外贸英语听说 OFFER

1、Unit 4 OFFER,Dialogue,Dialogue One Well, well try our best to meet your demand for the additional 100,000 pieces in terms of two weeks delay. You know, Mr. White, thats all I can do. Were drowned by the orders from the different parts of the country. The production lines are kept going all day and a

2、ll night. The workers are complaining. Were also under enormous pressure.,Dialogue Two It is our rock bottom price. We might as well call the whole deal off. You know that model is rimmed with animal fur.,Functional Expressions,Giving Warnings: 4. Be careful not to crease up the pages! 5. Be careful

3、 of the sharp blade! 6. Be easeful! 7. Behave yourself! 11. Beware of those who make a profit in troubled situation! 12. Beware what you do with this dangerous substance.,13. Dont get carried away! 14. Dont get fresh! 16. Dont get nosy, or youll get into trouble. 17. Dont litter around, or youll get

4、 fined. 18. Dont lose your head! 19. Dont try any tricks! 20. Dont you do it!,22. I would be extremely careful not to touch that ice with bare hand, if I were you. 23. I would be extremely careful of the cobra, if I were you. 30. Mind how you go! 31. Mind out you dont cut your fingers! 35. Mind your

5、 own business! 36. Mind your own potatoes!,38. No jaywalking! 39. No spitting! 46. Watch our where you are walking, the ground is slippery. 48. Watch yourself! 49. Watch your step! 50. Wet Floor! 53. You stay out of this! 54. Youll never get away with this, I warn you!,Useful expressions:,1. Firm an

6、d Non-firm offer We have the pleasure in offering you our product. This offer is subject to your reply reaching here on or before 29,June. If we can receive your order within the next 10 days, we will make you a firm order at the prices quoted. This offer is firm for 5 days. The price we quoted will

7、 be valid until August 31. We make you the offer subject to your apply reaching us not later than noon December 23. This offer will remain effective for another 10 days from June 1.,2. Price We had expected much lower prices. They are still lower than the quotations you can get elsewhere. When you c

8、ompare the prices, you must take everything into consideration. Here are our latest price sheet. You will see that our prices is most competitive. We believe that the price we offer you can compete well with those of other firms. As prices is steady raising, wed advise you to place your order withou

9、t delay. Our product is in great demand and supplies is limited so we would recommend that you accept this offer as soon as possible.,We feel the offer will give you full satisfaction .I hope to receive a favorable reply from you soon. If you think our proposal acceptable please let us have your ord

10、er at early date. We are pleased to quote you for 1500 dozen man shirts at the attractive price of $5/piece CIF New York for prompt shipment/September shipment. The price are given without engagement. In compliance with your request we are now offering you . You will note that we are in the position

11、 to offer you . We can quote you the price of 75$ typewriter and 10% discount on shipping . We can offer a quality discount of up to 15% but we are prepare to give 20% discount for a offer to buy the complete stuff.,How long will your offer hold good? 一般你们报盘的有效期是多长？ Can you just give me a ballpark f

12、igure? 能不能给我一个大概的数字. Thats almost cost price.这几乎是成本价了。 Thats our rock bottom price.这是我们的跳楼价了。 Thats the best we can do .我们不能再让了,Daily Expression,Any day will do? 哪一天都可以？ Are you by yourself? 你一个人来吗？ Believe it or not! 信不信由你！ Dont stand on ceremony! 别太拘束！ First come first served! 先到先得！ Great minds th

13、ink alike! 英雄所见略同！,Now you are really talking! 说得对！ Please dont rush me! 请不要吹促我！ Ill treat you to lunch. 午餐我请你！ I cross my heart! 我发誓是真的！ Make up your mind. 作个决定吧！ No doubt about it! 勿庸置疑,Idioms Study,Bob goes to the Village Market, a supermarket in town. He asks Carol, the owner of the store, if sh

14、e would like to sell Susans Scrumptious Cookies. Carol agrees, but isnt able to tell Bob how much shell pay him,to put time in ones schedule for something,Youre welcome,Whats going on?,from the beginning,delicious,I agree with you.,to overeat, to eat too much,talking more to get a laugh than anythin

15、g,to react with great enthusiasm,to prepare to work,to solve,an approximate number,to wait patiently,to start doing something too soon or ahead of everybody else,to discuss,Business Etiquette-Can I interrupt there?,Anticipating Questions,It is a very good policy to try and anticipate questions or pr

16、oblems, and to deal with them before your audience raises them. Here are some examples of how you can anticipate.,I wonder why its so expensive? -I can hear you say: why is this so costly? Whats up-market? - Now, you may well ask, what does he mean by up-market? Wheres the statistical data? -You wil

17、l have noticed that I havent given any figures. Does it only come in black? -An obvious problem at this stage is the choice of colors.,Probing Questions,A way of asking specific questions is to make a statement and add a question phrase at the end. If the statement is about a situation in general, y

18、ou use the present simple tense. The question phrases used with the verb to be are isnt it? isnt he? isnt she? arent you? arent we? arent they? Example Your company is interested in export, isnt it?,Suggesting More Needs,Responding to Customers Needs,Match responses with needs in each case.,Offer So

19、mething to Customer,When you offer something to a client or customer, you say: Would you like? Example Would you like a brochure? Now offer your client the following:,Dialogue,M1: Hi! Mr. Chang. Glad to meet you again. M2: Good morning! Mr. Hall. How are things going? M1: Everything is nice except f

20、or the weather. Its so different here. M2: You are bound to feel that way at first. Im sure youll get used to it very soon. M1: I hope so. Well, shall we come to the point now, Mr. Chang? As I told you on the phone, Im here today to discuss with you the requirements of bed-sheets. You see, I told yo

21、u over the phone yesterday that what Im really interested in is the variety of colors and sizes you can offer. What I want is a bed-sheet of 100% cotton. Any synthetic fiber or blended fiber will have no market at all at our end.,M2: I see. Thats exactly why Ive specially made out a price-list which

22、 covers those items most salable on your market. Would you please have a look at the price-list and catalogue here? M1: Oh, sure. Thank you. Er. . . if you excuse me, Ill go over your price-list right now to see what items interest me most. M2: Of course. Take your time. (After a while M1: Oh, yes,

23、Ive finished it now. It seems to me that Art. No. 5, No. 8 and No. 12 are particularly suitable for our market. But the pity is that you see, the prices offered here are around 9 % higher than the offers weve received from other suppliers. It would simply be impossible for us to push any sales at su

24、ch high prices.,M2: Im sorry to hear you say so. As youre probably aware, the costs of raw materials have gone up tremendously during the recent months while our prices basically remain unchanged. I dare say that the prices we offer compare favorably with any quotations you can obtain else-where. M1

25、: Well, I dont quite agree with that point because you know, your offers are higher than some of the quotations Ive received from your competitors in other countries. M2: I certainly believe what youve said, but Mr. Hall, as youre well experienced in the field of textiles, Im sure you wont be only i

26、nterested in prices. You must take quality into consideration as well. Everyone in the textile trade knows that Chinas bed-sheets are not only superior in quality but also attractive in designs and colors.,M1: I agree with what you say to a point but there shouldnt be such a great difference in pric

27、e. I only ask that your prices be comparable to others. Thats reasonable, isnt it? M2: Well, to please you as our new customer and to start the ball rolling, we may consider making some concessions in our prices. But, first of all, wed like you to give us an idea of the quantity you wish to order fr

28、om us, so that well try to adjust our prices accordingly. M1: It would be difficult for me to tell you the exact quantity I want without knowing your price first, but I can assure you that our order will be a sizable one if your prices are really attractive. So, now lets settle the price first. M2:

29、As you are already aware, Mr. Hall, our price largely depends upon the size of your order. If your order is large enough, we are ready to reduce our prices, say by 5 %. This will surely be the highest reduction we can afford to make. M1: So you mean thats as far as you could go?,M2: Right. M1: Now I

30、 see. Then what about your terms of payment? M2: Generally speaking, we require payment for our exports by confirmed irrevocable L/C, payable by draft at sight. M1: Fine. Your payment terms are acceptable to us. But theres one thing that I have to do first. I cant accept your prices without consulti

31、ng my home office first. M2: Well, why dont you telex your home office right now and talk them into accepting our prices? You know there is an upward tendency on the world market and our prices are likely to rise at any moment. And it will be to your advantage to settle the order the sooner the bett

32、er in order to avoid any possible disappointment. M1: Right, I think Ill follow your advice. Ill telex today and come again as soon as I hear from my home office. M2: Good. M1: So, good-bye, M2: Good-bye, Mr. Hall. Thanks for coming.,Homework Offer and counter-offer between A and B. B offers a firm

33、offer, they negotiate the date of expiry of the offer, the price and discount. It is the 1st time for A to come to China. So B introduces the Chinese culture to A, giving warnings. Suppose A comes from Korea, give some examples of culture differences between Korea and China.,Unit 5Price,Dialogues,Di

34、alogue One tentative plan: not certain or fully developed plan 暂定计划 stiff: unacceptable expensive 昂贵 A market secured by superior quality is difficult to dislodge （to force or knock out of a position). 靠质量取胜战领的市场不会轻易失去。 authentic leather shoes,Dialogue Two Cant you see your way to get it down a litt

35、le? Theres every indication of a further rise in price in the near future.,Functional Expressions,Stating somebody is not obliged to do something. Cant see why you should do that. Dont see why I leave it in your hands I leave it up to you. Ishouldnt see. Its for you to decide,Its up to you. The deci

36、sion is yours. You dont need to mop the floor every day. You havent got to Youre free to decide for yourself Youre not expected to baby-sit this evening.,Stating somebody is obliged not to do something For goodness sake Leave that alone! Let go! On no account must you smuggle any raw ivory or ivory

37、products into the country. 19. Theres need for you not to dismiss him. illicit deals 25. You own it to wait until weve seen all the candidates. Youd better jot it down. 30.Youre not meant to hold our your hand.,Useful Expressions,Reaction to Counteroffer Your counter offer is much too low, especiall

38、y considering the small amount of your order. Our products are modestly priced. Considering quantities has been sold at this level any further reduction is out of the question. This is our rock bottom price, we cant make any concessions. I am afraid there is no room to negotiate the price. The possi

39、bility of fallen price is rather remote I am afraid.,We are in a difficult position to satisfy your request for reducing the price. I dare say that the price we offer compare favorably with any quotation you can obtain elsewhere. What we give you is a good price. We dont think it could be put any be

40、tter. Take it or leave it, its up to you. Our offer might be a bit high, but you will soon make bigger profits when market fluctuation stopped. If you double the order, we may consider giving you a 8% discount. If you stick to your count offer without any compromise we may not able to make a deal. O

41、ur table cloth is modestly priced and quite sellable in your market.,2. Asking for allowance If the order is a substantial one how much would you come down? If we place an order for 2,000 dozen up can you give us a special discount? May we suggest that you make some allowance on your quoted prices?

42、The sugar of French-made has been sold at level 98$ per long ton, if you can reduce your limit by say 8% we might come to terms. Only by cutting the price by more than 10% can more customers be lured to buy your products. No one can do business at such a unreasonably high prices, you have to cut the

43、m down by 10% I am afraid.,3.Granting discount We would entitle you to 10% discount during July on any thing you buy. A discount of 5% maybe allowed if the quantity for each specification is more than 1000 cents. If an order is exceptional large, we are prepare to increase the discount. We will brin

44、g our price down by 5% for a good start for business relationships. For the sake of our long-term friendship, we are going to accept the price reduction on the radios. How about 6% off? In order to wind up this transaction with you we are ready to take 3% off this original quotation.,4.Compromising

45、from 2 sides. As a gesture of friendship, we accept the price of 50,000 $ for 10,000 pairs of leather shoes. I think that we should come to a compromise with each other in order to get the deal done. Business is quite possible if each size makes some concessions. In order to encouraging business we

46、are prepare to make reduction. Considering your substantial order we can give you this exceptionally treatment. As a special accommodation we are agree to your D/P payment terms, but only for once.,Idioms Study,Background: Carol from the Village Market calls Bob to discuss Susans Scrumptious Cookies

47、. Carol and Bob discuss how much Bob will receive for each cookie.,How are you?,Im fine,to calculate,impossible,worthy ones effort or time,to make an offer more attractive,to earn money to support oneself,to convince someone,accept or reject an offer,you are saying the right thing,to be tough in neg

48、otiating an agreement,to get started,Business Etiquette -Giving A Presentation,Good morning ladies and gentlemen; we havent all met before so Id better introduce myself. Im Luis Lopez from the Development Department of Citrus IncorporatedI should say before we start that I hope youll excuse my Engli

49、sh, Im a little our of practice,Anyway, Im going to be talking this morning about a new product which we are planning to launch in two months time; its called KOOL-OUT, thats K-O-O-L dash O-U-T, and its a lemon-flavored drink Well, Ill start with the background to the product launch; and then move o

50、n to a description of the product itself; finally, Im going to list some of the main selling points that should emphasize in the advertising and sales campaign. I think if you dont mind, well leave questions to the end,Now firstly, as you all know, we have had a gap in our soft-drink product range f

51、or the last two years; we have been manufacturing mixed-fruit drinks and orange drinks for the last ten years, but we stopped producing lemonade two years ago; I think we all agreed that there was room on the market for a completely new lemon-flavored drink Secondly, the market research indicated th

52、at more and more consumers are using soft drinks as mixers with alcohol so, in other words, the market itself has expanded. This brings me to my next point which is that we have a rather new customer-profile in mind; I must emphasize that this product is aimed at the young-professional, high-income,

53、 market and not the traditional consumer of old-fashioned lemonade. At this point we must consider the importance of packaging and design, and if you look at the video in a moment, youll see that we have completely re-vamped the container itself as well as the label and slogan,Now to digress for jus

54、t a moment, the more sophisticated packaging means a high unit cost, and this may be a problem in the selling area, but well have a chance to discuss that aspect laterso to go back to my earlier point, this is a totally new concept as far as Citrus Incorporated are concerned; as you see we are using

55、 both the New-size glass bottle and miniature metal cans. Finally, lets look at the major attractions of the product. In spite of the higher price it will compete well with existing brands; the design is more modern than any of the current rival products, and incidentally the flavor is more realisti

56、c and naturalits low calorie, too.,O.K., so just before closing, Id like to summarize my main points again We have KOOL-OUT, a new design concept, aimed at a relatively new age and income group; its designed to be consumed on its own, as a soft drink, or to be used as a mixer in alcohol-based drinks

57、 and cocktails. It comes in both bottle and can and this will mean a slightly higher selling price than we are used to; but the improved flavor and the package design should give us a real advantage in todays market,Well, thats all I have today for the moment, thank you for listening, now if there a

58、re any questions, Ill be happy to answer them,Homework,Product presentation,Unit 6Terms of Payment,Dialogues,Dialogue One pay a deposit tie up vice versa to get around your difficulty,Dialogue Two installment payment this should not be taken as a precedent youve forgotten the advance payment that is

59、 indispensible for a sizable transaction with long delivery. a mutual trusting gesture D/P with a letter of guarantee,Functional Expressions,Feeling relieved At last! Glad its all over. Im just relieved its over. It was quite a relief when I heard the result. Its a mercy you didnt go there! Oh, marvelous! We can thank our luck stars that nothing has gone wrong. Well, thats a weight off my mind! What a relief!,Useful Expressions,Our usual terms of payment are by confirmed , irrevocable letter of credit in our favor, reaching us one month ahead of shipment. The