商务英语理论与实务 教学课件 作者 蒋景东situation 6Task 3.ppt

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1、Situation6InternationalTradeTask3Enquiry,Offer&QuotationTask3Enquiry,Offer&QuotationObjectives1.Graspthefourstepsinbusinessnegotiation.2.Understandandgraspthewritingofanenquiryoroffer.Task3Enquiry,Offer&QuotationIPre-readingLookupadictionaryandfindoutthespecificm

2、eaningofthefollowingwordsinbusinessnegotiation:1.inquiry2.quotation3.offer4.counter-offer5.acceptanceTask3Enquiry,Offer&QuotationIICasestudyofthetaskALetterofEnquiryDearSirs,WehavehadanenquiryformourprincipalsinAfricaforriceandsoybeansand,aswethinkyourproductsaret

3、hemostsuitableforthatmarket,soweshallbegladifyouwillsendusyourlatestpricelisttogetherwitharangeofsamples.Task3Enquiry,Offer&QuotationWemustpointout,however,thatitisessentialtoquotemoderateprices,purchasingpowerinthatpartoftheworldbeingratherlow.Weshall,however,bei

4、napositiontogiveyousubstantialorderifyourquotationsarereasonable.Someslightconcessioninpricewould,wefeelsure,bringyouinsufficientprofittomakethisbusinessworthyourwhile.EarlyshipmentisnecessaryandweshouldthereforewelcomeanimmediatequotationCFRCairo.Yourssincerely,T

5、ask3Enquiry,Offer&QuotationQuestions:1.Whowritesthisletterinyouropinion?Thebuyerortheseller?2.What’sthepurposeofthisletter?3.Someslightconcessioninpricewould,wefeelsure,bringyouinsufficientprofittomakethisbusinessworthyourwhile.Why?Task3Enquiry,Offer&QuotationIIIT

6、extGeneralProceduresforTradeNegotiationEnquiryTheOfferTheCounter-offerAcceptanceTask3Enquiry,Offer&QuotationNewWordsandExpressions:initiatev.开始comparisonn.比较fosterv.促进，培养promotionaladj.增进的,奖励的finalityn.结局，定局legallyadv.法律的、与法律有关的boundv.划界；限制：denotev.指示，表明verbaladj.

7、口头的，非书面的lapsev.终止unconditionaladj.无条件的modificationn.更改assentv.同意;赞成Task3Enquiry,Offer&QuotationVConsolidatingandExpandingSummarizingknowledge1.Fourmainstepsinbusinessnegotiation:enquiry,offer,counter-offer,acceptance2.Somebasicdefinitions:1)Enquiry:Anenquiryismad

8、etoinquireaboutthebusinesstermsandconditionsregardingthegoods.Task3Enquiry,Offer&Quotation2)Offer:Anofferistheexpressionofthewishesofthesellerorbuyerose