商务英语谈判实训全套参考答案.doc

商 务 英 语 谈 判 实 训 (参考答案) 主编 刘玉玲 Contents Unit 1 Company and Products……………………………… Unit 2 Enquiry and Offer……………………………………… Unit 3 Price Haggling………………………………………… Unit 4 Quality and Quantity………………………………….. Unit 5 Packing and Labeling…………………………………. Unit 6 Delivery and Shipment……………………………….. Unit 7 Terms of Payment……………………………………. Unit 8 Insurance……………………………………………… Unit 9 Conclusion……………………………………………. Unit 10 Claims and Settlement……………………………….. Appendix: Trade Terms and Expressions……………………. Unit 1 Company and Products V. Practice 1. Pair work(open) 1. Tom Smith, a businessman from ABC Company Ltd., Finland is interested in Home Appliance handled by Guangdong Hualong Trade Co. Ltd. Li Ming Introduces the business activities and the history of his company to him. 2. Supposing you are showing Mr. Smith around your sample room, he is interested in the products on display, asking you to give him a general idea of your company and the products. 3. Mr. White, a Canadian businessman specializing in textile, comes to trade with Tianjin Carpets Import Export Company Ltd. Mr. Liu, the sales manager, is having a general discussion with him regarding the line of business of his company. 4. You are attending the 2008 Autumn Guangzhou Fair on behalf of Guangdong Textiles Import Export Corporation. At the fair, you meet Mr. Burns, a businessman from American Overseas Trading Company. It is the first time for him to attend the fair, everything is new to him. Both of you have a talk for the purpose of establishing business relations .So you take this opportunity to introduce your company and the products you deal in. 2. Situations (open) Situation 1 You are the sales managers of the Tianjin Home Textiles Corporation. Your products include towels, bedclothes and curtains. You are now having a talk with an American businessperson concerning your company and the line of business, trying to persuade him to buy your products Situation 2 Mr. Anderson, an