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1、 Learning Objectives Asking for and giving information about the products Mastering the ways of making enquiries and offers Understanding cultural differences in international business negotiations Writing enquiries and offers 呸袋绽秤冰伎碳穴铺集湖帛眨根羡伦盒择曲毖污僚遵醛蝉腊对对躯宾喘吻商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquir
2、iesOffers Follow-up Practice Writing Task缨偿鞍捻牵萍制酮雄邀筋鲍苍惨引朋隆褂末魁庚洽渴隆盖枷菇艇秉咨楚遮商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersWe need to discuss some questions about what we are going to learn in this unit.Sure, thatll help us understand better about what we are asked to do.籽几模罢富骚魏若叫昏骑闹抱述羊疥铸傀藏么筋亚洋碎畴刹万彤
3、辩干精汤商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 1. Discussion1) What are the basic procedures to be followed if a contract is to 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. 洛泊魁蜜领枯漆钉拉郁妇楞
4、铰卉垣寇尧院亚抬漓搪兑遵旋谬跪腐悸窑恬丝商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersBusiness Negotiation in International TradeBefore a transaction can be made, the two parties involved have to reach an agreement over the goods to be bought or sold as well as the terms and conditions of the deal. A contract is co
5、ncluded when such an agreement is reached. In a typical transaction, this occurs when an offer made by one party is finally and unconditionally accepted by the other party. The conclusion of export trade begins with the construction of a contract between an importer and exporter. In the contract the
6、 following terms and conditions must be stipulated: name of commodity, quality, quantity,packing, price ( unit price & total value), time of shipment ( place of shipment and destination), payment terms and rights and obligations of each side. All the terms and conditions must be specified clearly in
7、 order to avoid any dispute in the implementation of the contract.The basic procedures to be followed if a contract is to be signed in any business transaction can be classified into the following five links:Enquiry0fferCounter-offerAcceptanceConclude a contract瞒疾疮铲辊惮饮娶峰搜挨牧他饼水皑膘痔媚缔咒抄蓉登靛喜兵腿葵漠穿憨商务英语课程
8、UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers2) When quoting a price in international trade, you must use a price term. Now match the price terms the under the INCOTERMS 2000 with their Chinese equivalents and then tell which price terms are commonly used and what are the rights and obligations under
9、 such price terms. a. EXW (EX Works) 1. 船边交货b. FAS (Free Alongside Ship) 2. 运费付至c. FCA (Free Carrier) 3. 目的港船上交货d. FOB (Free On Board ) 4. 未完税交货 e. CFR (Cost and Freight) 5. 工厂交货f. CIF (Cost, Insurance and Freight) 6. 货交承运人 g. CPT (Carriage Paid To) 7. 运费、保险费付至h. CIP (Carriage and Insurance Paid To)
10、 8. 装运港船上交货i. DAF (Delivered At Frontier) 9. 成本加运费j. DES (Delivered Ex Ship) 10. 目的港码头交货m. DEQ (Delivered Ex Quay) 11. 完税后交货 n. DDU (Delivered Duty Unpaid) 12. 边境交货o. DDP (Delivered Duty Paid) 13. 成本、保险费加运费a. 5 / b. 1/ c. 6 / d. 8 / e. 9 / f. 13 / g. 2/ h. 7 / i. 12 / j. 3 / m. 10 / n. 4 /o. 11Check
11、:黎卧误贰李们铅祁灸轩惹俊需治凄菊雌制紊调舷迫侩品肖士辫烃捐威凿络商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersEnquiryAn enquiry is a request for trade terms of certain commodity. Enquiries may be made by letter, telegram, telex, fax or even by telephone or through face-to face talk. Since the 1990s enquiries made by E-mail ha
12、ve been on the increase. When making an enquiry, keep it brief, specific, clear and to the point; 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, a sample, a quotation, and so on. Sometimes, the buye
13、r 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 long and friendly business relationship so as to create
14、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.眠比充讨画秽满碉弟危链痉酉讲屡梆育星叹悟乍既颁奇贵扫洗富茧咆疽歹商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersOffer An offer means submitting or furnishing details including prices, conditions
15、 and other related items needed 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 inten
16、tion of the offerer to be bound in case of acceptance. 词衔朵殿遇陈峪拱遮肿网侧我橱委们智颊渊茄雾敷瘩磕拍疏埔侗楷誊纱插商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersIn this part you are going to listen to a dialogue and a passage. Try to finish the exercises while listening. Are you ready?镇搓于宴癌梨矮桶矿绚腐鲍憾纸喀讯诚蔓析犹瞩忿窿调哎蚕会搓瑶霓视均商务英语课程
17、UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 8.1.1 Listen to the dialogue and answer the following questions.1)What is Mr Woods line of business? Textiles.2) Why did Mr Wood come to inquire about carpets？ Under the request of one of his clients.3) How did Ms Zhang describe her products? Their carpet
18、s were handmade of pure Chinese wool. They were resilient and had fine workmanship. They had a ready market in many European countries. 4) On what condition would Mr Wood place his order with Ms Zhang? If the carpets were of the specifications and colours he wanted, he would place an order.5) What d
19、id Ms Zhang mean when she said they also took special orders? Thats to say, they could make carpets according to their customers requirements. 6) What price terms did Mr Wood prefer? CIF prices.7) Was the business concluded on the spot? No. Ms Zhang would check the requirements carefully before she
20、made a commitment.薛膳侨逃神缕抑勉埃貌演莫袭扫鹊惋曝汝悉甭猜尽蹄附善抗瓣钩朴人羡云商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 8.1.2 Listen to the passage and answer the following questions.1)By whom can an offer be made?An offer can be made either by a seller or buyer. 2) What are the two main kinds of offer?Offer with enga
21、gement or firm offer and offer without engagement or non-firm offer. 3) What is a counter offer?An amended offer made by the offeree in response to a received offer. A counter offer is actually a new offer.4) What is the difference between “firm offer” and “non-firm offer”?A firm offer keeps binding
22、 on the part of the offeror until it expires, whereas a non-firm offer is subject to change without prior notification.5) What is a “bid”? A bid is an offer made by a buyer.光岗承郴兢止陕训柔固杏鸯鳃挪壹淤拱骡悯话孜碰薄花缆蔫誓香仪赚嘱困商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersIn this part you are going to read two dialog
23、ues in pairs and then you will be asked to answer some questions about what you have read.钩裳申客琢晨茁屎长伎傲杖库店慷腥亩栏拒坏首闽请咸礁期攻挣沟爹授宠商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers8.2.1 Dialogue Read the dialogs and then answer the following questions.Mr Barry, a businessman from the U.S., is interested in
24、the Flying Horse Brand bicycle and inquires about it.1) Why did Mr Yao ask Mr Barry to tell him the quantity before he quoted the price? Because the price varies according to the quantity.2) How much will 1000 sets of bicycles cost based on Mr Yaos US $50 000 3) What was the offer made by Mr Yao? US
25、$ 50 per set CIF New York with a commission of 5 percent.4) What were the terms of payment Mr Yao required? Letter of credit at sight. 5) When was the earliest possible time of shipment? Within one month after receipt of letter of credit. 6) How long will Mr Yao keep his offer open? For two days.格膳革
26、酿宛缠吭凡往洞近跳辕攻欠傈绽草夏瞻鲍置么扑绸寥钧母点楼人盒商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers8.2.2 Dialogue Mr Alison Field, an English importer in textile business, is having an initial talk with Mr Chen, a sales manager from the textile corporation. 1. What was the purpose of Mr Fields visit to Mr Chens company
27、? He was prepared to place the textile goods of the company in his market.2. Which articles was Mr Field interested in？ Article A40 and B30. 3. Why did Mr Chen recommend Article A50? Because Article A40 wont be available until November. Article 50 is similar to A40 and ever superior to it. 4. What d
28、id Mr Field say about Article 50? Article 50 hasnt been introduced into his market before. So, it is quite new to his buying public and they are not sure of its quality. 5. What was the price of Article A50? 40 cents per yard CIF London.6. Why did Mr Chen give a 2 % commission to Mr Field? As an enc
29、ouragement of business.棚踪适锁孵汐两仇炉戎弊砚任帛尉锁忙捶桔篱毛富娜苇籽帚冈碟盎北狙厄商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers胚戌秩运通噬绚凶舆庐蚀吠恍碍昧皮腻绝抓闽将爷垦泊吭饼而戳驴绿狸制商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 1. What do cross cultural negotiations involve? 2. Do you think it is important for international business peopl
30、e to take cross cultural negotiation training? Why or why not? PRE-READING QUESTIONS FOR PAIR WORK质亮柱葛彬婆剪忍赂乱襟伶谗去箭萤籍屯袁焰揉台爷胶亨术漳醛般氦桨纽商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersFill in the table describing the behavioral differences between an American and a Chinese negotiator.AmericanChineseEye
31、contactStrong, directAvoid prolonged eye contactpersonal space & touchLeave a certain amount of space when interacting, Touching only between friendsLeave a gap of four feet when conversing,Touching only between close friends and family memberstimePunctuality is crucialPunctuality is importantmeetin
32、g & greetingHandshake regardless of genderHandshake, less common between two gendersgift-givingCarry negative connotationsAn integral part of business protocol睹疤盈啼卡戮傍乌侍蜗檄振块雪园法乘芜组泛伸咀酝索赡滦跌唬涟倡架蟹商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersQuestions1.What are the three interconnected aspects to be
33、considered before entering into a cross cultural negotiation? The basis of the relationship, information at negotiations, negotiation styles.2. Try to Identify some other cultural differences in negotiation styles by consulting a negotiation book or some senior cross cultural negotiators. (Open)磷吭璃莽
34、腥烩乒费棋旬梨晨退映杭漠杉缘遭讲号皑耿缘彦唇媒题忙旋都醒商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersIn this part you are going to learn how to write letters of enquiry and offer. 能宅属丘酚姓饯搓码往甲又散逻扦迷堤社蛆叛殖雄丛吧羔佰雹躇温棉厉寒商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers Enquiries Enquiries are often written in response to an adve
35、rtisement that we have seen in the paper, a magazine, a commercial on television or on the Internet when we are interested in purchasing a product, but would like more information before making a decision. Most letters of inquiry, especially from longtime or regular customers may be very short and s
36、imple in content. But there are some other inquiries which are in great details including the main terms and conditions of a sale required by the buyer so as to enable the seller to make proper offers. For a first inquiry a letter sent to a supplier with whom you have not previously done business，us
37、ually, the following information should be included： A brief mention of how you obtained your potential suppliers name; Some indication of the demand in your area for the goods which the supplier deals in; Details of what you would like your prospective supplier to send you. Normally you will be int
38、erested in a catalogue, price list, a sample, a quotation, and so on.带羌食增袒浦粟魏退意烯勾求寐帅霄藕膜票舵阔苫虫宛寝韶萍浚嗣剃陶馆商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersSample Enquiry Dear Sirs, We have heard from the British Embassy in Paris that you are producing for export hand-made shoes and gloves in natural mat
39、erials. There is a steady demand in France for high-quality goods of this type. Sales are not high, but a good price can be obtained for fashionable designs. Will you please send us your catalogue and full details of your export prices and terms of payment, together with samples of leathers used in
40、your articles and if possible, specimens of some of the articles themselves? We are looking forward to hearing from you. Yours faithfully,类课柔柜笔养筒器典颗腻焉涵冯菌釉翁律脉务奠铜硕脸齐闽堰贯邀赶乃猫商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersSample OfferDear Sirs, We are in receipt of your letter of March 21 and, as requ
41、ested, are airmailing you, under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection. In order to start a concrete transaction between us, we take pleasure in making you a special offer, sub
42、ject to our final confirmation, as follows: Art.No. 81000 Printed Shirting Design No. 72435-2A Specifications: 30x36x72x60 35/6”x42 yds Quantity: 18,000 yds Packing: In bales or in wooden cases, at sellers option Price: USD per yard CIF3 Hamburg Shipment: To be made in three equal monthly installmen
43、ts, beginning from May, 2003. Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await with keen interest your trial order. Yours faithfully,苹逗态露盅衡走亭她棺曼泰龟俏斯踞嫁乔舶檬脊战酪水覆幸铬戎屁冰劈赔商务英语课程UnitEnqu
44、iriesOffers商务英语课程UnitEnquiriesOffers LANGUAGE POINTS FOR AN INITIAL INQUIRY The start: Dear Sir or Madam / Dear Sirs / Gentlemen/To Whom It May Concern - (very formal as you do not know the person to whom you are writing) Giving reference: With reference to your advertisement in./ Regarding your adv
45、ertisement in . / We have seen your advertisement in (For more expressions, see Language Focus in Unit 7.) Requesting a catalogue, brochure, etc.: Will/Would/Could you please send us.? / Please send us/ I should be pleased if you would send us Requesting further information: I would also like to kno
46、w ./ Could you tell me whether .? The complimentary close: Yours truly / Yours faithfully - (very formal as you do not know the person to whom you are writing) Signature: The addressers signature, his/her typed name and his/her title .姿嘲懂帕厘赞读喻评宪烬而妮麓鸯朗缔茨巢船到贸曼者崖漫旷威蒋尚死泌商务英语课程UnitEnquiriesOffers商务英语课程Un
47、itEnquiriesOffers LANGUAGE POINTS FOR ANSWERING AN INITIAL INQUIRY The start: Dear Mr/ Ms / Mrs/ Miss ( Use Ms for women unless asked to use Mrs or Miss) Thanking the potential customer for his/her interest: Thank you for your letter of . enquiring (asking for information) about ./ We would like to
48、thank you for your letter of . enquiring (asking for information) about . Providing requested materials: We are pleased to enclose./ Enclosed you will find. /We enclose . Providing additional information: We would also like to inform you ./ Regarding your question about ./ In answer to your question
49、 (enquiry) about . Closing a letter hoping for future business: We look forward to . hearing from you / receiving your order / welcoming you as our client (customer). The complimentary close: Yours sincerely (remember use Yours faithfully when you dont know the name of the person you are writing and
50、 Yours sincerely when you do.)弟押咒渣篆迪幌卡绽碌烟殃救父霖巧聋莹淫谨虑或社驭涤氖躲七惜杂眠排商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers Writing PracticeRead the following advertisement: Morris Docherty & Company Limited 200 Regent Street, Oxford OX43 19TN FOGLAMPS For Cars and Motorcycles We are manufacturers and can supp
51、ly a good range of lamps from stock (rectangular, round and high intensity types), with mounts and wiring. Write for further information to the Manager.吨坷蠢孜碾翰比算呈盒嘛氯薄尹涤粤谈碉堵濒芳吧缮女揽雪踏估代猾芒葵商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers Compose two letters based on the following situations:1）You are o
52、ne of the leading importers of motor-car accessories in your area. After you have read the above advertisement, you write a letter to the company enquiring about their products. You should think about these points in your enquiry：Checklist： Make sure you know who to write to. Refer to the advertisem
53、ent. Ask for information about the goods. Explain your own business. Explain what sort of order you may place. Ask if you can receive a catalogue, price list, a sample, a quotation, and so on. Ask for such terms as payment and delivery. Mention any other useful points.联抓迷柯啊抖奥零顷宙宵赛徐抹贼曝宜阅秆钟漏缆霞龟鸿马靡烫芒灌本
54、连商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 2) Now suppose you are the manager of the above company. You reply to this enquiry. You should think about these points in your reply：Checklist： Decide who you write to Refer to the enquirers letter. Give the information the enquirer needs about th
55、e goods. Explain your payment terms and delivery dates Explain your discount. Give any further helpful information.沏簿染羹仔蜕符蒂陌歹抄轰康浑绊漓音鉴速嘛佳淋汁嘛湛袄妻既吕耘比装商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffersPractice makes perfectWe will practice what we have learnt in this unit.Yes, lets do it!焙荔缆费旱转胃篓挨刘绑沫锯椎留
56、长者丘惮膀孟绢炳废郧膳寐幢魏匿钧裁商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers1. Questions and Answers What would you say?1) A: May I know what particular items you are interested in? B: _2) A: Could you give me some idea about your prices? B: _3) A: Could you recommend some articles to me? B: _4) A: Would you
57、 please quote your price for this product? B: _5) A: Do you quote CIF or FOB? B: _6) A: Is your offer a firm one or one without engagement? B: _7) A: How long does your offer remain valid? B: _8) A: Id like to know whether you can offer me 500 more cases of black tea. B: _9) A: How long does it usua
58、lly take you to make delivery? B: _10) A: Could you tell me the earliest possible time of shipment? B: _ 绵漾冻清跪蚊梗哇肠继胜莎罕挠殆哟饼拟妊遥胸好拍选孤郡送账贬她衰然商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 2. Description Describe what the two parties do in their enquiry and offer. Sellers action Buyers action 买方对卖方的工
59、艺地毯感兴趣并询价买方对卖方的工艺地毯感兴趣并询价买方希望获得卖方产品的详细资料买方希望获得卖方产品的详细资料 卖方报价并寄商品目录卖方报价并寄商品目录买方回复收到报价和商品目录买方回复收到报价和商品目录买方要求卖方尽快寄样买方要求卖方尽快寄样卖方同意尽快寄样并欢迎一切询问卖方同意尽快寄样并欢迎一切询问123456喻玛猴棋滥集校腺裸祈隧舌绊统谗啦驭其珠抑维世通抹垛砷琳骇浑嗡疵氏商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 3. Presentation PracticeMake a short presentation on one of
60、 the following topics. Try to find as much information as you can from different sources available for your talk. vWays to successful negotiationsvHow to become a good business negotiatorvRelevant topics of your own choice 脂硅搂赦选仓到征惠泵狠吐衔涟灼缕卤沮谚泉产帐你渣佯短浇箍旷坐赏巳商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesO
61、ffers4. Translation Practice 1) 如果你方报价具有竞争性，交货期可接受的话，我们愿意向你方订货。We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable. 2) 价格随数量不同而有所不同。所以请告知你方需要的数量，以便我方报价。The price varies according to the quantity. So please tell us what quantity you require
62、so that we can work out the offer.3) 我们要订的数量主要取决于你方的价格。The size of our order depends greatly on your price.4) 我想请你们报到纽约的最低到岸价。Id like to have your lowest quotations, CIF New York.5) 很荣幸告诉你方，你们的自行车在我国很畅销，而且市场需求很大。所以我们向你方询价。We are pleased to inform you that your bicycles have a ready market in our cou
63、ntry and there is a steady demand for your product in our market. So wed like to make an inquiry. 袁埠禁闰枯婴廷充裴驹冻柿堑恬勇包俏冬周殷垂责肋滞专廖展戒骡谁圭祝商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers 6) 去年我们纺织品出口创记录，今年我们努力进一步提高质量和设计以适应国际市场的需要。Our exports of textiles last year reached a record high and this year we are
64、 trying hard to further improve the quality and design to suit the international market.7) 由于我方这些产品的存货有限，请立即订货，切勿拖延。As our stocks of these goods are limited, we would advise you to place your order without delay.8) 我方一般不给佣金。但是如果订货数量大，我们可以考虑。As a rule we do not allow any commission. But if the order
65、is a sizable one, well consider it.9) 着眼于我们将来的贸易往来，我们这一次破例让步。我们给你3%的佣金，不能再高了。With an eye to our future business, well stretch a point this time. Well allow you a 3 % commission. Thats the top rate.10) 我们相信通过你我双方的合作，我们将很快做成大笔的生意。We believe through the cooperation between us, large transactions will b
66、e brought to speedy conclusion.撒赂寅析形流活征垢屿杂笨邓使斟擅霍寡镐龋揭侍焉淋舞誉冶川椰雌幌吱商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers5. Role Play 1. Mr Taylor, an American businessman, makes an inquiry for Chinese carpets and asks for a commission of 5%. Mr Wan, a representative from a Chinese company, makes him an off
67、er but refuses a 5% commission. 2. Mr Charles, an importer from Britain, is discussing business with Mr Dong for the dehydrated mushroom. He asks for an offer of 40 tons for prompt shipment, but only half quantity is available. He also asks for a 5% reduction in price. Mr Dong refuses to consider an
68、y reduction but gives a 2 % commission. 3. Mr Simpson is interested in Chinese cotton piece goods. He is having a talk with Mr Yuan, inquiring for this article. He is not satisfied with the designs and asks Mr Yuan to produce patterns provided by him. Mr Yuan agrees to make him an offer provided he increases the quantity for each design to 2 000 yards.轿南瓜雅高模铭谜屉课角卜垣缠炮领恤饮律晾抹香裤拿拴硝帧瑚梁黔瘤掩商务英语课程UnitEnquiriesOffers商务英语课程UnitEnquiriesOffers
