商务英语课程课件-Unit-8s

LearningObjectivesUnderstandinghowenquiriesandoffersaremade;Askingforandgivinginformationaboutthegoods;Understandinghowtoinviteoffersorquotationsforthegoods;UnderstandingculturaldifferencesininternationalbusinessnegotiationsWritingenquiriesandoffers◆SpeakingTask◆Warm-upPractice◆ListeningTask◆Follow-upPractice◆WritingTask◆ReadingTaskWeneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatweareaskedtodo.1.Discussion1)Whatarethebasicprocedurestobefollowedifacontractistobesignedinanybusinesstransaction?Nowcompletethefollowinglinkswithwhatmaybeinvolvedinabusinessnegotiationandthengiveyourreasons.2)Whenquotingapriceininternationaltrade,youmustuseapriceterm.NowmatchthepricetermstheundertheINCOTERMS2000withtheirChineseequivalentsandthentellwhichpricetermsarecommonlyusedandwhataretherightsandobligationsundersuchpriceterms.EXW(EXWorks)船边交货FAS(FreeAlongsideShip)运费付至FCA(FreeCarrier)目的港船上交货FOB(FreeOnBoard)未完税交货CFR(CostandFreight)工厂交货CIF(Cost,InsuranceandFreight)货交承运人CPT(CarriagePaidTo)运费、保险费付至CIP(CarriageandInsurancePaidTo)装运港船上交货DAF(DeliveredAtFrontier)成本加运费DES(DeliveredExShip)目的港码头交货DEQ(DeliveredExQuay)完税后交货DDU(DeliveredDutyUnpaid)边境交货DDP(DeliveredDutyPaid)成本、保险费加运费Questions1)Whatdoimportersusuallyenquireexportersabout?2)Whatkindofinformationshouldbementionedwhenmakinganenquiry?3)Whatshouldbeconsideredwhenmakinganoffer?4)What’sthedifferencebetweenanofferandaquotation?EnquiryAnenquiryisarequestfortradetermsofcertaincommodity.Enquiriesmaybemadebyletter,telegram,telex,faxorevenbytelephoneorthroughface-tofacetalk.Sincethe1990’senquiriesmadebyE-mailhavebeenontheincrease.Whenmakinganenquiry,keepitbrief,specific,clearandtothepoint;saywhatneedstobesaidandaskwhattobeaskedandthenstop.Forinstance,thebuyermaywantgeneralinformation,acatalogueorapricelist,asample,aquotation,andsoon.Sometimes,thebuyershouldmentionthesizeofhisorderaslargeordermayobtainmorefavorablequotation.Anenquiryreceivedmustbeansweredfullyandpromptly.Ifitisfromanewcustomer,saythesellersaregladetoreceiveitandexpressthehopeofalongandfriendlybusinessrelationshipsoastocreategoodimpressiononthebuyer.Inaword,thereplytoanenquiryshouldbepromptandcourteousandcoveralltheinformationaskedfor.OfferAnoffermeanssubmittingorfurnishingdetailsincludingprices,conditionsandotherrelateditemsneededforacontract.Or,accordingtotheUnitedNationsConventiononContractsfortheInternationalSalesofGoods,aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferertobeboundincaseofacceptance.Inthispartyouaregoingtolistentoadialogueandapassage.Trytofinishtheexerciseswhilelistening.Areyouready?8.1.1Listentothedialogueandanswerthefollowingquestions.1)WhatisMrWood’slineofbusiness?2)WhydidMrWoodcometoinquireaboutcarpets？3)HowdidMsZhangdescribeherproducts?4)OnwhatconditionwouldMrWoodplacehisorderwithMsZhang?5)WhatdidMsZhangmeanwhenshesaidtheyalsotookspecialorders?6)WhatpricetermsdidMrWoodprefer?7)Wasthebusinessconcludedonthespot?Textiles.Undertherequestofoneofhisclients.TheircarpetswerehandmadeofpureChinesewool.Theywereresilientandhadfineworkmanship.TheyhadareadymarketinmanyEuropeancountries.Ifthecarpetswereofthespecificationsandcolourshewanted,hewouldplaceanorder.Shemeantthattheycouldmakecarpetsaccordingtotheircustomer’srequirements.CIFprices.No.MsZhangwouldchecktherequirementscarefullybeforeshemadeacommitment.8.1.2Listentothepassageandanswerthefollowingquestions.1)Bywhomcananofferbemade?2)Whatarethetwomainkindsofoffer?3)Whatisacounteroffer?4)Whatisthedifferencebetween“firmoffer”and“non-firmoffer”?5)Whatisa“bid”?Anoffercanbemadeeitherbyasellerorbuyer.Offerwithengagementorfirmofferandofferwithoutengagementornon-firmoffer.Anamendedoffermadebytheoffereeinresponsetoareceivedoffer.Acounterofferisactuallyanewoffer.Afirmofferkeepsbindingonthepartoftheofferoruntilitexpires,whereasanon-firmofferissubjecttochangewithoutpriornotification.Abidisanoffermadebyabuyer.8.1.3ListentothedialoguebetweenMissChenandJamesWilsonatatradefairandanswerthefollowingquestions.7.281.HowdidMr.WilsongettoknowChen’scompany?2.WhatisMr.Wilsoninterestedin?3.HowdidMissChentellabouttheproduct?4.Doesthisproducthasagoodmarketoverseas?5.WhatpricedidMissChenquote?6.Whatistheminimumquantityforanexportorder?7.Arethereanyquantitydiscounts?8.Whatisthetimeofdelivery?9.Howarethegoodspacked?8.1.3ListentothedialoguebetweenMissChenandJamesWilsonatatradefairandanswerthefollowingquestions.（7.28）Q1.HowdidMr.WilsongettoknowChen’scompany?A1.Q2.WhatisMr.Wilsoninterestedin?A2.Q3.HowdidMissChentellabouttheproduct?A3.Q4.Doesthisproducthasagoodmarketinoverseasmarkets?A4.Q5.WhatpricedidMissChenquote?A5.Q6.Whatistheminimumquantityforanexportorder?A6.Q7.Arethereanyquantitydiscounts?A7.Q8.Whatisthetimeofdelivery?A8.Q9.Howarethegoodspacked?A9.HereadtheiradvertisementinGlobalsources.Multi-languagetranslatorModel862.It’sthenewestproduct.Itcancross-translateEnglish,French,Spanish,Italian,German,DutchandPortuguese.Itcontains100,