(精选)外贸英语口语Unit 7 Counter-offer课件.pptVIP

Unit 7 Counter-offer 还盘 When a buyer rejects a quotation or other offer, he should thank the seller for his trouble and explain the reason for rejection. Fail to do so would show a lack of courtesy. The expression of rejection should cover the following points. It should: Thank the seller for his offer. Express regret at inability to accept. Make a counter-offer if, in the circumstances, it is appropriate. Suggest other opportunities to do business together. Warm-up 3 steps of a business negotiation. Business Profile Business Negotiation Claiming Value Creating Value Conquering Obstacles Content New Words Useful Expression Dialogue Career Skills Interpretation Dialogue Dialogue 2 Negotiation on the Offer Mr. Blake: Hello, Jack. I’m coming for the offer. Mr. Chen: Oh, yes. Patrick, we have the offer ready for you. Here it is, 500 sets of Model AS-090, at US$196.00 per set, CIF New York, for shipment during October, 2008. Other terms and conditions remain the same as usual. The offer is valid for 15 days. Mr. Blake: I suppose your price has been rocketing! How come? It is 10% higher than last year. Mr. Chen: Well, as you know, there has been a strong demand for this kind of GPS and such a demand will certainly lead to increased prices. Our price is more reasonable than other offers you can get elsewhere. Mr. Blake: I can see your point, but I must point out that some of the offers we have received from other sources are definitely lower than yours. Mr. Chen: Everyone in this line knows our products are of superior quality. Besides we provide good after-sale service. You’d better take that into consideration. “No CUSTOMER CARE, NO CUSTOMER LOYALTY”. Our products boast of good reputation among our clients. Mr. Blake: You are right. There is no doubt that. But it will be very hard for us to push sales at this price. However, I will give it a try. Mr. Chen: Great! I bet it is a wise decision. Dialogue Dialogue 3 A Discount for Large Orders Mr. Blake: Mr. Chen, this ti