国际商务谈判英语（第二版）第06章询盘

1、International Business Negotiation EnglishPart Two Business Negotiation Practice 商务谈判实践Stage 1: Preparation (准备）Stage 2: Opening Statements （开局说辞）Stage 3: Bargaining （磋商）Stage 4: Settlement （签约）Opening StatementsBargainingPreparationSettlementChapter Six Enquiry 询盘Learning focus : (学习要点)Knowing of b

2、ackground knowledge on enquiry 了解关于询盘的背景知识Understanding definition on enquiry 理解询盘定义Comprehending contents on 深刻理解询盘信的内容Mastering skills of using letters and dialogues in business negotiation 掌握用信函及对话进行商务谈判6.1 Background knowledge 背景知识介绍1 . The definition of enquiry2.Using a completely irrelevant to

3、pic to start off the meeting:General inquirySpecific inquiry3. Different ways of inquiry 4.The letter of enquiry usually including The beginning paragraph is where you express what you are interested, make brief introduction of your company or state the purpose to write the enquiry.In the following

4、paragraph the specific information is asked in detail.The last paragraph is for courteous close where to extend thanks and express the hope of receiving replies as soon as possible.5.Tips on enquiry letter writing large dealers大型经销商a promising market 潜在的市场at moderate prices. 以适当的价格CIF( cost insuranc

5、e freight) Vancouver. 成本/保险/运费温哥华价illustrated catalogue有插图的目录in addition 此外under separate cover另函邮寄allow a discount of 给予的折扣feel confident that 对有信心confirmed irrevocable L/C payable at sight保兑的不可撤销的信用证。excellent design and high quality 设计精美，质量优良prompt shipment迅速装运receive our immediate attention受到立即关

6、注let sb know freely 请随时告知某人某事6.2 Letters on Negotiation信函谈判 Notes： 6.2 Letters on Negotiation信函谈判Letter6-1 ：A specific enquiry letter written by an importer to the exporter to intend to buy the electronic products. Dear Sirs, The Chamber of commerce of your city informs us that you are exporter of e

7、lectronic products in China.（信息来源说明） We would like you to send us details of the products, newly developed NumanMP4, M6000 including :specifications , colors ,prices, and also spare parts samples of the different ear-phones. （ 请对方寄产品的详细资料） We are large dealers in electronic products and believe ther

8、e is a promising market in our area for goods at moderate prices.（ 自我介绍） When replying, please state the terms of payment and discount you would allow on purchases of quantities not less than 200 dozen of individual items. Please quote us CIF Vancouver.（请求对方报盘并询问折扣寄付款问题） . Yours faithfully, -（ signa

9、ture）6.2 Letters on Negotiation信函谈判Letter6-2： A reply to specific enquiry letter 6-1 written by the exporter Dear Sirs ,We are pleased to receive your inquiry of May 16, for which we thank you very much.（ 感谢询价）We have enclosed our illustrated catalogue and price list giving the details requested by

10、you. In addition, under separate cover we are sending you some examples and feel confident that you will be satisfied with both the excellent quality and the reasonable price of our goods.（对对方的要求一一解答） We would allow a discount of 3% on regular quantities not less than 200 dozens. Our terms of paymen

11、t is by confirmed irrevocable L/C payable at sight.（ 告知折扣及付款条件） Because of their excellent design and high quality, our products have been enjoying great popularity in the international market since they were on the market. Should your order reach us before the end of this month, we would ensure pro

12、mpt shipment. （ 对自己的产品作恰当的表扬） If you are interested in other products, such as MP3，MP5, please let us know freely, you may be （rest） assured that any of your requirements will receive our immediate attention. （ 引导客户注意自己的其他产品） We look forward to receiving your first order. Yours faithfully, -（ signature）V 6.3 Dialogue Practice 对话演练 -Call or face to face 电话或面对面 Ask the students to read Dialogue 1 and Dialogue 2then make a presentation .6.4 Cases and Situational Dialogues案例与情景会话Group Activities : 小组活动1.Ask the students to choose Case 1 or case2 to discuss and finish the reply lette