unit 2 business negotiation

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导读：外贸英语课件,本人原创并使用过的~ Unit 2 Business Negotiation 外贸英语课件,本人原创并使用过的~ 背景介绍询盘是商务洽谈中真正的第一步。往往由买询盘是商务洽谈中真正的第一步。做出，向卖方询问具体商品的信息，如价格、方做出，向卖方询问具体商品

外贸英语课件,本人原创并使用过的~

Unit 2 Business Negotiation

外贸英语课件,本人原创并使用过的~

背景介绍询盘是商务洽谈中真正的第一步。往往由买询盘是商务洽谈中真正的第一步。做出，向卖方询问具体商品的信息，如价格、方做出，向卖方询问具体商品的信息，如价格、规格等基本交易条件，规格等基本交易条件，也可以只是打听对方最新价格及目录，价格及目录，但由于询盘不局限于买方向卖方询因此，卖方也可写询盘信，盘，因此，卖方也可写询盘信，主动询问对方对什么商品感兴趣，交易条件如何；报盘也称报价，什么商品感兴趣，交易条件如何；报盘也称报价，是卖方将某种商品按一定的交易条件，包括名称、是卖方将某种商品按一定的交易条件，包括名称、数量、价格、装运、包装、数量、价格、装运、包装、付款方式等向买方表达成交的愿望。报盘有一个重要内容，就是有无达成交的愿望。报盘有一个重要内容，报盘有效期，据此报盘可分为实盘和虚盘，报盘有效期，据此报盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘；为有效发盘和无约束力发盘；还盘是在双方为签订合同而进行的谈判期间，订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。之视为新的报盘。

外贸英语课件,本人原创并使用过的~

An 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 1990’s enquiries made by Email have 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.

外贸英语课件,本人原创并使用过的~

询盘要点：询盘要点：开头：1)说明写信的目的，消息来源和感兴趣的商品。正文：2) 具体说明想了解的商品的有关细节，如商品的目录、价格价格、交易条件等； 3) 介绍本地对商品的需求情况等；结尾：4) 期望；希望尽快收到报盘。报盘要点：报盘要点：开头：1)感谢对方的询盘；正文：2) 具体介绍商品：名称、质量、数量和规格； 3) 进一步介绍商品的价格、优惠条件、贸易术语和装运等； 4) 如果是实盘，说明报盘的有效期；结尾：5) 期望；希望报盘能得到对方接受。还盘要点：还盘要点：开头：1) 感谢对方的报盘；正文：2) 全部或部分拒绝对方报盘的态度及原因； 3) 向卖方提出建议，说明自己能接受价格、优惠条件等

; 结尾：4) 期望；希望还盘能得到接受，表达合作的希望等。每封信件的具体内容会有变化，需要根据实际情况加以调整。

外贸英语课件,本人原创并使用过的~

An enquiry is usually made to seek a supply of products, service or information. In order to obtain the needed information, the enquirer should state simply, clearly and concisely what he wants general information, a catalogue, a price list, a sample or a quotation, etc. According to the content, there may be first enquiries and specific enquiries.

外贸英语课件,本人原创并使用过的~

A first enquiry is an enquiry sent to a supplier with whom you have not yet done business, so it should begin by telling the supplier how you obtained his name and address. But in a specific enquiry, the enquirer points out a certain product or commodity he intends to purchase, he may ask the supplier to make an offer or a quotation on this product.

外贸英语课件,本人原创并使用过的~

Brief Introduction 1). Enquiries: a. Definition: A Request for Information general enquiries(一般询盘) general information: information about various goods specific enquiries(具体询盘) specific information : information about some specific goods

外贸英语课件,本人原创并使用过的~

b. specific enquiries regular customers: state only the name, quality & price other customers: state clearly all necessary trade terms ,including the name , quality, commodity, price terms, shipment terms, payment terms, discount, etc. c. writing principles: complete; concise; clear to the point

外贸英语课件,本人原创并使用过的~

2). Replies to Enquiries a. Enquiries Replies From an old customer → state firstly how much you appreciate it. From a new customer → state firstly you are glad to receive it/ express lastly your expectation of cooperation. b. writing principles: complete: answer all the questions courteous prompt

外贸英语课件,本人原创并使用过的~

II. How to Write an Inquiry Letter A Letter of Enquiry (询价信) 询价信) 询价信一般询价信写四或五段 : 1) Source of information 2) Reason for Enquiry 3) Asking for price, list, and catalogue 4) Giving references 5) Further Business

外贸英语课件,本人原创并使用过的~

1) Opening Sentences We were given your name by.... You have been recommended to us by.... Your articles have been recommended to us by.... As we have learned from...,your are manufactures of .... We saw your ad in the current issue of.... We have heard that you have put a new ...on the market. We visited your stand at the ...exhibition. We have seen your ad in ...and we are interested in

外贸英语课件,本人原创并使用过的~

2) Reasons for Enquiry we are a subsidiary of.... We are a http://www.77cn.com.cnpany based in.... We are interested in.... We need /are in the market for.... Our stocks of ...are running low. We would like to expand our range of.... We have a considerable demand here for....

外贸英语课件,本人原创并使用过的~

3) Asking for Price, Quantity and Shipment Please send your current/latest catalogue/price list/brochure. We would like you to send us some samples/patterns. Please quote your prices for these articles/goods/products. Kindly quote us your lowest prices for.... Please quote your price termFOB. We would like to know if you are prepared to grant di

scount. Please let us know the minimum quantity for a trial (regular)order. We shall be glad to receive an offer from you on.... Please include information about packing and shipping. We should like to know your earliest date of delivery. What woul …… 此处隐藏：3949字，全部文档内容请下载后查看。喜欢就下载吧 ……

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