教学课件-高级商务英语口语

高级商务英语口语ChapterOne

BusinessRelations

ChapterOneⅠTeachingobjective

Afterthestudyofthischapter,thestudentsareexpectedto:

1)knowthechannelsofbusinesscommunication;2)knowhowtosuccessfullyestablish,develop,andsustainbusinessrelations;3)talkonthephonewithpotentialinternationalbusinesspeopletoestablishbusinessrelations;4)talkfacetofacewithpotentialinternationalbusinesspeopletoestablishbusinessrelations.

ChapterOneⅡBackgroundInformation1.Modernbusinessdependsincreasinglyonbusinesscommunicationandbusinessrelationship.Businesscommunicationleadstotheestablishmentofbusinessrelations.Nobusinessrelations,nobusiness.Thereforeininternationalbusiness,establishinggoodandstablecross-culturalbusinesscommunicationwithforeignfirmsisofvitalimportancetothesurvivalanddevelopmentofacompany.Internationalbusinessdealsusuallyinvolveanumberofparties,suchasmanufacturers,exporters,importers,consumers,banks,shippingcompanies,customs,commodityinspectionorganizations,andarbitrationbodies.ChapterOne2.Nowadays,alistofchannelshasbeenavailableforobtainingbusinessinformationaboutthepotentialdealers:1)Businesswebsites;2)Advertisements;3)Tradefairs;4)TheCommercialCounselor’sOffice;5)TheChamberofCommerce;6)Tradedirectories;7)Recommendationfromfriendsorbusinessconnections;8)Banks;9)Marketinvestigations;

10）Attendingtradefairs.ChapterOne3.Therehavealsobeenquiteafewmeansofbusinesscommunicationasthroughtelephone,telegram,telex,fax,E-mail,E-commerce,andbusinessletters.Oftenpeopleenterintotradecooperationorallybytelephonecalls.Personalvisits,face-to-facetalks,discussions,andnegotiationsarealsofrequentlyusedfortheestablishmentofbusinessrelations.ChapterOne4.Whilemakingabusinessconversationtoestablishbusinessrelations,eitherfacetofaceoronthephone,businesspeopleininternationalcontextswouldoftentakethefollowingpointsintoconsideration:1)Greetings;2)Briefself-introductionandyourcompanyintroduction;3)Purposeforthiscontact;4)Sourceofinformation;5)Sincerityofestablishingbusinessrelations;6)Descriptionoftheproductsinquestion;7)Thesending/givingofacatalogue,brochures,samples,andthepricelistforproductacquaintance;8)Expressingwishesandsayinggoodbye.ChapterOne5.Therearesometipsforsuccessfullyestablishing,developing,andsustainingbusinessrelations:1)Trytomakeyourbusinesspartnerawarewhattypeofcompanyyoursis;2)Letyourbusinesspartnerknowmoreaboutyourcompanysoastoconsideryoursasademandorsupplyoptionwheninneed;3)Impressyourbusinesspartnerwiththequalityofyourproductandofyourmanagement,thuskeepingthegoodlinkbetweenyoutwo;4)Developstrategicpartnershipbetweenyoutwocompanieswithyourexpertise,makingyourbusinesspartnertrustyouandvalueyouropinion;5)Useproperandstandardlanguagetoimpressthecallerorthevisitor.

ChapterOneNotestoBackgroundInformationshippingcompanies船运公司commodityinspectionorganizations商检局arbitrationbodies仲裁机构theCommercialCounselor商务参赞theChamberofCommerce商会tradedirectories商务目录sourceofinformation信息来源ChapterOneNotestoBackgroundInformationtheproductsinquestion正在讨论中的产品;谈论的产品cataloguen.

目录brochuresn.

印刷的小册子samplesn.

样品expertise

n.专业知识valueyouropinion重视你的观点toimpresssb.给人留下深刻印象ChapterOneⅢWordsandexpressions:Conversation1tapestryn.

挂毯specializein专营salesdepartment销售部InternationalMarketingDepartment国际营销部havewidebusinessconnectionswith和……有广泛的业务联系ChapterOneⅢWordsandexpressions:Conversation1beinpositiontoplacelargeorders有实力下大订单purchaseorder购买订单（简称：PO）enjoyahighreputationintheUSmarket在美国市场享有很高的声誉Theyarepromisingitems.这些产品前途无量。ChapterOneSupplementaryusefulwordsandexpressionsTypesofCompaniesfirmenterprisetownshipenterprisestate-ownedenterpriseprivately-ownedenterprisesolely/wholly-ownedenterpriseforeigncapitalenterpriseSino-foreignjointventuremultinational/internationalcorporation公司，商号企业乡镇企业国有企业个体/私营企业独资企业外资企业中外合资企业跨国公司ChapterOneⅢWordsandexpressions:Conversation2mostfavorableoffer最优惠价格artsandcrafts艺术和工艺rawmaterials原材料soarvi.飙升manufactureaccordingtoourspecifications根据我们所要求的规格生产Shipmentismadewithin10daysafterreceiptoftheL/C.收到信用证后10天之内起运。L/Cletterofcredit信用证ChapterOneSupplementaryusefulwordsandexpressionsforspecifications:1)厘米centimeter2)米meter3)毫米mini-meter4)平方米square5)立方米

cubicmeter6)公里kilo7)英里mile8)英尺foot9)英寸inch10)码yard11)公斤kilogram12)克gram13)磅pound14)盎司ounce15)升liter16)加仑gallon

ChapterOneⅢWordsandexpressions:Conversation3settingupbusinessrelationswith…与……建立业务关系beparticularlyinterestedin…对……特别感兴趣enjoybigsales销量很大maketheoffer报价enquiry=inquiry询价beinlargedemand需求量很大quantityn.

量，数量ChapterOneSupplementaryusefulwordsandexpressionsfortradefairsInternationalHouseholdElectricAppliancesExpo国际家用电器博览会InternationalHomeTextileShow国际家纺展InternationalFoodIndustryShow国际食品工业展InternationalTablewareShow国际餐具展ChapterOneⅣKeystotheexercises1.Conversation1：Q1:Thisisanopen-endedquestion.Therearequitealottoconsider,suchasthechannelsofgettingtheinformationofthecompaniesandorganizations,yourtrustingandtrustworthyattitudetowardstheestablishingofthebusinessrelations,andyourfollow-upstrategiestosustainyourrelationships.ChapterOneⅣKeystotheexercises1.Conversation1：Q2:HismainpurposeofcallingistoestablishbusinessrelationswithChinaYellowSeaTextileImport&ExportCorporation.ChapterOneⅣKeystotheexercises1.Conversation1：Q3:TheylearnedthroughtheCommercialCounselor’sOfficeoftheUSEmbassyinChina.ChapterOneⅣKeystotheexercises1.Conversation1：Q4:Yes.He’sinterestedinyourtapestryandcarpetwith“Happiness”brand.Therearequitealotofwaystomakeyourproductsattractiveandpopularamonginternationalbuyers.Brandname,packaging,labeling,design,technology,practicality,novelty,color,service,canalladdtoitsappeal.ChapterOneⅣKeystotheexercises1.Conversation2：Q1:Theyarequitesatisfiedwiththetapestryandcarpetandwouldliketoknowthefavorableoffer,modeofpayment,anddeliverybeforeplacinganorder.ChapterOneⅣKeystotheexercises1.Conversation2：Q2:HethinksthattheirpriceismorefavorableandattractivecomparedwiththeEuropeanandUSsuppliers.ChapterOneⅣKeystotheexercises1.Conversation2：Q3:Theymaketapestryandcarpetforspecialpurposes.Theywillsatisfythecustomer’sneedsbecausetheyareexperiencedindoingthis.ChapterOneⅣKeystotheexercises1.Conversation2：Q4:Thisisanopen-endedquestion.The4-Psmixisalwayssomethingtoconsiderininternationalmarketingaswellashomemarketing,namely,product,price,placeandpromotion.Thecustomer,salespersonnel,andcustomerservicearealsowhattocreatestrategiesfrom.ChapterOneⅣKeystotheexercises1.Conversation3Q1:He’dliketodiscussthepossibilityofsettingupbusinessrelationswithYellowSeaTextileImport&ExportCorporation.ChapterOneⅣKeystotheexercises1.Conversation3：Q2:Sheisparticularlyinterestedinthesilkcovers.ChapterOneⅣKeystotheexercises1.Conversation3：Q3:Theyareverypopularbothhomeandabroad.Theyenjoybigsalesinrecentyears.ChapterOneⅣKeystotheexercises1.Conversation3：Q4:Thisisanopen-endedquestion.Yes,Iagree.Ashowroomthatissufferingfromalackofcustomerinterestmaymostprobablysufferfrompoorsales.Thenitisnecessaryfortheownertochangethelayoutofhisshowroomandhissalestechnique.Itisadvisablethattheownerknowhiscustomers,encouragetheirquestions,andmakebuyingaseasyandhappyaspossible.ChapterOneⅣKeystotheexercises2.(1)established(2)contractual(3)delivery(4)managerial(5)assurance(6)sincerity(7)arerelied(8)harmonious(9)breach(10)isattributedtoChapterOneⅣKeystotheexercises3.1)a---4;b---5;c---1;d---3;e---22)PleaserefertoBackgroundInformationNo.5.ChapterOneⅣKeystotheexercises4.1)(1)Weareamultinationalcompany.OurheadquarterislocatedinBeijing.(2)Ourcompanywasfoundedin1928.Itstartedoutasaprivately-ownedsmallshop.(3)Intheyear2011,ourcompanysucceededintakingovertwoforeignenterprises.(4)OurcompanywaslistedonNasdaqin2012.Asaresult,webecomealeaderinourindustry.(5)Thereare5departmentsinourcompany,includingthedepartmentsofproduction,sales,I&E,andaccounts.ChapterOneⅣKeystotheexercises2)(6)我们公司经营房地产，并与全球的众多房地产商有着广泛的联系。(7)我们公司在135个国家和地区建立了子公司或办事处。(8)我们公司去年的营业额达385亿美元，利润达186亿美元。(9)瓦尔特先生是我们公司的主席兼总裁，马歇尔太太担任首席运营总裁。（10）生产部经理负责生产部，销售部经理负责市场营销部。他们直接向总裁负责。ChapterOneⅣKeystotheexercises5.1)ahighreputation2)thepricelistwithspecifications3)promoteourcooperation4)inthislineofbusiness5)keepusregularlysuppliedChapterOne高级商务英语口语ChapterTwoBusinessEtiquettes

ChapterTwoⅠTeachingobjectiveAfterthestudyofthischapter,studentsareexpectedto:1)knowtheetiquettesrequiredindifferentinternationalbusinesssituations;2)knowhowtosuccessfullyestablishgoodfirstimpressionininternationalbusinesssituations;3)learntobehaveproperlyininternationalbusinesssituations.ChapterTwoⅡBackgroundInformation

1.Etiquettereferstomannersandbehaviorsconsideredinterpersonallyacceptablebypeopleoftheculture.Itisanartofsocialcontacts,whichisthecriterionofbehaviorshowingmutualrespectinsocialactivities.Itrequiresyoutopresentyourselfwiththekindofpolishthatshowsyoucanbetakenseriously.Itmeansbeingcomfortablearoundpeopleandmakingthemcomfortablearoundyou!Italsosignifiesbeingcourteousandthoughtfultothepeoplearoundyou,regardlessofthesituation.It,too,meansconsideringotherpeople’sfeelingsandhandlingthingsasdiplomaticallyaspossible.ChapterTwo2.Thereareetiquettesguidingpeople’sbehaviorsindifferentsituations,namelyPoliticalEtiquette,BusinessEtiquette,ProtocolEtiquette,SocialEtiquette,andServiceEtiquette.Learningetiquettecanhelpimproveaperson’squality,makepeoplecommunicatemoreconveniently,andmaintainthepublicorderaswellasaperson’simage.Etiquetteisalsothecriteriontojudgethecivilizationlevelofasocietyaswellasaperson’saccomplishment.ChapterTwo3.Businessetiquettereferstomannersandbehaviorconsideredacceptableinbusinesssituationsinparticular.Itisasetofrulesthatallowbusinesspeopletointeractwithothersinacivilizedmannerandacomfortableenvironment.Itrepresentsanimportantpartofthecorporatecultureandamajorreflectionofthecorporateimage.Itisagoodwayofavoidingmisunderstandingamongpeople,impressingpeoplewithcourtesyandrespect,andgeneratinginternationalacknowledgementforthecompany.ChapterTwo4.Businessetiquetteisveryimportanttothesuccessoftheemployersandthebusinessitself.Learningbusinessetiquettecanhelpcreateagoodbusinessatmosphere,mouldagoodimage,closebusinessrelationship,deepenmutualunderstanding,andpromotebusinesssuccess.Iftheemployersarenotverypoliteandcourteoustotheclients,itwillbeverybadforitsbusiness.Manypotentiallyworthwhileandprofitableopportunitieswillbelost.ChapterTwo5.InternationalBusinessEtiquettereferstothebehaviorguidanceapplicablethroughouttheglobalworkplacetoachievesuccessfulbusinesscommunication.Inthecurrentglobalworkingenvironment,cross-culturalinteractionswithproperunderstandingsofthetime-honoredprotocolsindifferentculturesarecriticaltoestablishingharmoniousrelationshipswithmutualbenefitsandsmooththewayforallthebusinessactivities.ChapterTwo6.InternationalBusinessEtiquetteoriginatedfromEuropeanandAmericansocialetiquettes.Itisthroughlong-termcommunicationsandcompromisesandeveninmisunderstandingsandconflictsthatInternationalBusinessetiquettehasbeencross-culturallyblendedoutofvariousproperbusinessrulesindifferentculturesonthebasisofuniversalityandtypicality.Itsgoverningprincipalsarebasedonrespect,sincerity,consideration,flexibility,gratitudeandgenerosity.ChapterTwo7.Ininternationalbusinesssituations,therearedifferentetiquettes.Everydaybusinessetiquetteconsistsofetiquettesfordressing,grooming,posture,handshaking,visiting,receiving,greeting,introducing,listening,dining,ice-breaking,andcardexchanging.Specificbusinessetiquettesincludesuchetiquettesasthoseofmakingphonecalls,holdingbusinessmeetings,attendingbusinessnegotiations,writingbusinesscorrespondences.ChapterTwoNotestoBackgroundInformationthecriterionofbehavior行为准则polishn.

优雅courteousa.

彬彬有礼的handlethingsdiplomatically圆滑地处理事情PoliticalEtiquette政务礼仪

BusinessEtiquette商务礼仪ProtocolEtiquette外交礼节SocialEtiquette社交礼仪ServiceEtiquette服务礼仪ChapterTwoNotestoBackgroundInformationinacivilizedmanner以文明礼貌的方式thecorporateculture企业文化thecorporateimage企业形象courtesyn.

礼貌；谦恭generatinginternationalacknowledgement引发国际上的认可createagoodbusinessatmosphere营造良好的业务氛围mouldagoodimage树立良好的形象closebusinessrelationship密切业务关系promotebusinesssuccess推动企业的成功potentiallyworthwhileandprofitableopportunities一些有价值和有利的潜在机遇ChapterTwoNotestoBackgroundInformationthebehaviorguidance行为指导applicablea.

合适的;适用的thetime-honoredprotocols久享盛名的礼仪礼节criticala.

决定性的originatefrom起源于compromisen.

妥协blendv.混合ChapterTwoNotestoBackgroundInformationuniversalityn.

普遍性typicalityn.

典型性sincerityn.

真诚considerationn.

关心flexibilityn.

弹性gratituden.

感激generosityn.

大方;慷慨ChapterTwoNotestoBackgroundInformationdressingn.

穿衣groomingn.

修饰；打扮posturen.

姿势handshakingn.

握手ice-breakingn.

破冰；打破沉默cardexchanging交换名片correspondencen.

通信ChapterTwoⅢWordsandexpressions:Conversation1etiquette/'etiket/n.

礼节，礼仪；规矩internship/'intə:nʃip/n.

实习生；（美）实习期；实习医师职位intern/in'tə:n,'intə:n/n.

实习生occasion/ə'keiʒən/n.

时机，机会；场合；理由buildaperfectprofessionalimage塑造完美的个人形象morningattire/ə'taiə/n.

白天的盛装ChapterTwoⅢWordsandexpressions:Conversation1morningattire/ə'taiə/n.

白天的盛装outfit/'autfit/n.

全套装备accessory/ək'sesəri/n.

（衣服的）配饰intermsof在……方面fabrics/'fæbrik/n.

纤维织物；衣料matte/mæt/adj.

无光泽的solidadj.

单色的ChapterTwoⅢWordsandexpressions:Conversation1pinstripe/'pinstraip/adj.

细直条纹的checked格子花纹的buckle/'bʌkl/n.

皮带扣，带扣learnthetying['taiiŋ]学系领带coordinate/kəu'ɔ:dineit/vi.

协调mostpreferablecolors非常可取的颜色suspender/sə'spendə/n.

袜吊；吊裤带；悬挂物ChapterTwoSupplementaryusefulwordsandexpressionsfordressmaterialpuresilk真丝syntheticfiber合成纤维rayon人造丝denim粗料棉布genuineleather真皮fur毛皮linen亚麻布nylon尼龙wool羊毛ChapterTwoⅢWordsandexpressions:Conversation2extend/ik'stend/vt.

延伸；伸出；给予turbulence/‘tə:bjuləns/n.

骚乱，动荡；不稳定的气流claimone’sluggage认领行李

buckle/‘bʌkl/v.

扣住meander/mi'ændə/vt.

漫步；蜿蜒缓慢流动；绵延ChapterTwopresident/chairpersonCEO/ManagingDirectorCOO(ChiefOperationOfficer)marketingmanagerofficemanagerproductionmanagerfinancedirectorsalesmanagerpersonnelmanagercateringsupervisor董事会主席总裁/首席执行官首席运营官营销经理/主管办公室主任生产部经理财务经理销售经理人事部/人力资源部经理餐饮经理SupplementaryusefulwordsandexpressionsforpositionsChapterTwoⅢWordsandexpressions:Conversation3dedicated/'dedikeitid/adj.

献身的，非常敬业的chairameeting:presidesoverameeting主持会议fiscalyear/fiskəl/财政年agenda/ə'dʒendə/n.

议程；日常工作事项witness/'witnis/vt.

目击；证明；为……作证saturated/'sætʃəreitid/adj.

饱和的high-endproductn.

高端产品tapnewmarkets开发新市场ChapterTwo

after-saleservicequalityassurancesecuritytransportgeneralaffairslogistics售后服务质量检查/质保保安运输总务后勤SupplementaryusefulwordsandexpressionsthefocusofbusinessmeetingsChapterTwoⅣKeystotheexercises1.Conversation1：Q1:Morningattireistheformaldressthatcanbewornonformaloccasionsintheday.Itissuitableforallsituationsandcanbeworneveryday.Suitsareveryformalmorningattireforbusinesspeople.

ChapterTwoⅣKeystotheexercises1.Conversation1：

Q2:Itincludestheoutfitofmen’ssuit,shirt,socks,shoesandaccessories,andwomen’ssuit,blouse,scarf,stocking/high-heels,shoesandaccessories.

ChapterTwoⅣKeystotheexercises1.Conversation1：

Q3:Itshouldnotonlyfitwellandmakepeoplefeelcomfortable,buthavethemattesurface.Itisusuallymadeofwoolenorcotton.Adarkcolororsomelightershadeofbrownorgreyismostlyaccepted,eithersolidorpinstripe,butnotchecked.ChapterTwoⅣKeystotheexercises1.Conversation1：

Q4:Thisisanopen-endedquestion.First,whiteshirtisthedressiestchoicewithothermutedcolorssuchasblue,grey,anddarkbrownisacceptabletoo.Next,don’twearatiewithmorethanthreecolors.Blackanddarkbrownaremostpreferablecolors.Besides,wearcottonorsilksocksindarkandsolid.Don’twearwhitesockstogetherwithblackshoes.What’smore,makesureyoursuit,shirt,tie,shoes,andaccessoriescoordinatewellwithoneanotherincolor.ChapterTwoⅣKeystotheexercises1.Conversation2：

Q1:SheisresponsiblefortheSalesDepartment.ChapterTwoⅣKeystotheexercises1.Conversation2：

Q2:No,shedidn’t,becausetherewerequiteabitofturbulenceduringtheflight.ChapterTwoⅣKeystotheexercises1.Conversation2：

Q3:Yes,itisaproperintroduction.Ininternationalbusinessworkingenvironment,itispropertointroducetheoneinlowerstatustotheoneinhigherstatus,maletofemale,andthehosttoguests,asinthiscase.ChapterTwoⅣKeystotheexercises1.Conversation2：Q4:Thisisanopen-endedquestion.Mikedoesagoodjobandhisreceptionisproperininternationalbusinessetiquette.First,hearrivesattheairportearliertowaitforSusan’sarrival.Hethengreetsandintroduceshimselfinaformalmanner.HealsodoesagoodjobinintroducingthedrivertoSusaninaformalwaywhiletakingcareofhertitle“manager”.Hechecksherluggageandofferstohelpwiththeluggagebeforegoingtothecar.Hefinallytellshersomeniceinformationaboutthehotelarrangementtomakeherfeelhappyonthewaytothehotel.Hisreceptiontaskissuccessfullyandproperlyfulfilled.

ChapterTwoⅣKeystotheexercises1.Conversation3：

Q1:

Togathersomenewmarketingstrategies.ChapterTwoⅣKeystotheexercises1.Conversation3：

Q2：TheManageroftheExportDepartmentofShanghaiImportandExportCompany.ChapterTwoⅣKeystotheexercises1.Conversation3：

Q3：Theyhaverisendramatically.ChapterTwoⅣKeystotheexercises1.Conversation3：

Q4：Thisisanopen-endedquestion.Thechairpersonpresidesoverthebusinessmeetingskillfullyandsuccessfullywithproperbusinessmeetingetiquettes.Beforethemeeting,hepreparedthemeetingsowellthathecollectedthestatisticsoftherecentsales,informedtheparticipantsofthedate,place,time,agendaandobjectiveofthemeeting,preparedallthefilesthatneedtobedistributedtotheattendees,andprearrangedrelevantreportsforthemeeting.(tobecontinued)ChapterTwoⅣKeystotheexercises1.Conversation3：

Q4：Duringthemeeting,hesetsthepurposeofthemeeting,presentsanagenda,focusesonthemainissue,listenstotheattendees,giveseveryattendeeachancetocontribute,triestoencourageallmemberstogivetheiropinions,andmakesasummaryattheendofthemeeting.Heendsthemeetingwiththanksandinformationaboutthenextmeeting.Thechairingitselfcanbesaidtobeanexcellentexample.ChapterTwoⅣKeystotheexercises2.1)matched2)stains3)sightseeing/sights4)professional5)behalf6)appointment7)time/trip8)watch9)hospitality10)SmilingChapterTwoⅣKeystotheexercises3.

(1)a---1b---3c---5d---4e---2(2)a.Getbusinesscardsfromeveryoneyoumeetandwritenotesonitaboutwhenyoumet,whatyouhadincommon,anddetailsabouttheperson,includingnamesofchildren.b.Learnthesenamesbyheart!!!Itwillhelpyoualotinyourbusiness.C.Avoidsaying,“I’msorry,Ihaveforgottenyourname”Instead,say“Helpmeout,yournamewasonthetipofmytongueandImustbehavingaseniormoment.”ChapterTwoⅣKeystotheexercises4.

1)(1)Pleaseallowmetointroducemyself.(2)I’mresponsiblefortheHumanResourcesDepartmentandOverseasBusiness.(3)Helpmeout,yournamewasonthetipofmytongueandImustbehavingaseniormoment.(4)I’mafraidMr.Carsonisn’tavailable.HehasgonetoItalyonbusinessforafewdays.(5)Within30secondspeoplejudgeyoureconomiclevel,educationallevel,socialposition,andyourlevelofsophisticationandsuccess.ChapterTwoⅣKeystotheexercises2)

(1)请允许我很荣幸地向大家介绍IBM公司的简·史密斯博士。(2)——请问你在公司负责哪个部门？——我在生产线主管的手下工作。(3)现在开会。正式在开会前，我想说的是希望这次会议是一次建设性的、富有成效的会议。(4)对不起，我不能完全同意你的看法。你是否可以做些改动呢？(5)一名出色的会议主持人能够很好地控制整个会议的时间和进程，并能够调动与会者参与讨论的积极性。ChapterTwoⅣKeystotheexercises5.1)efficient2)distractions3)politeandagreeable4)confirmyourunderstanding/confirmthatyouunderstand5)ApologizesincerelyChapterTwo高级商务英语口语ChapterThree

Enquiry,Offer&Counter-offer

ChapterThreeⅠTeachingobjectiveAfterthestudyofthischapter,thestudentsareexpectedto:gothroughtheprocessof“Enquiry–Offer–Counter-offer–Acceptance”beforetheysignacontract；expressfirmofferandnon-firmoffer;writeeffectivelettersonmakingenquiry,offerandcounter-offeraswell；

ChapterThreeⅡBackgroundInformationBrieflyspeaking,whenabusinessmanintendstoimport,hemakesenquiries,whenhepreparestoexport,hesendsoffers.Enquiriesandofferscanbesentbyletter,ortransmittedbycableandtelex.Informalenquiriesandoffersmaybecommunicatedbytelephoneorthroughface-to-facetalk.ChapterThreeEnquiry：Whenanimporterwantstoimportsomething,hemaysendanenquirytotheexporter.Whenmakinganenquiry,theimportermaybeginwiththequestionorquestionsyouwanttoask;yourreaderthenknowsatoncewhatyourenquiryisabout.Keepyourenquiryshortandtothepoint;saywhatneedstobesaidandthenstop.Inageneralenquiry,theimportermayonlyaskforcatalogues,pricelists,samplesorsomeotherreferencematerialsfromtheexporter.Ifbothpartieshaveneverdealtwitheachotherbefore,thentheimporterwillinformtheexporterofthesourceofhisinformationatthebeginningofhisletter.ChapterThreeDetailsofhisowncompanyand/orbusinesswillalsobeincluded.Theletterassuchisknownasa“FirstEnquiry”.Theimporterwhosendsaspecificenquirymayrequireinformationastoprice,specifications,discount,quantity,termsofpayment,dateofshipment,etc.regardingsomedefinitegoodsinadditiontoreferencematerials.Anenquirymustbeacknowledgedintermsthatestablishgoodwillifanimmediatesaleisnotpossible.Ifitisfromanoldcustomer,sayhowmuchyouappreciateit;ifitisfromanewcustomer,sayyouaregladtoreceiveitandexpressthehopeofkeepingupfriendlybusinessrelationship.ChapterThreeOffer：Itisproperfortheexportertosendanimmediatereplytotheimporter’senquirynomatterwhetherheisabletosupplyornot.Anaffirmativereplyisactuallyanoffer.Therearetwokindsofoffers:firmofferandnon-firmoffer.Theexporteroftenpromisesinafirmoffertosupplycertainquantityofgoodsatafixedpricewithinastatedperiodoftime.Othertermssuchasspecifications,packing,termsofpaymentmustbedefiniteaswell.Anon-firmofferisanofferwithareservationclause.ChapterThreeCounter-offer：

Sometimestheimporterortheexportermaybedissatisfiedwithpartofthetermsandconditionsofferedbytheotherandputsforwardhisowninstead.Alettermakingacounter-offershouldbeginwithexpressionsofthanksforanofferorbid;thenregretbeingunabletoacceptwhathasbeenofferedandstateyourreasons.Attheend,makeacounter-offer,ifappropriate,orsuggestotheropportunitiestodobusinesstogether.Thepartywhoreceivesacounter-offerhastherighttoacceptitordeclineit.Hemayevenchoosetomakeanothercounter-offerifthedivergencebetweenthetwopartiesisnottoobig.

ChapterThreeNotestobackgroundinformation:Distinctionbetweenofferandquotation：严格讲quote/quotation与offer不同。Quote/quotation是报价，指某一商品的单价；offer是报盘，除单价外，还包括数量、交货期、付款方式等等。另外，offer一般比较固定，卖方价格报出后，一般不能轻易变动，而quote/quotation则不同，卖方报价后，不受约束，可以根据情况略加调整。尽管有区别，但各国商人则往往