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1、国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & Precau
2、tionExercisesExercisesBACK BACK MODEL PRACTICEMODEL PRACTICE【BUSINESS SITUATION】KimsHomeCenterInc.hasreceivedthequotationandsamplessentbyGuangdongKailiTradingCo.,Ltd.NowAlfredWhiteismakingacounteroffer,askingfor5%discount.MikeDuismakingacountersuggestion,onlygivingadiscountof2%andstressingtheminimum
3、quantityof140FCL.【背景提示背景提示】买方收到卖方的报盘和样品之后，还盘买方收到卖方的报盘和样品之后，还盘5%，卖方只同意让步，卖方只同意让步2%，并强调定货量为一个，并强调定货量为一个40英呎整柜。英呎整柜。国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训BUSINESS TIPSBUSINESS TIPS除了价格之外、交货期、
4、付款方式、包装、保险除了价格之外、交货期、付款方式、包装、保险等条款也在还盘范围之内。一般说来，交货期的长短等条款也在还盘范围之内。一般说来，交货期的长短与付款方式有关，如果客户急需货物，可以采用电汇与付款方式有关，如果客户急需货物，可以采用电汇(T/T)或出承兑交单（或出承兑交单（D/P）付款；客户若需要特殊包）付款；客户若需要特殊包装，而非样品包装，通常额外的包装费用由客户承担；装，而非样品包装，通常额外的包装费用由客户承担；在在CIF价格术语中，卖方通常是按发票金额的价格术语中，卖方通常是按发票金额的110投投保，若买方要求投保保，若买方要求投保120或或150，则额外保费由买，则额外保
5、费由买方承担方承担。Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaini
6、ng国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训当买方直接杀价当买方直接杀价* *，卖方可以询问对方具体订，卖方可以询问对方具体订货量。若订货量大，可以考虑给予几个百分点的折货量。若订货量大，可以考虑给予几个百分点的折扣扣。Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercis
7、esBACK BACK BUSINESS TIPSBUSINESS TIPS国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEm
8、ergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 当客户称报价不当客户称报价不像厂价，与其他供货商的报价相差厂价，与其他供货商的报价相差不大，坚持要适当减价时，卖方若报的是实价（厂价不大，坚持要适当减价时，卖方若报的是实价（厂价与公司价应有与公司价应有5 51010的差价），并且通过计算认的差价），并且通过计算认为不可以减价，可告诉对方待订货量大些或下次再定为不可以减价，可告诉对方待订货量大些或下次再定时将给予优惠，同时应强调其产品的质量好或设计新时将给予优惠，同时应强调其产品的质量好或设计新颖等，争取说
9、服客户接受所报价格，或推荐教便宜的颖等，争取说服客户接受所报价格，或推荐教便宜的产品。产品。BUSINESS TIPSBUSINESS TIPS国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训EMERGENCY & PRECAUTIONEMERGENCY & PRECAUTION如何拒绝订单如何拒绝订单如何拒绝订单如何拒绝订单有时卖方收到老客户的
10、订单，但该货物已涨价，有时卖方收到老客户的订单，但该货物已涨价，应说明涨价的缘由，并寄上最新的价格表。若是厂家应说明涨价的缘由，并寄上最新的价格表。若是厂家不再生产该产品，应给予说明，并推荐类似产品并随不再生产该产品，应给予说明，并推荐类似产品并随附最新报价单。有时，由于卖方手头订单太多，而无附最新报价单。有时，由于卖方手头订单太多，而无法按客户要求准时交货，则请求对方同意延长交货期法按客户要求准时交货，则请求对方同意延长交货期限。限。Model Practice Model Practice Business Tips Business Tips Pattern & Useful Sente
11、ncesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SEN
12、TENCES1.Thepriceyouofferedisabovepreviousprices.Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 你方报价高于上次。你方报价高于上次。国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUn
13、it Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训2.ImafraidIdontfindyourpricecompetitiveatall.Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExe
14、rcisesExercisesBACK BACK 我看你们的报价毫无任何竞争性。我看你们的报价毫无任何竞争性。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训3.Asthecompetitionhereisverykeen,weregret
15、weareunabletoacceptyourprice,whichwillleaveusasmallmarginofprofit.Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 很遗憾我们没有能力接受你方的还盘很遗憾我们没有能力接受你方的还盘,因为你方因为你方的还盘超出了我们能够接
16、受的范围。的还盘超出了我们能够接受的范围。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训4.Yourpriceappearsunworkableatthisstage.Model Practice Model Practice Busin
17、ess Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 你方价格在此阶段是行不通的。你方价格在此阶段是行不通的。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingU
18、nit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训5.Ifyouareabletomakethepriceeasier,wemighttakealargerquantity.Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExerc
19、isesExercisesBACK BACK 如贵方能在价格上有所松动如贵方能在价格上有所松动,我们或许购买更大数我们或许购买更大数量的货物。量的货物。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训6.Wecantacceptyourof
20、ferunlessthepriceisreducedby5%.Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 除非你们减价除非你们减价5%，否则我们无法接受报盘。，否则我们无法接受报盘。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENT
21、ENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训7.Consideringthecurrentmarketsituationforbothrawmaterialsandyourcompetitorsoffers,wewouldliketopresentourcounterofferforJulycontractbelow.Model P
22、ractice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 考虑到目前原材料的市场行情和其他同类产品供考虑到目前原材料的市场行情和其他同类产品供应商的报盘，我方对应商的报盘，我方对7月份合同的还盘如下。月份合同的还盘如下。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL
23、 SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergenc
24、y & PrecautionExercisesExercisesBACK BACK 1 Wehavetosaythatthepriceswequotedareourlowestlevel/rock-bottomprices,whichmakesourprofitmarginverythin.我们要指出的是我方所报价格已是最低价我们要指出的是我方所报价格已是最低价,这已这已使得我方利润很薄。使得我方利润很薄。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four B
25、argainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 2.Weappre
26、ciateyourcounter-offerbutfindittoolowtoaccept.谢谢你方还盘，但我方觉得太低了无法接受谢谢你方还盘，但我方觉得太低了无法接受。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Pract
27、ice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 3.Ourcostofrawmaterialshasrisensharplyrecently,andtoreducepricesby10%couldnotbedonewithoutconsiderablyloweringourstandardsofquali
28、ty.最近我方原材料成本急剧上涨，要按你方提出的最近我方原材料成本急剧上涨，要按你方提出的10%降价不可能不大大降低产品的质量标准。降价不可能不大大降低产品的质量标准。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practi
29、ce Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 1. Inviewofyourspecialmarketcondition,weacceptyoursuggestionof5%discount.鉴于你方市场的特殊性，我们接受你们提出的鉴于你方市场的特殊性，我们接受你们提出的5%5%的折扣的折扣。PATTER
30、NS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful S
31、entencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 2. To promote the business between us, we have 2. To promote the business between us, we have decided to give you a special discount of 4% on decided to give you a special discount of 4% on orders of at least 10,000 piec
32、es.orders of at least 10,000 pieces.为促成我们之间的交易，我们已决定对定货量至为促成我们之间的交易，我们已决定对定货量至少一万件的订单给予少一万件的订单给予4%的特殊折扣的特殊折扣。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语
33、模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 3. Insteadof8%reduction,wesuggestareductionof5%onordersofUS$10,000ormore/over20,000pieces.我们建议对定货量超过我们建议对
34、定货量超过10,000美元美元/20,000件件的订单给予的订单给予5%的折扣，而非的折扣，而非8%。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips B
35、usiness Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 4.Regardingthelongtermrelationsbetweenus,wewouldliketogivea5%discount,butonlyforthisorder.鉴于我们长期的合作关系，这次订单将给予鉴于我们长期的合作关系，这次订单将给予5的折扣，但下不为例的折扣，但下不为例。PATTERNS & USEF
36、UL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesE
37、mergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 1.Thisisourrock-bottomprice;wecantmakeanyfurtherreduction.这是我方的最低价格，我们不能再降价了这是我方的最低价格，我们不能再降价了。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four
38、BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 2.Wehavecutourpricetothelimit.Weregret,therefore
39、,beingunabletoacceptyourrequestforfurtherreduction.因我方的价格已降到极限，所以无法满足你方进一因我方的价格已降到极限，所以无法满足你方进一步降价的要求步降价的要求。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模
40、拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 3.Wehavereceivedalotofinquiriesfromyourneighbouringcountries,hopingtoclosebusinessatsomethingneartoourpric
41、es.Itis,therefore,impossibletoentertainyourcounter-offeratthemoment.我们已从你们邻国收到许多询盘，他们都准备以我我们已从你们邻国收到许多询盘，他们都准备以我方所报价成交，因此，目前我们不可能接受你们的方所报价成交，因此，目前我们不可能接受你们的还盘还盘。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four Barga
42、iningUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训Model Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK 4.ItisourusualpracticetomakepaymentbyirrevocableL/Cat
43、sight.Wemayconsiderotherpaymenttermsafterwehavemoredeals.用不可撤消的即期信用证付款是我们的一贯做法。用不可撤消的即期信用证付款是我们的一贯做法。待做了更多的业务后，我们可以考虑其它的付款方待做了更多的业务后，我们可以考虑其它的付款方式式。PATTERNS & USEFUL SENTENCESPATTERNS & USEFUL SENTENCES国际商务国际商务国际商务英语模拟英语模拟英语模拟实训实训实训Unit Four BargainingUnit Four BargainingUnit Four BargainingUnit Four Bargaining国际商国际商国际商国际商务英语模务英语模务英语模务英语模拟实训拟实训拟实训拟实训EXERCISESEXERCISESModel Practice Model Practice Business Tips Business Tips Pattern & Useful SentencesPattern & Useful SentencesEmergency & PrecautionEmergency & PrecautionExercisesExercisesBACK BACK
