商务口语谈判ppt课件

1、Task DescriptionRelative KnowledgeNegotiation Skills and Useful ExpressionsContent.Task Description More and more trade disputes happen because the description of the objects we trade could not be written in the contracts exactly and detailed.So,great care should be taken to specify quality terms to

2、 aviod any disputes. . What is Specification? Simply to say,Specification is the detailed description of the goods to be sold. And different goods have different features to be specified,so,the methods to stipulate quality depend on the nature and character of goods and customary usage in practice.T

3、here are two ways to express the quality of the goods either by description or by sample in international trade. . Specification refers the mainindexes,such as components,size,length,purity thickness property content capacity etc. Quality is the evidence of evaluation on quality of goods .Different

4、goods have different quality,the methods of stating quality tolerance are also different. Follows,flexible area,maximum and minimum ,allowed deviations.a full range of sizesup to the sampledesign specificationquality tolerancereach the standardrequirements on specificationtop craftsmanshipinspection

5、 certificate of quality达标与样品一致规格要求顶级工艺各种大小尺寸质量检验证书质量公差设计规格.Methods ExpressingQuality of Commodity.The intrinsic attributes (e.g. the chemical composition, mechanical performance, biological features, and the like) and the outer form or shape of the goods ( e.g. the modeling, structure, color, and lu

6、ster of the goods.)What is quality of commodity .商品的质量 是指商品的内在质量和外观形状的综合。内在质量包括商品的物理性能、机械性能、生物特征、化学成分等自然属性；外观形状包括商品的外形、色泽、款式、味觉和透明度等。. Methods Expressing Quality of CommoditySale by DescriptionSale by Sample用文字阐明表示用样品表示.Sale by DescriptionSale by specificationSale by gradeSale by standard Sale by br

7、and name / trade mark Sale by description and illustration Sale by place of originMethods Expressing Quality of Commodity. Sale by description1Sale by specification 货物规格是指可以反映货物质量的主要目的，如：化学成分、含量、纯度、长短、粗细等。以货物规格作为交货质量根据而进展的买卖，称为“凭规格买卖，这种方法准确、详细。 e.g. Admixture (max.) 5% Oil content(min.) 44% .2) Sale

8、 by grade 货物等级是指同一类货物，按其质地的差别或尺寸、外形、分量、成分、构造、功能等不同，用文字、数字或符号所作的分类。以货物等级作为交货质量根据而进展的买卖，称为“凭等级买卖，这种方法表达了按质论价。 e.g. Grade AA: 60-65 g per egg Grade A: 55 -60 g per egg.3) Sale by brand name / trade mark 货物的商标是某种货物的特定标志。牌号那么是指工商企业给其制造或销售的商品所冠的称号，以便同其他企业同类产品区别开来。用商标或牌号确定商品质量而进展的买卖，称为“凭商标或牌号买卖。这种方法适用于质量稳定

9、，信誉良好并为消费者所熟习的产品。 e.g. “耐克运动鞋，“宝马汽车，“海尔冰箱. 4) Sale by standard 货物规范是货物规格的规范化。以货物规范作为交货质量根据而进展的买卖，称为“凭规范买卖。规范随着消费技术的开展而不断修正和变动，采用时应注明规范的版本年份。e.g. 利福平 英国药典1993年版.对于有些农副土特水产品，由于其质量变化较大，难以确定一致规范，故采用“良好平均质量和“上好可销质量来表示。“良好平均质量Fair Average Quality , F.A.Q.，是指代表一定时期内某地出口商品的中等平均质量。经过抽样，混合、调配，取其中者而得，在我国习惯上称之为

10、“大路货。“上好可销质量Good Merchantable Quality G.M.Q.，是指卖方保证货物质量优良，符合商销条件。这种方法笼统，不够详细，容易引起纠纷，业务中很少运用。.5) Sale by description and illustration 用阐明书或图样确定货物质量而进展的买卖，称为“凭阐明书和图样买卖。这种方法对于技术复杂产品，如机电设备，构造复杂，无法用样品或几项目的来表示货物质量。 e.g. Quality & technical data to be strictly in conformity with the description submitted b

11、y the seller .6) Sale by place of origin 用产地称号来表示其独特的质量、信誉而进展的买卖，称为“凭产地称号买卖。用于工艺独特的地方产品。 e.g. “法国香水 France Perfume “四川榨菜 Sichuan Preserved Vegetable . Methods Expressing Quality of GoodsSale by SampleBy Sellers SampleBy Buyers Sample.以实物样品表示货物质量并以此作为交货根据而成交的买卖，称为凭样品买卖Sales by Sample。样品(Sample)是指从供货商

12、消费的一批货物中抽出来的或由消费、运用部门设计加工出来的，足以反映和代表整批货物质量的少量实物。.以卖方样品作为交货根据而成交的，称为“凭卖方样品买卖。Sale by Sellers Sample以买方样品作为交货根据而成交的，称为“凭买方样品买卖Sale by Buyers Sample，也称为“来样成交或“来样制造.1 Original Sample 原样：卖方所提供的能充分代表日后整批交货质量的少量实物。也称代表性样品2 Duplicate Sample 复样：向买方送交样品时，卖方应留存的 一份或数份同样的样品。也称留样3 Counter sample 对等样品：在实践业务中，如卖方以

13、为按买方来样供货没有真实把握，卖方可以根据买方来样仿制或从现有货物中选择质量相近的样品提供应买方。这种样品称为对等样品或回样。.4 Sealed Sample 封样：由第三方或由公证机关在一批货物中抽取同样质量的样品假设干份，每份样品采用铅丸、钢卡、封条等各种方式加封识别，由第三方或公证机关留存一份备案，其他供当事人运用 5 Reference Sample 参考样品：是指买卖双方为了开展彼此的贸易关系而采用相互寄送，仅供对方了解的商品，不作为成交或交货时的质量根据。参考样品在寄送时一定要注明“仅供参考For Reference Only字样，以免与规范样品混淆。这种样品对双方均无约束力。 .

14、Negotiation Skills谈判技巧.Prepare a Statement of InterestsAt the beginning of the negotiation,you and other party will outline your interests. It is useful,especially if you are using a foreign language,to prepare your statement of interests before the negotiation.You need to feel confident about what

15、you are going to say. .Example: you represent your company to buy a new computer system for marketing departmentThe note will remind you of all the important points you need to mention.1.My companys marketing department has been using the same computer system for seven years and now wants a new one.

16、2.We want the new system soon but we must select a system that meets our specifications.3.We have given you our specifications for the system.The system must be able to provide better information about our customers and markets.4.We would like to have the system installed fairly quickly,perhaps with

17、in the next six months.Useful Expressions1.Goods should be equal to the sample.货物应与样品一致。2.The quality and technical data should be strictly in conformity(遵守,服从)with the description submitted by the seller.质量和技术数据必需与卖方所提供的产品阐明书严厉相符。3.The good should keep up to the standard of the sample.货物必需到达样品的规范。.

18、4.By virtue of its superior quality ,this item has met with a warm reception in most European countries.We deem it to your advantage to buy this item for a trial sale in your market.凭其优越的质量，该产品在欧洲多数国家遭到热烈的欢迎，我们以为贵公司购买这个产品在他方试销是有利的。5.All these products are ready for mass production.一切这些产品都可以大批量消费了。. 6.Can you give me a price list with specification？他能否给我一份由规格阐明的价目单吗7.In case of need we can offer you some other brand of the same specification.万一有