商务英语UnitNegotiatingthePricePPT学习教案

1、会计学1 商务英语商务英语UnitNegotiatingthePrice Speaking Task Warm-up Practice Listening Task Follow-up Practice Writing Task Reading Task 第1页/共34页 We need to discuss some questions about what we are going to learn in this unit. Sure, thatll help us understand better about what we are asked to do. 第2页/共34页 第3页

2、/共34页 Currency NameBuying RateCash Buying RateSelling Rate 800.03793.03. 803.23 484.67474.45 488.56 6.8156.6713 6.8697 702.6687.79 708.25 592.24 579.75597 985.2964.43 993.12 503.72 507.77 1424.321393.311434.76 103.08 102.35103.57 BOC EXCHANGE RATE Date: 2006/04/22 第4页/共34页 第5页/共34页 Trade terms also

3、referred to as price terms or delivery terms are a set of uniform rules codifying the interpretation of trade terms defining the price composition and the rights and obligations of the buyer and the seller in international transactions. Trade terms are key elements of international contracts of sale

4、, since they tell the parties what to do with respect to: delivery terms ( carriage of the goods from the seller to the buyer and division of costs and risks between the parties) ; price terms (stipulating what are included in the price the buyer paid to the seller, e.g. cost, freight, insurance, ex

5、port and import clearance fees, etc. ) ; delivery obligations (what documents should the seller provide, e.g. bill of lading, insurance policy, etc. ). 第6页/共34页 工厂 仓库 敞车 机场 集装箱 码头 码头 火车站 堆场 CY 汽车站 Exporting Country Importing Country FCA CPT CIP FOB CFR DDU FAS CIF DES DEQ DDP EXW Exporting Country D

6、AF 关境 关境 Importing Country 第7页/共34页 第8页/共34页 1) AUD100per dozen EXW Guangzhou 2) CAD200per kilogram FCA Guangzhou 3) EUR137 per set FOB Shanghai 4) JPY597 per unit FAS Shanghai 5) HKD167 CFR Hong Kong 6) SGD463 per metric ton CIF Singapore 7) USD 800 per set CPT Geneva 8) SFr 2629 per kilogram CIP G

7、eneva 9)USD 1 000 M/T CIF C3 London 10) EUR 317 per piece DES Marseilles 11) GBP 500 per unit DEQ London 12) EUR 386 per metric ton Delivered at 5 Maple Road, Bonn, Duty Paid 3. Translate these quotations into Chinese 第9页/共34页 In this part you are going to listen to a passage and a dialogue. Listen

8、and try to finish the exercises while listening. Are you ready? 第10页/共34页 9.1.1 Listen to the passage and write T if it is true or F if it is false for each statement. 1)The buyer will always ask the seller to reduce the price in business. T 2) The lower the price, the better for the buyer. On the o

9、ther hand, the higher the price, the better for the seller. T 3) When the buyer is asking for a “fair price”, it means that the price is not fair. F 4) The higher the price, the more profits the seller will make. F 5) Market prices will surely be mentioned during their negotiations on price. T 6) Ac

10、cording to the passage, “fair price” has nothing to do with market prices, its up to the buyer and the seller. F 第11页/共34页 第12页/共34页 In this part you are going to read two dialogues in pairs and then you will be asked to answer some questions about what you have read. 第13页/共34页 第14页/共34页 第15页/共34页 第

11、16页/共34页 PRE-READING QUESTIONS FOR PAIR WORK 第17页/共34页 1) What situation does every salesperson eventually confront? He is afraid his price is too high for a successful deal. 2) Why are many salespeople afraid to defend their price? Because they believe that will drive away customers. 3) How should

12、we justify our price according to the passage? We should give our price legitimacy, focus on the value of our product/service, and assure our customers of our sincerity. 4) What advice does the passage give for making concessions? Dont make unilateral concessions. Whenever you give something away, g

13、et something in return. 5) Why and how do we qualify our prospective buyers? There are always some customers out of your price range. When youre suspecting, simply ask: “What kind of budget are we looking at?” or “What range are we looking at here?” 6) How can we satisfy our customers without loweri

14、ng our price? The advices are: (1）Be a good listener. Allow them to get their gripes about your price off their chest. They will thank you for being patient with them. (2）Help them to accept your fee by providing reasonable justification. (3）Sell your unique strengths. 7) Can you give some advice fo

15、r defending your price? (Open) 第18页/共34页 In this part you are going to learn how to write a letter of counter-offer 第19页/共34页 第20页/共34页 第21页/共34页 第22页/共34页 Task 1 Compose a letter of counter-offer, asking for price reduction based on the following terms in the offer you have received from the seller

16、. Commodity: Blue Sky Brand Mens Shirts Specifications: White, long sleeves, made of 80% rayon and 20% cotton Sizes: L 20%, M 50%, S 30% Packing: Each in a polybag, 10 dozen to a carton Quantity: 2,000 dozen Price: US$400 per dozen CIF New York Shipment: October/ November, 2006 Payment: By irrevocab

17、le L/C payable by draft at sight 第23页/共34页 第24页/共34页 Practic e makes perfect We will practice what we have learnt in this unit. Yes, lets do it! 第25页/共34页 第26页/共34页 第27页/共34页 第28页/共34页 第29页/共34页 6) 我们希望你再考虑一下你方价格，报一个新价，这样才有可能互相让 步，达成协议。 We hope you will reconsider your price and make a new bid, so t

18、hat there can be a possibility of our meeting halfway. 7) 如果订货量大的话，我想可以适当让利。 If you place a large order, I think a discount would be possible. 8) 由于最近原材料价格上涨，百分之三的折扣是我方能提供的最大的折 扣。 A 3 % discount is the best we can offer, because the prices of raw materials have gone up lately. 9) 除非你们价格做出大的变动，否则我们成交的可能性很小。 Unless you can see your way to improve your price substantially, the chances of our closing the deal are rather slim. 10) 为了进一步扩大业务往来，也为了表示我们的诚意，我方准备破