Unit5Price-Inquiry.ppt

1、Unit 5 Price,基本概念,国际商务中，买卖双方讨价还价的过程通常包括四个阶段。 询盘 (Inquiry) 报盘 (Offer, 报价Quotation) 还盘 ( Counter-offer) 接受 (Acceptance) “盘”是指国际市场上的商品行情（market quotation, current price)。,Inquiry,In foreign trade, inquiries are usually made by the buyers without engagement to get information about the goods to be order

2、ed, such as price, catalogues, delivery date and other terms. It is essential in making inquiries to consider carefully to which regions the inquiries are to be sent and how many suppliers are to be approached in one and the same region. Failure to take into consideration the relevant situation woul

3、d lead to an adverse effect on future transactions.,A “first inquiry”, that is, an inquiry to a supplier whom you have not previously dealt with, should begin by telling him how you obtained his name. Some details of your own business, such as the kind of goods handled, quantities needed, usual term

4、s of trade and any information likely to enable the supplier to decide what he can do for you, will also help.,General Inquiry 普通询盘,Ask for catalogue (catalog), samples and a pricelist 索取产品目录、样品、价目单 Illustrated catalogue 附有插图的目录 the latest catalog 最新目录 the latest catalog and pricelist 最新的目录和价格单,Spec

5、ific Inquiry 具体询盘,Make a specific enquiry 具体询盘 Enquiry for specification (规格），quantity（数量）， terms of payment (付款方式）， time of delivery (交货时间）， delivery date (交货日）， a special discount (特别折扣）,Dialogue Learning,Gray: Through the introduction of Mr. Wu Meng, our mutual friend, I got to know your name and

6、 address. As my customers in Pakistan want to buy machine tools, Ive come to make some inquiries. Do you happen to export machine tools? Song: Yes. As a matter of fact, we specialize in this range of goods and have an experience of over thirty years. Gray: Can I have a copy of your catalogue? Song:

7、By all means. Heres a catalogue for some popular ones. They enjoy fast sales in your neighboring countries. Demand always exceeds supply. Im sure your customers in Pakistan will be greatly interested in them. Gray: Weve been thinking of placing an order if they are of the types we want. Song: Never

8、mind the types. We also take special orders. That is to say, we can make machine tools according to our customers samples and exact specifications. You know, service is the motto of our company. Gray: That sounds very encouraging. Now, please tell me, do you offer FOB, or CIF? Song: Either. Which do

9、 you prefer? Gray: Id rather you quoted us your CIF prices. Song: Well see to it when we make you offers. Gray: All right. Heres a list of our requirements. I hope you will make us your most favorable offer on the basis of CIF Karachi. Song: Thank you for your inquiry. Well make a careful study of y

10、our list and do everything possible to meet your requirements.,Dialogue Learning,Dialogue Learning,Yang: Now youve seen our samples, what do you think of them? Jones: I should say the quality and finish are all right. Nevertheless they are not exactly what I want. Yang: Is there anything wrong with

11、them? Let me know your opinion frankly. Ill be only too anxious to have them. Jones: Well, for one thing, I dont think I like the color. Besides, the design is a little out of date. Yang: That can be adjusted very easily. Just tell me the color and design you have in mind. Ill change them accordingl

12、y. Believe me, we can make them to everything of your desired specifications. Jones: But before coming to concrete business, there is yet one point I wish you to make quite clear. Yang: What is it? Jones: When can I expect delivery? Is it possible for you to ship the goods in May? Yang: If you place

13、 your order with us in a week or so, I can deliver the goods in May. But then, you will certainly have to advise us of your opinions on the improvement of the products as soon as possible. Jones: There will be no problem. Another thing. Could I have discount if my order is a large one? Yang: I can h

14、ardly give you an answer right now. It all depends on how large your order is. Jones: Right. Well leave this problem for some other time. At the moment Ill get in touch with my customers right away and let you know their responses immediately.,Dialogue Learning,Words and Phrases,inquiry/enquiry 询盘；询

15、价；询购 to inquire about/for sth 对询价/询盘 to make an inquiry 发出询盘；向询价 inquirer 询价者 inquiry sheet 询价单,Try to interpret the following sentences into English,对地毯的询盘日益增加。 Enquiries for carpets are getting more numerous. 询盘如此之多，我们只能分给你们200箱货。 Enquiries are so large that we can only allot you 200 cases. 询盘正在减少

16、。 Enquiries are dwindling. 询盘正在绝迹。 Enquiries are dried up. 贝克先生来北京向中国纺织公司进行询价。 Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation. 很遗憾，你们所询的货物现在无货。 We regret that the goods you inquire about are not available at present.,Useful sentences,Express interest We have/t

17、ake/make/ great interest in We are particularly interested in We are very much keen on We are crazy about The goods are interesting to us. This item is of interest to us. These goods have enjoyed great popularity in your area.,Inquiry Would you give me an indication of price? Please give me a refere

18、nce price. May I have an idea of your prices? Can you give us some idea about your prices?/I wonder if you could give us Youd better give us a rough idea of your price. May I know the prices? Would you let me have your price idea? What prices do you quote for these items? Whats the unit price for th

19、is kind of items?,Price Term,FOB: free on board (named port of shipment) 离岸价（指定装运港） CIF: cost, insurance and freight ( named port of destination) 到岸价（成本、保险加运费）（指定目的港） CFR: cost and freight ( named port of destination) 成本加运费（指定目的港） Sentences Do you offer FOB or CIF? Do you quote FOB prices? Could you

20、 make an offer on basis?,CIF CFR FOB,Id like to have your lowest quotations, C.I.F. Rotterdam.,FOB,FOB 也称“离岸价”。按FOB成交，由买方负责派船接运货物，卖方应在合同规定的装运港和规定的期限内，将货物装上买方指定的船只，并及时通知买方。货物在装船时越过船舷，风险即由卖方转移至买方。 在FOB条件下，卖方要负担风险和费用，领取出口许可证或其他官方证件，并负责办理出口手续。采用FOB术语成交时，卖方还要自费提供证明其已按规定完成交货义务的证件，如果该证件并非运输单据，在买方要求下，并由买方承担

21、风险和费用的情况下，卖方可以给予协助以取得提单或其他运输单据。,CIF,CIF到岸价即“成本、保险费加运费”是指在装运港当货物越过船舷时卖方即完成交货。 卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险及由于各种事件造成的任何额外费用即由卖方转移到买方。但是，在CIF条件下，卖方还必须办理买方货物在运输途中灭失或损坏风险的海运保险。 因此，由卖方订立保险合同并支付保险费。买方应注意到，CIF术语只要求卖方投保最低限度的保险险别。如买方需要更高的保险险别，则需要与卖方明确地达成协议，或者自行作出额外的保险安排。CIF术语要求卖方办理货物出口清关手续。,CFR,指卖

22、方必须在合同规定的装运期内,在装运港将货物交至运往指定目的港的船上，负担货物越过船舷为止的一切费用和货物灭失或损坏的风险，并负责租船或订舱,支付抵达目的港的正常运费。 买卖双方基本义务的划分 1. 卖方义务 (1)自负风险和费用，取得出口许可证或其他官方批准的证件，在需要办理海关手续时，办理货物出口所需的一切海关手续。 (2)签订从指定装运港承运货物运往指定目的港的运输合同；在买卖合同规定的时间和港口，将货物装上船并支付至目的港的运费；装船后及时通知买方。 (3)承担货物在装运港越过船舷为止的一切风险。 (4)向买方提供通常的运输单据，如买卖双方约定采用电子通讯，则所有单据均可被同等效力的电子

23、数据交换(EDI)信息所代替。,CFR,2买方义务 (1)自负风险和费用，取得进口许可证或其他官方批准的证件，在需要办理海关手续时，办理货物进口以及必要时经由另一国过境的一切海关手续，并支付有关费用及过境费。 (2)承担货物在装运港越过船舷以后的一切风险。 (3)接受卖方提供的有关单据，受领货物，并按合同规定支付货款。 (4)支付除通常运费以外的有关货物在运输途中所产生的各项费用以及包括驳运费和码头费在内的卸货费。,If your prices are more favorable than those of your competitors, we shall send you our or

24、der. The size of our order depends very much on your price. Could I have discount if my order is a large one?,Sentences normally used by the buyer,Sentences normally used by the seller,May I know what particular items you are interested in? Would you tell me what items you are keen on? Please have a

25、 careful look at the catalogue and see what interests your end-users. Youll surely find our price very favorable. You will find that our prices are most competitive.,Role-Play,One acts as Mr. Smith, another acts as Mr. Ding. Mr. Smith knows Mr. Dings company from the Guangzhou Fair, Mr. Smith is int

26、erested in almost all of the cotton piece goods, such as T-shirts, mens shirts and blouses. As people in Canada has been tired of wearing synthetic fabrics, Mr. Smith believes that these cotton piece goods will sell well in Canada. If the price is right, he will place a large order. Mr. Smith also w

27、ants to have FOB quotation instead of CIF which is provided by Mr. Ding.,1.Translate the following sentences into English.,我认为你方产品在中国会很畅销，这是询价单，请报最低的纽约离岸价。 如果你方价格有竞争性，质量上乘，交货期可接受，我们将大量订购。 2.Translate the following sentences into Chinese. 1) I wouldnt mind knowing about your normal export terms. The

28、survey shows that Chinese families prefer electrical appliances turned out by Chinese companies rather than foreign-made ones.,3. Fill in the blanks in the dialogue using the words given below, make changes when necessary.,shipment, interest, items, available, start, introduce, possible, recommend, impress, place A: Just now, you showed gr