剑桥商务英语Unit 7 Enquries and Offers

1、商务英语商务英语作者：作者： 阮绩智阮绩智 责任编辑：张琛出版日期：2011年12月IDPN: 308-2011-58课件章数：12 Learning Objectives Ask for and give information about products; Understand how to make enquiries and offers ; Understand cultural differences in business negotiationWrite effective enquiries and offers. If a man be gracious and cour

2、ageous to strangers, it shows he is a citizen of theworld. an English philosopherFrancis BaconSpeaking TaskStarting Up 1Listening Task23Reading Task 5Writing TaskFollow-up Practice64543216Contents7.1 Starting Up7.1 Starting Up 7.1.1 What are the basic procedures to be followed if a contract is to be

3、 signed in any business transaction? Now complete the following links with what may be involved in a business negotiation and then give your reasons. EnquiryOfferCounter-offer Acceptance Concluding a contractBusiness Negotiation in International Trade Before a _can be made, the two parties involved

4、have to reach an _over the goods to be bought or sold as well as the _and _of the deal. A _is concluded when such an agreement is reached. In a typical transaction, this occurs when an _made by one party is finally and unconditionally _by the other_. The conclusion of export trade begins with the _

5、of a contract between an _and _. In the contract the following terms and conditions must be _: name of commodity, quality, _, packing, _( unit price & total value), _( place of shipment and destination), _and rights and _of each side. All the _ must be specified clearly in order to avoid any _in

6、 the _of the contract. The basic procedures to be followed if a contract is to be signed in any business transaction can be classified into the following five links:transaction agreementterms conditionscontractofferacceptedpartyconstructionimporterexporterstipulatedquantitypricetime of shipment paym

7、ent terms obligationsterms and conditionsimplementationEnquiry0fferCounter-offerAcceptanceConclusion of a contractdispute7.1.2 Match the price terms marked 1-13 with their Chinese equivalents marked a-m and then tell which price terms are commonly used and what are the rights and obligations under s

8、uch price terms. 1. EXW (EX Works) a. 船边交货船边交货2. FAS (Free Alongside Ship) b. 运费付至运费付至3. FCA (Free Carrier) c. 目的港船上交货目的港船上交货4. FOB (Free On Board) d. 未完税交货未完税交货 5. CFR (Cost and Freight) e. 工厂交货工厂交货6. CIF (Cost, Insurance and Freight) f. 货交承运人货交承运人 7. CPT (Carriage Paid To) g. 运费、保险费付至运费、保险费付至8. CI

9、P (Carriage and Insurance Paid To) h. 装运港船上交货装运港船上交货9. DAF (Delivered At Frontier) i. 成本加运费成本加运费10. DES (Delivered Ex Ship) j. 目的港码头交货目的港码头交货11. DEQ (Delivered Ex Quay) k. 完税后交货完税后交货 12. DDU (Delivered Duty Unpaid) l. 边境交货边境交货13. DDP (Delivered Duty Paid) m. 成本、保险费加运费成本、保险费加运费a. 5 / b. 1/ c. 6 / d.

10、8 / e. 9 / f. 13 / g. 2/ h. 7 / i. 12 / j. 3 / m. 10 / n. 4 /o. 11EXW (EX Works) 船边交货船边交货FAS (Free Alongside Ship) 运费付至运费付至FCA (Free Carrier) 目的港船上交货目的港船上交货FOB (Free On Board ) 未完税交货未完税交货 CFR (Cost and Freight) 工厂交货工厂交货CIF (Cost, Insurance and Freight) 货交承运人货交承运人 CPT (Carriage Paid To) 运费、保险费付至运费、保险

11、费付至CIP (Carriage and Insurance Paid To) 装运港船上交货装运港船上交货DAF (Delivered At Frontier) 成本加运费成本加运费DES (Delivered Ex Ship) 目的港码头交货目的港码头交货DEQ (Delivered Ex Quay) 完税后交货完税后交货 DDU (Delivered Duty Unpaid) 边境交货边境交货DDP (Delivered Duty Paid) 成本、保险费加运费成本、保险费加运费7.1.2When quoting a price in international trade, you m

12、ust use a price term. Now match the price terms the under the INCOTERMS 2000 with their Chinese equivalents and then tell which price terms are commonly used and what are the rights and obligations under such price terms. 1) What do importers usually enquire exporters about?2) What kind of informati

13、on should be mentioned when making an enquiry?3) What should be considered when making an offer?4) Whats the difference between an offer and a quotation?7.1.3 Discuss the following questions in pairs or small groups.EnquiryEnquiry An enquiry is a request for trade terms of certain commodity. Enquiri

14、es may be made by letter, telegram, telex, fax or even by telephone or through face-to face talk. Since the 1990s enquiries made by E-mail have been on the increase. When making an enquiry, keep it brief, specific, clear and to the point; say what needs to be said and ask what to be asked and then s

15、top. For instance, the buyer may want general information, a catalogue or a price list, a sample, a quotation, and so on. Sometimes, the buyer should mention the size of his order as large order may obtain more favorable quotation. An enquiry received must be answered fully and promptly. If it is fr

16、om a new customer, say the sellers are glade to receive it and express the hope of a long and friendly business relationship so as to create good impression on the buyer. In a word, the reply to an enquiry should be prompt and courteous and cover all the information asked for.Offer An offer means su

17、bmitting or furnishing details including prices, conditions and other related items needed for a contract. Or, according to the United Nations Convention on Contracts for the International Sales of Goods, a proposal for concluding a contract addressed to one or more specific persons constitutes an o

18、ffer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. In this part you will listen to a passage and two conversations about enquiries and offers. Try to finish the exercises while listening. Are you ready?7.2 Listening Task 7.2.1 Listen to

19、the passage and fill the blanks with the missing information. 7.2.2 Listen to the conversation and complete the following table with the information you hear. Cotton Print ShirtsArt. No. 22 LondonUSD 30 per piece CIF London20,000 pieces3%SeptemberL/Cthree days7.2.3 Listen to the conversation and ans

20、wer the following questions.1) What is Mr. Woods line of business? Answer:_2) Why did Mr. Wood come to inquire about carpets? Answer: _3) How did Ms Zhang describe her products?Answer:_4) On what condition would Mr. Wood place his order with Ms Zhang?Answer: _5) What did Ms Zhang mean when she said

21、they also took special orders ? Answer: _6) What price terms did Mr. Wood prefer?Answer: _7) Was the business concluded on the spot?Answer: _Textiles.Under the request of one of his clients.Their carpets were handmade of pure Chinese wool. They were resilient and had fine workmanship. They had a rea

22、dy market in many European countries. If the carpets were of the specifications and colours he wanted, he would place an order.Thats to say, they could make carpets according to their customers requirements. CIF prices.No. Ms Zhang would check the requirements carefully before she made a commitment.

23、In this part you are going to read three dialogues and then you will be asked to answer some questions about what you have read.Please read louder!7.3 Speaking Task 7.3.1 Conversation 1Mr. Johnson from Canada is making inquiries about Chinese blankets at a trade fair.1）How does Mr. Johnson find the

24、blankets? Answer: 2）What are the good features of the blankets according to Mr. Chen?Answer: 3）What does Mr. Johnson mean when asking “do you take special orders”?Answer: 4） How long does it usually take for Mr. Chens company to make delivery?Answer: 5） When can the goods be delivered if Mr. Johnson

25、 places an order with Mr. Chen now?Answer: 6）Do you think Mr. Johnson will place an order with Mr. Chen? Give your reasons.Answer:He finds the products look very elegant, with some oriental characteristics. They are handmade of pure Chinese wool and well known for their exquisite designing. Besides,

26、 they are resilient and have fine workmanship.He wants to ask if Mr. Chens company makes blankets according to their specificationsAs a rule, they deliver all orders within 2 months after receipt of the covering letters of credit. It takes longer, of course, for special orders. But in no case would

27、it take longer than 3 months.Within 30 days after your L/C reaches Mr. Chens company.（Open） 7.3.2 Conversation 2Mr. Smith, a businessman from the U.S., is interested in the Flying Horse Brand bicycle and inquires about it.1）Why did Mr. Zhao ask Mr. Smith to tell him the quantity before he quoted the

28、 price? Answer: 2）How much will 1000 sets of bicycles cost based on Mr. Zhaos ?Answer: 3）What was the offer made by Mr. Zhao? Answer: 4）What were the terms of payment Mr. Zhao required?Answer: 5）When was the earliest possible time of shipment?Answer: 6）How long will Mr. Zhao keep his offer open?Answ

29、er:Because the price varies according to the quantity.US $50 000 US$ 50 per set CIF New York with a commission of 5 percent.Letter of credit at sight. Within one month after receipt of letter of creditFor two days. 7.3.3 Conversation 3Mr. Taylor, an English importer in textile business, is having an

30、 initial talk with Mr. Wang, a sales manager from a Chinese textile company. 1）What was the purpose of Mr. Taylors visit to Mr. Wangs company?Answer: 2）Which articles was Mr. Taylor interested in?Answer: 3）Why did Mr. Wang recommend Article A50?Answer: 4）What did Mr. Taylor say about Article 50? Ans

31、wer: 5）What was the price of Article A50?Answer: 6）Why did Mr. Wang give a 2 % commission to Mr. Taylor?Answer: He was prepared to place the textile goods of the company in his market.Article A40 and B30. Because Article A40 wont be available until November. Article 50 is similar to A40 and ever sup

32、erior to it. Article 50 hasnt been introduced into his market before. So, it is quite new to his buying public and they are not sure of its quality. 40 cents per yard CIF LondonAs an encouragement of business.In this part you are going to read a passage and then you will be asked to answer some ques

33、tions about what you have read.7.4 Reading TaskPre-reading questions for pair work 1) What do cross cultural negotiations involve?2) Do you think it is important for international business people to take cross cultural negotiation training? Why or why not?Fill in the table describing the behavioral

34、differences among the business negotiators in these countries. the US the UKSouth AmericaJapanChinathe Middle EastEye Contactstrong, direct strong, directstrong, directavoid prolonged eye contact Avoid prolonged eye contact Personal Space & Touchleave a certain amount of distanceleave a certain

35、amount of distancetactile and like to get up closeleave a gap of four feetleave a gap of four feettactile and like to get up closeTimepunctuality is crucialpunctuality is crucialbeing on time does not carry the same sense of urgencybeing late taken as an insult.being late taken as an insult.being on

36、 time does not carry the same sense of urgencythe US the UKSouth AmericaJapanChinathe Middle EastGreeting & Handshaking “Hi” is common/firm “Hi” is uncommon/ soft “Hi” is uncommon/ “Hi” is uncommon/ bowing “Hi” is uncommon/ gentle/ a handshake combined with a bow “Hi” is uncommon/ gentleGift-Giv

37、ingnegative connotationsnegative connotations an integral part of business protocolan integral part of business protocolThe Basis of Relationshipcontractual in nature.contractual in nature.personalpersonalpersonalthe US the UKSouth AmericaJapanChinathe Middle EastInformation at Negotiationsusing sta

38、tistics and factsusing statistics and factspresented through speech or using maps, graphs and chartsNegotiation Stylespressure tactics and imposing deadlinesquite vocal and animatednegotiate in teams and decisions based upon consensual agreementgaining concessionsdiscuss issues simultaneouslyIn this

39、 part you are going to learn how to write letters of enquiry and offer. 7.5 Writing TaskEnquiries and OffersSample EnquiryDear Sirs We learn from Bank of China in London that you are producing cotton bed-sheets. There is a steady demand here for bed-sheets of high quality at moderate prices. Will yo

40、u please send me a copy of your bed-sheet catalogue, with details of your prices? I should find it most helpful if you could also supply samples of your bed-sheets.When replying, please state delivery time, discounts and terms of payment. Yours faithfullySample OfferDear SirIn response to your enqui

41、ry of 12 May, we wish to inform you that a copy of our illustrated catalogue, price list and samples of our products asked for in your above letter have been airmailed to you separately. The prices quoted are understood to be on CIF London basis. A discount of 10% may be allowed if the quantity for

42、each specification is more than 10 000. Our terms of payment are by an irrevocable L/C, available by draft at sight.By the way, we wish to inform you that our cotton bed-sheets have become very popular on the world market because of their durability and reasonable prices and it has been difficult fo

43、r us to meet the increasing demand. However, if you place your orders before the end of this month we assure you of our prompt shipment.We look forward to receiving an order from you soon. Yours faithfully LANGUAGE POINTS FOR AN INITIAL INQUIRY The start: Dear Sir or Madam / Dear Sirs / Gentlemen/To

44、 Whom It May Concern - (very formal as you do not know the person to whom you are writing) Giving reference: With reference to your advertisement in./ Regarding your advertisement in . / We have seen your advertisement in Requesting a catalogue, brochure, etc.: Will/Would/Could you please send us.?

45、/ Please send us/ I should be pleased if you would send us Requesting further information: I would also like to know ./ Could you tell me whether .? The complimentary close: Yours truly / Yours faithfully - (very formal as you do not know the person to whom you are writing) Signature: The addressers

46、 signature, his/her typed name and his/her title . LANGUAGE POINTS FOR ANSWERING AN INITIAL INQUIRY The start: Dear Mr./ Ms / Mrs./ Miss ( Use Ms for women unless asked to use Mrs. or Miss) Thanking the potential customer for his/her interest: Thank you for your letter of . enquiring (asking for inf

47、ormation) about ./ We would like to thank you for your letter of . enquiring (asking for information) about . Providing requested materials: We are pleased to enclose./ Enclosed you will find. /We enclose . Providing additional information: We would also like to inform you ./ Regarding your question

48、 about ./ In answer to your question (enquiry) about . Closing a letter hoping for future business: We look forward to . hearing from you / receiving your order / welcoming you as our client (customer). The complimentary close: Yours sincerely (remember use Yours faithfully when you dont know the na

49、me of the person you are writing and Yours sincerely when you do.) Writing PracticeRead the following advertisement: Junior Sales Manager Expanding pharmaceutical export firm seeks young junior sales managers. Excellent prospects for well-educated persons with ambition and drive. Interesting and var

50、ied work including travel. Apply in writing to Personnel Manager of Pharmex Ltd, P.O. Box 222, Harlow New Town, Essex. Morris Docherty & Company LimitedMorris Docherty & Company Limited 200 Regent Street, Oxford OX43 19TN FOGLAMPS For Cars and Motorcycles We are manufacturers and can supply

51、a good range of lamps from stock (rectangular, round and high intensity types), with mounts and wiring. Write for further information to the Manager. 1）You are one of the leading importers of motor-car accessories in your area. After you have read the above advertisement, you write a letter to the c

52、ompany enquiring about their products. You should think about these points in your enquiry：Checklist： Make sure you know who to write to. Refer to the advertisement. Ask for information about the goods. Explain your own business. Explain what sort of order you may place. Ask if you can receive a cat

53、alogue, price list, a sample, a quotation, and so on. Ask for such terms as payment and delivery. Mention any other useful points.Compose two letters based on the following situations: Checklist： Decide who you write to Refer to the enquirers letter. Give the information the enquirer needs about the

54、 goods. Explain your payment terms and delivery dates Explain your discount. Give any further helpful information.2) Now suppose you are the manager of the above company. You reply to the above enquiry. You should think about these points in your reply：7.8 Follow-up Practice Yes, lets do it!We will

55、practice what we have learnt in this unit.7.8.1 Write down what you would say to each of the following questions or answers and then practice the dialogues with your partner.1) A: May I know what particular items you are interested in? B: _2) A: Could you give me some idea about your prices? B: _3)

56、A: Could you recommend some articles to me? B: _4) A: Would you please quote your price for this product? B: _5) A: Do you quote CIF or FOB? B: _6) A: Is your offer a firm one or one without engagement? B: _7) A: How long does your offer remain valid? B: _8) A: Id like to know whether you can offer

57、me 500 more cases of black tea. B: _9) A: How long does it usually take you to make delivery? B: _10) A: Could you tell me the earliest possible time of shipment? B: _ 7.8.2 Describe what the seller and buyer do in their enquiry and offer.SellerBuyer买方对卖方的工艺地毯感兴趣并询价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买方希

58、望获得卖方产品的详细资料 卖方报价并寄商品目录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回复收到报价和商品目录买方要求卖方尽快寄样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卖方同意尽快寄样并欢迎一切询问123456- Topic 1 Describe business negotiation in international trade Hints: Form and contents of business negotiation General procedure in business negotiation Formation and main contents of

59、a sales contact7.8.3 Oral Presentation Give a short presentation on one of the following topics for at least 4 minutes. Topic 2 The differences between a firm offer and a non-firm offer Hints: The definition of an offer Two kinds of offer Requisite conditions of a firm offer 7.8.4 Put the following

60、Chinese in the brackets into English. 1)We shall be very glad to place our order with you (如果你方报价具有竞争性，交货期可接受的话。) _2) The price varies according to the quantity. (所以请告知你方需要的数量，以便我方报价。) _3) We are pleased to inform you (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。) _if your quotation is competitive and delivery date acceptable. S