1SituationalTraining(1)

1、Situational Training (1)Training Situation I:1.業(yè)務(wù)背景:上海華威進(jìn)出口公司業(yè)務(wù)員張強(qiáng)先生(zhangqiang25huawei. com .cn)于2005年1月17-20日香港時(shí)裝周2005年秋季時(shí)裝系列的展覽會(huì)上結(jié)識(shí)了做紡織品生意加拿大MALAKA有限公司的Tom Close( tomclose 111malaka. com. cn)先生。1月25日收到Tom Close先生的聯(lián)系函。相關(guān)資料:交易雙方電子郵箱地址如下：（1）加拿大MALAKA有限公司：Email:tomclose 111malaka. com. cn（2）上海華威進(jìn)出口公司

2、：Email: zhangqiang25huawei. com .cn實(shí)訓(xùn)要求:請(qǐng)你用電子郵件以Tom Close先生名義向張強(qiáng)發(fā)出一封聯(lián)系函，主要內(nèi)容包括:（1）很高興在香港相識(shí)(2) 自我介紹(3) 表示有機(jī)會(huì)愿意開(kāi)展互惠互利貿(mào)易(4) 結(jié)束語(yǔ)To: From: Date: Subject: Training Situation II:業(yè)務(wù)背景: 上海華威進(jìn)出口公司業(yè)務(wù)員張強(qiáng)先生收到加拿大MALAKA有限公司Tom Close 先生的電子郵件后，于1月26日發(fā)郵件給Tom Close先生，告知最近收到一客戶(hù)對(duì)棉質(zhì)床單的詢(xún)函，要求對(duì)方寄產(chǎn)品目錄和價(jià)格表。實(shí)訓(xùn)要求: 請(qǐng)你用電子郵件以張強(qiáng)名義給

3、Tom Close先生發(fā)出一封有關(guān)詢(xún)函的電子郵件。郵件需反映：(1) 收到客戶(hù)對(duì)棉質(zhì)床單的詢(xún)盤(pán)(2) 要求寄產(chǎn)品目錄和FOB Vancouver的價(jià)目表(3) 若對(duì)服裝有需求請(qǐng)告知To: From: Date:Subject: Training Situation III:業(yè)務(wù)背景: 加拿大MALAKA有限公司Tom Close先生收到上海華威進(jìn)出口公司業(yè)務(wù)員張強(qiáng)先生的電子郵件后，于1月27日發(fā)電子郵件給張強(qiáng),告知已隨函附寄產(chǎn)品目錄和價(jià)格表。相關(guān)資料:報(bào)盤(pán)資料(1)品名: “白兔”牌床單 (2)尺寸:200230 厘米(3)顏色:黃色/淺藍(lán)色/淺褐色/粉紅色(4)數(shù)量:4000條(5)價(jià)格:溫

4、哥華CIF$20/條(6)裝運(yùn):2005年3-4月(7)包裝:采用紙箱，每箱20條(8)付款:以我方為收益人的保兌的、不可撤銷(xiāo)信用證即期匯票支付，該信用證在裝運(yùn)前一個(gè)月開(kāi)到賣(mài)方，裝運(yùn)后15天在加拿大議付有效實(shí)訓(xùn)要求:請(qǐng)你參照以上資料，用電子郵件以Tom Close先生的名義向張強(qiáng)發(fā)出一封報(bào)盤(pán)-虛盤(pán)，主要內(nèi)容包括:(1)附寄目錄和價(jià)目表(2)報(bào)虛盤(pán)(3)結(jié)束句To: From: Date: Subject: Translation I:Dear Sir ,We are glad to confirm receipt of your duplicate samples and highly app

5、reciate your immediate attention to our samples.Satisfied with your samples, now we intend to place an order for 3000 MP3 players with you. As we are in urgent need of the ordered goods, please arrange production without any delay. We believe it will mark a good beginning for happy business relation

6、 between us.We look forward to your favorable reply.Your faithfullyTranslation II:Dear Cathy,We have studies your samples and quotations for ZIPPO Lighters and wish to place an order with you.As your regular customer, we have been dealing with you on L/C basis for many years. In fact, opening an L/C

7、 has indeed cost us a great deal.After these years of close cooperation, the business between us has developed satisfactorily. We trust we have become reliable business partners to each other. So we would like to propose easier payment terms, say, telegraphic transfer. We will pay 20% in advance and

8、 the balance will be remitted by T/T upon receipt of the copy of B/L. We hope you could grant our request.We look forward to your confirmation of our new proposal for payment.Best regards,Zhang HuaTranslation III:Write a letter with the following particulars:1. 十一月十二日來(lái)函收悉，獲悉你方有意在貴國(guó)推銷(xiāo)我們的自行車(chē)。對(duì)此，我們非常感興

9、趣。2. 對(duì)你方為推銷(xiāo)自行車(chē)所作的努力我們甚為感激。3. 但對(duì)你方要求以見(jiàn)票后六十天承兌交單方式付款一事，我們歉難考慮。4. 我們的通常做法是要求即期信用證付款。5. 為了促進(jìn)我方自行車(chē)在貴方市場(chǎng)上的銷(xiāo)售，我方準(zhǔn)備接受即期付款交單方式，以示特別照顧。希望你方能接受上述付款條件并盼早日收到回音。KEY:Training Situation I:1.業(yè)務(wù)背景:上海華威進(jìn)出口公司業(yè)務(wù)員張強(qiáng)先生(zhangqiang25huawei. com .cn)收到加拿大MALAKA有限公司的Tom Close( tomclose 111malaka. com. cn)寄來(lái)的產(chǎn)品目錄、價(jià)目表和電子郵件后，認(rèn)為床

10、單質(zhì)量不錯(cuò)，但價(jià)格偏高，于是進(jìn)行還盤(pán)。相關(guān)資料:報(bào)盤(pán)資料(1)品名: “白兔”牌床單 (2)尺寸:200230 厘米(3)數(shù)量:4000條(4)價(jià)格:溫哥華CIF$20/條(5)裝運(yùn):2005年3-4月(6)包裝:采用紙箱，每箱20條(7)付款:即期信用證(8)發(fā)件日期:1月27日實(shí)訓(xùn)要求:請(qǐng)你代張強(qiáng)草擬一封還盤(pán)郵件，發(fā)件日期為1月28日，主要內(nèi)容包括:（1）確認(rèn)收到來(lái)函及附件(2) 還盤(pán)理由(3) 建議降價(jià)4%(4) 結(jié)束語(yǔ)To: tomclose 111malaka. com. cnFrom: zhangqiang25huawei. com .cnDate: Friday, January

11、 28,2005 10:15 AMSubject: Your Offer of January 27Dear Mr. Close,Thank you for your E-mail of January 27, and the catalogue and pricelist you kindly send us.I do appreciate the good quality of these bed sheets, but unfortunately, your pricelist appear to be on the high side and out of line with the

12、prevailing market level. Information indicates that same quality bed sheets of Japanese make have been sold here at the level of US18 per piece. To accept the prices you quoted would leave me a small profit margin.I like the quality of your bed sheets and would welcome the opportunity to do business

13、 with you. Should you be prepared to reduce your prices by, say 4%, I could persuade my customers to accept it.I hope you will consider my customers to accept it.I hope you will consider my counter-offer most favourably and E-mail us your acceptance at your earliest convenience.Yours faithfully,Zhan

14、g QiangTraining Situation II:業(yè)務(wù)背景: 加拿大MALAKA有限公司Tom Close 先生收到上海華威進(jìn)出口公司業(yè)務(wù)員張強(qiáng)先生的還盤(pán)信之后，認(rèn)為無(wú)法接受，就拒絕了對(duì)方還盤(pán)。相關(guān)資料:(1)拒絕理由:目前市場(chǎng)上詢(xún)盤(pán)很多，行情看好，不可能為買(mǎi)方繼續(xù)保留貨物(2)寄送樣品條件:需電匯樣品款，再加10%的運(yùn)費(fèi)(3)銀行賬號(hào):加拿大銀行溫哥華分行A/C No.：500802070152036123(4)發(fā)件日期:1月29日實(shí)訓(xùn)要求: 請(qǐng)你代Tom Close草擬一封反還盤(pán)郵件，主要內(nèi)容:(1) 確認(rèn)收到來(lái)函及附件(2) 拒絕還盤(pán)理由(3) 寄送樣品條件(4) 提供銀行賬號(hào)T

15、o: zhangqiang25huawei. com .cnFrom: tomclose 111malaka. com. cnDate:Saturday, January 29,2005 11:15 AMSubject: Reply to your email of January 28Dear Mr. Zhang,Your email of January 28 asking for the reduction of prices by 4% has been received with thanks.We regret that there is no possibility of our

16、 cutting the price to the extent you indicated, i.e.4%. For buyers in your neighboring countries and expect to close business at something near our level. Moreover, the market is firm with an upward tendency , and there is very little likelihood of the goods remaining unsold once this particular off

17、er has lapsed.Meanwhile, if you need the samples, pls T/T their cost plus 10% as freight. Our A/C No. at Bank of Canada, Vancouver Branch is 500802070152036123Looking forward to your early reply.Truly yours,Tom CloseTraining Situation III:業(yè)務(wù)背景: 上海華威進(jìn)出口公司業(yè)務(wù)員張強(qiáng)先生收到加拿大MALAKA有限公司Tom Close先生拒絕降價(jià)的電子郵件后，鑒于

18、便于開(kāi)展雙方之間的貿(mào)易關(guān)系，接受了賣(mài)方的報(bào)價(jià)，并要求寄送樣品以決定是否訂貨。相關(guān)資料:（1）要求寄送貨號(hào): STYLE NO.BST-01 STYLE NO.BST-02 STYLE NO.BST-03 STYLE NO.BST-04（2）電匯樣品款:110美元(3)受益人賬號(hào): 500802070152036123（4）發(fā)件日期:1月31日實(shí)訓(xùn)要求:請(qǐng)你代張強(qiáng)用電子郵件寫(xiě)一封郵件，主要內(nèi)容包括:(1)同意接受原報(bào)價(jià)(2)告知貨號(hào)并要求寄樣(3)告知已匯出樣品款To: tomclose 111malaka. com. cnFrom: zhangqiang25huawei. com .cnDat

19、e: Monday, January 31.2005 10:35 AMSubject: Your Style Nos We Are Interested InDear Tom Close;Thank you for your email of January 29.In order to start business between us, we accept your suggestion. Please send us your samples of STYLE NO.BST-01,BST-02 ,BST-03 ,BST-04 so as to enable us to place an

20、order with you. We have remitted US110 to your A/C No. 500802070152036123,which we feel sure to reach your account soon. Looking forward to your reply ASAP.Yours faithfully,Zhang QiangTraining Situation IV:業(yè)務(wù)背景:加拿大MALAKA有限公司收到上海華威進(jìn)出口公司的電子郵件和樣品款后,按要求將床單樣品快遞給上海華威進(jìn)出口公司,并希望盡早收訂單。發(fā)件日期為2月2日。實(shí)訓(xùn)要求:請(qǐng)你代Tom Cl

21、ose草擬一封寄送樣品的郵件，主要內(nèi)容包括：（1）樣品款收到（2）已寄出樣品（3）希望早下訂單 To: zhangqiang25huawei. com .cnFrom: tomclose 111malaka. com. cnDate: Wednesday, February 2,2005 20:15 PMSubject: Sending Sample Bed SheetsDear Mr. Zhang,Thank you for your email of January 31, and your remittance has duly reached our account.As reques

22、ted, we have sent by express mail the sample bed sheets to you, which we feel sure will enable you to place an order with us soon.B. RGADS, TKS.Faithfully yours,Tom CloseTranslation I:Dear Sir ,We are glad to confirm receipt of your duplicate samples and highly appreciate your immediate attention to

23、 our samples.Satisfied with your samples, now we intend to place an order for 3000 MP3 players with you. As we are in urgent need of the ordered goods, please arrange production without any delay. We believe it will mark a good beginning for happy business relation between us.We look forward to your

24、 favorable reply.Your faithfully敬啟者： 我們非常高興收到你方復(fù)制樣品，并對(duì)貴方迅速辦理我方的樣品表示感激。 我方對(duì)貴方樣品滿(mǎn)意，現(xiàn)意欲向你方訂購(gòu)3000個(gè)MP3 播放器。因?yàn)槲曳郊毙璐伺浳铮Ｍ惴侥軌蜓杆侔才派a(chǎn)。我相信此次交易是我們雙方良好合作關(guān)系的開(kāi)端。 盼佳音。商祺Translation II:Dear Cathy,We have studies your samples and quotations for ZIPPO Lighters and wish to place an order with you.As your regular cust

25、omer, we have been dealing with you on L/C basis for many years. In fact, opening an L/C has indeed cost us a great deal.After these years of close cooperation, the business between us has developed satisfactorily. We trust we have become reliable business partners to each other. So we would like to

26、 propose easier payment terms, say, telegraphic transfer. We will pay 20% in advance and the balance will be remitted by T/T upon receipt of the copy of B/L. We hope you could grant our request.We look forward to your confirmation of our new proposal for payment.Best regards,Zhang HuaCathy先生：我們已經(jīng)研究了你方ZIPPO打火機(jī)的樣品和報(bào)價(jià)單，并愿向貴方訂購(gòu)貨物。作為你方的老客戶(hù)，我們一直以信用證的方式與你方做業(yè)務(wù)。事實(shí)上，開(kāi)立信用證的費(fèi)用實(shí)在是太大了。經(jīng)過(guò)這些年來(lái)密切的合作，我們之間的業(yè)務(wù)發(fā)展令人滿(mǎn)意。我們相信我們已經(jīng)是值得信賴(lài)的業(yè)務(wù)伙伴，所以我們想建議較優(yōu)惠的付款方式，比如說(shuō)電匯。我方預(yù)付20%的貨款，收到貴方的傳真提單副本后電匯剩余的貨。望你方同意此要