UnitSevenPriceandCommission.docVIP

Unit Seven Price and Commission 本课程总学时：18 重点：价格条款分类；FOB， CFR， CIF含义; 佣金、折扣含义和不同； 难点：报价技巧，价格核算办法 学时顺序 授课地点 授课类型 学时 授课目标 考核内容及办法 说明 1-2 3-4 ? 课堂教室 理论授课 4 重点掌握价格、佣金相关基础知识（主要的价格条款、定价策略等），学习相关对话； 学习写作询价、议价、询问佣金等商务信函，总结其写作思路和常用句型； 价格条款的分类、含义； 要求深刻理解价格条款的分类、含义； 根据案例进行报价； 理论目标 5-6 7-8 ? 网络教室 理论授课 4 查询相关价格条款资料，反复理解内涵； CIFC价格含义的相关资料； 价格条款除FOB、CFR、CIF外，还有哪些条款？怎么理解？ 9-10 11-12 ? 网络教室 模拟实训 4 学生查询相关产品，根据所学价格要求，进行报价； 老师比较报价的准确性，讲评比较价格角色内涵； 利润核算办法； 实训目标 13-14 15-16 17-18 泓轩贸易 企业见习 ? 6 豆腐相关产品的报价实地体验； 日本东京价格的具体核算标准； 短运、海费、海关商检手续费、码头费等详情 每项与价格相关部分的计算依据及咨询办法。如货代公司询运费； 专兼职指导教师 I. Aims and Requirements: In this chapter, students are required to grasp as follows: 1.????Know price terms that are widely used in international trade 2. Know how to negotiate price orally and talk about price by letter 3.????Master some negotiation strategies. 4.????Grasp some words, expressions and typical sentences on this topic. II. Introduction Price is a key term bargained by both the buyer and the seller. It may be confirmed after a long negotiation. It is related directly with both parties’ benefits. The products’ price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products mean the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknown costs. Price terms are composed of Unit Price and Total Amount. Price includes Measure Unit, Unit Price Amount, Currency, Price Terms and Destination Port. For example, USD100.00 CIF New York. Basically, there are three commonly used price terms: FOB, CNF and CIF. III. Teaching tasks Task 1. Learn some basic knowledge about price terms Task 2 Learn some dialogues and letters of negotiate price Task 3 Learn some negotiation strategies. Task 4 Useful words, expressions and sentences Task 5 Practice Task 1. Learn some basic knowledge about price terms FOB Free On Board : 离岸价 The seller’s obligations under FOB terms: 在离岸价条款下的卖方责任： The seller delivers the goods on the