*,*,國際商務英語模擬實訓,國際商務英語模擬實訓,*,*,國際商務英語模擬實訓,*,*,國際商務英語模擬實訓,Unit Three Inquiry&Offer,國際商務英語模擬實訓,*,*,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,MODEL PRACTICE,【BUSINESS SITUATION】,Kims Home Center Inc.has received the email sent by Guangdong Kaili Trading Co.,Ltd.and has consulted the information about the products on the internet.Now Alfred White,Chief Buyer of Kims Home Center Inc.is making an inquiry,and Mike Du,Sales Manager,is giving a reply.,【,背景提示,】,買方收到促銷函之后查閱的網上資料并向賣方發(fā)出詢盤，賣方給予答復。,BUSINESS TIPS,1.,一般詢盤與回復,對于客戶的一般詢盤，即只是對產品感興趣，但并未告知具體貨號。當該客戶要求賣方報價，也只是對價格進行比較。因此，賣方在回復時通常會寄出產品目錄，而不會給價格表，更不會寄樣品。,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,1.,一般詢盤與回復,當賣方發(fā)出產品目錄，或買方在網頁上查閱了產品目錄后，假設有意購置，就會向賣方發(fā)出具體詢盤。告知具體貨號、詢問或指定交貨期和付款方式、指定價格術語來要求賣方報價。有時還會要求賣方寄出指定的樣品。,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,2.,具體詢盤與回復,BUSINESS TIPS,1.,一般詢盤與回復,賣方收到買方的具體詢盤后，一般會按要求進行報價，并寄出樣品，其費用通常由買方支付。報盤通常分實盤與虛盤，對于市場價格波動頻繁的產品通常會報虛盤，或有效期短的實盤。完整的詢盤與報盤內容通常包括：商品名稱、貨號、單價、交貨期、付款方式、包裝、保險CIF等。,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,2.,具體詢盤與回復,BUSINESS TIPS,1.,一般詢盤與回復,有時老客戶直接下訂單，或是指定產品價格、或是按原來的價格表中的價格。假設賣方認為價格合理，可以接受，簽訂合同；假設賣方認為所指定的價格太低，可進行還盤，說明緣由，提出一個合理的價格；假設原價格有變動，那么應給予說明，并寄出最新價格表。,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,2.,具體詢盤與回復,3.,訂單與回復,BUSINESS TIPS,EMERGENCY&PRECAUTION,外貿術語默認概念,在外貿術語中，如：,$,，,L/C,等，在未說明的情況下，,$,默認是,US$,，即美元；,L/C,sight L/C,或,L/C at sight,默認為,irrevocable Letter of credit payable by draft at sight,，即不可撤消的信用證憑即期匯票支付。為防止理解有誤，通常要求寫全稱，尤其是在合同、信用證、單據(jù)等中更是如此。,另外，在合同中，如果未規(guī)定是否允許轉船、是否允許分批裝運，一般默認是允許轉船、不允許分批裝運,。,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,PATTERNS&USEFUL SENTENCES,確認收到來函,1.We thank you for your letter dated/of August 20th and are glad that you are interested in our products.,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,感謝你方8月20日的信件，很快樂看到你方對我方產品感興趣。,2.We are very pleased to receive your inquiry of 22 and have enclosed our illustrated catalogue and price list.,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,很快樂收到你方22日的詢盤，我們附上插圖目錄和價格表。,確認收到來函,PATTERNS&USEFUL SENTENCES,3.We have the pleasure of confirming your fax of August 21th,in which you showed interest in our folding bicycles.,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,很快樂確認收到你方8月21日表示對我方折疊式自行車感興趣的 。,確認收到來函,PATTERNS&USEFUL SENTENCES,詢 盤,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,1,May I have an idea of your prices?,可以了解一下你們的價格嗎？,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,2.We are interested in the plastic slippers in your sample book.Please send us your lowest price,stating your earliest shipment,terms of payment and discount for regular purchases.,我方對你方樣本冊里的塑料拖鞋感興趣。請報最低價，并說明最早裝運日，付款方式，還有定期購置的折扣。,詢 盤,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,3.Could you please send us a catalogue of your rubber boots together with terms of payment?,你能給我們寄來一份膠靴的目錄，連同告訴我們付款方式嗎？,詢 盤,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,4.Please let us know/quote us your lowest possible prices for the relevant goods.,請告知你們有關商品的最低價。,詢 盤,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,5.Would you tell us your best prices for chairs on the basis of C.I.F.Hamburg.,請告訴你方椅子到漢堡到岸價的最低價格。,詢 盤,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,6.Could you tell me your usual terms of payment/the earliest possible date of shipment?,能否告知我們將采用哪種付款方式,/,最早船期嗎？,詢 盤,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,7.Canyoumakeanoffer onCIFLondon basisatyourearliestconvenience?,您能盡快報一個倫敦港本錢加運費價格嗎？,詢 盤,PATTERNS&USEFUL SENTENCES,要求報優(yōu)惠價,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,1.,If your prices are favorable,I can place the order right away.,如果你們的價格優(yōu)惠，我們可以馬上訂貨,。,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,2.If your prices are reasonable,we will place a large order with you.,如果價格合理，我們將下大訂單,。,要求報優(yōu)惠價,PATTERNS&USEFUL SENTENCES,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,3.,Competition here is very keen,so we hope you will make a reasonable offer,.,這里競爭很劇烈，希望所報盤合理。,要求報優(yōu)惠價,PATTERNS&USEFUL SENTENCES,報 盤,Model Practice,Business Tips,Pattern&Useful Sentences,Emergency&Precaution,Exercises,BACK,1.Per telephone