国际商务谈判英语(第二版)第06章询盘

InternationalBusinessNegotiationEnglishPartTwoBusinessNegotiationPractice

商务谈判实践

Stage1:Preparation(准备）Stage2:Opening Statements

（开局说辞）Stage3:Bargaining

（磋商）Stage4:Settlement

（签约）OpeningStatementsBargainingPreparationSettlementChapterSixEnquiry

询盘

Learningfocus:(学习要点)Knowingofbackgroundknowledgeonenquiry

了解关于询盘的背景知识Understandingdefinitiononenquiry

理解询盘定义Comprehendingcontentson

深刻理解询盘信的内容Masteringskillsofusinglettersanddialoguesinbusinessnegotiation

掌握用信函及对话进行商务谈判

6.1Backgroundknowledge

背景知识介绍

1.Thedefinitionofenquiry2.Usingacompletelyirrelevanttopictostartoffthemeeting:GeneralinquirySpecificinquiry3.Differentwaysofinquiry4.TheletterofenquiryusuallyincludingThebeginningparagraphiswhereyouexpresswhatyouareinterested,makebriefintroductionofyourcompanyorstatethepurposetowritetheenquiry.Inthefollowingparagraphthespecificinformationisaskedindetail.Thelastparagraphisforcourteousclosewheretoextendthanksandexpressthehopeofreceivingrepliesassoonaspossible.5.Tipsonenquiryletterwriting

largedealers大型经销商apromisingmarket潜在的市场atmoderateprices.以适当的价格CIF(costinsurancefreight)Vancouver.成本/保险/运费温哥华价illustratedcatalogue有插图的目录inaddition此外underseparatecover另函邮寄allowadiscountof给予……的折扣feelconfidentthat对……有信心confirmedirrevocableL/Cpayableatsight保兑的不可撤销的信用证。excellentdesignandhighquality设计精美，质量优良promptshipment迅速装运receiveourimmediateattention受到……立即关注letsbknowfreely请随时告知某人某事6.2LettersonNegotiation信函谈判Notes：

6.2LettersonNegotiation信函谈判

6.2LettersonNegotiation信函谈判

Letter6-2：

Areplytospecificenquiryletter6-1writtenbytheexporterDearSirs,WearepleasedtoreceiveyourinquiryofMay16,forwhichwethankyouverymuch.（感谢询价）Wehaveenclosedourillustratedcatalogueandpricelistgivingthedetailsrequestedbyyou.Inaddition,underseparatecoverwearesendingyousomeexamplesandfeelconfidentthatyouwillbesatisfiedwithboththeexcellentqualityandthereasonablepriceofourgoods.（对对方的要求一一解答）

Wewouldallowadiscountof3%onregularquantitiesnotlessthan200dozens.OurtermsofpaymentisbyconfirmedirrevocableL/Cpayableatsight.（告知折扣及付款条件）

Becauseoftheirexcellentdesignandhighquality,ourproductshavebeenenjoyinggreatpopularityintheinternationalmarketsincetheywereonthemarket.Shouldyourorderreachusbeforetheendofthismonth,wewouldensurepromptshipment.（对自己的产品作恰当的表扬）

Ifyouareinterestedinotherproducts,suchas

MP3，MP5,pleaseletusknowfreely,youmaybe（rest）assuredthatanyofyourrequirementswillreceiveourimmediateattention.（引导客户注意自己的其他产品）

Welookforwardtoreceivingyourfirstorder.

Yoursfaithfully,-----------（signature）V

6.3DialoguePractice对话演练

-------------Callorfacetoface电话或面对面AskthestudentstoreadDialogue1andDialogue2thenmakeapresentation.6.4CasesandSituationalDialogues案例与情景会话GroupActivities:小组活动1.AskthestudentstochooseCase1orcase2todiscussan