商务英语会话Unit4IIqualityandquantity.ppt

1、,Business English Conversation,商务英语会话,Unit 5 Negotiating II. On Quality and Quantity,Learning Objectives,acquire a general idea about the importance of quality and quantity learn about the stages and important issues in quality and quantity negotiation comprehend and use basic vocabulary and express

2、ions related to quality and quantity develop skills to negotiate on common problems of quality and quantity,Important however, the truth is not that simple. The two issues are two basic concepts that will inevitably be talked about in business negotiation. But, people would expect more for better qu

3、ality than larger quantity, hence give quality a position higher in the level than quantity. Quality is the critical criteria for consideration in price negotiation. If the product is of better quality, the exporter would certainly have more confidence in bargaining for better price. Quantity, on th

4、e other hand, is the tool that is usually practiced by importers. The importer may push for lower price if he/she shows intention of large order. No matter which of the two “Q”s finally plays the vital role in negotiation, both the importers and exporter should take these two issues into considerati

5、on.,Presentation & Comprehension,Listen to the sample dialogue, try to fill in the blanks according to it.,Li: I believe you have received the samples and pattern books of our mens shirts? Cooper: Yes. _. Li: Do you have any suggestions or questions? Cooper: Oh, they are good. _. Im quite impressed

6、with your products. I think they will have a ready market in our country. Li: Im very glad to hear that. You know, _. Actually, they are best sellers in European markets. Cooper: Well, as to quality, do you take some special measures to improve it? Li: _. Cooper: I see. _.,Imitation & Practice,Summa

7、rizing on the Key Points,1. Our products represent incredible value for money. 2. Our products enjoy wide acceptance in modern industry. 3. Our products are of good quality as you can see from the samples here. 4. Our products have met with a favorable reception in overseas markets. 5. In many respe

8、cts we have made great improvement upon the old model. 6. In order to boost export, we have imported some of the key materials and spare parts. 7. With different material and ways of manufacture, the prices are quite different.,On Quality For the exporter: to convince the importer that the quality i

9、s good,Useful expressions,Summarizing on the Key Points,1. We find the quality suitable for our market. 2. We always have faith in the quality of your products. 3. We sincerely hope the quality is in conformity with the contract stipulations. 4. If the quality of your initial shipment is found satis

10、factory, large repeats will follow. 5. We would like to have you offer us 100 metric tons, quality same as last. 6. As long as the quality is good, it hardly matters if the price is a little bit higher.,For the exporter Praise that the quality is good,Useful expressions,Summarizing on the Key Points

11、,1. We hope that youll pay more attention to the quality of your goods in the future. 2. The workings of these machines are inaccurate. 3. The quality of this article cannot qualify for first-class. 4. More than 300 watches are not up to standard. 5. The quality is all right, but the style is a bit

12、outdated. 6. We found the goods didnt agree with the original patterns.,Useful expressions,Argue that the quality is inferior,Summarizing on the Key Points,1. We believe we shall be able to better satisfy our customers quantitatively. 2. How many do you intend to order for this item? 3. Whats the to

13、tal quantity with the additional orders added? 4. We can supply any reasonable quantity of this merchandise. 5. A small order this year is also welcome. 6. For such a big sum, we should attach importance to it. 7. This is the maximum quantity we can supply at present. 8. Well try our best to satisfy

14、 you with the additional 10,000 tons of coal as you asked.,Quantity of Goods For the exporter,Useful expressions,Summarizing on the Key Points,1. This is the minimum quantity we require. 2. If you cant arrange for the entire quantity, please offer us at least half. 3. The quantity of rice imported t

15、his year is approximately the same as that last year. 4. We want a minimum of 1,000 dozen of mens shirts and minimum of 5,000 dozen of embroidered shirts. 5. We are planning to place a small order for the new varieties. 6. What is the minimum quantity of an order for your goods? 7. Well increase the

16、 quantity of medicines by 300 boxes. 8. If the quantity of the goods does not conform to that stipulated in the contract, the importer will refuse to accept the goods.,For the importer,Useful expressions,Further Development,Complete the following orders orally.,1. What particular items do you want t

17、o order? 1) 我们想订200台电冰箱。 2) 我们想订20,000码丝绸，10,000码棉布。 2. How much do you intend to order? 1) 我们想订1,800 箱绿茶，增订300箱红茶。 2）如果你们价钱合适的话，我们将长期订货。 3. How much can you supply us with this kind of silk product? 1) 我们必须向贵方指明：由于存货有限，生产供不应求，我们只能供应贵方20 000码。 2）我们这种产品供应量是充足的。,Further Development,Sentence interpreta

18、tion,1. 我们现在急需这两种等级的货。2. 这批货的颜色比上批要暗许多。 3. 质量无问题，只是式样有点过时。 4. 新产品图案新颖，色泽鲜艳。 5. 对此商品，我们能提供任何适当的数量。 6. 男衬衣至少要1000打，绣花衬衣至少需要5000打。 7 .你们要求增加一万吨煤，我们将尽量满足你们。 8. 我们今年最多能订购大约25,000马克的棉毛衫。,Consolidation Practice,Role Play: Mr. Anderson Cooper from Silver Brothers Inc. Vancouver, Canada is discussing quality

19、 and quantity of mans shirt with Mr. Jason Li. Sunshine, Co., Ltd. Changsha, China.,Task Presentation & Analysis,A: You are: Ms Zhang, the sales representative of Weipeng Appliances Co., Ltd. Ask if he or she is interested in any product. Introduce your latest model and its price Explain about the m

20、inimum order requirement and quantity discount policy Talk about the usual practice of credit period and expected delivery time.,B: You are: Mr. Anderson Cooper, the purchasing specialist of Silver Brothers Inc. Vancouver, Canada. Show your interests in womens wear Ask about whether there is minimum order requirement or quantity discount Argue that the