新编外经贸英语函电与谈判课件Unit 03.pptVIP

Unit Three On Price Contents 1.Brief Introduction 2.Some ideas for a “typical” answer to an enquiry 3.给客户写的关于价格让步的信 4.如何写讨价还价信 5. Special terms 6. Useful expressions 3.1 Brief Introduction 对外贸易中的商品单价通常由四个部分组成，即计量单位、单位价格、计价货币和价格术语。 国际贸易中使用的价格术语很多，其中以 F.O.B、C.I.F、及C.F.R三种价格术语最为常用。对于这三种价格术语，国际上有多种解释，现将这三种价格术语扼要解释如下： 1.F.O.B 该价格叫装运港船上交货价，简称“船上交货”。F.O.B是 Free On Board的缩写。采用这一价格术语时要在其后注明装运港名称。 2.C.I.F 该价格叫成本加保险费加运费价。C.I.F是Cost, Insurance and Freight的缩写。采用这种价格术语的时候，应在C.I.F后注明目的港名称。 3.C.F.R该价格叫成本加运费价。采用这种价格术语时，也应在 C.F.R后注明目的港名称。 3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry. 1 Thank the customer for their interest in your products and confirm that you can ( or can’t ) help. 2 “Sell” your product and explain how it is suitable for your customer’s needs. 3 Say that you’re sending a catalogue, price list, advertising literature, etc. 3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry. 4 Explain how the customer can get “hands-on” experience of the product: Offer to send samples or get a rep to visit with samples / demo; State the location of distributor’s showroom near enquirer’s address; Announce an exhibit at a forthcoming trade fair; 3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry. 5 Quote Exactly what you are selling: confirm the specification of your product; Price in buyer’s or another hard currency, including terms of delivery ( CIF, FOB, etc. ) and validity: Total : 3,450 US dollars CIF Hongkong. The prices shown in this offer are valid for a period of 60 days from the date hereof. Discount: for cash / bulk, etc.; Terms of payment: cash with order / letter of credit, etc.: Payment by irrevocable letter of credit in US dollars on a United state bank, allowing part-shipment, transshipment and valid for 90 days from order date. Shipping date: The goods wil