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1、Unit 1 Enquiry and Offer I.General Introduction An enquiry is a start in business transactions and it means to ask if the exporter can supply the goods that he is interested in. A great number of business transactions start with enquiry. To the exporter, an enquiry is important because it often esta
2、blishes a new and perhaps very valuable connection. When the exporter receives such an enquiry, he will reply whether or not he can supply the goods. When the exporter sends out information about what he is ready to sell, he gives the exact price, quality and quantity of the goods that he is able to
3、 supply. This is an offer. In an offer the exporter always states the exact name and specifications of the commodities, the price, the currency in which payment is to be made, the terms of payment and delivery terms and other necessary information. 商务英语谈判口语 An offer is a proposal of terms and condit
4、ions presented in a potential contract by one party, called the offeror, to another party, called the offeree. In order for the agreement to be binding, the offeree must first accept the offer; otherwise, there is no legal contract. Like an enquiry, an offer that can be made by the seller is customa
5、rily called “selling offer”, in which such wording as “can supply”, “supply” “offer” or “offer firm” is mostly used. In general, it is the seller, the offeror, who offers the sale of certain commodities to the buyer, the offeree. 商务英语谈判口语 II.Dialogues Dialogue 1 A: Good morning, Miss. Liang. Would y
6、ou tell me which items you are keen on? B:All of your products are fantastic. Im especially interested in Art No. 5. How is the supply position? A: All the articles displayed here are available. Generally speaking, we can supply from stock. B: I should say that we think highly of your products. A: I
7、m very glad to hear that. We are very confident that our products will find a good market in your country. 商务英语谈判口语 B: Theres no problem about it. Here is our enquiry note. Please quote us your lowest price, CIF Rotterdam A: Ill look into your requirements first and let you know our firm offer tomor
8、row. Youll surely find our price favorable. B: I hope so. A: How soon do you want your goods to be delivered? B: Early October. A: OK. See you tomorrow then. 商务英语谈判口语 Dialogue 2 A: Can you show us your catalogue? B: Certainly. Heres a catalogue for some of our popular items. A: Thank you. Were quite
9、 interested in some of your products. Heres an enquiry sheet weve drawn up. B: Thanks. Well take a closer look at it. A: How about the supply position of your products? B: We have a steady supply for most of them. A: Do you quote FOB or CIF? B: We usually quote on a CIF basis. 商务英语谈判口语 A: The market
10、 at our end has become pretty competitive. In order to sell successfully there, your goods will have to be competitive in price as well. B: Youll find our prices very attractive. A: Would you give us an offer for Art. No. 16 CIFC 5 London now? B: Whats the quantity you wish to order? A： Wed like to
11、start with 20,000 pieces. Its an attractive quantity, do you think so? B： When do you want the goods to be delivered? A： Could you make it for May? 商务英语谈判口语 B： I think we should be able to manage it. OK. So now we can offer you 20,000 pieces. For Art. No.16 at US$80 per piece CIFC 5London for shipme
12、nt in May. A： Thank you. How long will this offer be open? B： Its valid for three days. A： Ill study your offer with my colleagues and give you a definite reply in three days. B： Ill be waiting for your reply. A: See you then. B:Ok, Bye-bye. 商务英语谈判口语 Dialogue 3 B: Good morning. A: Good morning. Now,
13、 shall we discuss something more concrete? B: Okay. A: I was wondering if you would give us a response to our fax enquiry. 商务英语谈判口语 B: Certainly. We are pleased to offer you 120,000 pieces cotton poplin blouses at US$18.80 each, FOB Shanghai. The blouses will be packed in plastic bags, every 5 dozen
14、 to a cardboard box. They will be delivered in two consignments of 60,000 each, the first lot by August 15 and the second by September 15. The terms of payment will be the same as those in the previous contract, i.e. sight credit. A: Thank you very much for your offer. Well give it serious considera
15、tion. As itll take us some time to calculate, may I suggest we take a break? Then we can give you an answer this afternoon. B: Fine. Well be waiting for your reply. See you then. 商务英语谈判口语 III.Key words and phrases D1 1.All the articles displayed here are available. Generally speaking, we can supply from stock. Meaning: generally speaking, all the articles displayed here can be supplied from stock. 2.to quote sb
