleincontent Buttherearesomeotherinquirieswhichareingreatdetailsincludingthemaintermsandconditionsofasalerequiredbythebuyersoastoenablethesellertomakeproperoffers Forafirstinquiry alettersenttoasupplierwithwhomyouhavenotpreviouslydonebusiness usually thefollowinginformationshouldbeincluded Abriefmentionofhowyouobtainedyourpotentialsupplier sname Someindicationofthedemandinyourareaforthegoodswhichthesupplierdealsin Detailsofwhatyouwouldlikeyourprospectivesuppliertosendyou Normallyyouwillbeinterestedinacatalogue pricelist asample aquotation andsoon SampleEnquiry DearSirs WehaveheardfromtheBritishEmbassyinParisthatyouareproducingforexporthand madeshoesandglovesinnaturalmaterials ThereisasteadydemandinFranceforhigh qualitygoodsofthistype Salesarenothigh butagoodpricecanbeobtainedforfashionabledesigns Willyoupleasesendusyourcatalogueandfulldetailsofyourexportpricesandtermsofpayment togetherwithsamplesofleathersusedinyourarticlesandifpossible specimensofsomeofthearticlesthemselves Wearelookingforwardtohearingfromyou Yoursfaithfully SampleOffer DearSirs WeareinreceiptofyourletterofMarch21and asrequested areairmailingyou underseparatecover onecatalogueandtwosamplebooksforourPrintedShirting Wehopetheywillreachyouinduecourseandwillhelpyouinmakingyourselection Inordertostartaconcretetransactionbetweenus wetakepleasureinmakingyouaspecialoffer subjecttoourfinalconfirmation asfollows Art No 81000PrintedShirtingDesignNo 72435 2ASpecifications 30 x36x72x6035 6 x42ydsQuantity 18 000ydsPacking Inbalesorinwoodencases atseller soptionPrice USD peryardCIF3HamburgShipment Tobemadeinthreeequalmonthlyinstallments beginningfromMay 2003 Payment Byconfirmed irrevocableL Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder Yoursfaithfully LANGUAGEPOINTSFORANINITIALINQUIRY Thestart DearSirorMadam DearSirs Gentlemen ToWhomItMayConcern veryformalasyoudonotknowthepersontowhomyouarewriting Givingreference Withreferencetoyouradvertisementin Regardingyouradvertisementin Wehaveseenyouradvertisementin Formoreexpressions seeLanguageFocusinUnit7 Requestingacatalogue brochure etc Will Would Couldyoupleasesendus Pleasesendus Ishouldbepleasedifyouwouldsendus Requestingfurtherinformation Iwouldalsoliketoknow Couldyoutellmewhether Thecomplimentaryclose Yourstruly Yoursfaithfully veryformalasyoudonotknowthepersontowhomyouarewriting Signature Theaddresser ssignature his hertypednameandhis hertitle LANGUAGEPOINTSFORANSWERINGANINITIALINQUIRY Thestart DearMr Ms Mrs Miss UseMsforwomenunlessaskedtouseMrsorMiss Thankingthepotentialcustomerforhis herinterest Thankyouforyourletterof enquiring askingforinformation about Wewouldliketothankyouforyourletterof enquiring askingforinformation about Providingrequestedmaterials Wearepleasedtoenclose Enclosedyouwillfind Weenclose Providingadditionalinformation Wewouldalsoliketoinformyou Regardingyourquestionabout Inanswertoyourquestion enquiry about Closingaletterhopingforfuturebusiness Welookforwardto hearingfromyou receivingyourorder welcomingyouasourclient customer Thecomplimentaryclose Yourssincerely rememberuse Yoursfaithfully whenyoudon tknowthenameofthepersonyouarewritingand Yourssincerely whenyoudo WritingPracticeReadthefollowingadvertisement MorrisDocherty CompanyLimited200RegentStreet OxfordOX4319TNFOGLAMPSForCarsandMotorcyclesWearemanufacturersandcansupplyagoodrangeoflampsfromstock rectangular roundandhighintensitytypes withmountsandwiring WriteforfurtherinformationtotheManager Composetwolettersbasedonthefollowingsituations 1 Youareoneoftheleadingimportersofmotor caraccessoriesinyourarea Afteryouhavereadtheaboveadvertisement youwritealettertothecompanyenquiringabouttheirproducts Youshouldthinkaboutthesepointsinyourenquiry Checklist Makesureyouknowwhotowriteto Refertotheadvertisement Askforinformationaboutthegoods Explainyourownbusiness Explainwhatsortoforderyoumayplace Askifyoucanreceiveacatalogue pricelist asample aquotation andsoon Askforsuchtermsaspaymentanddelivery Mentionanyotherusefulpoints 2 Nowsupposeyouarethemanageroftheabovecompany Youreplytothisenquiry Youshouldthinkaboutthesepointsinyourreply Checklist Decidewhoyouwriteto Refertotheenquirer sletter Givetheinformationtheenquirerneedsaboutthegoods Explainyourpaymenttermsanddeliverydates Explainyourdiscount Giveanyfurtherhelpfulinformation Follow upPractice Practicemakesperfect Wewillpracticewhatwehavelearntinthisunit Yes let sdoit 1 Wordstudy negotiatefromstockquotecustomizestretchapointopenupofferpourinafullrangestandachanceofnowthatavailableareadymarketinnocaseallverywell but ExplainthefollowingwordsandphrasesinEnglishandmakesentences 2 Fillintheblankswiththewordsandphrases 1 Wewillsendourrepresentativetoyourcompanyto withyouinperson 2 We anewlineofbusinessintheEuropeanmarket 3 Fortheremainingitemsthestateddatesofdeliveryareapproximate but wouldthesedatesbeexceededbymorethan30days4 Wetryandkeepastockofthefaster movingitemssothaturgentorderscanbemetquickly 5 weagreeuponallthetermsandconditions wecanmakeandsignacontracttoday 6 We themthepriceCIFHamburgforourprintingshirting 7 Thecarwasastandardmodelwhich toprovidegreaterluxuryandperformance 8 Whilewethankyouforyourenquiry weregretbeingunabletomakeyouan forthetimebeing 9 Wearesendingyou samplescoveringthiscommodity 10 Withyourexperienceinmarketing Ithinkyou gettingthisjob 11 Wehavenodoubtthatthereis hereforyourproducts 12 Tellingmetodevelopanewproductis hedoesnotrealizehowdifficultitis 13 Asthesellingseasonisdrawingnear alotoffreshorders 14 Thebanktoldusthatonthisoccasiontheywould andgiveusanextratendaysinwhichtomeetournote 15 Wewanttomakeourproductseasily toawidemarket negotiate haveopenedup innocase fromstock Nowthat havequoted hadbeencustomized offer afullrangeof standachanceof areadymarket allverywell but arepouringin stretchapoint available 2 QuestionsandAnswersWhatwouldyousay 1 A MayIknowwhatparticularitemsyouareinterestedin B 2 A Couldyougivemesomeideaaboutyourprices B 3 A Couldyourecommendsomearticlestome B 4 A Wouldyoupleasequoteyourpriceforthisproduct B 5 A DoyouquoteCIForFOB B 6 A Isyourofferafirmoneoronewithoutengagement B 7 A Howlongdoesyourofferremainvalid B 8 A I dliketoknowwhetheryoucanofferme500morecasesofblacktea B 9 A Howlongdoesitusuallytakeyoutomakedelivery B 10 A Couldyoutellmetheearliestpossibletimeofshipment B 3 DescriptionDescribewhatthetwopartiesdointheirenquiryandoffer Seller saction Buyer saction 买方对卖方的工艺地毯感兴趣并询价 买方希望获得卖方产品的详细资料 卖方报价并寄商品目录 买方回复收到报价和商品目录 买方要求卖方尽快寄样 卖方同意尽快寄样并欢迎一切询问 1 2 3 4 5 6 4 PresentationPracticeMakeashortpresentationononeofthefollowingtopics Trytofindasmuchinformationasyoucanfromdifferentsourcesavailableforyourtalk WaystosuccessfulnegotiationsHowtobecomeagoodbusinessnegotiatorRelevanttopicsofyourownchoice OralPresentationGiveashortpresentationononeofthefollowingtopicsforatleast4minutes Besuretomakeyourideasclearandlogicalwithsufficientdetails 5 TranslationPractice 1 如果你方报价具有竞争性 交货期可接受的话 我们愿意向你方订货 Weshallbeverygladtoplaceourorderwithyouifyourquotationiscompetitiveanddeliverydateacceptable 2 价格随数量不同而有所不同 所以请告知你方需要的数量 以便我方报价 Thepricevariesaccordingtothequantity Sopleasetelluswhatquantityyourequiresothatwecanworkouttheoffer 3 我们要订的数量主要取决于你方的价格 Thesizeofourorderdependsgreatlyonyourprice 4 我想请你们报到纽约的最低到岸价 I dliketohaveyourlowestquotations CIFNewYork 5 很荣幸告诉你方 你们的自行车在我国很畅销 而且市场需求很大 所以我们向你方询价 Wearepleasedtoinformyouthatyourbicycleshaveareadymarketinourcountryandthereisasteadydemandforyourproductinourmarket Sowe dliketomakeaninquiry 6 去年我们纺织品出口创记录 今年我们努力进一步提高质量和设计以适应国际市场的需要 Ourexportsoftextileslastyearreachedarecordhighandthisyearwearetryinghardtofurtherimprovethequalityanddesigntosuittheinternationalmarket 7 由于我方这些产品的存货有限 请立即订货 切勿拖延 Asourstocksofthesegoodsarelimited wewouldadviseyoutoplaceyourorderwithoutdelay 8 我方一般不给佣金 但是如果订货数量大 我们可以考虑 Asarulewedonotallowanycommission Butiftheorderisasizableone we llconsiderit 9 着眼于我们将来的贸易往来 我们这一次破例让步 我们给你3 的佣金 不能再高了 Withaneyetoourfuturebusiness we llstretchapointthistime We llallowyoua3 commission That sthetoprate 10 我们相信通过你我双方的合作 我们将很快做成大笔的生意 Webelievethroughthecooperationbetweenus largetransactionswillbebroughttospeedyconclusion Weshallbeverygladtoplaceourorderwithyou 如果你方报价具有竞争性 交货期可接受的话 2 Thepricevariesaccordingtothequantity 所以请告知你方需要的数量 以便我方报价 3 Wearepleasedtoinformyou 你们的自行车在我国很畅销 而且市场需求很大 所以我们向你方询价 4 Webelieve 通过你我双方的合作 我们将很快做成大笔的生意 PutthefollowingChineseinthebracketsintoEnglish 1 ifyourquotationiscompetitiveandde