商务部12Word文档下载推荐.docx

商务部12Word文档下载推荐.docx

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Allthearticlesdisplayedhereareavailable.Generally

speaking,wecansupplyfromstock.

Ishouldsaythatwethinkhighlyofyourproducts.

I’mverygladtohearthat.Weareveryconfidentthatour

productswillfindagoodmarketinyourcountry.

There’snoproblemaboutit.Hereisourenquiry

note.Pleasequoteusyourlowestprice,CIF

Rotterdam

I’lllookintoyourrequirementsfirstandletyou

knowourfirmoffertomorrow.You’llsurelyfind

ourpricefavorable.

Ihopeso.

Howsoondoyouwantyourgoodstobe

delivered?

EarlyOctober.

OK.Seeyoutomorrowthen.

Dialogue2

Canyoushowusyourcatalogue?

Certainly.Here’sacatalogueforsomeofour

popularitems.

Thankyou.We’requiteinterestedinsomeofyour

products.Here’sanenquirysheetwe’vedrawnup.

Thanks.We’lltakeacloserlookatit.

Howaboutthesupplypositionofyourproducts?

Wehaveasteadysupplyformostofthem.

DoyouquoteFOBorCIF?

WeusuallyquoteonaCIFbasis.

Themarketatourendhasbecomepretty

competitive.Inordertosellsuccessfullythere,your

goodswillhavetobecompetitiveinpriceaswell.

You’llfindourpricesveryattractive.

WouldyougiveusanofferforArt.No.16CIFC5

％Londonnow?

What’sthequantityyouwishtoorder?

A：

We’dliketostartwith20,000pieces.It’san

attractivequantity,doyouthinkso?

B：

Whendoyouwantthegoodstobedelivered?

CouldyoumakeitforMay?

Ithinkweshouldbeabletomanageit.OK.So

nowwecanofferyou20,000pieces.ForArt.No.16at

US$80perpieceCIFC5％LondonforshipmentinMay.

Thankyou.Howlongwillthisofferbeopen?

It’svalidforthreedays.

I’llstudyyourofferwithmycolleaguesandgive

youadefinitereplyinthreedays.

I'

llbewaitingforyourreply.

Seeyouthen.

Ok,Bye-bye.

Dialogue3

Goodmorning.

Goodmorning.Now,shallwediscusssomethingmore

concrete?

Okay.

Iwaswonderingifyouwouldgiveusaresponsetoourfax

enquiry.

III.Keywordsandphrases

D1

1.Allthearticlesdisplayedhereareavailable.

Generallyspeaking,wecansupplyfromstock.

Meaning:

generallyspeaking,allthearticlesdisplayed

herecanbesuppliedfromstock.

2.toquotesb.aprice:

meaningtogive/offersb.aprice

D2

3.lowestprice:

favorable/reasonable/moderateprice

4.item:

meaningproduct.similartermsarearticle,goodsand

commodity.

5.Howlongwillthisofferbeopen?

:

howlongwillthisoffer

bevalid/firm/good?

6.It’svalidfor3days.:

Weshallkeeptheofferopenfor3days.

D3

7.intwoconsignments:

meaningintwolots.Consignment

heremeanstheshipment,thegoodsortheorder.Intermsof

shipment,thesellerisaskingforapartialshipment.

catalogue

sample

offeror

offeree

samplebook

enquiry

quotation

offer

V.UsefulSentences

1.Wouldyoutelluswhatquantityyourequiresothat

wecanworkouttheoffer?

2.Wearethinkingofplacinganorderfor500tons.

3.I'

dliketohaveyourlowestquotationCIFSan

Francisco.

4.Allthequotationsonthelistaresubjecttoourfinal

confirmation.

5.Ifyourpriceisfavorable,wecanbookanorderrightaway.

6.Allthesearticlesareourbestsellinglines.

7.Ourproductsareofthebestqualityandthelowestprice.

8.I’msurethesecommoditieswillfindareadymarketin

yourarea.

9.Atyourrequest,weareofferingyouthefollowingitems.

Thisofferwillremainopenfor3days.

10.Wecansupplyfromstockandwillhavenotroublein

meetingyourdeliverydate.

VI.Negotiationskills

1.Howsoondoyouwantyourgoodstobedelivered?

Note:

timeofdeliveryisveryimportanttotheseller.

Therefore,suchinformationshouldbeincludedinthe

processofmakinganenquiry.

2.pricefactor:

asanegotiator,whenyoutrytopersuade

yourcounterparttoofferyouafavorableprice,youwill

havetoapplyappropriatenegotiationskills.Inorderto

convinceyourcounterparttoacceptyoursuggestion,

you’vegottogivegoodreasonstosupportyour

requirementofthelowestprice,by,forexample,listinga

seriesoffactorsthataffecttheprices.

3.packingfactor:

themodeofpackingisanother

importanttermtobediscussedtoavoidany

misunderstandingwhichmayleadtodisputesorclaims

resultingfromdamagetothegoods.

4.paymentterm:

playsaveryimportantroleforevery

transaction,anditmustbeexpressly（explicitly）stated

whenmakinganoffer.

5.Wecanofferyou20,000piecesforArt.No.16at

US$80perpieceCIFC5%LondonforshipmentinMay.

Thisisaveryusefulandhelpfultechnicalexpression

commonlyusedwhenmakinganoffer,inwhich

nameofcommodity,totalquantity,unitprice,price

terms,termsofpayment,timeofshipment,validityof

offer（ifit’safirmoffer）areincluded.

6.Iwaswondering…

Whenaskingforafavorfromsomeone,itwouldbe

impolitetobedirect.Instead,functionalexpressions

suchas“Iwas（am）wondering/wonderif…”can

expressyourpoliteness.

Unit2

PriceBargaining

I.GeneralIntroduction

Inbusinessnegotiations,pricebargainingisofgreatestimportance.Theseller,ontheonehand,wantstosellatahighpriceandasecuretermsofpayment;

thebuyer,ontheotherhand,wantstobuyatalowpriceandanearlierdeliverydate.Sotheseller’squotationisoftenmuchhigherthanwhatthebuyerhasexpected.Inthiscase,ifthesellerandthebuyerwanttoconcludeatransaction,theymustdriveahardbargain.Sogreatpatienceisneededandinordertoputthebusinessthrough,boththesellerandbuyershouldhaveaperfectunderstandingofeachother’sposition.

II.Dialogues

Ms.Liang,we’vebeeninvolvedintheteabusinessformanyyears.Howisthebusinessgoing?

B:

Notbad,really.We’vedoneprettywellovertheyears.ThistimeI’mpreparedtoorderamuchlargerquantity.Butforanattractiveorder,I’mexpectingyoutooffermealowerprice.Willyougivemealowerpriceifmyorderislarge?

Alowerprice?

Sorry,butyoudon’treallymeanthat,doyou?

Youwantustolowerourpricethoughthemarketpriceisgoingup?

WhenIgaveyouthepreviousquoation,Im