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1、ChapterFive新编外贸英语教程EnquiryandOfferContentsTeachingObjectivesTextAnalysisSpecimenLettersChapterFiveSkillTrainingExercises新编外贸英语教程TeachingObjectiveUponcompletionofthischapter,youwillUnderstandwhatisenquiryandhowtomakeenquiriesUnderstandwhatisanofferandh
2、owtomakeoffersIdentifythedifferencesbetweenafirmofferandanon-firmofferKnowwhatiscounter-offerandhowtomakecounter-offersWritefluentEnglishlettersonenquiry,offerandcounter-offerIntroductiontotheChapterFocusofthechapterLearnwhatisenquiry,offer,counter-of
3、ferandcounter-counter-offer,aswellashowtowriteenquiry,offerandcounter-offerletters.Makeclearfirmofferandnon-firmoffer.TeachingmethodsTheoreticalillustration&practicalwritingofenquiry,offer,counter-offerandcounter-counter-offerletters.Introductiontothe
4、ChapterTradenegotiationisthemostimportantprocedureininternationaltrade,whichmaybeconductedthroughcorrespondence,e.g.letters,fax,e-mail,orface-to-facetalk.Nomatterwhichwayischosenforthenegotiation,fourstages,i.e.,enquiry,offer,counter-offerandcounter-c
5、ounter-offer,acceptancearegenerallyinvolvedbeforesigningacontract,whichcanbefullyexpressedinthefollowingfigure.IntroductiontotheChapterMajorProceduresinBusinessNegotiationBusinessNegotiationenquiryOfferCounter-offerAcceptanceContractIntroductiontotheC
6、hapter询盘是商务洽谈中真正的第一步。往往由买方做出，向卖方询问具体商品的信息，如价格、规格等基本交易条件，也可以只是打听对方最新价格及目录，但由于询盘不局限于买方向卖方询盘，因此，卖方也可写询盘信，主动询问对方对什么商品感兴趣，交易条件如何。报盘也称报价，是卖方将某种商品按一定的交易条件，包括名称、数量、价格、装运、包装、付款方式等向买方表达成交的愿望。报盘有一个重要内容，就是有无报盘有效期，据此报盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘。还盘是在双方为签订合同而进行的谈判期间，一方
7、对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。IntroductiontotheChapterPicture1Face-to-faceBusinessNegotiationIntroductiontotheChapterPicture2BusinessNegotiationTextAnalysisIntroductiontotheChapter5.1Enquiry5.2Offer5.2.
8、1FirmOffer5.2.2Non-firmOffer5.2.3ProformaInvoice:aSpecialOffer5.3Counter-offer5.4Counter-counter-offer5.1EnquiryDefinitionAn,orinquiry,isarequestforinformationandtradetermsaboutcertaincommodity.Enquiriesmostlyaremadebypotentialbuyersorcustomer
