1SituationalTraining(1)

1、Situational Training (1)Training Situation I:1.业务背景:上海华威进出口公司业务员张强先生(zhangqiang25huawei. com .cn)于2005年1月17-20日香港时装周2005年秋季时装系列的展览会上结识了做纺织品生意加拿大MALAKA有限公司的Tom Close( tomclose 111malaka. com. cn)先生。1月25日收到Tom Close先生的联系函。相关资料:交易双方电子邮箱地址如下：（1）加拿大MALAKA有限公司：Email:tomclose 111malaka. com. cn（2）上海华威进出口公司

2、：Email: zhangqiang25huawei. com .cn实训要求:请你用电子邮件以Tom Close先生名义向张强发出一封联系函，主要内容包括:（1）很高兴在香港相识(2) 自我介绍(3) 表示有机会愿意开展互惠互利贸易(4) 结束语To: From: Date: Subject: Training Situation II:业务背景: 上海华威进出口公司业务员张强先生收到加拿大MALAKA有限公司Tom Close 先生的电子邮件后，于1月26日发邮件给Tom Close先生，告知最近收到一客户对棉质床单的询函，要求对方寄产品目录和价格表。实训要求: 请你用电子邮件以张强名义给

3、Tom Close先生发出一封有关询函的电子邮件。邮件需反映：(1) 收到客户对棉质床单的询盘(2) 要求寄产品目录和FOB Vancouver的价目表(3) 若对服装有需求请告知To: From: Date:Subject: Training Situation III:业务背景: 加拿大MALAKA有限公司Tom Close先生收到上海华威进出口公司业务员张强先生的电子邮件后，于1月27日发电子邮件给张强,告知已随函附寄产品目录和价格表。相关资料:报盘资料(1)品名: “白兔”牌床单 (2)尺寸:200230 厘米(3)颜色:黄色/浅蓝色/浅褐色/粉红色(4)数量:4000条(5)价格:温

4、哥华CIF$20/条(6)装运:2005年3-4月(7)包装:采用纸箱，每箱20条(8)付款:以我方为收益人的保兑的、不可撤销信用证即期汇票支付，该信用证在装运前一个月开到卖方，装运后15天在加拿大议付有效实训要求:请你参照以上资料，用电子邮件以Tom Close先生的名义向张强发出一封报盘-虚盘，主要内容包括:(1)附寄目录和价目表(2)报虚盘(3)结束句To: From: Date: Subject: Translation I:Dear Sir ,We are glad to confirm receipt of your duplicate samples and highly app

5、reciate your immediate attention to our samples.Satisfied with your samples, now we intend to place an order for 3000 MP3 players with you. As we are in urgent need of the ordered goods, please arrange production without any delay. We believe it will mark a good beginning for happy business relation

6、 between us.We look forward to your favorable reply.Your faithfullyTranslation II:Dear Cathy,We have studies your samples and quotations for ZIPPO Lighters and wish to place an order with you.As your regular customer, we have been dealing with you on L/C basis for many years. In fact, opening an L/C

7、 has indeed cost us a great deal.After these years of close cooperation, the business between us has developed satisfactorily. We trust we have become reliable business partners to each other. So we would like to propose easier payment terms, say, telegraphic transfer. We will pay 20% in advance and

8、 the balance will be remitted by T/T upon receipt of the copy of B/L. We hope you could grant our request.We look forward to your confirmation of our new proposal for payment.Best regards,Zhang HuaTranslation III:Write a letter with the following particulars:1. 十一月十二日来函收悉，获悉你方有意在贵国推销我们的自行车。对此，我们非常感兴

9、趣。2. 对你方为推销自行车所作的努力我们甚为感激。3. 但对你方要求以见票后六十天承兑交单方式付款一事，我们歉难考虑。4. 我们的通常做法是要求即期信用证付款。5. 为了促进我方自行车在贵方市场上的销售，我方准备接受即期付款交单方式，以示特别照顾。希望你方能接受上述付款条件并盼早日收到回音。KEY:Training Situation I:1.业务背景:上海华威进出口公司业务员张强先生(zhangqiang25huawei. com .cn)收到加拿大MALAKA有限公司的Tom Close( tomclose 111malaka. com. cn)寄来的产品目录、价目表和电子邮件后，认为床

10、单质量不错，但价格偏高，于是进行还盘。相关资料:报盘资料(1)品名: “白兔”牌床单 (2)尺寸:200230 厘米(3)数量:4000条(4)价格:温哥华CIF$20/条(5)装运:2005年3-4月(6)包装:采用纸箱，每箱20条(7)付款:即期信用证(8)发件日期:1月27日实训要求:请你代张强草拟一封还盘邮件，发件日期为1月28日，主要内容包括:（1）确认收到来函及附件(2) 还盘理由(3) 建议降价4%(4) 结束语To: tomclose 111malaka. com. cnFrom: zhangqiang25huawei. com .cnDate: Friday, January

11、 28,2005 10:15 AMSubject: Your Offer of January 27Dear Mr. Close,Thank you for your E-mail of January 27, and the catalogue and pricelist you kindly send us.I do appreciate the good quality of these bed sheets, but unfortunately, your pricelist appear to be on the high side and out of line with the

12、prevailing market level. Information indicates that same quality bed sheets of Japanese make have been sold here at the level of US18 per piece. To accept the prices you quoted would leave me a small profit margin.I like the quality of your bed sheets and would welcome the opportunity to do business

13、 with you. Should you be prepared to reduce your prices by, say 4%, I could persuade my customers to accept it.I hope you will consider my customers to accept it.I hope you will consider my counter-offer most favourably and E-mail us your acceptance at your earliest convenience.Yours faithfully,Zhan

14、g QiangTraining Situation II:业务背景: 加拿大MALAKA有限公司Tom Close 先生收到上海华威进出口公司业务员张强先生的还盘信之后，认为无法接受，就拒绝了对方还盘。相关资料:(1)拒绝理由:目前市场上询盘很多，行情看好，不可能为买方继续保留货物(2)寄送样品条件:需电汇样品款，再加10%的运费(3)银行账号:加拿大银行温哥华分行A/C No.：500802070152036123(4)发件日期:1月29日实训要求: 请你代Tom Close草拟一封反还盘邮件，主要内容:(1) 确认收到来函及附件(2) 拒绝还盘理由(3) 寄送样品条件(4) 提供银行账号T

15、o: zhangqiang25huawei. com .cnFrom: tomclose 111malaka. com. cnDate:Saturday, January 29,2005 11:15 AMSubject: Reply to your email of January 28Dear Mr. Zhang,Your email of January 28 asking for the reduction of prices by 4% has been received with thanks.We regret that there is no possibility of our

16、 cutting the price to the extent you indicated, i.e.4%. For buyers in your neighboring countries and expect to close business at something near our level. Moreover, the market is firm with an upward tendency , and there is very little likelihood of the goods remaining unsold once this particular off

17、er has lapsed.Meanwhile, if you need the samples, pls T/T their cost plus 10% as freight. Our A/C No. at Bank of Canada, Vancouver Branch is 500802070152036123Looking forward to your early reply.Truly yours,Tom CloseTraining Situation III:业务背景: 上海华威进出口公司业务员张强先生收到加拿大MALAKA有限公司Tom Close先生拒绝降价的电子邮件后，鉴于

18、便于开展双方之间的贸易关系，接受了卖方的报价，并要求寄送样品以决定是否订货。相关资料:（1）要求寄送货号: STYLE NO.BST-01 STYLE NO.BST-02 STYLE NO.BST-03 STYLE NO.BST-04（2）电汇样品款:110美元(3)受益人账号: 500802070152036123（4）发件日期:1月31日实训要求:请你代张强用电子邮件写一封邮件，主要内容包括:(1)同意接受原报价(2)告知货号并要求寄样(3)告知已汇出样品款To: tomclose 111malaka. com. cnFrom: zhangqiang25huawei. com .cnDat

19、e: Monday, January 31.2005 10:35 AMSubject: Your Style Nos We Are Interested InDear Tom Close;Thank you for your email of January 29.In order to start business between us, we accept your suggestion. Please send us your samples of STYLE NO.BST-01,BST-02 ,BST-03 ,BST-04 so as to enable us to place an

20、order with you. We have remitted US110 to your A/C No. 500802070152036123,which we feel sure to reach your account soon. Looking forward to your reply ASAP.Yours faithfully,Zhang QiangTraining Situation IV:业务背景:加拿大MALAKA有限公司收到上海华威进出口公司的电子邮件和样品款后,按要求将床单样品快递给上海华威进出口公司,并希望尽早收订单。发件日期为2月2日。实训要求:请你代Tom Cl

21、ose草拟一封寄送样品的邮件，主要内容包括：（1）样品款收到（2）已寄出样品（3）希望早下订单 To: zhangqiang25huawei. com .cnFrom: tomclose 111malaka. com. cnDate: Wednesday, February 2,2005 20:15 PMSubject: Sending Sample Bed SheetsDear Mr. Zhang,Thank you for your email of January 31, and your remittance has duly reached our account.As reques

22、ted, we have sent by express mail the sample bed sheets to you, which we feel sure will enable you to place an order with us soon.B. RGADS, TKS.Faithfully yours,Tom CloseTranslation I:Dear Sir ,We are glad to confirm receipt of your duplicate samples and highly appreciate your immediate attention to

23、 our samples.Satisfied with your samples, now we intend to place an order for 3000 MP3 players with you. As we are in urgent need of the ordered goods, please arrange production without any delay. We believe it will mark a good beginning for happy business relation between us.We look forward to your

24、 favorable reply.Your faithfully敬启者： 我们非常高兴收到你方复制样品，并对贵方迅速办理我方的样品表示感激。 我方对贵方样品满意，现意欲向你方订购3000个MP3 播放器。因为我方急需此批货物，希望你方能够迅速安排生产。我相信此次交易是我们双方良好合作关系的开端。 盼佳音。商祺Translation II:Dear Cathy,We have studies your samples and quotations for ZIPPO Lighters and wish to place an order with you.As your regular cust

25、omer, we have been dealing with you on L/C basis for many years. In fact, opening an L/C has indeed cost us a great deal.After these years of close cooperation, the business between us has developed satisfactorily. We trust we have become reliable business partners to each other. So we would like to

26、 propose easier payment terms, say, telegraphic transfer. We will pay 20% in advance and the balance will be remitted by T/T upon receipt of the copy of B/L. We hope you could grant our request.We look forward to your confirmation of our new proposal for payment.Best regards,Zhang HuaCathy先生：我们已经研究了你方ZIPPO打火机的样品和报价单，并愿向贵方订购货物。作为你方的老客户，我们一直以信用证的方式与你方做业务。事实上，开立信用证的费用实在是太大了。经过这些年来密切的合作，我们之间的业务发展令人满意。我们相信我们已经是值得信赖的业务伙伴，所以我们想建议较优惠的付款方式，比如说电汇。我方预付20%的货款，收到贵方的传真提单副本后电汇剩余的货。望你方同意此要求。盼望贵