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1、商务务英语语 作者： 阮绩绩智 责任编辑：张琛 出版日期：2011年12月 IDPN: 308-2011-58 课件章数：12 Learning Objectives Ask for and give information about products; Understand how to make enquiries and offers ; Understand cultural differences in business negotiation Write effective enquiries and offers. If a man be gracious and courag
2、eous to strangers, it shows he is a citizen of the world. an English philosopher Francis Bacon Speaking Task Starting Up 1 Listening Task 2 3 Reading Task 5 Writing Task Follow-up Practice6 4 5 4 3 2 1 6 Contents 7.1 Starting Up 7.1.1 What are the basic procedures to be followed if a contract is to
3、be signed in any business transaction? Now complete the following links with what may be involved in a business negotiation and then give your reasons. EnquiryOfferCounter-offer Acceptance Concluding a contract Business Negotiation in International Trade Before a _can be made, the two parties involv
4、ed have to reach an _over the goods to be bought or sold as well as the _and _of the deal. A _is concluded when such an agreement is reached. In a typical transaction, this occurs when an _made by one party is finally and unconditionally _by the other_. The conclusion of export trade begins with the
5、 _ of a contract between an _and _. In the contract the following terms and conditions must be _: name of commodity, quality, _, packing, _( unit price say what needs to be said and ask what to be asked and then stop. For instance, the buyer may want general information, a catalogue or a price list,
6、 a sample, a quotation, and so on. Sometimes, the buyer should mention the size of his order as large order may obtain more favorable quotation. An enquiry received must be answered fully and promptly. If it is from a new customer, say the sellers are glade to receive it and express the hope of a lo
7、ng and friendly business relationship so as to create good impression on the buyer. In a word, the reply to an enquiry should be prompt and courteous and cover all the information asked for. Offer An offer means submitting or furnishing details including prices, conditions and other related items ne
8、eded for a contract. Or, according to the United Nations Convention on Contracts for the International Sales of Goods, a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be b
9、ound in case of acceptance. In this part you will listen to a passage and two conversations about enquiries and offers. Try to finish the exercises while listening. Are you ready? 7.2 Listening Task 7.2.1 Listen to the passage and fill the blanks with the missing information. 7.2.2 Listen to the con
10、versation and complete the following table with the information you hear. Cotton Print Shirts Art. No. 22 London USD 30 per piece CIF London 20,000 pieces 3% September L/C three days 7.2.3 Listen to the conversation and answer the following questions. 1) What is Mr. Woods line of business? Answer:_
11、2) Why did Mr. Wood come to inquire about carpets? Answer: _ 3) How did Ms Zhang describe her products? Answer:_ 4) On what condition would Mr. Wood place his order with Ms Zhang? Answer: _ 5) What did Ms Zhang mean when she said they also took special orders ? Answer: _ 6) What price terms did Mr.
12、Wood prefer? Answer: _ 7) Was the business concluded on the spot? Answer: _ Textiles. Under the request of one of his clients. Their carpets were handmade of pure Chinese wool. They were resilient and had fine workmanship. They had a ready market in many European countries. If the carpets were of th
13、e specifications and colours he wanted, he would place an order. Thats to say, they could make carpets according to their customers requirements. CIF prices. No. Ms Zhang would check the requirements carefully before she made a commitment. In this part you are going to read three dialogues and then
14、you will be asked to answer some questions about what you have read. Please read louder! 7.3 Speaking Task 7.3.1 Conversation 1 Mr. Johnson from Canada is making inquiries about Chinese blankets at a trade fair. 1）How does Mr. Johnson find the blankets? Answer: 2）What are the good features of the blankets according to Mr. Chen? Answer: 3）What does Mr. Johnson mean wh
