外贸英语函电教程 第二版 课件Unit 3 Counter-offers；Unit 4 Negotiating Payment Terms.pptx

Counter-offersUnit3

Objectives1Tohelpyoulearnsomecommonly-usedpricenegotiationtechniques.2Tohelpyoulearntounderstandcounter-offers.3Tohelpyoulearntowriteappropriaterepliestocounter-offers.

Activity1Negotiatingprices1.Formtwobiggroups:thebuyerandtheseller.Negotiatethepricesofacommoditytheteacheroffers.Thenreflectonthestrategiesusedbythebuyerandthesellerduringtheprocessofpricenegotiation.

Activity1Negotiatingprices2.ReadtheconversationbetweenSusieHuang,asalesmanager,andhercustomer,DannySmith.Theyarenegotiatingprices.Fillintheblankswiththerightinformationfromtheboxandthenanswerthequestions.

TheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Whichofourproductsareyouparticularlyinterestedin,Mr.Smith?ImightbeinterestedinModelY.Itdependsonyourprice.SusieHuangDannySmithMayIknowhowmanypiecesyouwouldliketoorder?What’syour(1)?SusieHuangDannySmithFor1,000pieces,let’ssayUSD10.5FOBShenzhen.SusieHuangh

TheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35That’sincredible!Yourpriceistoohigh.DannySmithMr.Smith,please.Thisisactuallyourbestoffer.(2).Joking.MycompetitorboughtfromamiddleagentinChina,justUSD10.2.SusieHua