新編外經(jīng)貿(mào)英語函電與談判課件Unit03市公開課一等獎百校聯(lián)賽特等獎課件_第1頁
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UnitThreeOnPrice第1頁Contents1.BriefIntroduction2.Someideasfora“typical”answertoanenquiry3.給客戶寫關于價格讓步信4.怎樣寫討價還價信5.Specialterms6.Usefulexpressions第2頁3.1BriefIntroduction對外貿(mào)易中商品單價通常由四個部分組成,即計量單位、單位價格、計價貨幣和價格術語。國際貿(mào)易中使用價格術語很多,其中以F.O.B、C.I.F、及C.F.R三種價格術語最為慣用。對于這三種價格術語,國際上有各種解釋,現(xiàn)將這三種價格術語扼要解釋以下:1.F.O.B該價格叫裝運港船上交貨價,簡稱“船上交貨”。F.O.B是FreeOnBoard縮寫。采取這一價格術語時要在其后注明裝運港名稱。2.C.I.F該價格叫成本加保險費加運費價。C.I.F是Cost,InsuranceandFreight縮寫。采取這種價格術語時候,應在C.I.F后注明目標港名稱。3.C.F.R該價格叫成本加運費價。采取這種價格術語時,也應在C.F.R后注明目標港名稱。第3頁3.2Someideasfora“typical”answertoanenquirybyletter,fax,e-mailorphone---oreventoapersonalenquiry.1Thankthecustomerfortheirinterestinyourproductsandconfirmthatyoucan(orcan’t)help.2“Sell”yourproductandexplainhowitissuitableforyourcustomer’sneeds.3Saythatyou’resendingacatalogue,pricelist,advertisingliterature,etc.第4頁3.2Someideasfora“typical”answertoanenquirybyletter,fax,e-mailorphone---oreventoapersonalenquiry.4Explainhowthecustomercanget“hands-on”experienceoftheproduct:Offertosendsamplesorgetareptovisitwithsamples/demo;Statethelocationofdistributor’sshowroomnearenquirer’saddress;Announceanexhibitataforthcomingtradefair;第5頁3.2Someideasfora“typical”answertoanenquirybyletter,fax,e-mailorphone---oreventoapersonalenquiry.5QuoteExactlywhatyouareselling:confirmthespecificationofyourproduct;Priceinbuyer’soranotherhardcurrency,includingtermsofdelivery(CIF,FOB,etc.)andvalidity:Total:3,450USdollarsCIFHongkong.Thepricesshowninthisofferarevalidforaperiodof60daysfromthedatehereof.Discount:forcash/bulk,etc.;Termsofpayment:cashwithorder/letterofcredit,etc.:PaymentbyirrevocableletterofcreditinUSdollarsonaUnitedstatebank,allowingpart-shipment,transshipmentandvalidfor90daysfromorderdate.Shippingdate:

Thegoodswillbereadyforshipment3to4weeksfromreceiptofyourwrittenorderandconfirmationofyourletterofcredit.第6頁3.2Someideasfora“typical”answertoanenquirybyletter,fax,e-mailorphone---oreventoapersonalenquiry.6Endonanoptimisticnoteandencouragethecustomertophone,e-mailorfaxyoupersonallyformoreinformation.第7頁3.3給客戶寫關于價格讓步信貿(mào)易往來中價格是一個關鍵問題,貿(mào)易雙方在價格上總要費一番力氣才能達成一致。本文是關于價格讓步一封信。第8頁3.3給客戶寫關于價格讓步信DearSirs:Thankyouforyourletterof20January.WearedisappointedtohearthatourpriceforFlamecigarettelightersistoohighforyoutoworkon.YoumentionedthatJapanesegoodsarebeingofferedtoyouatapriceapproximately10%lowerthanthatquotedbyus.Weacceptwhatyousay,butweareoftheopinionthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts.Althoughwearekeentodobusinesswithyou,weregretthatwecannotacceptyourcounteroffer.Thebestwecandoistoreduceourpreviousquotationby2%.Wetrustthatthiswillmeetwithyourapproval.Welookforwardtohearingfromyou.Yoursfaithfully,第9頁3.4怎樣寫討價還價信貿(mào)易往來中,買家總是以為價錢太高,賣家總是以為自己價錢合理、再低就虧了。在這種情況下,談判、爭論、討價還價不可防止。討價還價信也是說服信一個,這種討價還價信目標是使雙方達成一致、做成買賣。為了更多為己方爭得利益,寫信時候一定要強調(diào)己方反對對方要求價格原因,并要提出雙方都能接收條件。

第10頁3.4怎樣寫討價還價信寫討價還價信應遵照下面標準:1.Thank-youexpressionforwhatthereaderhasdone.2.Statereasonsfornon-acceptanceandinabilitytotakethedesiredaction.3.Makeacounterofferorsuggestthattheremaybeotheropportunitiestodobusinesstogether.4.Mentionthepossiblebenefitsassociatedwiththereader'sconcessionandencouragehimtotakeaction.5.Closethelettercourteouslyandpositively.第11頁3.4怎樣寫討價還價信下面是一封要求對方降低價格信,我們來看看是怎么寫:DearSirsWewritetothankyoufor⑴yourquotationof20thMarchandthesamplesoftheLTZTrimmingEdgeCuttersyouenclosed.Havingcarefullyexaminedthesamplesyoumailed,wefeelquitesatisfiedwiththequalityofyourgoodsandthewayinwhichyouhavehandledourinquiry.Itwouldbeprofitableforbothsidesifalong-termbusinessrelationshipcouldbeestablished.However,ourmarketingresearchreveals⑵thatthepricesyouquotedappeartobeonthehighside.Goodsofsimilarqualitywhicharesoldattheprevailinglevelsarethreepercentcheaperthanyours.Someofourclientsfeelworriedthatacceptingsuchanofferwouldonlyleavethemwithasmallmarginofprofitontheirsales.第12頁3.4怎樣寫討價還價信Maywesuggestthatyouperhapsmakesomeallowance⑶,say,twopercentoffyourquotedprices?Wefeelconfidentthattherevisedoneswouldhelpintroduceyourproductsintoourlocalmarkets⑷.Andyoucouldalsorelyonlargevolumeoforders⑷fromusifourcustomersseeincreasingbenefitsfromtheirdeals.Pleasekindlyinformusofyourdecision⑸assoonaspossiblebecauseweneedyourinformationtoworkoutourimportschedulebytheendofthismonth.Yoursfaithfully第13頁3.5Specialterms1.A1grade甲級商品品級(商品質(zhì)量等級、商品質(zhì)量分級)是指對同一品種商品,按其到達商品質(zhì)量標準程度所確定等級。它是表示商品質(zhì)量高低優(yōu)劣標志,也是表示商品在某種條件下適合其用途大小標志,是商品判定主要內(nèi)容之一。商品品級是相正確、有條件,有時會因不一樣時期、不一樣地域、不一樣使用條件及不一樣個性而產(chǎn)生不一樣質(zhì)量等級和市場需求。普通來說,工業(yè)品分三個等級,而食品尤其是農(nóng)副產(chǎn)品、土特產(chǎn)等多為四個等級,最多到達六七個等級,如茶葉、棉花、卷煙等。第14頁3.5Specialterms2.drawnatsight見票即付即期信用證(SightCredit)是指受益人依據(jù)信用證要求,可憑即期跟單匯票或僅憑單據(jù)收取貨款信用證。其特點是受益人收匯安全快速。遠期信用證(Usance/timeCredit)是指開證行或其指定付款行收到受益人交來遠期匯票后,并不馬上付款,而是先行承兌,俟匯票到期再行付款信用證。第15頁3.5Specialterms3.quotation與offerquote/quotation是報價,指某一商品單價,offer是報盤,除單價外,還包含數(shù)量,交貨期,付款方式等等。另外,offer比較固定,賣方價格報出后,普通不能輕易變動,而quote/quotation則不一樣,賣方報價后,不受約束,能夠依據(jù)情況略加調(diào)整。第16頁3.5Specialterms4.trialorder試訂單試訂單意思是,買賣雙方第一次做生意,買方不知道賣方提供產(chǎn)品是否在本國/當?shù)厥袌鲑u得好,就先訂小量貨做個試銷。假如試銷情況令人滿意,就能夠向賣方下大單了;假如試銷情況不好,對買方來說,頂多就虧這一批小量貨,以后不再買這家供給商貨就是了。所以,試訂單買方都是新客戶,量也不會大。第17頁3.5Specialtermstradediscount同業(yè)折扣對本行業(yè)不一樣買主所給予折扣。生產(chǎn)企業(yè)對其產(chǎn)品經(jīng)銷商、批發(fā)商及零售商以及批發(fā)商對零售商所給折扣都是同業(yè)折扣。第18頁3.5Specialtermscounteroffer還價,還盤還價是針對對方報價所作出回應行為。報價稱為發(fā)盤,還價則稱為還盤。還價行為出現(xiàn)是必定。一是因為對于一方提出報價,另一方不會馬上就接收;二是即便對方提出最初報價比自己預料要好,還價也一樣是需要,因為這么能夠更多地實現(xiàn)自己利益。在價格磋商中,因為還價行為出現(xiàn),使談判雙方必定出現(xiàn)價格之爭。在談判中應該經(jīng)過細心觀察,認真分析,設法搞清對方進行價格之爭真實用意。依據(jù)不一樣原因采取不一樣方式、辦法來應對和處理。這也是做好還價工作一個主要條件。還價不是一個簡單壓價行為,合理、有效還價必須以市場調(diào)查為基礎,以“貨比三家”為條件。這么才能確保還價合理性。還價是不是合理,有沒有充分依據(jù),這不但直接關系到自己方面利益,也關系到談判能否成功。第19頁3.6Usefulexpressions1.隨函附寄……Weareenclosingourpricelist.WeenclosetheS/Cinduplicate.2.早日賜復,不勝感激。Yourearlyreplyisappreciated.3.我們能折中一下嗎?Canwemeeteachotherhalfway?4.對某事拼命討價還價Todriveahardbargain第20頁3.6Usefulexpressions5.Ifyoucanreducethepriceby5%,weshallbeabletoorder200metrictons.假如你方能降價百分之五,我們將訂購二百公噸。6.Businessispossibleifyouincreasethepriceby2%.假如你方提價百分之二,交易才有可能。7.Wearenotinterestedunlessyourpriceisreducedtoalevelinlinewiththemarketprice.

除非你們把價格降到與市場價格相等,不然我們不感興趣。第21頁3.6Usefulexpressions8.Wehavebeeninformedthatthecurrentpriceonyoursideismuchhigherthanwhatyousay.我們聽說你方現(xiàn)行價比你方所說要高很多。9.Sellersdecidetowaitnomatterwhenthepricepicksup.不論價格何時回升,賣方?jīng)Q定再等一等。10.假如你們考慮一下質(zhì)量話,我們價格是很有競爭性。Ourpricesarehighlycompetitivewhenyouconsiderquality.第22頁3.6Usefulexpressions11.我們價格是凈價,不含傭金。Ourpriceisnetwithoutcommission.12.Tomeetyourrequirements,wewouldliketoreduceourpriceby2%,which,Ihope,willbesatisfactorytoyou.為滿足你方要求,我們愿降價百分之二,希望能令你們滿意。13.I’mawfullysorry.Thisisourfloorprice.Ifyoufinditunworkable,wemayaswellcallthedealoff.很遺憾,這是我們底價。假如你方以為價格不可行,我們只好取消這筆交易。

第23頁3.6Usefulexpressions14.WillyoupleasequoteF.O.BBrusselsinU.S.dollar?請你們以美元、布魯塞爾船上交貨價報價。15.我們最好先談價格條件,因為它是做生意一個關鍵。It’sbetterforustohaveatalkonpriceterms,becauseitisoneofthekeypointsinourdealings.16.I’llhavetoconsultmyhomeofficebeforeIcangiveyouadefiniteansweronthepriceterms.在回復你方相關價格條件之前,我得先跟我們國內(nèi)企業(yè)聯(lián)絡一下。17.Businessisclosedatthisprice.交易就按此價敲定。第24頁3.6Usefulexpressions18.Yourpriceisacceptable(unacceptable).Yourpriceisfeasible(infeasible).Yourpriceisworkable.Yourpriceisrealistic(unrealistic).Yourpriceisreasonable(unreasonable).Yourpriceispracticable(impracticable).第25頁3.6UsefulexpressionsYourpriceisattractive(notattractive).Yourpriceisinducing(notinducing).Yourpriceisconvincing(notconvincing).Yourpriceiscompetitive(notcompetitive).Thegoodsare(not)competitivelypriced.Priceisturninghigh(low).第26頁3.6UsefulexpressionsPriceishigh(low).Priceisrising(falling).Priceisup(down).Priceislookingup.Pricehasskyrocketed..Pricehasshotup.Pricehasrisenperpendicularly.Pricehasriseninaspiral.第27頁3.6UsefulexpressionsPricehashiked.Yourpriceisonthehighside.Pricehasadvanced.Thegoodsarepricedtoohigh.Yourpriceisratherstiff.

Priceislevelingoff.Yourpriceisprohibitive.第28頁3.6Usefulexpressions19.TheJapaneseyenisstrengthening.日元堅挺。20.TheU.S.Dollarisweakening.美圓疲軟。21.YourpriceismuchhigherthanthepricefromU.K.FranceandGermany.你方價格比英、法、德都高。第29頁3.6Usefulexpressions22.Sincethepricesoftherawmaterialshavebeenraised,I’mafraidthatwehavetoadjustthepricesofourproductsaccordingly.因為原材料價格上漲,我們不得不對產(chǎn)品價格做對應調(diào)整。23.Yourpriceis$500/mt,twiceoftheothercountries.你們每公噸500美元價格是其它國家兩倍。24.Isitpossibleforyoutoraise(lift)thepriceby5%?你們能否把價格提升5%?第30頁3.7外貿(mào)英語價格詞匯1.unitprice單價attractiveprice/bestprice/cheapprice/competitiveprice/favorableprice/home(international)marketprice/import(export)price/keenprice/lowestprice/moderateprice/prevailingprice/reasonableprice/retail(wholesale)price/rock-bottomprice/costprice/factoryprice/manufacturer'sprice/purchaseprice/saleprice/fixedprice/cashprice/preferentialprice/maximumprice,ceilingprice/minimumprice/averageprice/baseprice

pricefreeze/pricefixing/priceindex/pricefall第31頁3.7外貿(mào)英語價格詞匯2.netpricenetweight/netoperatingincome/netprofit/netearning3.managersales~/general~/export~/internationalsales~/national~/regional~/district~/advertising~/marketing~/personnel~/material~/product-line~/production~/purchasing~/qualitycontrol~第32頁3.7外貿(mào)英語價格詞匯4.·EOM(End-of-the-Moth)Sale月終大甩賣5.middleman’sfee介紹費6.·payininstallments分期付款7.·firstinstallment(payment)分期付款首期款8.outstandingaccount未清賬款9.·buyone,getonefree買一送一第33頁3.8SubstitutionDrills1A:OurpriceisU.S.$98perpound.B:Imustsaythepriceistoohighformetoaccept.mustpointoutthepriceistoohightointerestus.canassureyouthepriceistoohightobecompetitive.2A:Ihopeyou’llquotefavorably.quoteusyourbestterms.giveusyourlowestpricequotes.

B:Ourratesareinlinewiththeworldmarket.Ourpricesfitinwithtoday’smarketsituation.Wealwaysgiveourcustomersthebestterms

第34頁3.8SubstitutionDrills3A:Ourusersareundertheimpressionthatyourpricesareusuallyonthehighsidecomparedwiththoseofothersuppliers.havetheideathatyourpricesareusuallyabittoohigh.areoftheopinionthatyourpricesareusuallyratherstiff.B:Onecan’tconsiderpriceseparatelyfromquality.Onehastotakequalityintoaccount.Whencomparingprices,onehastotakeintoconsiderationthequalityofthegoods.

第35頁3.8SubstitutionDrills4A:Othersuppliersareofferingamuchhigherrateofcommission.amuchbetterprice.morefavorablepaymentterms.B:2%istheusualcommissionweallowforasmallquantity.$100isactuallythelowestwecandoforasmallquantity.5That’sthebestwecando.thelowestpricewecanoffer.ourbottomprice.Wecan’tgoanylower.Wecan’ttakeless.

第36頁3.8SubstitutionDrills6A:Ifweguaranteeanannualorderofacertainamount,

wouldyougiveusaspecialdiscount?wouldyougiveusahigherrateofcom

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