1、Section I Business NegotiationLearning Objectives Following are the goals for this unit.Read them and consider your personal goals.1.To learn about contents of letters of enquiry.2.To learn how to make enquiries effectively.3.To learn how to answer enquiries.4.To understand and be able to use words
2、and expressions related to the topic of making enquiries.5.To practice writing letters enquiring for products.Notes on Useful Terms1.price vt.给定价，给标价priced adj.定价的Please price your offer as keen as possible.This new product of ours is moderately priced.This is a new type almost similar to your last
3、order but priced lower by 5%.2.discount n.折扣，贴现The highest discount we can allow on this article is 10%.at a discount 按较低价格；无销路的；不受欢迎的The goods are selling at a discount.Off-grade goods are now at a discount.trade discount 同行折扣，商业折扣。在某种情况下，用来作为给某些类型的客户(如批发商、出口商)的特惠待遇，鼓励大量订货。discount v.贴现；打折扣 Bills c
4、an be easily discounted in London.3.enquiry/inquiry n.询价，询盘specific enquiry 具体询盘，详细询盘general enquiry 一般询盘make an enquiry to sb.for sth.向某人询问某种商品价格In reply to your enquiry of April 28,we are sending you herewith a copy of our latest pricelist for your reference.We thank you for your enquiry for carpe
5、ts.enquire/inquire v.询购；询问We thank you for your fax of the 6th enquiring for oilseeds.4.in good time=in time 及时地，迅速地Please rush your L/C so that it reaches us in good time for shipment.5.chamber of commerce 商会6.quote v.报价Please quote us for walnuts.Please quote us your lowest price for walnuts.quota
6、tion n.行市；报价These quotations are said to be nominal.Please make/send/give us your lowest quotation for Iron Nails.Your quotation of Iron Nails is too high to be workable.7.hear from 收到某人来信8.demand n.需求There is little or no demand at present for article.demand v.要求The buyer demanded punctual shipment
7、 of the goods.The buyer demands the seller to ship the goods within a week.9.Chinese Export Commodity Fair Bulletin 中国出口商品交易会公告10.mini-mower n.微型割草机11.itemize vt.详细列明，逐条列记an itemized account 细账，明细账itemized prices 明细价格12.mower proper 割草机本身proper adj.适合的，特有的，本身。作“本身”解释时常放在所修饰词的后面。13.optional adj.可任意选择
8、的，非强制的optional equipment 任选设备option n.选择The destination on the B/L is to be written“London option Hamburg”.You have the option of accepting all or part of the quantity.at sellers option 由卖方选定at buyers option 由买方选定14.delivery date 交货期15.sales channel 销售渠道13.wholesaler 批发商，即wholesale dealer，其余还有retail
9、er 零售商和distributor 经销商。14.deal v.经营 n.交易 dealings n.业务往来A deal has been concluded.We have closed several big deals with them.We deal in textiles.We have extensive dealings with the European countries.15.satisfactory adj.令人满意的We can assure you that our 20 years experience in this line of business wil
10、l enable us to work up very satisfactory results.If the prices are reasonable and qualities satisfactory,we shall be able to place substantial orders.We hope this shipment will prove/turn out satisfactory to you.satisfy vt.(使)满足，(使)满意；(使)信服We trust that Article D95 will satisfy you.Language FocusI.T
11、rade Terms1.enquiry 询盘，询价2.enquiry note 询价单3.specific enquiry 具体询盘4.spot price 现货价格5.catalog 商品目录6.pamphlet/brochure 商品小册子7.description 商品说明8.sample 样品9.sampling 抽样Language FocusI.Trade Terms10.quality 质量11.specification 规格12.standard 标准13.trade mark 商标14.brand 品牌15.dealing/deal 交易16.trade terms 贸易条
12、件II.Functional Sentences1.We shall be pleased if you will make us the lowest quotation for this item.2.Please let us have your lowest quotation on the basis of CFR London.3.Would you first give us a rough idea of price?4.Please quote us for the goods listed in our enquiry sheet.5.Please quote us you
13、r lowest price CIF Hamburg for ten MT of walnut meat.6.Please quote us your most competitive prices FOB Shanghai.7.Here is a list of our requirements.Id to have your lowest quotations CIF New York.8.We hope you will reply to our enquiry as soon as possible.9.We have already made an enquiry for your
14、articles.Please make an offer before the end of this month.10.If we order 10,000 dozens,what would be your offer?11.Please make us your best offer indicating packing,specifications,quantity available and the earliest time of delivery.12.Please advise us of your packing method,weight,and the quantity
15、 per package.13.Please quote us your lowest price CIF Hamburg for ten MT of walnut meat.14.Please quote us FOB London for 100 reams of good quality white poster paper.15.Please quote us your most competitive prices in order to consummate business.16.I would like to make a enquiry for this type of le
16、ather bag.17.We shall be pleased if you furnish us with your quotation for this product.18.Please quote us your best price and let us know the minimum quantity for each order.19.There has been a steady demand in our market for this kind of toy.Please offer us your best price.20.May I have a copy of
17、your price list?Exercises Basic TrainingI.Choose the best answer.1.Please let us have details of your machine tools,_ your earliest delivery.A.giving us B.give us C.to give us D.given us2.We hope to receive your quotation with details _ the possible time of shipment.A.to include B.to be included C.i
18、ncluding D.being included3.Will you please send us your price lists for the items _ below?A.listing B.being listed C.to list D.listed4.We shall appreciate _ us FOB Sydney.A.you quoting B.your quoting C.you to quote D.your being quoted5.If you can supply your goods immediately,we shall _ to place a p
19、rompt trial order.A.be prepared B.be preparing C.prepare D.preparingACDBAExercises Basic TrainingI.Choose the best answer.6.As we have an extensive business connection in this field,we hope _ your special terms.A.to giveB.giving C.to be given D.to be giving7.If your prices are competitive,we are con
20、fident _ the goods in great quantities in this market.A.to sell B.to be selling C.in being sold D.in selling8.We offer you the following items _ your reply reaching here by 3 p.m.12 April,our time.A.subjecting to B.to subject to C.subjects to D.subject to9.As we are one of the leading importers in t
21、his line,we are _ a position to handle large quantities.A.at B.in C.on D.of10.Although we appreciate the good quality of your goods,we are sorry to say that your price appears to be _.A.of the high standard B.in the high level C.on the high side D.at the highCDDBCExercises II.Translate the following
22、 sentences into Chinese.1.Please quote us your most favorable price CIF London,stating the earliest date of shipment and the discount you will allow.2.Thank you for your letter of 15 May inquiring about our air conditioners.But we regret to have to tell you that the items requested are not available
23、 for the time being.3.As demand for this product is quite large,it is difficult to meet the time of delivery as requested.But if you place your order not later than the end of this week,we could ensure shipment not later than 15 April.请报给我方伦敦到岸价的最低价格，并注明最早装运日期及你方所能给予的折扣。感谢你方5月15日询问我方空调产品的来函。但是很遗憾你方所
24、要货物目前没有现货。由于此货物需求量很大，很难满足你方规定的发货时间。但是如果你方能在本周之内订货，我们可以保证4月15日前装运。Exercises II.Translate the following sentences into Chinese.4.If you can supply goods of the following specifications and quality required,we may place regular orders for large quantities.5.In compliance with your letter of 4 July,we a
25、re sending you a quotation sheet with detailed information about the products and other relevant terms and conditions as well.如果你方能提供满足下列规格和品质的货物，我们可以定期大量订货。应你方7月4日来函要求，现寄去我方报价单及有关产品的具体信息和其他销售条件。Exercises II.Translate the following sentences into Chinese.6.Here is our CIF New York price list.Please
26、note that all the prices in the list remain valid till the end of this month.7.We are likely to place a large order with you if the price is favorable.8.Thank you for your inquiry,and enclosed please find our current catalogue and price list quoting CIF Shanghai.这是我方纽约到岸价报价单。请注意单上所列价格的有效期于本月底结束。如果价格
27、优惠，我们可能会大量订货。感谢你方询价。随函附上我方最新的产品目录及上海到岸价报价单。Exercises III.Translate the following sentences into English.1.你公司10月23日来函已收到，很高兴你方对我公司的丝绸制品感兴趣。现按你方要求附寄报价单及目录。2.对于超过100件的订单，我方将给予5%的折扣。3.请在报价单中注明产品的具体型号及其他有关信息，并请速寄样品。4.我方以信用证方式结款。在收到即期信用证后20天之内装运。We have received your letter of October 23 and are glad tha
28、t you are interested in our silk products.Enclosed please find a price list and catalogue as requested.We allow a 5%discount for an order exceeding 100 units.Please specify in the quotation the specifications of the products and other relevant information,and please mail the samples without delay.We
29、 accept payment by L/C.Shipment will be made 20 days after receipt of the covering L/C at sight.Exercises III.Translate the following sentences into English.5.如果你方商品价格比其他竞争对手的优惠，我们将向你们订货。6.这是本季目录，你看了可以对我们的产品有一个大概的了解。7.为了便于我方提出报价，能否请你谈谈你方所需的数量。8.请及时通知我方下列货物的最新价格。If your prices are more favourable tha
30、n other competitors we shall send you our order.Here is the catalogue of this season and it will give you a rough idea about our products.Would you tell us the quantity you want so that we can work out an offer?Please keep us informed of the latest quotations for the following items.Section I Busine
31、ss NegotiationLearning Objectives Following are the goals for this unit.Read them and consider your personal goals.1.To learn to make quotations and offers.2.To learn about the differences between offer with engagement and offer without engagement.3.To learn about the main contents of quotations and
32、 offers.4.To learn to express validity of offers.5.To understand and be able to use words and expressions related to the topic of quotations and offers.6.To practice writing letters making quotations or offers.Notes on Useful Terms1.offer v.&n.报盘Please make/send/give us an offer CIF London for/on 20
33、 metric tons Brown Cashmere.We are working on your offer of 2,000 kilos Black Tea.We hope to be able to offer you sometime next week.2.without any delay=with the least possible delay 立即勿误同义词有immediately,promptly,at an early date(早日),as soon as possible,as urgent as possible,soon,etc.3.subject to 以为条
34、件的，以为有效The arrangement is made subject to your approval.The price of the goods is subject to the quantity you intend to purchase.Subject to your quotation,we close the deal.4.CIFC3 CIF price including 3%commission CIF含佣价3%5.draft at sight/sight draft 即期汇票6.guarantee n.&v.担保，保证Bank guarantee is requi
35、red.It is not possible for us to guarantee the time of arrival.7.at an early date 早日8.regret v.抱歉，惋惜，遗憾We very much regret our inability to comply with your request.=We regret being unable to comply with your request.=We regret that we are unable to comply with your request.We regret that business h
36、as fallen through.regret n.抱歉，遗憾Much to our regret,we are not in a position to supply your requirements at present.At present,we cannot accept new orders,for which we express our regret.9.stock n.存货(后接介词in/of再接商品)At present,we have only a limited stock in/of linen goods.There are no stocks available
37、 at present.Our stocks are running short/low.Only Type 15 is in stock.Type 18 is out of stock.We have run out of stock.Our embroidered goods are out of stock now.We can supply this quantity from stock.stock v.有存货；置备Its difficult to sell this article at present because the trade is abundantly stocked
38、.storage n.贮藏，贮藏仓Storage charges are to be for your account.10.refer vi.谈到(后接介词to)vt.参考，提交，接洽We refer to our/your letter of August 30.We refer you to our/your letter of August 30.We refer the matter to you.We have referred them to you.11.delivery n.交货We should be obliged if you would treat this orde
39、r as urgent and arrange for immediate delivery.We shall make delivery of your order upon receipt of your L/C.When we took delivery of the goods,we found some of the cases had been badly damaged.12.as requested 按照要求(或请求)As requested,we have pleasure in enclosing our quotation No.04-8 and arranging th
40、e samples to be sent to you in a couple of days.13.lb:libra(Latin)磅14.confirm v.证实We confirm our fax of the 5 regarding Dried Egg Products.We confirm(receipt of)your letter of the 5.confirm 也可解释为“确认”。如买方对报盘条件不是全部接受而提出某些变更，则须由卖方再次确认才算成交。15.terms/conditions 条款，条件on usual terms 按惯常条款We cannot do busine
41、ss on your terms.We sell garments on reasonable terms.We find your price terms unacceptable.terms and conditions 条款和条件，这两字常常连用，terms常指大的条款，如terms of payment.conditions常指小的条件，如packing conditions.Please renew your offer on the same terms and conditions.16.captioned adj.标题的captioned goods 标题商品17.certif
42、icate n.证明书Inspection Certificate(of Quality)(品质)检验证Certificate of Origin 产地证明书18.the China Council for the Promotion of International Trade(CCPIT)中国国际贸易促进会Language FocusI.Trade Terms1.quote 报价2.quotation 行市；报价3.offer 报盘4.terms and conditions 条款条件5.offeror 发盘人6.offeree 受盘人7.purchase 购买8.usual practi
43、ce 惯例9.firm offer 实盘10.non-firm offer 虚盘Language FocusI.Trade Terms11.invitation to offer 邀盘12.offer with engagement有约束力的报盘13.offer without engagement 无约束力的报盘14.European Main Ports 欧洲主要口岸15.under offer 在出售中16.put the offer out发出报盘17.bid 递价，出价18.at sellers option 由卖方选择19.at buyers option 由买方选择20.subj
44、ect to our confirmation 以我方确认为准II.Functional Sentences1.Your enquiry is now having our attention and we will let you have our quotation in a few days.2.Wed like to know if you have any specific requirements in mind.3.As requested,we shall submit our quotation in triplicate and shall appreciate your
45、placing the order with us as early as possible.4.All quotations,except firm offers,are subject to the sellers final confirmation and all prices are net,without any discount.5.Our price has already been very reasonable,but,in order to encourage business between us,we are prepared to allow you a disco
46、unt of 2%.6.Our prices are usually decided on the size of orders.7.Thank you for your enquiry.Im sure you will find our offer the most favorable.8.At your request,we are offering you the following items.This offer will remain open for 3 days.9.We can supply from stock and will have no trouble in mee
47、ting your delivery date.10.We can offer you 500 pieces at GBP 55 per piece CIF London for shipment in May.11.Wed like to remind you that our offer remains valid for 5 days.12.We have the offer ready for you,5,000 sets of Microwave Ovens KF 100 at 66 per set.13.Our offer is subject to your reply with
48、in 3 days.14.This offer is subject to our final confirmation.15.The offer is made without engagement.All orders will be subject to our confirmation.16.This offer is valid only for 5 days counting from today.17.Our offer will be withdrawn if not accepted within 5 days.18.We offer you firm the followi
49、ng subject to your reply reaching us before May 30,Beijing time.19.This offer will remain effective/valid/firm/open till 20.We are making you the firm offer,subject to your acceptance within 3 days21.Here are our latest price lists.You will see that our price is the most competitive.22.We believe th
50、at the price we offer you can compete well with those of other firms.Exercises Basic TrainingI.Choose the best answer.1.Please _ us your lowest prices for both mens and womens winter jackets.A.offer B.quote C.supply D.make2.Please _ us 500 glass vases CIF Qingdao,China.A.offer B.quote C.supply D.mak
