1、Chapter SixBusiness Trade IChapter Six Learning Objectives After the study of this chapter,the students are expected to:Comprehend basic vocabulary related to inquiries and offers;Identify and understand basic elements of making inquiries;Know how to negotiate favorable prices;Grasp the vocabulary a
2、nd useful sentences involved with prices terms.Chapter Six Background Information In foreign trade,enquiries are usually made by the buyers without engagement to get information about the goods to be ordered,such as price,catalogue,delivery date and other terms.Enquiries may be either dispatched by
3、mail,cable,telex,fax,or handed to the suppliers through personal contact.So,that is to say an enquiry(inquiry)is,in fact,a request for information on price,trade terms,etc.An importer may send out an enquiry to an exporter,inviting a quotation or an offer for the goods he wishes to buy or simply ask
4、ing for some general information about these goods.Chapter Six Background Information According to the content or purpose,an enquiry may be either a general enquiry or a specific enquiry.If the importer wants to have a general information of the products or commodities,which the exporter is in a pos
5、ition to supply,he may ask the exporter to send him a catalogue,a brochure,a price list and samples.This is a general enquiry.If the importer intends to purchase a certain product or commodity,he may ask the exporter to make an offer or a quotation on this product.Such kind of enquiry is called a sp
6、ecific enquiry.Chapter Six Background Information Enquiries,from regular customers,may be very simple in content,in which only the name and/or descriptions of the commodity will be mentioned.Other enquiries are in great detail including the name of commodity,quality or specifications,quantity,terms
7、of price(CFR,FOB,etc.),terms of payment(by L/C or otherwise),time of shipment,packing method,etc.required by the buyer so as to enable the seller to make proper offers.Chapter Six Background Information The price involved in international trade includes not only the cost of products,but also freight
8、 and insurance.When you buy or sell goods across national boundaries,you and the other party must have a clear understanding of the terms for moving those goods to their destination.CIF and FOB are commonly used agreement models for international shipping.Each type of agreement specifies which party
9、 is responsible for the goods and the point at which responsibility transfers from the seller to the buyer.Chapter Six Background Information vFree on Board（FOB）vUnder the Incoterm standard published by the International Chamber of Commerce,FOB stands for“Free On Board”(named port of shipment),and i
10、s always used in conjunction with a port of loading.Indicating“FOB port”means that the seller pays for transportation of the goods to the port of shipment,plus loading costs.The buyer pays cost of marine freight transport,insurance,unloading,and transportation from the arrival port to the final dest
11、ination.The passing of risks occurs when the goods pass the ships rail at the port of shipment.Chapter Six Background Information For example,“FOB Vancouver”indicates that the seller will pay for transportation of the goods to the port of Vancouver,and the cost of loading the goods on to the cargo s
12、hip(this includes inland haulage,Customs clearance,origin documentation charges,demurrage if any,origin Port handling charges,in this case Vancouver).The buyer pays for all costs beyond that point(including unloading).Responsibility for the goods is with the seller until the goods pass the ships rai
13、l.Once the cargo is past the ships rail and on board,the buyer assumes risk.Chapter Six Background Information vCost,Insurance and Freight(CIF)vAn international trade term of sale in which,for the quoted price,the seller/exporter/manufacturer clears the goods past the ships rail at the port of shipm
14、ent(not destination).The seller is also responsible for paying for the costs associated with transport of the goods to the named port at destination.However,once the goods pass the ships rail at the port of shipment,the buyer assumes responsibility for risk of loss or damage as well as any additiona
15、l transport costs.The seller is also responsible for procuring and paying for marine insurance in the buyers name for the shipment.The Cost and Freight term is used only for ocean or inland waterway transport.Chapter Six Background Information Notes to background information:engagement/nedmnt/n.(尤指正
16、式的或与工作有关的)约定，约会，预约catalogue/ktl/n.目录，目录簿general enquiry 一般询盘specific enquiry 具体询盘brochure/br(r)/n.资料或广告手册price list 价目表sample /smpl/n.样品，样本specification/spesfken/n.规格;规范;明细单;说明书Chapter Six Background Information Notes to background information:Incoterm:International Commercial Term 国际贸易术语Internation
17、al Chamber of Commerce 国际商会loading costs 装货成本inland haulage 内陆运输费用Customs clearance 清关origin documentation charge 原籍国文件费demurrage 滞留费origin Port handling charges 起运港手续费procuring/prkjr/v.(设法)获得，取得，得到Chapter Six Words and expressions:Dialogue 1a ready market 市场畅销subject to our confirmation 以我方确认为准conc
18、ession/knse()n/n.让步Chapter SixSupplementary useful words and expressions The offer is valid for 报价有效期是to make sales of/to push sales of 推销markets for have gone up XX行情上涨I cant agree with you there.在这一点上我不同意你的意见。from other sources 从其他来源（供应者）long-standing relationship 长期的合作关系to our regret 使我们遗憾的是on th
19、e basis of equality,mutual benefit and exchange of needed goods 在平等互利和互通有无的基础上taking everything into consideration 在全面考虑之后to get the business done 为了做成买卖supply exceeds demand 供过于求Chapter Six Words and expressions:Dialogue 2do business on a commission basis 做有佣金的买卖without engagement 无约束力to drive a ha
20、rd bargain 极力讨价还价Chapter Sixallow(or:give,make,grant)%discount off(on)the prices of goods 按货价给予%的折扣at a discount折价，削价highest/lowest discount 最高/最低折扣quantity discount 数量折扣cash discount 现金折扣maximum discount 最大折扣exceptional discount 额外折扣special discount 特别折扣Supplementary useful words and expressions Ke
21、ys to the exercises1.1)commission 2)reduction 3)offer 4)confirmation 5)counter 6)discount 7)quotations 8)ready 9)conclude 10)latestChapter SixChapter Six Keys to the exercisesv2.v1)a5 b1 c4 d3 e2v2)Open-ended question Keys to the exercises3.1)(1)May I know what particular items you are interested in
22、?(2)Your competitors are offering better quality for a lower price.(3)I wonder if youll offer both FOB and CIF prices.(4)Considering your quantity,we would reduce our price by 2%.(5)Could you give me a good discount on a large order?Chapter SixChapter Six Keys to the exercises2)2)v(1)我们的报价在三天内有效。v(2
23、)如果分歧这么大，恐怕我们做不成这笔交易。v(3)我带来了最新机型的样本目录，都符合你们的需要。v(4)近来我们接到许多询价和定单。v(5)取我们双方的中间价吧。Chapter Six Keys to the exercisesv 4.v(1)latest pricelist.v(2)if you dont lower your price,we wont be able to make a deal.v(3)Can you give us 3%discount?v(4)counter-offer is not acceptable to us,v(5)Lets meet each other half way.
