最新商务英语课程UnitEnquiriesOffers幻灯片.ppt

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1、 Speaking TaskSpeaking Task Warm-up PracticeWarm-up Practice Listening TaskListening Task Follow-up PracticeFollow-up Practice Writing TaskWriting Task Reading Task Reading TaskIn this part you are going to listen to a dialogue and a passage. Try to finish the exercises while listening. Are you read

2、y? 8.1.1 Listen to the dialogue and answer the following questions.vWhat is Mr Woods line of business?v 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 carpets were handmade of pure Chinese wool. They

3、 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 did Ms Zhang mean when she said they also t

4、ook 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 made a commitment. 8.1.2 Listen to the pas

5、sage and answer the following questions.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 engagement or firm offer and offer without engagement or non-firm offer. 3) What is a counter offer?An amended offer made by the o

6、fferee 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 on the part of the offeror until it expires, whereas a non-firm offer is subject to change without prior notification.5) What

7、 is a “bid”? A bid is an offer made by a buyer.In this part you are going to read two dialogues in pairs and then you will be asked to answer some questions about what you have read.8.2.1 Dialogue Read the dialogs and then answer the following questions.Mr Barry, a businessman from the U.S., is inte

8、rested in 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

9、Mr Yao? US$ 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 tw

10、o days.8.2.2 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? He was prepared to place the textile goods of the company in his marke

11、t.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 did Mr Field say about Article 50? Article 50 hasnt been introduced into

12、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 encouragement of business. 1. What do cross cultural negotiations involve?

13、2. Do you think it is important for international business people to take cross cultural negotiation training? Why or why not? PRE-READING QUESTIONS FOR PAIR WORKFill in the table describing the behavioral differences between an American and a Chinese negotiator.AmericanChineseEye contactStrong, dir

14、ectAvoid 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 importantmeeting & greetingHandsh

15、ake regardless of genderHandshake, less common between two gendersgift-givingCarry negative connotationsAn integral part of business protocolQuestionsWhat are the three interconnected aspects to be considered before entering into a cross cultural negotiation? The basis of the relationship, informati

16、on 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) Enquiries Enquiries are often written in response to an advertisement that we have seen in the paper, a m

17、agazine, 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 simple in content. But there are some other in

18、quiries 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，usually, the following information should be in

19、cluded： 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 interested in a catalogue, price list, a sample,

20、 a quotation, and so on.Sample 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 materials. There is a steady demand in France for high-quality goods of this type. Sales are not high, but a good price can be obt

21、ained 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 your articles and if possible, specimens of some of the articles themselves? We are looking forward to hearing from you. Yours

22、faithfully,Sample OfferDear Sirs, We are in receipt of your letter of March 21 and, as requested, 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 s

23、tart a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Art.No. 81000 Printed Shirting Design No. 72435-2A Specifications: 30 x36x72x60 35/6”x42 yds Quantity: 18,000 yds Packing: In bales or in wooden cases, at sellers op

24、tion Price: USD per yard CIF3 Hamburg Shipment: To be made in three equal monthly installments, 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 kee

25、n interest your trial order. Yours faithfully, 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./ Regardin

26、g your advertisement 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 l

27、ike to know ./ 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 . LANGUAGE POINTS FOR ANSWERING AN INITIAL INQUIRY The s

28、tart: 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 thank you for your letter of . enquiring (asking for information) about

29、. 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 (enquiry) about . Closing a letter hoping for future business: We look

30、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 Yours sincerely when you do.) Writing PracticeRead the following advert

31、isement: Morris Docherty & Company LimitedMorris Docherty & Company Limited 200 Regent Street, Oxford OX43 19TN FOGLAMPS For Cars and Motorcycles We are manufacturers and can supply a good range of lamps from stock (rectangular, round and high intensity types), with mounts and wiring. Write for furt

32、her information to the Manager. Compose two letters based on the following situations:1）You are one 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 th

33、ese points in your enquiry：Checklist： Make sure you know who to write to. Refer to the advertisement. 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 su

34、ch terms as payment and delivery. Mention any other useful points. 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

35、 needs about the goods. Explain your payment terms and delivery dates Explain your discount. Give any further helpful information.Practice makes perfectWe will practice what we have learnt in this unit.Yes, lets do it!1. Questions and Answers What would you say?1) A: May I know what particular items

36、 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 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:

37、 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 usually take you to make delivery? B: _10) A: Could you tell me the earliest possible time of shipment? B: _ 2. Description Describe what the two parties

38、 do in their enquiry and offer. Sellers action Buyers action 买方对卖方的工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 3. Presentation PracticeMake a short presentation on one of the following

39、 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 4. 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 ou

40、r 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 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

41、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 country and there is a steady demand for your product in our market. So wed like to make an inquiry

42、. 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 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 t

43、o 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 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. T

44、hats 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 be brought to speedy conclusion.5. 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 f

45、rom a Chinese company, makes him an offer 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 i

46、n price. Mr Dong refuses to consider any 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.35 结束语结束语