外贸英语函电教学课件作者林继玲莫馥宁主编Chapter4BusinessNegotiation课件.pptVIP

Chapter 4 Business Negotiation Learning Objectives General Introduction Specimen An enquiry is the first step in business negotiation. It is a request for information about goods. Enquiries can be divided into two kinds: general enquiry and specific enquiry. Enquiry General enquiry: If the importer wants to have a general idea of the commodity, which the exporter is in a position to supply, he may make a request for a price list, a catalogue, samples and other terms. This is called general enquiry Specific enquiry: If the importer has a definite aim of purchasing the commodity, he may ask the exporter to provide detailed information concerning the particular goods, such as price, quantity, specification, terms of payment, delivery, and so on, in the form of an offer or a quotation. This is called specific enquiry. Notes 1. enquiry n. 询问，询盘 e.g. We thank you for your enquiry of May 8 for brocade handbags.感谢贵司5月8日关于锦缎手袋的询盘。 2. learn from…that 从……得知，获悉 类似表达：note that; get to know that; be informed that e.g. We learned from your letter of August 10 that you are in the market for our new products从你方8月10日信中得悉，你方有意购买我方的新产品。 3. major importers 主要的进口商类似表达：leading importers; principal importers e.g. We are one of the major importers of building materials in South-east Asia.我们是东南亚 地区主要的建材进口商之一。 Notes 4. steady demand 稳定需求 e.g. There is steady demand for such kind of products in our market.我方市场对这类产品有稳定的需求。 5. of high quality 优质的 类似表达：of good / fine / superior quality e.g. Our company can supply wool of high quality.我公司可供应优质的羊毛。 6. illustrated adj. 有插图的，有说明的 catalogue=catalog 商品目录 illustrated catalogue 附有插图的商品目录 e.g. At present, we are interested in Chinese arts and crafts, and please send us your current illustrated catalogue.目前我们对中国的工艺品感兴趣，请寄送时下附有插图的商品目录。 Notes 7. satisfactory adj. 令人满意的 e.g. We believe such an arrangement will prove satisfactory. 我们相信这种安排将令人满意。 satisfy v. 使满意 be satisfied with sth.对……满意