剑桥商务英语Unit 7 Enquries and Offers

1、商务英语商务英语 作者：作者： 阮绩智阮绩智 责任编辑：张琛 出版日期：2011年12月 IDPN: 308-2011-58 课件章数：12 Learning Objectives Ask for and give information about products; Understand how to make enquiries and offers ; Understand cultural differences in business negotiation Write effective enquiries and offers. If a man be gracious and

2、 courageous to strangers, it shows he is a citizen of the world. an English philosopher Francis Bacon Speaking Task Starting Up 1 Listening Task2 3 Reading Task 5 Writing Task Follow-up Practice6 4 5 4 3 2 1 6 Contents 7.1 Starting Up7.1 Starting Up 7.1.1 What are the basic procedures to be followed

3、 if a contract is to be signed in any business transaction? Now complete the following links with what may be involved in a business negotiation and then give your reasons. EnquiryOfferCounter-offer Acceptance Concluding a contract Business Negotiation in International Trade Before a _can be made, t

4、he two parties involved have to reach an _over the goods to be bought or sold as well as the _and _of the deal. A _is concluded when such an agreement is reached. In a typical transaction, this occurs when an _made by one party is finally and unconditionally _by the other_. The conclusion of export

5、trade begins with the _ of a contract between an _and _. In the contract the following terms and conditions must be _: name of commodity, quality, _, packing, _( unit price say what needs to be said and ask what to be asked and then stop. For instance, the buyer may want general information, a catal

6、ogue or a price list, a sample, a quotation, and so on. Sometimes, the buyer should mention the size of his order as large order may obtain more favorable quotation. An enquiry received must be answered fully and promptly. If it is from a new customer, say the sellers are glade to receive it and exp

7、ress the hope of a long and friendly business relationship so as to create good impression on the buyer. In a word, the reply to an enquiry should be prompt and courteous and cover all the information asked for. Offer An offer means submitting or furnishing details including prices, conditions and o

8、ther related items needed for a contract. Or, according to the United Nations Convention on Contracts for the International Sales of Goods, a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention o

9、f the offerer to be bound in case of acceptance. In this part you will listen to a passage and two conversations about enquiries and offers. Try to finish the exercises while listening. Are you ready? 7.2 Listening Task 7.2.1 Listen to the passage and fill the blanks with the missing information. 7.

10、2.2 Listen to the conversation and complete the following table with the information you hear. Cotton Print Shirts Art. No. 22 London USD 30 per piece CIF London 20,000 pieces 3% September L/C three days 7.2.3 Listen to the conversation and answer the following questions. 1) What is Mr. Woods line o

11、f business? Answer:_ 2) Why did Mr. Wood come to inquire about carpets? Answer: _ 3) How did Ms Zhang describe her products? Answer:_ 4) On what condition would Mr. Wood place his order with Ms Zhang? Answer: _ 5) What did Ms Zhang mean when she said they also took special orders ? Answer: _ 6) What

12、 price terms did Mr. Wood prefer? Answer: _ 7) Was the business concluded on the spot? Answer: _ Textiles. Under the request of one of his clients. Their carpets were handmade of pure Chinese wool. They were resilient and had fine workmanship. They had a ready market in many European countries. If t

13、he carpets were of the specifications and colours he wanted, he would place an order. Thats to say, they could make carpets according to their customers requirements. CIF prices. No. Ms Zhang would check the requirements carefully before she made a commitment. In this part you are going to read thre

14、e dialogues and then you will be asked to answer some questions about what you have read. Please read louder! 7.3 Speaking Task 7.3.1 Conversation 1 Mr. Johnson from Canada is making inquiries about Chinese blankets at a trade fair. 1）How does Mr. Johnson find the blankets? Answer: 2）What are the go

15、od features of the blankets according to Mr. Chen? Answer: 3）What does Mr. Johnson mean when asking “do you take special orders”? Answer: 4） How long does it usually take for Mr. Chens company to make delivery? Answer: 5） When can the goods be delivered if Mr. Johnson places an order with Mr. Chen n

16、ow? Answer: 6）Do you think Mr. Johnson will place an order with Mr. Chen? Give your reasons. Answer: He finds the products look very elegant, with some oriental characteristics. They are handmade of pure Chinese wool and well known for their exquisite designing. Besides, they are resilient and have

17、fine workmanship. He wants to ask if Mr. Chens company makes blankets according to their specifications As a rule, they deliver all orders within 2 months after receipt of the covering letters of credit. It takes longer, of course, for special orders. But in no case would it take longer than 3 month

18、s. Within 30 days after your L/C reaches Mr. Chens company. （Open） 7.3.2 Conversation 2 Mr. Smith, a businessman from the U.S., is interested in the Flying Horse Brand bicycle and inquires about it. 1）Why did Mr. Zhao ask Mr. Smith to tell him the quantity before he quoted the price? Answer: 2）How m

19、uch will 1000 sets of bicycles cost based on Mr. Zhaos ? Answer: 3）What was the offer made by Mr. Zhao? Answer: 4）What were the terms of payment Mr. Zhao required? Answer: 5）When was the earliest possible time of shipment? Answer: 6）How long will Mr. Zhao keep his offer open? Answer: Because the pri

20、ce varies according to the quantity. US $50 000 US$ 50 per set CIF New York with a commission of 5 percent. Letter of credit at sight. Within one month after receipt of letter of credit For two days. 7.3.3 Conversation 3 Mr. Taylor, an English importer in textile business, is having an initial talk

21、with Mr. Wang, a sales manager from a Chinese textile company. 1）What was the purpose of Mr. Taylors visit to Mr. Wangs company? Answer: 2）Which articles was Mr. Taylor interested in? Answer: 3）Why did Mr. Wang recommend Article A50? Answer: 4）What did Mr. Taylor say about Article 50? Answer: 5）What

22、 was the price of Article A50? Answer: 6）Why did Mr. Wang give a 2 % commission to Mr. Taylor? Answer: He was prepared to place the textile goods of the company in his market. Article A40 and B30. Because Article A40 wont be available until November. Article 50 is similar to A40 and ever superior to

23、 it. Article 50 hasnt been introduced into his market before. So, it is quite new to his buying public and they are not sure of its quality. 40 cents per yard CIF London As an encouragement of business. In this part you are going to read a passage and then you will be asked to answer some questions

24、about what you have read. 7.4 Reading Task Pre-reading questions for pair work 1) What do cross cultural negotiations involve? 2) Do you think it is important for international business people to take cross cultural negotiation training? Why or why not? Fill in the table describing the behavioral di

25、fferences among the business negotiators in these countries. the US the UKSouth America JapanChinathe Middle East Eye Contact strong, direct strong, direct strong, direct avoid prolonged eye contact Avoid prolonged eye contact Personal Space & Touch leave a certain amount of distance leave a certain

26、 amount of distance tactile and like to get up close leave a gap of four feet leave a gap of four feet tactile and like to get up close Timepunctuality is crucial punctualit y is crucial being on time does not carry the same sense of urgency being late taken as an insult. being late taken as an insu

27、lt. being on time does not carry the same sense of urgency the US the UKSouth America JapanChinathe Middle East Greeting & Handshakin g “Hi” is common/ firm “Hi” is uncommo n/ soft “Hi” is uncommo n/ “Hi” is uncommon/ bowing “Hi” is uncommon/ gentle/ a handshake combined with a bow “Hi” is uncommon/

28、 gentle Gift-Giving negative connotatio ns negative connotati ons an integral part of business protocol an integral part of business protocol The Basis of Relationship contractual in nature. contractu al in nature. personalpersonalpersonal the US the UKSouth America JapanChinathe Middle East Informa

29、tion at Negotiations using statistics and facts using statistics and facts presented through speech or using maps, graphs and charts Negotiation Styles pressure tactics and imposing deadlines quite vocal and animated negotiate in teams and decisions based upon consensual agreement gaining concession

30、s discuss issues simultaneo usly In this part you are going to learn how to write letters of enquiry and offer. 7.5 Writing Task Enquiries and Offers Sample Enquiry Dear Sirs We learn from Bank of China in London that you are producing cotton bed-sheets. There is a steady demand here for bed-sheets

31、of high quality at moderate prices. Will you please send me a copy of your bed-sheet catalogue, with details of your prices? I should find it most helpful if you could also supply samples of your bed-sheets. When replying, please state delivery time, discounts and terms of payment. Yours faithfully

32、Sample Offer Dear Sir In response to your enquiry of 12 May, we wish to inform you that a copy of our illustrated catalogue, price list and samples of our products asked for in your above letter have been airmailed to you separately. The prices quoted are understood to be on CIF London basis. A disc

33、ount of 10% may be allowed if the quantity for each specification is more than 10 000. Our terms of payment are by an irrevocable L/C, available by draft at sight. By the way, we wish to inform you that our cotton bed-sheets have become very popular on the world market because of their durability an

34、d reasonable prices and it has been difficult for us to meet the increasing demand. However, if you place your orders before the end of this month we assure you of our prompt shipment. We look forward to receiving an order from you soon. Yours faithfully LANGUAGE POINTS FOR AN INITIAL INQUIRY The st

35、art: 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./ Regarding your advertisement in . / We have seen your advertisement in Requesting a catalogue, broch

36、ure, 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 like to know ./ Could you tell me whether .? The complimentary close: Yours truly / Yours faithfully - (very formal as you do not know the person t

37、o whom you are writing) Signature: The addressers signature, his/her typed name and his/her title . LANGUAGE POINTS FOR ANSWERING AN INITIAL INQUIRY The start: 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 y

38、ou for your letter of . enquiring (asking for information) about ./ We would like to thank you for your letter of . enquiring (asking for information) about . Providing requested materials: We are pleased to enclose./ Enclosed you will find. /We enclose . Providing additional information: We would a

39、lso like to inform you ./ Regarding your question about ./ In answer to your question (enquiry) about . Closing a letter hoping for future business: We look forward to . hearing from you / receiving your order / welcoming you as our client (customer). The complimentary close: Yours sincerely (rememb

40、er use Yours faithfully when you dont know the name of the person you are writing and Yours sincerely when you do.) Writing Practice Read the following advertisement: Junior Sales Manager Expanding pharmaceutical export firm seeks young junior sales managers. Excellent prospects for well-educated pe

41、rsons with ambition and drive. Interesting and varied work including travel. Apply in writing to Personnel Manager of Pharmex Ltd, P.O. Box 222, Harlow New Town, Essex. Morris Docherty & Company LimitedMorris Docherty & Company Limited 200 Regent Street, Oxford OX43 19TN FOGLAMPS For Cars and Motorc

42、ycles 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 further information to the Manager. 1）You are one of the leading importers of motor-car accessories in your area. After you have read the above

43、advertisement, you write a letter to the company enquiring about their products. You should think about these 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

44、you may place. Ask if you can receive a catalogue, price list, a sample, a quotation, and so on. Ask for such terms as payment and delivery. Mention any other useful points. Compose two letters based on the following situations: Checklist： Decide who you write to Refer to the enquirers letter. Give

45、the information the enquirer needs about the goods. Explain your payment terms and delivery dates Explain your discount. Give any further helpful information. 2) Now suppose you are the manager of the above company. You reply to the above enquiry. You should think about these points in your reply： 7

46、.8 Follow-up Practice Yes, lets do it! We will practice what we have learnt in this unit. 7.8.1 Write down what you would say to each of the following questions or answers and then practice the dialogues with your partner. 1) A: May I know what particular items you are interested in? B: _ 2) A: Coul

47、d 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: How long does your offer remain

48、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: _ 7.8.2 Describe what the seller and buyer do in their enquiry and offer. Se

49、llerBuyer 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 1 2 3 4 5 6 - Topic 1 Describe business negotiation in international trade Hints: Form and contents of business negotiation Ge

50、neral procedure in business negotiation Formation and main contents of a sales contact 7.8.3 Oral Presentation Give a short presentation on one of the following topics for at least 4 minutes. Topic 2 The differences between a firm offer and a non-firm offer Hints: The definition of an offer Two kind

51、s of offer Requisite conditions of a firm offer 7.8.4 Put the following Chinese in the brackets into English. 1)We shall be very glad to place our order with you (如果你方报价具有竞争 性，交货期可接受的话。) _ 2) The price varies according to the quantity. (所以请告知你方需要的数量，以 便我方报价。) _ 3) We are pleased to inform you (你们的自行

52、车在我国很畅销，而且市场需 求很大。所以我们向你方询价。) _ if your quotation is competitive and delivery date acceptable. So please tell us what quantity you require so that we can work out the offer. 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

53、 to make an inquiry. 4) We believe(通过你我双方的合作，我们将很快做成大笔的生意。) _ through the cooperation between us, large transactions will be brought to speedy conclusion. 5) A: I understand that youre interested in our carpets. As you can see, _ (我们的地毯是用中国纯羊毛手工 织成, 富有弹性且做工精细，并且以其精美的设计而著名，所以我们产品在许多国家 非常畅销。) B: Yes,

54、thats why were thinking of placing an order with you. _(请问你能否给我们报一个参考价格？) A: Sure.(这是我们最新的价格表和商品目录,里面有各种设计、颜色和尺寸的详细资料。) _ B: Thank you very much. _ (你们接受特殊订货吗？) A: Yes, we do. (我们可以定制地毯，以满足客户的特殊需要。) _ B: Thats good. _(请告诉我们你们可能的 最早装运时间？) A: _ （通常,我们收到有关信用证后两个月后发货。对于特殊订单，交货时间长 些，但是绝对不会超过四个月。) our carpets are handmade of pure Chinese wool. They are resilient and have fine workmanship and well known for their exquisite designing. Thats why our products have a ready market in many countries. Can you give us a reference price?