商贸英语(王玉环赖艳主编)课件习题答案Chapter5.ppt

Teaching Objective Upon completion of this chapter, you will Understand what is enquiry and how to make enquiries Understand what is an offer and how to make offers Identify the differences between a firm offer and a non-firm offer Know what is counter-offer and how to make counter-offers Write fluent English letters on enquiry, offer and counter-offer Introduction to the Chapter Focus of the chapter Learn what is enquiry, offer, counter-offer and counter-counter-offer, as well as how to write enquiry, offer and counter-offer letters. Make clear firm offer and non-firm offer. Teaching methods Theoretical illustration practical writing of enquiry, offer, counter-offer and counter-counter-offer letters. Introduction to the Chapter Trade negotiation is the most important procedure in international trade, which may be conducted through correspondence, e.g. letters, fax, e-mail, or face-to-face talk. No matter which way is chosen for the negotiation, four stages, i.e., enquiry, offer, counter-offer and counter-counter-offer, acceptance are generally involved before signing a contract, which can be fully expressed in the following figure. Introduction to the Chapter  Major Procedures in Business Negotiation Introduction to the Chapter 询盘是商务洽谈中真正的第一步。往往由买方做出，向卖方询问具体商品的信息，如价格、规格等基本交易条件，也可以只是打听对方最新价格及目录，但由于询盘不局限于买方向卖方询盘，因此，卖方也可写询盘信，主动询问对方对什么商品感兴趣，交易条件如何。 报盘也称报价，是卖方将某种商品按一定的交易条件，包括名称、数量、价格、装运、包装、付款方式等向买方表达成交的愿望。报盘有一个重要内容，就是有无报盘有效期，据此报盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘。 还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。 Introduction to the Chapter Picture 1 Face-to-face Business Negotiation Introduction to the Chapter Picture 2 Business Negotiation Text Analysis Introduction to the Chapter 5.1 Enquiry 5.2 Offer 5.2.1 Firm Offer 5.2.2 Non-firm Offer 5.2.3 Proforma Invoice: a Special Offer 5.3 Counter-offer 5.4 Counter-counter-offer