商务英语函电技能训练王黎明chapter3businessnegotiationchapter3businessnegotiation.pptVIP

Chapter 3 Business Negotiation Contents Objectives of Training To let students know channels for getting enquiries from prospective buyers; To enable students to analyze enquiries and make offers properly; To strengthen students’ abilities to deal with counter-offers; To familiarize students with related terms and useful expressions of enquiry, offer, counter-offer and acceptance; To acquaint students with some names of arts and crafts Part I Enquiry and Offer Probably Working Environment John Chen is a salesman in Ningbo Tianyi Import Export Co., Ltd., which specializes in exporting various kinds of arts and crafts covering photo frames, artistic candles, tea sets and jade Buddhism ornaments etc. The company was founded in 1987 and the business scale has expanded dramatically since then. It sells products to over 100 countries in 5 continents. The sales volume in 2009 reached US$ 170 million and it ranked one of the Top 500 Exporters in China. Probably Working Environment Meanwhile, Ningbo Tianyi Import Export Co., Ltd is a registered user of Alibaba and always receives enquires from the website. John Chen’s responsibility is to answer all the enquiries and make transactions accordingly. Tom Lee is the manager of Import and Export Department and he wants John Chen to develop more clients and conclude more business. One day, John Chen received an enquiry. Probably Working Environment Detailed Enquiry From: Edwinvazquez@ To: Johnchen@ Date: Thu Feb 18, 2010 14:00 Subject: Enquiry for artistic candles Hi John: I have interest in your artistic candles CN 40-8212C and CN 40-3768M. Please give me specifications of these products and a quotation too. Thank You. Edwin Vazquez New York Johnson Trading Co., Ltd Probably Working Environment John Chen decided to reply the enquiry and made an offer for the two items. Suppose you are John Chen, you are expected by Mr. Lee to write an offer letter to Edwin Vazquez telling him the price, payment term