10商务英语视听说-国家精品课程课件PPT.ppt

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1、Business English:Viewing,Listening&Business English:Viewing,Listening&SpeakingSpeaking 商务英语视听说主讲人：Making InquiriesUnit 10Business English:Viewing,Listening&Speaking 商务英语视听说vAfter completing this lesson,students should be able to:-comprehend basic vocabulary related to inquiries;-identify and underst

2、and basic elements of making inquiries;-develop communication skills to:make an inquiry;answer an inquiry;request a quotation;make an offer;respond to an offer.Learning ObjectivesU10Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说U

3、nit 10 ContentsU10Warm-up1Listening and Speaking2Language Focus3Viewing and Speaking4Case Analysis5Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Part I Warm-upvWhat should a prospective buyer and seller do in an inquiry?U10Foreig

4、n Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说What might be asked about in a business inquiry?vcatalog,vprice list/quotation sheet,vsample,vname of commodity,vspecifications,quantity,vunit price,vtime of shipment,vterm of payment,etc.F

5、oreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Part II Listening and Speaking Task 1 A brief introduction to inquiries1)Samples2)trade terms3)scope of its business 4)initiating the business negotiation process5)Classified6)general

6、inquiries7)certain articles 8)packing conditions9)specific inquiries10)regular customers 11)generated12)representatives Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说The basic procedure of an inquiryvHints:A great number of busin

7、ess transactions start with inquiry.When the seller receives an inquiry,he/she will make an offer,in which he/she not only quotes the price but also indicates all necessary terms of sales for the buyers consideration and acceptance.When the buyer receives the offer,he/she may also show disagreement

8、to some terms such as price or payment terms;he/she may also make a counter-offer,which is virtually a partial rejection of the original offer,and state his/her own terms instead.So a deal is usually concluded after several rounds of bargain.In such case,the buyer,when finally placing his/her formal

9、 order,would accept the terms and conditions agreed upon for the sellers confirmation,which will be followed by the signature of the related sales confirmation or contract.Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Task 2 An i

10、nquiry (Page 111)We are interested in buying large quantities of screws in all sizes.We used to purchase these products from other sources.However,we may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices.We would be obli

11、ged if you give us a quotation per kilogram CIF Liverpool,England.It would also be appreciated if you could send us samples and your price list with specifications.We look forward to receiving your offer.Script1 2 34Foreign Languages College Hunan International Economics UniversityBusiness English:V

12、iewing,Listening&Speaking 商务英语视听说Part III Language FocusLanguage Expansion:vInquiring about price vProviding offers vResponding to offers vpoint in any further discussionvRefusing price offers Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaki

13、ng 商务英语视听说Part IV Viewing and SpeakingVideo1 Inquiring about price Rocky,the sellerJacques,the sellerForeign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Page 116Foreign Languages College Hunan International Economics UniversityBusiness

14、 English:Viewing,Listening&Speaking 商务英语视听说 Jacques needs a couple of speedboats to 1)rent to his guests and ask Rocky to give him a 2)quote.Since the tourist season is just 3)around the corner,he needs the goods pretty quick.After they have a deal,Jacques will pay by 4)a letter of credit.The list p

15、rice the Rocky offers is 5)US6,500,and he will give Jacques a 6)10 discount.The total CIF price they agree on is 7)US7,850.The goods can be ready for shipment in 8)two to three weeks.Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说

16、Video2 Commission in business Mr.Chen,the sellerTom,the buyerForeign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Page 117Key1.C2.A3.C4.B5.CForeign Languages College Hunan International Economics UniversityBusiness English:Viewing,Liste

17、ning&Speaking 商务英语视听说Part V Research and PresentationForeign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Hints for Question 2:We never granted such a big discount.The price we quoted is accurately calculated,but in order to encourage b

18、usiness,we are prepared to allow you a discount ofI dont know how we can make a profit with that price.Besides,even with volume sales,our costs wont go down so much.We could take a cut on the price.But 20would slash our profit margin.Im afraid I could not agree with you for such a big discount.In th

19、is way,it leaves us nothing.We suggest a compromise.Your offer is beyond our negotiation limit.Any other ideas?I dont think you can get such favorable price from anywhere.If thats the case,business is almost impossible.Its the best we can do.Foreign Languages College Hunan International Economics Un

20、iversityBusiness English:Viewing,Listening&Speaking 商务英语视听说Hints for Question 3:Price it right.If you price your product too high,serious buyers wont even consider it.Allow time to sell.If you have to sell in a hurry,you are in a weak negotiation position and likely to be disadvantaged.Bargain for t

21、he maximum.The rule of thumb is to bargain for the maximum.Why?Youll compromise and prices will adjust anyway,Itd give you large room for adjustment.Exaggerate the cost.Build rapport.Go for a win-win situation.Foreign Languages College Hunan International Economics UniversityBusiness English:Viewing,Listening&Business English:Viewing,Listening&SpeakingSpeaking 商务英语视听说主讲人：