学习情境四交易的达成.ppt

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1、学习情境五ConclusionofBusiness交易的达成TaskTaskone:UrgingtheConclusionofBusiness促成交易Tasktwo:MakingAcceptanceandConfirmation接受与确认TaskThree:MakingOrders下订单TaskFour:MakingSalesContract做合同Taskone:UrgingtheConclusionofBusiness重点促成交易的原因接受交易条件5.1UrgingtheConclusionofBusiness进口商询盘出口商进口

2、商发盘出口商进口商还盘出口商进口商促成交易出口商学习目标学会如何促使进口商/出口商达成交易会写相关的信函Questions买方和你讨价还价多次，但始终未下订单，为了能尽快做成这一交易，你会如何来做？写信时会用哪些技巧？卖方促成交易信函构成写信的目的促成交易原因接受交易条件等待回信写信的目的P82ThankforyourletterdatedSeptember20.Inreply,wearewritingtourgethetradebetweenusforthepuresilkgarment.真丝服装兹回复促成交易exercise我们

3、现写信以期促成我们之间的茶的交易。Inreply,wearewritingto--1--betweenusfor--2--.Inreply,wearewritingtourgethetradebetweenusforthetea.促成交易的原因Puresilkgarmentisoneofourbestsellinggoods.Wehavetopointoutthatwedonothavemuchinstockrightnow,especiallythestyleyouareinterestedin.销量最好的产品必须说明库存exer

4、cise1.茶叶是我们最为畅销的产品。Teaisoneofourbestsellinggoods.2.您需要的产品库存不多。Wedonothavemuchinstockrightnow,especiallythestyleyouneed.促成交易的原因Othercustomersarealsoinurgentneedofthisstyleandtheyofferhigherprices.急需exercise我公司急需蜡烛。A:Weurgentlyneedthecandle.B.Weareinurgentneedofthecandle

5、.接受交易的条件Sinceyouareourrespectableoldclient,wearepreparedtoofferyouaspecialdiscountof2%inordertocontinueourfriendlycooperation.可敬的老客户给您一个20%的特别折扣继续我们的友好合作exercise我司准备给您一个3%的特别折扣。Wearepreparedto___1__you_2__.Wearepreparedtoofferyouaspecialdiscountof3%接受交易的条件(稍带威胁）Butifth

6、ereisstillnoreplyfromyouwithin3days,wewillhavetosigncontractwithanothercustomer.未收到回复未收到回复与其他客户签约exercise如果7天之内未收到您的答复，我们别无选择，只能将取消发盘。（cancel)Butif__1_fromyou—2—,wewillhavenochoicebutto—3—.Butifthereisstillnoreplyfromyouwithin7days,wewillhavenochoicebuttocancelthisoffe

7、r.其他说法如在2007年9月22日之前未接受，我们别无选择，只能将取消发盘。(cancel)IfyoucannotacceptourquotationuntilSeptember,22,2007,wewillhavenochoicebuttocancelthisoffer.等待回信Yourquickresponsewillbehighlyappreciated.买方促成交易P80Nowwehavesettlenearlyalltheimportantpoints,suchaspacking,shipment,andinsuranc

8、eetc.几乎所有问题都解决了买方促成交易P80Butwestillthinkyourpriceisnotattractiveenoughtous.Wewishyoucouldofferusa3%discount.有吸引力的进一步提出