商务英语Unit 3.pptVIP

A follow-up video: overcoming price resistance After watching a movie clip, try to write down the 5 steps to overcome price resistance. Step 1 Plan: Know what you can compromise on and what they would have to compromise on. Step 2 Find out who and what you are up against. Step 3 Make sure they are comparing comparable deliverables. Step 4 Know when to walk away. Step 5 Practice. Practice. Practice. IV. Practical writing 报盘，也叫报价，是卖方主动向买方提供商品信息或者对询盘进行答复的行为。卖方根据买方的来信向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。报盘有两种。虚盘，即无约束的报盘。一般情况下，多数报盘均为虚盘，虚盘不规定报盘的有效日期，并且附有保留调节，如：该报盘以我方最后确认为准。实盘则规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。 Reference writing: A firm offer Dear sirs, Peanuts Walnutmeat We confirm your cable of 2nd September asking us to make you firm offers for both Peanuts and Walnutmeat CFR Copenhagen. We cabled back this morning, offering you 250 metric tons of Peanuts, Hand-picked, Shelled and Ungraded at RMB￥1,800 net per metric ton CFR Copenhagen or any other European Main Port for shipment during October / November,2009. This offer is firm, subject to the receipt of reply by us before 25th September. Please note that we have quoted our most favorable price and are unable to entertain any counteroffer. As regards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them. As you are aware that there has been lately a large demand for the above commodities, such growing demand has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply. Yours truly, V. Checkpoint Ex 1. Match the phrases with their meanings by writing the letters in the brackets. 1. price list a. 期货价格 2. net price b. 现货价格 3. retail price c. 离岸价 4. wholesale price d. 成本加运费价 5. spot price e. 到岸价 6. CIF f. 批发价 7. forward price g. 净价 8. CF h. 价格单 9. FOB