发盘实训---第一次--讲稿.pptVIP

Thank you! Inquiry, Offer and Counter-offer Section I Inquiry and Reply Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter-writing Guide Many Steps in Business Negotiation enquiry offer counter-offer acceptance Business Knowledge Enquiry An enquiry is a request for information. First real step in business negotiation Two categories: A general enquiry(一般询盘) and a specific enquiry(具体询盘) How to write an general inquiry Tell the source of information and make a brief self-introduction Express the intention of writing the letter State the possibility of placing an order How to write a specific inquiry Tell the names and describe the goods inquired for, including specifications, quantity, etc. Ask whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect State the possibility of placing an order How to write a reply Begin the reply by repeating the date and the inquiry. If the inquiry is from an old client, you may tell him that you are glad to hear from him again. Give a full answer to the inquiry. If you cannot do as requested, try to offer a substitute. You may end your letter by hoping that the information you provided is helpful and by offering further help.? Case 1 我方是哥本哈根东部的一家纺织品经销商，有着多 年的从业经验。在从我驻外使馆商务参赞处了解到 对方是全棉床罩和枕套的主要出口商之后，写信给 对方以建立业务关系并索要对方的商品目录和价目 单。 Key Points 1. 从事纺织品进口 2. 求购高质量的全棉床罩和枕套 3. 进行询盘 Useful Words inquiry/enquiry [inkwai?ri] embassy [emb?si] competitive [k?mpetitiv] quantity [kw?ntiti] leading [li:di?] textiles [tekstails] promising [pr?misi?] pillowcase [pil??keis] Copenhagen [.k?up?nheig?n] dealer [di:l?] profitable [‘pr?fit?b?l] n.询价，询盘 n.大使馆 a.有竞争力的 n.数量 a.第一位的，最主要的 6. n.纺织品 7. a.有前途的 8. n. 枕套 n.哥本哈根 10. n.经销商，商人 11. a.有利可图的 learn from Commercial Counselor’s Office handicraft article in this line of business all cotton bed sheets in the hope of doing something at your earliest convenience terms of payment 从......得知 商