商务英语听说第一册课件李玉萍 ISBN9787811344035 PPTProgramme 3 enquiry offer counter offer.pptVIP

Programme 3 Enquiry, offer and counter-offer Teaching objectives ● Learn the procedure of negotiation, namely, enquiry, offer , counter-offer and acceptance; ● Learn to make an enquiry, an offer or a counter-offer; ● Practice listening for specific information; ● Practice negotiating with the trading partners on business. Introduction to enquiry, offer and counter-offer Procedure of business negotiation Enquiry-offer-counter-offer-acceptance Enquiry: the very beginning of a business negotiation to ask for some information on the goods. Offer and counter-offer Offer: usually made on basis of an enquiry, it is a proposal that is made to a certain individual or legal entity to enter into a contract, that is define in its terms, and that indicates the offeror’s intent to bound by an acceptance. Counter-offer: a reply to an offer that adds to, limits, or modifies materially the terms of the offer. Presentation for business negotiation to make dialogues Case study and ask the SS to make dialogues on enquiry, offer and counter-offer on basis of their individual cases and present their dialogues and comment on their performance Case 1 : making an enquiry You are a dealer of a Chinese Export Company of electrical appliances. And you have expanded your products to the African Market in one of the African domestic fairs. Now one of your customers shows interests in your products and inquires for the prices right now. Case 2: making an offer This offer is for the purchase of 400 men’s shirts and 500 women’s suits in blue and black. Discount offered is 3% from the listed price. Prices are on FOB Shanghai. Terms of payment are by L/C. Please make a dialogue with the given information in the roles of offerer and offeree. Case 3: making a counter-offer One of your regular clients have offered you 4000 sets of machines, but you find the price seems on low side because of the soaring prices of raw materials. Therefore, you are telephoning your