国际商务英语：谈判与函电201

INTERNATIONALBUSINESSENGLISH

Content01020304BusinessReceptionBusinessCallBusinessArrangementBusinessVisit05060708InquiryAttheFairOfferNegotiationofPrice09101112AgencyCommissionPaymentMethodShipment13141516PackingInsuranceClaimArbitrationC01BusinessCallBackgroundKnowledgeExpandedWordsUsefulSentencesBusinessCall在办公电话机旁边平时应备好记录的纸笔在铃响三声之内接起电话，并主动问候和报出所在部门对方未报姓名，应礼貌地询问如未听清，可请对方重复如找他人，应礼貌转接要找的人不同屋，可出去找，勿大声喊名要找的人不在单位，可问是否需要留言或留电话一定用笔记好留言，并重复留言内容以确保准确如索要同事手机号，不要轻易告知，可给工作电话业务交流电话应该选择对方的工作时间在打电话之前应做好准备工作，事先将要讲话的内容在纸上列出来电话接通后，要报出自己名字和单位如果对方是年长者，一般应等对方先挂电话后相关礼仪接听电话代接电话打出电话BusinessCall

mobilephone手机

switchboard

接线总机

extension

分机

phonebooth

公用电话亭

telephonist

接线员

connect

接通电话ExpandedwordsBusinessCallUsefulSentences接听8564.Goodmorning?ABCCo.CanIhelpyou?/IsthereanythingIcandoforyou?MachineryImp/ExpCorp.WhatcanIdoforyou?DrHenderson’soffice.Who’sthatspeaking?BusinessCallUsefulSentences打入电话IsthatABCCo.?IsMr.Smiththere?Can/MayIspeaktoMr.Li,please?I’mcallingfromEngland.ThisisAnnaBrowfromLondon.BusinessCallUsefulSentences接线员答复Justonemoment,I’llputyouthrough.Holdtheline,please.I’llputyoutohisoffice.Holdonamoment,please.I’lljustfindoutifhe’savailable.I’mafraidheisnotinforthemoment.You’vegotthewrongextension.You’vegotthewrongnumber.BusinessCallUsefulSentences留言CanIleaveamessage?Wouldyoumindtakingamessageforme?Couldyouaskhimtocallmeback,please?Mynumberis12345.I’llcallagainlatertoday.Doyoufollowme?Haveyougotit?BusinessCallUsefulSentences安排约见1I’dliketomakeanappointmentwithyou.Couldyouarrangeanappointmentforme?I’dliketomeetyoutomorrowmorning.Whatisthemostconvenienttimeforyou?Whenwouldbeagoodtimeforyou?BusinessCallUsefulSentences安排约见2Letmecheckmycalendar.Howabouttomorrowat10o’clock?Let’smakeitThursdayafternoon,say,3o’clock.I’llbefreeallmorning,then.I’mreallytoobusytoday.I’mafraidI’llhavetocanceltheappointment.BusinessCallUsefulSentences出行前交流IhavebookedmyplaneticketonFlightCA258.Willyoupleasehelpmebookasinglehotelroom.Whattimewillyouflyin?Doyouwantmetopickyouupattheairport?02BusinessReceptionBackgroundKnowledgeExpandedWordsUsefulSentencesBusinessReception接待礼仪先了解来访客人基本情况，数量/性别/身份/职务了解到达的时间和乘坐的交通工具，确认是否需要接机了解客人在本地停留的时间，并按来访目的做好日程安排了解航班情况，提前到达机场按照客人的身份和职位来安排相应的接机人员见面打招呼可称呼对方职位，或一般性“Mr.”“Mrs.”或“Ms.”介绍规则：（1）先职位低的后职位高的；（2）先晚辈或年轻的后长辈或年纪长的；先男士后女士；（4）先介绍主人，后介绍客人。

宴会（Banquet/Dinner）正式，高档饭店，穿着、座位、菜肴有讲究招待会（Reception/At-Home）非正餐宴请，冷餐、酒会，无座次要求工作餐（WorkingLunch/BusinessLunch）借进餐保持联系，交流，可谈工作茶会（TeaParty）正餐前后2小时左右进行，茶饮糕点小食相关礼仪接待准备接机礼仪宴请宾客相关礼仪BusinessReceptionExpandedwordsterminalbuilding机场大楼waitinghall候机大厅thecustoms海关healthcertificate健康证明entryvisa入境签证taxistand/rank出租车等候处luggage/baggageclaim行李提取处information/inquirydesk问讯处UsefulSentences见面问候Howdoyoudo?It’snice/pleasedtomeetyou.I’mglad/happytomeetyou.It’sgoodtoseeyouagain!Howareyoudoing?I’mdoinggreat.I’msogladtomeetyouhereinBeijing.Itseemsagessincewelastmet.It’sverykindofyoutocometomeetme.Thanksforcomingtotheairporttopickupme.BusinessReceptionUsefulSentences问候旅途情况Didyouhaveagood/nicetrip/journey?It’snottoobad.Yes,Ienjoyeditverymuch./Verypleasant./I’mafraidnot.Itwasamostenjoyableflight.Ihopeyou’vehadanenjoyabletrip.Youmustbetiredafterthelongjourney.BusinessReceptionUsefulSentences相互介绍Allowmetointroducemyself.Letmeintroducemyself.Allowmetointroduceyoutomymanager.Letmeintroduceyoutoeachother.Idon’tthinkyoutwohavemetbefore.BusinessReceptionUsefulSentences关于行李*Isthisallyourluggage?Howmanypiecesofluggagedoyouhave?Let’sgoandclaimtheluggagethen.*MayIhelpyouwithyourluggage?Icanmanageallright.BusinessReceptionUsefulSentences目的地远近Isiffarfromhere?It’salmostanhour’scardrive.It’sa20-minuteflight/walk/ride.It’lltakeus20minutesbycar/air/rail/onfoot.BusinessReceptionUsefulSentences客套话It’sourgreatpleasuretohaveyouherewithus.Ihopeyouwillenjoyyourstayhere.I’msotouchedthatyou’vecomeallthewaytomeetmeinperson.I’mdelightedtomakeyouracquaintance.IsthisyourfirsttriptoChina?BusinessReception03BusinessArrangementBackgroundKnowledgeExpandedWordsUsefulSentencesBusinessArrangement酒店与服务01商务酒店TradersHotel02度假酒店ResortHotel03会议酒店ConferenceHotel04长住型酒店ResidentialHotel05汽车酒店Motels06经济型酒店EconomicHotel一、酒店的分类BusinessArrangement二、酒店服务组织接待、服务调度FrontDeskBusinessCenterRoomReservation各种房间类型：标准间、商务房、豪华套房等RoomAmenitiesAir-conditioning&HeatingElectricity,Hairdryer,TelevisionInternetconnectionorWi-FiChineseRestaurant,WesternRestaurantJapaneseRestaurant,CafeGourmetCorner,SpecialtyRestaurant,LobbyLounge会议厅和多功能厅MicrophoneSystem,SlideProjectorAVEquipment,LightingSetsLaserBeamPointer,High-speedInternetAccessEntertainmentCenterFitnessCenter/GymnasiumSwimmingPoolBeautySalon&HairSalonSaunaCenterBoutique前厅服务FrontOfficeServices客房服务HousekeepingServices餐饮服务FoodandBeverage会议服务Conference康乐生活服务RecreationandOtherBusinessArrangement1．预订（Reserve）2．入住（Checkin）3．结账（Checkout）三、酒店住宿手续可以通过电话、网络或到酒店前台预订房间预付价款（Prepayment）或支付担保金（Deposit/Earnest）有效证件如身份证（IDCard）、护照（PassPort）交纳住宿保证金（Deposit/Earnest）持钥匙或房卡（RoomKey/Card）入住房间在酒店规定的退房时间办理结账退房手续结账方式：现金（Cash）、银行卡（DebitCard/CreditCard），支付宝（Alipay）或微信（WechatPayment）BusinessArrangementExpandedwordssingleroom单人间,doubles双人间singleoccupancy无单人间,suite套房，twinbeds成对单人床,overlooking俯瞰,accessible可到达的minibar迷你酒吧,balcony阳台conferenceroom会议室wheelchair轮椅,businesstrip商务旅行porter行李员，bellboy旅馆服务员Lounge休息厅，lobby（旅馆入口）大厅UsefulSentences要求住宿Iwantaroomplease.Haveyouanyvacanciesfortonight?Doyouhaveasingle/better/expensiveroom?I’dlikethreesinglerooms,allonthesamefloor.DoyouhaveasmallconferenceroomIcanreserveforApril3rdallday?Ihavearoomreservedinyourhotel.Mr.Lihasreservedaroomforme.I’dliketocheckinMayIhavealookattheroom?BusinessArrangementUsefulSentences服务台Whatkindofroomwouldyoulike?Icanletyouhavetheroom506withaviewofsea.Therestaurantisonthefirstfloor.YoucanenjoyChinesefood.TherearerestaurantsatthishotelwithbothChinesefoodandwesternfood.Thereisawesternrestaurantinthishotel.ItservesItaliandishes.Wehaveanicequietroomthatwilltakeabout12people.Wouldthatbesuitable?BusinessArrangementUsefulSentences住宿价格What’stherate?Howmuchisit/howmuchwoulditbe?That’llrunyou$100anight.$60anight,includingbreakfast.That’sprettyhigh.Howwouldyoulikeadoubleroomwithtwinbeds?Foronly$60anight.

What’sthedifferenceinprice?Singleroomsare400dollars,double700dollars.BusinessArrangementUsefulSentences入住手续Haveyougotanyidentification?CanIhaveyourtelephonenumber,please?Wouldyoupleasefillthisregistration?Pleasefilloutthisform-name,nationality,age,occupationandpassportnumber.I’mafraidwehavetoaskforadepositforUSD500.Here’syourkey.Thebellboywilltakeyoutoyourroom/takeyourbagsforyou.Areyoupayingbycashorcreditcard?Ihavetocheckoutnow.CanIhavemybill,please?BusinessArrangementUsefulSentences其他咨询与介绍Bytheway,what’sthecheckouttime?Doyouhaveawakeupservice?Yes.Whattimewouldyouliketobecalled?WherecanIchangemoney?WherecouldIgetmylaundrydone?Youmayjustleaveitinthelaundrybaginthebathroom.Thesenewspapersandmagazinesarefree(ofcharge).Youcancalltheservicedeskifyouhaveanyproblems.BusinessArrangementUsefulSentences安排日程Whatdoyouthinkofthisarrangement?Howdoyoulikeourschedule?I’vedrawupatentativeprogramforthefollowingthreedays.We’vearrangedoneafternooninthetimescheduletoshowyouaroundthecity.I’llpickyouupat9:15.Pleasewaitatthelobby.BusinessArrangement04BusinessVisitBackgroundKnowledgeExpandedWordsUsefulSentencesBusinessVisit商务拜访拜访前准备提前预约Makinganappointment电话或信函预约，以主人方便约定时间地点，初次拜访可持介绍信准备资料Preparingmaterials事项；谈话方式策略；必要书面资料；名片；交通工具仪表准备Appearance仪表端庄、衣着整洁，正装更合适BusinessVisit商务拜访拜访过程准时赴约Arrivingrightontime可稍微提前到；不能到就早告知；如临时拜访也要选好时间言行得体Properbehaviorandwords事项；谈话方式策略；必要书面资料；名片；交通工具切入主题Getstraighttothepoint仪表端庄、衣着整洁，正装更合适BusinessVisit商务拜访拜访结束控制好交谈时间，不要过长可约定商谈时间，提前5分钟结束不必要求主人即可答复，适时提出告辞给主人留余地，视情况决定是否约下一次BusinessVisitExpandedwordsappointment

约会reception接待部receptionist接待员secretary

秘书thedirector主管comedown下来UsefulSentences发出邀请I’dverymuchlikeyoutocometotheexhibitionnextmonth.I’llbegladifyoucanattendthismeeting.WouldyouliketocometomyofficenextMonday?Wouldyoubeabletocomemycompanybeforetheexhibition?Iwonderifyou’dlovetocometoGuangzhounextmonth?WeshouldbesopleasedifyoucouldcometovisitourplantinMay.BusinessVisitUsefulSentences接受邀请Fine,thankyou!I’llarrangeit.It’sverykindofyoutoinviteme.Iwillcomeatthetime.Howniceofyou!Iwillbethereontime.Yes,I’dliketoverymuch.Whenexactly?Thankyouverymuch.Yes,I’llbethere.BusinessVisitUsefulSentences拒绝邀请Thankyou,butI’llhaveameetingthatday.I’msorry,I’veanappointmentthatday.Butthankyouallthesame.I’dloveto,butI’llgoonbusinessthosedays.I’dreallyliketo,butI’llattendanotherfairinGuangzhou.I’mafraidIcan’t.Yousee,wehavetopreparefortheSpringFair.It’sverykindofyou,but……BusinessVisitUsefulSentences接待处1Goodmorning,madam,canIhelpyou?Goodmorning,sir.Doyouhaveanappointment?I’vegotanappointmentwithMrHenry.I’vearrangedtoseeMs.Shapiro.I’dliketoseeMr.Ferguson,please.I’mheretoseeMr.Suzuki.BusinessVisitUsefulSentences接待处2CouldyoulethimknowI’mhere,please?Heisn’tbackfromlunchyet.He’busyIthink.I’lljustfindoutforyou.I’lllethimknowyou’rehere.I’llsitandwaitifthat’sallright.He’sonhiswaydown.BusinessVisit05AttheFairBackgroundKnowledgeExpandedWordsUsefulSentencesAttheFair中国进出口商品交易会ChinaImportandExportFair1957年春季开始，由商务部和广东省政府在广州联合举办的进出口商品交易会，简称广交会。规模最大、商品最全、影响最广的国际贸易盛会。

每届15天，分三期（Phase1-3）进行；每期5天参展商Exhibitors、采购商Buyers

传统的看样交易、网上交易VirtualExpo,OnlineExhibition

与国外企业加强联系与合作的平台和窗口

展品种类Electronics&HouseholdElectricalAppliancesLightingEquipmentVehicles&SparePartsChemicalProducts,Machinery

Energy&Resources,

ConsumerGoods

OfficeSuppliesCases&BagsRecreationProductsTextiles&Garments

Shoes

MedicalDevicesandHealthProducts

AttheFairshow展览，booth展位，operate操作，plug插入电源，marker彩笔，eye-catching吸引目光的，built-in内置的，tostressout压力过大topull…off拔掉，todoademo演示tohaveapromotion促销，callwaiting待机callerID来电显示，globalroaming漫游toswitchsomethingon/off开/关，ExpandedwordsWelcometoourshowbooth.Goodmorning.ThisistheboothofSunriseStationeryCo.Ltd.Iwouldliketointroduceourproductstoyou.Didyoufindanythinginterestingtoyou?表示欢迎AttheFairUsefulSentencesWehavedeveloped10models.Theseareournewmodels.Thisnewmodelhasmoreadvancedfunctions.Thisproductisfairlycheapwithsuchagoodquality.Thisisaqualityproduct.推销产品1AttheFairUsefulSentencesOurcommoditieshaveenjoyedgrowingfavoramongbuyersabroad.Wearepromotingthisproductinyourmarket.Thistradefairoffersusagreatopportunitytointroduceournewproducts.Thisproductpresentsthetopcraftsmanship.推销产品2AttheFairUsefulSentencesThisisaqualityproduct.Ourproductsaresuperiorinqualityandreasonableinprice.Webelieveourqualityisfarsuperiortoanyotherinitsclass.Ourqualityhastheedgeoncompetition.Ourqualityisappreciatedbyusersabroad.Thecustomersallhavehighcommentsonourquality.Wehavethestrictestqualitycontrol.Ourqualityisguaranteed.关于品质AttheFairUsefulSentencesWehavegotvariouspatternsindifferentsizesandthelatestfashioncolors.Thispatternisoutoffashion.It’saworkoffineart.Thisnewmodelismoreuser-friendly.ItsimplifiestheoperationofthemachineThisproductofoursrepresentsthedevelopmenttrendforthenextdecade.式样与设计AttheFairUsefulSentencesOurproductsareavailableinavarietyofcolors.Thecolorsvary,dependingonthebuyers’requirement.Thiscolorisattractiveandwillstand.Theclothhasfastcolors.Ithinkthenextfashionmightbesomethingwarmincolor.关于颜色AttheFairUsefulSentencesDifferentpeoplehavedifferenttastes.It’smuchtothetasteofSoutheastAsianmarkets.Wecanmakeabitchangesasrequested.ThecolorandthedesigncanbechangedtomeettheEuropean’staste.Thesedesignswillmeetwesterners’taste.不同品味AttheFairUsefulSentences06InquiryBackgroundKnowledgeExpandedWordsUsefulSentencesAdditionalDrillsInquiry国际贸易中的询盘询价指国际贸易中进口方为购买或出口方为出售某种商品，用口头或书面的方式向对方发出的探询交易条件的过程。对进出口贸易双方都没有约束力1.说清楚对产品的要求：规格或用途；发货时间；以确保卖方有适量和适合的库存产品。2.要求对方报价时，应明确说明价格条件（priceterm）/贸易条件（又称为贸易术语，tradeterm）。3.如果需求量较大，也索要产品目录（catalogue）或样品（samples）。4.进口方可以向多家供应商同时发出询盘，并进行比较。Inquiry国际贸易术语2020国际贸易术语分类及解释组别标准代码英文全称中文名称适用于任何单一运输方式或多种运输方式的术语EXWExworks工厂交货FCAFreeCarrier货交承运人CPTCarriagePaidto运费付至CIPCarriage,InsurancePaidto运费、保险费付至DAPDeliveredatPlace目的地交货DPUDeliveredatPlaceUnloaded卸货地交货DDPDeliveredDutyPaid完税后交货仅适用于海运及内河运输的术语FASFreeAlongShip装运港船边交货FOBFreeonBoard装运港船上交货CFRCostandFright成本加运费CIFCost,InsuranceandFright成本加保险费、运费Inquirymaterial原料

selective挑剔的

Substantial大量的

Workmanship工艺

competitive有竞争力的

authorities主管部门，权威

toappealto吸引某人

toofferforsomething就某物报价

toconsultwith向…咨询

Expandedwords*Doyouhappentoexportmachinetools?*Wehappentohavesomesamplesherethatmightinterestyou.Pleaseshowmeyournewcatalogue.Hereisacatalogueforourproducts.Wehavestudiedyourcatalogueandfoundsomeproductsareofinteresttous.进入主题InquiryUsefulSentences

*Hereisourlatestpricelist.*DoyouquoteFOBprices?CouldyoupleasequoteusFOBShanghai?Pleasemakeusafirmoffer.We’dliketohaveyourlowestprice,CIFLondon.关于报价InquiryUsefulSentences*Ishouldsaythequalityandfinishareallright.*TheyarenotexactlywhatIwant.*What’swrongwiththem?*Thedesignisalittleoutofdate.*Idon’tthinkIlikethecolor.I’llchangethemaccordingtoyourrequirements.买方反馈意见InquiryUsefulSentences*WhencanIexpectdelivery?CouldyoushipthegoodsinMay?*IsitpossibleforyoutoshipthegoodsinMay?Whenwouldyoumakeshipment?We’llmakeshipmentinJune.发货询问InquiryUsefulSentencesIwillfaxyouthedetailedinformationaboutourproduct.I’llcheckoutourstockandletyouknowwhenImakethequotation.Ireallylookforwardtoourcooperation.Thankyouforyourinquiry.We’lldoourbesttomeetyourrequirements.结束语InquiryUsefulSentencesIwaswonderingifyoucouldhelpme.I’dliketoknow…Iwonderifyoucouldtellme…Thismaysoundlikeadumbquestion,butI’dliketoknow…Excuseme,doyouknow…?Ihopeyoudon’tmindmyasking,butI’dliketoknow…SomethingelseI’dliketoknowis…InquiryAdditionaldrillsQuestionTechniquesWell,now…Well,letmesee…I’mnotsure;I’llhavetocheck…Oh,letmethinkforaminute…That’saveryinterestingquestion…I’mnotreallysure.I’dliketohelpyou,but…I’msorry,Ireallydon’tknow.I’vegotnoidea.Ican’tanswerthatone.That’ssomethingI’drathernottalkaboutjustnow.InquiryAdditionaldrillsAnsweringTechniquesCouldyoutellmesomemoreabout…?I’dliketoknowmoreabout…Wouldyoumindtellingmemoreabout…?Sorrytokeepafteryou,butcouldyoutellme…?SomethingelseIwaswonderingaboutwas…Sorry,Idon’tquiteunderstandwhy…Sorry,that’snotreallywhatImean.WhatI’dliketoknowis…InquiryAdditionaldrillsGettingMoreInformation07OfferBackgroundKnowledgeExpressionsUsefulSentencesAdditionalDrillsOffer国际贸易中的发盘与接受1.发盘的内容（Quotation/Offer）2.实盘（firmoffer）虚盘（non-firmoffer）3.发盘的生效（becomeeffective）、撤回（withdraw）与撤销（revocation）应包括商品的具体名称商品的数量或者明确计算数量的方法商品确切的价格（unitprice或totalprice）交货的时间（shipmentdate）实盘明确肯定，一般也会标出有效期，对发盘人有约束虚盘一般不规定有效期，内容与条件上会有一定模糊的表述或明确表明该发盘以发盘人最后确认为准；虚盘发盘对双方都没有约束力。发盘人（Offeror）可以在Offer到达受盘人（Offeree）之前（或同时）发出撤回（withdraw）的通知。两种情况不可撤销：1.发盘有期限，或表明不可撤销；2.受盘人信赖该发盘不可撤销，已就发盘采取商业行为。Offer国际贸易中的发盘与接受4.还盘（counter-offer）5.接受（acceptance）6.对发盘条件做了变更的接受指受盘人不同意发盘中的交易条件，在价格、数量、或发货日期等条件上提出变更的意见。法律效力上，还盘被视为受盘人所做出的一个新的发盘。受发盘人以做出声明（statement）或以其他行为（conduct）对某项发盘表示同意接受。在传递中可能发生的失误风险，由受发盘人承担在实质上不变更发盘的条件，发盘人在不过分延迟的时间（unduedelay）内未提出异议，仍然为有效的接受。实质性变更（materiallyalter）事项：price，payment，qualityandquantityofthegoods，placeandtimeofdelivery，extentofoneparty’sliabilitytotheother，thesettlementofdisputesOffer

Expressions

articleitem

engagement

open

tothebest…

effect

means

dealOffer

expressions

商品，项目

Thewomanboughtafewsmallarticles.

条款

Hestudiedthearticlesofthecontractcarefully.ArticleOffer

expressions

约会，约定

abusinessengagementbreakanengagementmakeanengagementwith

担保

engagementclause

债务

Hedoesn’thaveenoughmoneytomeetallhisengagement.engagement

Offer

expressions

正在营业的

Thebankisnotopenyet.可使用的

Shekeptherbankaccountopen.未划线的(支票)，(普通支票)Hesignedanopencheck.

openabusiness开业，开始经营openaccount记帐，赊帐openbid公开招标openday营业日opendebt未清偿债务open

Offer

expressions

tothebestofmymemory

据我的记忆tothebestadvantage

效果最佳tothebestofmybelief

依我看tothebestofmyknowledge

就我所知tothebestofone’sability

尽其所能tothebestOffer

expressions

takeeffectThecontracttakeseffectasofOctober1.Theregulationisstillineffect.Bringto/intoeffectcarryto/intoeffectputto/intoeffectcomeintoeffecteffect

实施，生效

Offer

expressions

Thenewmanagereffectedseveralchangesinthecompany.effectaninsurancepolicy

取得保险单,加入保险effect

实现，产生某一结果Offer

expressionsnoeffects无存款(银行在空头支票上的批语)personaleffects私人动产,私人物品

leavenoeffects未留遗产effect

私人财产，动产Offer

expressions

手段，工具，方法meansofpayment

支付工具,支付手段meansofpurchase

购买手段meansofeconomicpolicy

经济政策手段财产visiblemeans

有形财产slendermeans

小额本钱,小额财产meansOffer

expressions

经营，管理，做…买卖（dealin）Thiscompanydealsintea.交易

make/doadealwith与...做成一笔交易;与...达成协议Perhapswecandoadealwithourcompetitors.It’sadeal.就这么办,一言为定。deal

Areyoureadytomakeusanoffer?I’vecometohearaboutyourofferforexercisebicycles.I’mgladyoualreadyworkedoutanofferforus.What’syourofferforWoolCarpets?HowaboutyourofferforButterflyBrandFoldedChairs?要求报价OfferUsefulSentencesI’mmakingyouanoffer.Wehavehereanofferforyou.Here’souroffer.Wearepleasedtomakeyouanofferforourtablecloth.WecanquoteyouapriceofUSD48perset.报价OfferUsefulSentencesDoyouquoteCIForFOB?AllpricesareCIF/FOBwithacommissionof5%foryou.I’dratherhaveyourlowestquotationCIFC5%SanFrancisco.I’dratherbuyonFOBbasis.OurpriceisUSD150pertonFOBDalian.关于价格条件OfferUsefulSentences

Howlongdoyougenerallykeepyouroffersopen?Howlongwillthisofferremainvalid?Incaseoffirmoffer,weusuallykeepouroffersopenforthreedays.Ouroffersusuallyremainfirm/goodfor3days.Thisofferholdsgoodfortwodays.Thisofferisopen/firm/good/validforthreedays.报价有效期OfferUsefulSentencesThisofferissubjecttoyouracceptancebeforetheendofthismonth.Wearemakingyouanoffersubjecttoyourconfirmationherewithinoneweekfromtoday.Thisofferissubjecttoyourreplywithintwentyfourhours.Thisofferissubjecttoyourimmediateacceptance.Thisisourfirmoffer.报价确认1OfferUsefulSentencesTheofferissubjecttoourfinalconfirmation.Thispricemustbeconfirmedagain.Thisofferissubjecttochangewithoutpriornotice.Thisofferiswithoutengagement.Inviewofthestrengtheningmarket,wecannotextendourofferagain.Thisofferissubjecttothegoodsremainingunsold.报价确认2OfferUsefulSentences

What’sthequantityyourequire?Wouldyougiveusaroughideaofyourquantity?Butyour500casesisnotenough,I’mafraid.Ihopeyouwillincreaseyoursupplyatleastby300cases.数量要求OfferUsefulSentencesWillyourepeatit,please?Wouldyoumindsayingitagain?I’msorryIdon’tfollowyou.I’msorryIdidn’tcatchyourmeaning.Willyousayitagain?Willyouexplainwhatyoumean?Couldyoubemorespecific?OfferAdditionaldrills请求重复或解释Whatdoyouthinkofit?What’syouropiniononthismatter?Howwouldyoulikeittobe?Pleasetellmefranklyyouropinion.We’dlikeyoutogiveusyoursuggestions.Yourcommentsandcriticismsarealwayswelcome.OfferAdditionaldrills征求意见08NegotiationofPriceBackgroundKnowledgeExpandedWordsUsefulSentencesAdditionalDrillsNegotiationofPrice影响价格的主要因素Factorsaffecttheprice报价策略

StrategiesofOffer

还价策略

StrategiesforCounter-offer

产品的原材料与工艺Materials&manufacturingtechnology

市场行情Rulingprice

交货期要求Deliveringdate

产品业的声誉

GoodwilloftheProductandEnterprise

报价的起点InitialQuotation

报价的表达Offer/Quotation

报价的差别与对比DifferencesandComparisons

做好筹划与准备

PlanandPreparation

还价依据PersuasiveEvidences

NegotiationofPriceExpandedwordsCounter-offer还盘Margin赚头Pricesheets价格单Salesconditions销售条件Indicationofprice估计价格Salesliterature销售说明书*What’syourpricepersetforlaserprinter?*Ourpriceis$200persetFOBGuangzhou.*Couldyougiveusanindicationofyournewprice?IhavehereourpricesheetonanFOBbasis.Wouldyouliketogooverit?Haveyouconsideredourofferyet?Ibelieveyou’vestudiedourpriceforrefrigerators.Wehavediscussedyourofferfor100metrictonsofrice.进入主题NegotiationofPriceUsefulSentencesI’msorrywecan’tagreetoyourprice.Yourpricehassoared!It’salmost25%higherthanlastyear’s.Yourpriceisoutoflinewiththemarketlevel.*I’mafraidyourpriceisratheronthehighside.I’msorrytotellyouwethinkyourpriceisprohibitive.还价1NegotiationofPriceUsefulSentences*I’mafraidyourpricesarenotacceptableatall.*Wouldyouconsidercuttingdownyourpriceby6%?*It’simpossibleforustomakeanysalesatthisprice.Is’thereanypossibilitythatyoucutyourpricetoourlevel?Letmemakeit$190perset.还价2

NegotiationofPriceUsefulSentences*Youknow,thepriceofthisarticlehassoaredupsincelastyear.*SpeakingofgoodsofJapanesemake,youmustbeawareourqualityisfarsuperiortotheirs.*Consideringtheextrafeaturesofourmodel,Ithinkyou’llagreethatitgivesmuchvalueformoney.*Betterqualitydeserveshigherprice.申诉理由1NegotiationofPriceUsefulSentences*Thecostofproductionhasrisenagreatdealinrecentyears.Ourproductisoffirst-classquality.It’sreallyworthwhilepayingtheamount.Thepriceisgoingupbecauseoftheriseincostofproduction.Thepriceofrawmaterialshasincreasedbyalmost15%duringthepastfewmonths.申诉理由2NegotiationofPriceUsefulSentences*Wehaveanotherofferforasimilaroneatamuchlowerprice.*We’veobtainedquotationsfromothersourceswhichareabout8%lowerthanyours.*Ifyoucan’treduceyourpriceby5%,itwillbehopelessforyoutogetthebusiness.Someothersuppliersofferedgoodsofsamequalityatamuchlowerprice.Yourpriceisnotsocompetitiveasthoseofferedbyothersellers.施加压力1NegotiationofPriceUsefulSentencesWehavereceivedoffersmuchlowerthanyours.Sothebusinessdependsverymuchonyourprice.Ifyouhangontotheoriginaloffer,wecanseenoprospectofbusiness.*Ifyoucango/makealittlelower/cutdownyourpriceabit,I’llplaceanorderonthespot.*Ihopeyou’llgiveasecondthoughttothebid.*Ifitweren’tforourgoodrelationship,we’dhardlybewillingtomakeyouafirmofferatthisprice.施加压力2NegotiationofPriceUsefulSentencesI’mafraida15%reductionisbeyondmynegotiationlimit.I’msorrya10%discountisoutsidewhereIcango.I’msorryI’mnotauthorizedtomakesuchabigreduction.Ican’tseemywaytogiveyouareduction.Weregrettotellyouwecan’tacceptyourcounter-offer.Iregrettotellyouthatwecan’tplaceanorderwithyouthistime.未成交NegotiationofPriceUsefulSentences*Letusmeeteachotherhalfway.*Inordertogetthebusiness,weacceptthisprice.I’mgladwe’vesettledthequestionofpriceatlast.Ifyourorderislargerenough,we’rereadytoreduceourpriceby5%.We’repleasedtoinformyouthatweacceptyouroffer.I’mgladweagreedupontheprice.Deal!成交NegotiationofPriceUsefulSentencesGoodidea!Itotallyagreewithyou.Ishareyourviews.Ithinkyouareright.Isupportyouropinion.I’venoob