商务部12Word文档下载推荐.docx

1、 All the articles displayed here are available. Generally speaking, we can supply from stock. I should say that we think highly of your products. Im very glad to hear that. We are very confident that our products will find a good market in your country. Theres no problem about it. Here is our enquir

2、y note. Please quote us your lowest price, CIF Rotterdam Ill look into your requirements first and let you know our firm offer tomorrow. Youll surely find our price favorable. I hope so. How soon do you want your goods to be delivered? Early October. OK. See you tomorrow then.Dialogue 2 Can you show

3、 us your catalogue? Certainly. Heres a catalogue for some of our popular items. Thank you. Were quite interested in some of your products. Heres an enquiry sheet weve drawn up. Thanks. Well take a closer look at it. How about the supply position of your products? We have a steady supply for most of

4、them. Do you quote FOB or CIF? We usually quote on a CIF basis. The market at our end has become pretty competitive. In order to sell successfully there, your goods will have to be competitive in price as well. Youll find our prices very attractive. Would you give us an offer for Art. No. 16 CIFC 5

5、London now? Whats the quantity you wish to order?A： Wed like to start with 20,000 pieces. Its an attractive quantity, do you think so?B： When do you want the goods to be delivered? Could you make it for May? I think we should be able to manage it. OK. So now we can offer you 20,000 pieces. For Art.

6、No.16 at US$80 per piece CIFC 5London for shipment in May. Thank you. How long will this offer be open? Its valid for three days. Ill study your offer with my colleagues and give you a definite reply in three days. Ill be waiting for your reply. See you then. Ok, Bye-bye.Dialogue 3 Good morning. Goo

7、d morning. Now, shall we discuss something more concrete? Okay. I was wondering if you would give us a response to our fax enquiry. 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 article

8、s displayed here can be supplied from stock. 2.to quote sb. a price: meaning to give/offer sb. a price D 2 3.lowest price: favorable/reasonable/moderate price 4.item: meaning product. similar terms are article, goods and commodity. 5.How long will this offer be open?: how long will this offer be val

9、id/firm/good?6.Its valid for 3 days.: We shall keep the offer open for 3 days. D3 7.in two consignments: meaning in two lots. Consignment here means the shipment, the goods or the order. In terms of shipment, the seller is asking for a partial shipment. catalogue sample offeror offeree sample book e

10、nquiry quotation offerV.Useful Sentences 1.Would you tell us what quantity you require so that we can work out the offer?2.We are thinking of placing an order for 500 tons. 3.Id like to have your lowest quotation CIF San Francisco. 4.All the quotations on the list are subject to our final confirmati

11、on. 5.If your price is favorable, we can book an order right away. 6.All these articles are our best selling lines.7.Our products are of the best quality and the lowest price. 8.Im sure these commodities will find a ready market in your area. 9.At your request, we are offering you the following item

12、s. This offer will remain open for 3 days. 10.We can supply from stock and will have no trouble in meeting your delivery date.VI.Negotiation skills 1.How soon do you want your goods to be delivered?Note: time of delivery is very important to the seller. Therefore, such information should be included

13、 in the process of making an enquiry. 2.price factor: as a negotiator, when you try to persuade your counterpart to offer you a favorable price, you will have to apply appropriate negotiation skills. In order to convince your counterpart to accept your suggestion, youve got to give good reasons to s

14、upport your requirement of the lowest price, by, for example, listing a series of factors that affect the prices. 3.packing factor: the mode of packing is another important term to be discussed to avoid any misunderstanding which may lead to disputes or claims resulting from damage to the goods. 4.p

15、ayment term: plays a very important role for every transaction, and it must be expressly （explicitly） stated when making an offer. 5.We can offer you 20,000 pieces for Art. No. 16 at US$80 per piece CIFC 5% London for shipment in May. This is a very useful and helpful technical expression commonly u

16、sed when making an offer, in which name of commodity, total quantity, unit price, price terms, terms of payment, time of shipment, validity of offer （if its a firm offer） are included. 6.I was wondering When asking for a favor from someone, it would be impolite to be direct. Instead, functional expr

17、essions such as “I was （am） wondering/wonder if ” can express your politeness.Unit 2 Price BargainingI. General Introduction In business negotiations, price bargaining is of greatest importance. The seller, on the one hand, wants to sell at a high price and a secure terms of payment; the buyer, on t

18、he other hand, wants to buy at a low price and an earlier delivery date. So the sellers quotation is often much higher than what the buyer has expected. In this case, if the seller and the buyer want to conclude a transaction, they must drive a hard bargain. So great patience is needed and in order

19、to put the business through, both the seller and buyer should have a perfect understanding of each others position.II. Dialogues Ms. Liang, weve been involved in the tea business for many years. How is the business going? B: Not bad, really. Weve done pretty well over the years. This time Im prepare

20、d to order a much larger quantity. But for an attractive order, Im expecting you to offer me a lower price. Will you give me a lower price if my order is large? A lower price? Sorry, but you dont really mean that, do you? You want us to lower our price though the market price is going up? When I gave you the previous quoation, I m