《跨境电商沟通与交流》课件-Learning task 2

跨境电商沟通与交流LearningActivity1InquiryandReplyaboutProductPriceLearningObjectives1.Learncorevocabulariesrelatedtoproductprice2.Learnusefulexpressionsandsentencesrelatedtoproductprice3.Learnthewritingmethodsofreplyingtocustomers’inquiriesaboutproductdiscountWarming-up1.Thefruitsupermarketoffersvarioustypesoforangesatdifferentprices.Whatfactorsdotheyconsiderwhendeterminingtheprice?2.WhatfactorsdoyouconsiderwhenyoubuyaT-shirt?3.WhatdoyouthinkisthereasonforthebigdifferenceinpricesbetweenthetwotypesofT-shirts?LearningCoreVocabulariesStep1Discount[ˈdɪskaʊnt]n.1anamountofmoneythatistakenofftheusualcostofsth折扣e.g.I)It'sadiscountprice.这已经是打过折扣的价格了。

II)They'reofferinga10%discountonallsofasthismonth.本月他们给沙发售价统统打九折。LearningCoreVocabulariesStep1negotiate[nɪˈɡəʊʃieɪt]v.2totrytoreachanagreementbyformaldiscussion谈判；磋商e.g.I)I'mafraidthereisnoroomtonegotiatetheprice.我认为这确实是底价了。

II)Wecannegotiatetheunitpriceforlargeorders.如果大量订购，单价可以再谈。

II)Themarketpriceofrawmaterialhasbeenraisedby40%,sowehavetoadjustthepriceofourproducts.LearningCoreVocabulariesStep1adjust[əˈdʒʌst]v.3tochangesthslightlytomakeitmoresuitableforanewsetofconditionsortomakeitworkbetter调整；调节e.g.I)Wecanadjustthepriceforyouifyoukeepthegoods.如果您留下这批货，我们可以为您调整价格。原材料市价已提高了40%，我们只好调整产品价格。LearningCoreVocabulariesStep1Inquiry[ɪnˈkwaɪəri]n.4Aninquiryisaquestionwhichyouaskinordertogetsomeinformation询问；查询e.g.I)I’msorryfornotreplyingtoyourpriceinquiryintime.我很抱歉没有及时回复您的询价。

II)Ourpriceisverycompetitiveandwewillmakequickresponsetoanyinquiry.我们的价格非常有竞争力，对任何询盘都予以最快回复。

II)Theynormallychargethreehundredpoundsbutwesellitforhalfprice.LearningCoreVocabulariesStep1Charge[tʃɑːdʒ]v.5Ifyouchargesomeoneanamountofmoney,youaskthemtopaythatamountforsomethingthatyouhavesoldtothemordoneforthem.向…收费；索要（钱）；要价e.g.I)Theychargeveryhighpricesforalltheirgoods.他们对所有的商品要价过高。他们通常要价300英镑，但我们只卖半价。

II)Thisshirtisverystylishandinexpensive.LearningCoreVocabulariesStep1Inexpensive[ˌɪnɪkˈspensɪv]adj.6notcostingalotofmoney不昂贵的e.g.I)Thingsherearenotonlyinexpensivebutalsoofgoodquality.这儿的东西又便宜又好。这件衬衫又时髦又便宜。

II)Toselectcheapandaffordablecommodities,consumersoftencomparepricesintheirshopping.LearningCoreVocabulariesStep1Affordable[əˈfɔːdəbl]adj.7Ifsomethingisaffordable,mostpeoplehaveenoughmoneytobuyit买得起的；价格合理的；负担得起的e.g.I)Thehouseisrentedatanaffordableprice.这个房子的租金很便宜。为了挑选便宜实惠的商品，消费者在购物中常常进行价格比较。

II)Youcanusethiscoupontogetadiscount.LearningCoreVocabulariesStep1Coupon[ˈkuːpɒn]n.8asmallpieceofprintedpaperthatyoucanexchangeforsthorthatgivesyoutherighttobuysthatacheaperpricethannormal（购物）优惠券e.g.I)Wedon'tacceptthiscouponinourstore.我们商店不使用优惠券。使用这张优惠券买东西时可以打折。

II)Themoderatepriceandexcellentperformancecanbeacceptedeasierbyusers.LearningCoreVocabulariesStep1Moderate[ˈmɒdərət]adj.9thatisneitherverygood,large,hot,etc.norverybad,small,cold,etc.适度的；中等的e.g.I)It'samoderatepriceforacarofthistype.对于这种类型的车，这只是中等价位。适中的价格、优越的性能更能获得用户的认可。TalkabouttheChinesemeaningofthefollowingphrases.1)competitiveprice2)reasonableprice__________________________________________3)favorableprice

4)bottomprice __________________________________________5)cuttheprice

6)pricereduction _____________________ _____________________

有竞争力的价格

合理的价格优惠的价格最低价减价降价Step2CommonPhrasesLearningUsefulExpressionsLearningUsefulExpressionsStep21.Isthisthelowestpriceyoucantake?这是你能接受的最低价格吗？2.Thepriceisunderfirstcost.

这价格低于成本。3.It'sourpracticetosupplyhigh-qualitygoodsatreasonableprices.我们的做法是供应的商品要质量优良，价格合理。4.That'salmostthewholesaleprice.这个几乎是批发价了。5.Wecanofferyouproductswithhigh-levelqualityandcompetitiveprice.我们可以为您提供的产品与高层次的质量和具有竞争力的价格。BrilliantSentencesLearningUsefulExpressionsStep2BrilliantSentencesBecauseofreliablequalityandreasonableprice,ourproductshavebeenhighlyfavoredofthemajorityofcustomers.由于质量可靠而且价格合理，我们的产品受到了大多数客户的高度青睐。7.Theseshoesarearealbargainatsuchalowprice.这些鞋价钱这么低，确实便宜。Ourproductssellwellinoverseasmarketsbecauseofhighqualityandcompetitiveprice.凭借高端的品质和富有竞争力的价格，我们的产品畅销海内外。9.Theseshirtsaresoldatadiscountbecausesomesizesarenotavailable.这种衬衣断码儿了，所以打折出售。10.Ifyoulikeourporcelaintableware,youcanbuythemhereatwholesaleprice.若您喜欢我们的瓷盘，您可以以批发价带回家哟！LearningPracticalDialoguesStep3Pleasetrytoroleplaythefollowingdialogue,especiallypayattentiontotheunderlinedparts.

A:I’mveryinterestedinthisjacketinyourshop.Howmuchdoyouchargeforit?

我非常喜欢你们店里的这件夹克，多少钱？B:299dollars.

299美元。A:It’stooexpensive.Canyougivemeadiscount?

太贵了，能打折吗？B:Sorry,thereisnodiscountsincethisjacketisthelateststyle.HowabouttheK-Boxing?

不好意思，因为这件夹克是最新款，所以没有折扣。您看一下这款劲霸夹克如何？A:Itlooksniceandgood.

看起来蛮好的。LearningPracticalDialoguesStep3B:Youmustlookhandsomeandthejacketsuitsyou.

您穿上肯定会更帅气的。而且这件夹克一定适合你。A:Howmuchisit?

这件多少钱？B:199dollarsandwecangiveyou10%off,thatis179dollars.

199美元，不过可以给您优惠10%，179美元就可以了。A:Okay.IwillpayitontheInternetandpleasesenditformeassoonaspossible.好的，我会在网上支付，请尽快帮我发货。B:Sure.Thankyouforyourcomingtoourstore.

当然了。谢谢您光临我们的店铺。LearningClassicCasesStep4CaseAnalysis

YouareawholesaleselleronDHgate.AbuyernamedAbbyfromAustraliawasinterestedinthehairpinasshowninthefollowingpictureandshewantedtoknowthewholesaleprice.

Abby：Hi,seller,What’sthewholesalepriceofthishairpin?【当卖家收到买家关于批发价的询问时，回复函应包含感谢买家询价、希望与买家建立业务关系、给予报价等内容。对于潜在批发客户的咨询，卖家一定要抓住机会，尽可能全面地提供相关信息，并表达愿意为买家服务并建立业务关系的愿望。】LearningClassicCasesStep4ExampleHiAbby,Thankyouforyouremail.Wevaluethechancetodobusinesswithyou.Thewholesalepriceofthistypeofhairpinyouareinterestedinis$3ifyourorderisnotlessthan200pieces.Wewillbepleasedtogiveyoua10%discountifyourorderexceeds300pieces.Duringpastmonths,wehavesuppliedthistypetodealersinseveralcountries.Wehavealreadyreceivedrepeatordersfrommanyofthosedealers.Thistypeispopularnotonlybecauseofitshighqualitybutalsobecauseitslightweight.Welookforwardtoreceivingyourordersoon.NameCompletelearningtasksStep5你在速卖通平台上经营一家儿童服装店。今天，你收到一位意大利买家Wilson关于其中一款男童T恤的询价邮件。请给该买家回复邮件，分别说明该款男童T恤的零售价和批发价。跨境电商沟通与交流LearningActivity2PriceNegotiationLearningObjectives1.Learncorevocabulariesrelatedtopricenegotiation2.Learnusefulexpressionsandsentencesrelatedtopricenegotiation3.Learnthewritingmethodsofreplyingtocustomers’inquiriesaboutpricereductionWarming-upDiscussion:Talkaboutyourexperienceofnegotiatingwithsellersasacustomer.Inyouropinion,whatarethegeneralstrategiesthatsellerscanadoptwhenfacedwithcounteroffersfromcustomers?LearningCoreVocabulariesStep1bargain[ˈbɑːɡən]n.1athingboughtforlessthantheusualprice减价品；便宜货e.g.I)Ithinkyou'vegotarealbargain.我想你买了真正的便宜货。

II)Everybodylovesabargainespeciallyatthistimeofyear.每个人都喜欢买点便宜货，特殊是每年的这个时候。LearningCoreVocabulariesStep1Reject[rɪˈdʒekt]v.2torefusetoacceptorconsidersth拒绝接受；不予考虑e.g.I)Youcanthenacceptorrejecttherequest.你可以接受或拒绝这个要求。

II)Werejectanysuggestionthatthepriceneedsadjusting.我们拒绝任何有关价格需要调整的建议。

II)Theymayrefusetotrade,evenwhenofferedattractiveprices.LearningCoreVocabulariesStep1refuse[rɪˈfjuːz]v.3tosaythatyouwillnotdosththatsbhasaskedyoutodo拒绝；回绝e.g.I)Officialsrefusetodivulgedetailsofthenegotiations.官员们拒绝透露谈判的细节。即便对方的报价很有吸引力，他们也有可能拒绝进行交易。LearningCoreVocabulariesStep1Decline[dɪˈklaɪn]v.4torefusepolitelytoacceptortodosth谢绝；婉言拒绝e.g.I)Aftercarefulconsideration,weregrettosaythatwehavetodeclinetheorder.经过认真考虑，很遗憾，我方不得不谢绝贵方的订单。

II)Asbidsfromotherpartiesaremuchhigherthanyours,wehavetodeclineyourbid.因其他方的出价要比你方高得多，我方只能谢绝你方的出价。

II)Wehopetoday’sofferwillmeetwithyourapproval.LearningCoreVocabulariesStep1approva[əˈpruːvl]n.5hefeelingthatsb/sthisgoodoracceptable;apositiveopinionofsb/sth赞成；同意e.g.I)Dotheplansmeetwithyourapproval?这些计划你赞成吗？我们希望今天的提议能够得到您的首肯。

II)Competitionwillleadtoinnovationandlowercharges.LearningCoreVocabulariesStep1Lower[ˈləʊə(r)]v.6toreducesthortobecomelessinvalue,quality,etc.减少；缩小；降低e.g.I)Thepriceislower,butthequalityisthesame.价格降低了，但质量并未降低。竞争促进了创新，降低了费用。

II)Itwouldbedifficulttomarkettheproductswithoutapricereductionsinceourmarketisverycompetitive.LearningCoreVocabulariesStep1reduction[rɪˈdʌkʃn]n.7anamountofmoneybywhichsthismadecheaper减价；折扣e.g.I)Theyreceivedabenefitintheformofataxreduction.他们获得了减税优惠。由于我们的市场竞争性很强，不减低价格是很难开拓这些产品的市场的。

II)Wemayconsidermakingsomeconcessioninourprice.LearningCoreVocabulariesStep1concession[kənˈseʃn]n.8somethingthatyouallowordo,orallowsbtohave,inordertoendanargumentortomakeasituationlessdifficult让步；妥协e.g.I)Wecannotmakeheavyconcessiontothematter.我们在这个问题上不能过于让步。在价格上，我们可以考虑作一些让步。

II)Thenewcamerareallywasn'tworthalltheexpenseinvolved.LearningCoreVocabulariesStep1worth[wɜːθ]adj.9important,goodorenjoyableenoughtomakesbfeelsatisfied,especiallywhendifficultyoreffortisinvolved值得（费周折）e.g.I)You'llbeinterestedinourarticlesandfindthey'reworthbuying.您会对我们的商品感兴趣的，而且认为值得一买。这款新照相机确实不值这么多的花费。

II)Goodsatreasonablepricesarewellacceptedbycustomers.LearningCoreVocabulariesStep1reasonable[ˈriːznəbl]adj.10nottooexpensive(ofprices价格)不太贵的；公道的e.g.I)Wesellawiderangeofcosmeticsataveryreasonableprice.我们以公道的价格出售各种各样的化妆品。价格公道的商品受到顾客好评。

II)Theyhavetohaveabasicunderstandingofcomputersinordertousetheadvancedechnology.LearningCoreVocabulariesStep1bulk[bʌlk]n.11the(large)sizeorquantityofsth（大）体积；大（量）e.g.I)It'scheapertobuyinbulk.大批购买便宜些。要想利用先进技术，他们必须先对计算机有个基本的了解。pricenegotiation 20%off makeconcessionscut/lower/reducetheprice 

reachanagreement  limitedprofitdiscountrateCommonPhrasesLearningUsefulExpressionsStep2Match

each

phrase

in

the

left

column

with

its

Chinese

meaning

in

the

right.A.利润有限B.折扣率C.达成共识D.打八折E.做出让步F.议价G.降价LearningUsefulExpressionsStep21.Thepricehasbeencarefullycalculatedandcuttothelimit.价格经过精密计算并已达到极限。2.Letusmeeteachotherhalfwaybyreducingthepriceby5%.让我们通过降价5%来各让一步。3.Thepriceleavesuslimitedprofit.该价格给我们的利润有限。4.Ourstorerefusestobargainovertheprice.我们商店拒绝讨价还价。5.Wewouldrathercutdownthepricethankeepalargequantityofgoodsinstock.我们宁可降低价格，也不愿积压大量货物。BrilliantSentencesTranslatetheEnglishsentencesintoChinese.LearningUsefulExpressionsStep2BrilliantSentencesIfyouorder100piecesinoneorder,wecanofferyouthebulkpriceof5USD/piecewithfreeshipping.如果您一个订单订100件产品，我们可以为您提供批量价格5美元/件。7.We’dliketoofferyoua10%discountonyourorder,ifyoupurchasenow.如果您现在购买的话，我们给您的订单打9折。Inviewofourlongstandingbusinessrelation,wecanconsiderapricereduction.鉴于双方长期的业务关系，我们可以考虑减价。9.Ifyourorderismorethan50pieces,wewillgiveyouadiscountof20%off.如果您的订单超过50件，我们将给您打8折。Togetthebusinessdone,wewillcutdownourpricealittle,butwecannotreduceittotheextentyouindicated.为了做成这笔生意，我们可以适当降价，但没办法低到你们要求的程度。LearningPracticalDialoguesStep3Pleasetrytoroleplaythefollowingdialogue,especiallypayattentiontotheunderlinedparts.A:Hello.

你好。B:Hello,mayIhelpyou?

您好，我能帮您什么吗？A:Ifoundyoursamplesveryattractive.I’minterestedinbuyingyourgarmentsifyourpricesarereasonable.我觉得你们店里的商品很吸引人，若你们的价格公道的话我很感兴趣。B:Whichonedoyoulike?

您看上了哪一件呢？A:Thisone,hereisthelink.Themarkedpriceofthewoollensweateris90dollars,butit’stooexpensive.It’sovermybudget.这一件，这是链接。你们的定价是90美元，但太贵了。超出了我的预算。B:Ourproductsareofgoodquality.Sincethepricesoftextileshavegoneupintheworldmarket,we’vehadtoincreasethemonsomeitemsbyabout10%.我们的产品质量好。由于国际市场的纺织品价格上涨了，我们不得不对某些产品价格上调10%。LearningPracticalDialoguesStep3Pleasetrytoroleplaythefollowingdialogue,especiallypayattentiontotheunderlinedparts.

A:Hello.你好。B:Hello,mayIhelpyou?您好，我能帮您什么吗？A:Ifoundyoursamplesveryattractive.I’minterestedinbuyingyourgarmentsifyourpricesarereasonable.我觉得你们店里的商品很吸引人，若你们的价格公道的话我很感兴趣。B:Whichonedoyoulike?您看上了哪一件呢？A:Thisone,hereisthelink.Themarkedpriceofthewoollensweateris90dollars,butit’stooexpensive.It’sovermybudget.这一件，这是链接。你们的定价是90美元，但太贵了。超出了我的预算。B:Ourproductsareofgoodquality.Sincethepricesoftextileshavegoneupintheworldmarket,we’vehadtoincreasethemonsomeitemsbyabout10%.我们的产品质量好。由于国际市场的纺织品价格上涨了，我们不得不对某些产品价格上调10%。LearningPracticalDialoguesStep3Pleasetrytoroleplaythefollowingdialogue,especiallypayattentiontotheunderlinedparts.A:Can’tyougivemeadiscount?Ireallylikethissweater.

您能给我一个折扣吗？我真的很喜欢这件羊毛衫。B:Iwillgiveyouadiscountof10%sincethisisyourfirstvisittoourshop.

因您第一次光临我们的店铺，我给您打9折。A:Couldn’tyougivemealowerdiscountprice?MaybeI’llbearegularcustomer.能给我一个更低的折扣价吗？也许我能成为回头客。B:Sorry,thewoolensweateryoulikeisthebest-sellingproductinourstore.Thereareseveralpiecesleft.Ifyoureallylikeit,Isuggestyouplaceyourorderassoonaspossible.实在抱歉，您看中的这款羊毛衫是我们店里卖得最好的，只剩这几件了，您如果真的喜欢，建议您尽快下单。A:Well,ifit’simpossibletogivemealowerdiscountprice,willyougivemefreeshipping?那好吧，如果你不能给我一个更低的折扣价的话，可不可以免运费？B:Okay,welcometoourshopagain.

好的，欢迎您再次光临我们店铺。LearningClassicCasesStep4CaseAnalysis

YourunastoresellingyogamatonAliExpress.Alice,anAmericanbuyer,showedherinterestinthisyogamat,butshethoughtthepricewasonthehighsideandwantedtoreducethepriceby10%-15%.

Hi,Iaminterestedinyouryogamat,butIfindyourpriceisonthehighside.Informationindicatesthattheyogamatsavailableatpresentprovidedbysomeothersellersaresoldatalevelabout10%-15%lowerthanyours.Couldyoupleaseconsiderreducingthepricetothislevel?Ifyoucould,wemightbeabletoorder200pieces.Alice【DeclinethePriceReduction:卖家虽然很想争取该买家的订单，但瑜伽垫的利润空间有限，因此卖家拒绝在价格上做出让步。对于部分利润空间有限的产品，卖家在拒绝降价时，应注意措辞，可以多使用“regret”、“sorry”等词，并努力通过产品质量优势、同类产品价格优势或信誉保证来争取订单。】LearningClassicCasesStep4ExampleDearAlice,eappreciateyourinterestinourproduct.Althoughweareanxioustodobusinesswithyou,wearesorrytosaythatitisimpossibleforustoallowthereductionyouaskedfor.Consideringthequalityofourproducts,farsuperiortothoseofotheronlineshops,thispriceisinfactveryreasonableandquiterealistic.Meanwhile,weofferfreepackageandstring.Weregret,therefore,thatwecan’tmakeanyfurtherconcession.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoyourreply.Name【Accep