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1、商 英 判口 商 判的外延很广，包括 易 判、招 与投 判、引 和投 、工程承包、技 等方面的 判。中国加入世界 易 以来， 外 易呈 出一片 新的面貌， 出口 易往来日益增多。 易 判作 商 活 中的一个重要 ， 国内外企 的合作、 出口 易的成 起着 足 重的作用。首先我 主要学 易 判及其口 。Visual interpreting? The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items
2、 are you interested in?Please let us know your lowest possible prices for the relevant goods.We can offer you a quotation based upon the international market.When can I have your firm C.I.F. prices, Mr. Li?I d like to hear your quotation on a C.I.F. Los Angeles basis valid for 90 days, with aninclus
3、ion of a 5% agent s commission in your quotation. 易 判主要 ? 从 易 判 中 出的 判基本程序包括：? 建立 关系（establish relations）? 询盘 (inquiry)? （ offer ）? （ counteroffer）? 付款（ payment ）? 佣金（ commission ）? 折扣（ discount ）? 包装（ packing ）? 运 (shipment)? 保 （ insurance ）? 合同条款（ contract terms）? 索 （ claim ） 易 判口 ? 询盘 (inquiry) 在
4、这个环节中经常用的句子有：Can I make an inquiry? /Could you give us some ideas about your prices? /Will you please inform us of the prices at which youcan offer the goods? /I hope to have your quotation for?2. 发盘（ offer） 在这个环节中经常用的句子有 :We ar e pleased to make you an offer for/Here s our offer. /I expect you to a
5、ccept our general terms andconditions of trade. /1Would you tell us what quantity you require sothat we can work out the offer?3. 还盘（ counteroffer ）在这个环节中经常用的句子有 :Your price sounds a bit too high. /Your price is much higher than we expected ./Will you reduce your price by %? /In order to conclude th
6、e transaction, I hope you will see your way to bring down your price by/If you stand firm, we can hardly come to terms.InquiryAn enquiry is a request for information. When a businessman intends to import goods, he will makean inquiry to an exporter asking for information or an offer for the goods he
7、 wishes to buy.Theinquiry may include: price、specifications、 quality 、 packing、 delivery time、 paymentterms etc.Supplementary Vocabulary畅销品best seller/ quick selling product展览品exhibits on display开辟市场establish a market有销路have a good/ ready market样式design销售说明书sales literature交易会 trade fair商标trade mark
8、成交 conclude a deal/ transaction with sb条款 terms and conditions客户 client/ customer老主顾regular customer发货deliver一般 (具体 )询盘 general ( specific ) inquiry报价单 quotation list (sheet)享有盛誉enjoy greatreputation (popularity)厂商manufacturer供应商supplier需求量很大in great demandMay I have an idea of your prices?可以了解一下你们的
9、价格吗？Can you give me an indication of price?你能给我一个估价吗？Please let us know your lowest possible prices for therelevant goods.请告知你们有关商品的最低价。If your prices are favorable, I can place the order right away.2如果你们的价格优惠，我们可以马上订货。Wed rather have you quote us FOB prices.我们希望你们报离岸价格。Would you tell us your best p
10、rices C.I.F. Humburg for thechairs.请告诉你方椅子到汉堡到岸价的最低价格。Offer and counter-offerAn offer is a promise to supply goods on the terms and conditions stated.It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time.It also can be a non firm offer wh
11、ich is made without engagement and is sub ject to the seller s confirmation.1. name of the goods.2.quality and specifications.3. quantity.4.details of prices.5. discount.6. terms of payment.7. time of shipment.8. packingA counter offer is made when the prospective buyers find any terms and condition
12、s in the offer unacceptable.Sometimes buyers may take the initiative to make a bid to sellers. If the bid is not acceptable to the sellers, a counter bid will be made subsequently.Offer and counter-offerIt is also called negotiating pricesAbout currenciesAustralian DollarCanadian DollarHong Kong Dol
13、larUS DollarEuro DollarSwiss FrancGerman MarksJapanese YenRMBSupplementary VocabularyAcceptable priceAttractive priceWorkable priceCurrent priceFavorable priceFloor price (rock bottom price)Market priceRetail priceWholesale price3Firm offerOffer without engagementSales volume50% off25% discountBuy o
14、ne, get oneWe can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。We think your offer is too high, which is difficult for usto accept. 我们认为你方的报价太高了，我方难以接受。Our offer is reasonable and realistic. It comes in line with the prevailing market.我方的报价是合理的、现实的，符合当前市场的价格水平。If you insist on your price
