外貿(mào)英語談判

1、書名：外貿(mào)英語談判ISBN： 978-7-111-38989-7作者：朱香奇出版社：機(jī)械工業(yè)出版社本書配有電子課件外貿(mào)英語談判ppt 課件外貿(mào)英語談判外貿(mào)英語談判外貿(mào)英語談判ppt 課件第二章、業(yè)務(wù)建交談判第二章、業(yè)務(wù)建交談判123學(xué)習(xí)目標(biāo)學(xué)習(xí)目標(biāo) 背景知識背景知識 方法介紹方法介紹教學(xué)方法設(shè)計(jì)教學(xué)方法設(shè)計(jì)456實(shí)戰(zhàn)演練實(shí)戰(zhàn)演練案例分析案例分析知識拓展知識拓展外貿(mào)英語談判ppt 課件1 1、學(xué)習(xí)目標(biāo)、學(xué)習(xí)目標(biāo)v 通過學(xué)習(xí)，了解業(yè)務(wù)建交談判流程，掌握業(yè)務(wù)建交談判常見詞匯，熟通過學(xué)習(xí)，了解業(yè)務(wù)建交談判流程，掌握業(yè)務(wù)建交談判常見詞匯，熟悉業(yè)務(wù)建交談判常見表達(dá)，從而能熟練應(yīng)對業(yè)務(wù)建交談判實(shí)務(wù)操作。悉業(yè)

2、務(wù)建交談判常見表達(dá)，從而能熟練應(yīng)對業(yè)務(wù)建交談判實(shí)務(wù)操作。 v 建立業(yè)務(wù)關(guān)系，實(shí)際上就是確定貿(mào)易對象。貿(mào)易對象選擇得合適與否，建立業(yè)務(wù)關(guān)系，實(shí)際上就是確定貿(mào)易對象。貿(mào)易對象選擇得合適與否，決定著貿(mào)易的成敗，在一般情況下，雙方通過各自的介紹或第三者的決定著貿(mào)易的成敗，在一般情況下，雙方通過各自的介紹或第三者的介紹，在對對方的資金信用、經(jīng)營能力和業(yè)務(wù)范圍等重要條件有一定介紹，在對對方的資金信用、經(jīng)營能力和業(yè)務(wù)范圍等重要條件有一定了解后，然后再進(jìn)行實(shí)質(zhì)性的業(yè)務(wù)商討，從而進(jìn)行積極地合作，使雙了解后，然后再進(jìn)行實(shí)質(zhì)性的業(yè)務(wù)商討，從而進(jìn)行積極地合作，使雙方貿(mào)易活動得以順利地開展。方貿(mào)易活動得以順利地開展。

3、v 一般具體的業(yè)務(wù)建交談判，通常涉及到三個主要方面，既一般具體的業(yè)務(wù)建交談判，通常涉及到三個主要方面，既建交意向表建交意向表達(dá)、公司介紹和公司產(chǎn)品的推介。達(dá)、公司介紹和公司產(chǎn)品的推介。外貿(mào)英語談判ppt 課件2 2、背景知識、背景知識v 在國際貿(mào)易業(yè)務(wù)中，為了進(jìn)行商務(wù)拓展，建立新的業(yè)務(wù)往來，一般可在國際貿(mào)易業(yè)務(wù)中，為了進(jìn)行商務(wù)拓展，建立新的業(yè)務(wù)往來，一般可以通過如下幾個途徑進(jìn)行：主動給客戶寫郵件、參加國內(nèi)外商品交易以通過如下幾個途徑進(jìn)行：主動給客戶寫郵件、參加國內(nèi)外商品交易會、利用網(wǎng)絡(luò)資源搜尋客戶資源、接待貿(mào)易代表參觀、電話拜訪客戶、會、利用網(wǎng)絡(luò)資源搜尋客戶資源、接待貿(mào)易代表參觀、電話拜訪客戶

4、、向特定客戶群發(fā)宣傳達(dá)資料以及在電視電臺、雜志期刊上登商業(yè)廣告向特定客戶群發(fā)宣傳達(dá)資料以及在電視電臺、雜志期刊上登商業(yè)廣告等。這里我們著重介紹與外商接洽的直接方式：口頭溝通談判。在與等。這里我們著重介紹與外商接洽的直接方式：口頭溝通談判。在與客戶的初次接洽中，應(yīng)著力介紹如下三方面的內(nèi)容客戶的初次接洽中，應(yīng)著力介紹如下三方面的內(nèi)容： 1 1、介紹公司、介紹公司 要介紹公司的商業(yè)規(guī)模、經(jīng)營范圍、行業(yè)地位、優(yōu)勢等要介紹公司的商業(yè)規(guī)模、經(jīng)營范圍、行業(yè)地位、優(yōu)勢等 2 2、介紹產(chǎn)品、介紹產(chǎn)品 要介紹產(chǎn)品的特點(diǎn)、優(yōu)勢、質(zhì)量、價格、工藝流程、主要介紹產(chǎn)品的特點(diǎn)、優(yōu)勢、質(zhì)量、價格、工藝流程、主 要市場、交貨期

5、等。要市場、交貨期等。 3 3、介紹其他內(nèi)容、介紹其他內(nèi)容 如售后服務(wù)、廣告支持、清倉配合和文化認(rèn)同等方面。如售后服務(wù)、廣告支持、清倉配合和文化認(rèn)同等方面。 外貿(mào)英語談判ppt 課件3 3、方法介紹、方法介紹v 1 1、介紹談判人員及表明建交意向、介紹談判人員及表明建交意向 在與客戶的初次接洽談判中，首先要介紹參與談判的工作人員，然后再說明如何獲在與客戶的初次接洽談判中，首先要介紹參與談判的工作人員，然后再說明如何獲取對方的信息，同時需表達(dá)與客戶建立業(yè)務(wù)往來的意向，表明出談判目的，常用的談判取對方的信息，同時需表達(dá)與客戶建立業(yè)務(wù)往來的意向，表明出談判目的，常用的談判錦句有：錦句有： 1. Th

6、is is X X X. Hes in charge of Marketing 2. By the courtesy of X X X, we are given to understand the name of your firm. 3. Your firm has been introduced (recommended, passed on) to us by X X X Company. 4We express our desire to establish business relations with your firm. 5. We are willing to enter i

7、nto business relations with your firm. 6. We shall be glad to enter into business relations with you. 7. In order to expand our products into X X X, we wish to seek cooperation possibilities with you.外貿(mào)英語談判ppt 課件3 3、方法介紹、方法介紹v 2 2、介紹公司、介紹公司 為了讓對方對公司信息有大致的了解，需要對自己公司的商業(yè)規(guī)模，經(jīng)營范圍，行為了讓對方對公司信息有大致的了解，需要對自己公

8、司的商業(yè)規(guī)模，經(jīng)營范圍，行業(yè)地位，優(yōu)勢等進(jìn)行介紹，常用的談判錦句有：業(yè)地位，優(yōu)勢等進(jìn)行介紹，常用的談判錦句有： 1. We are one of the largest importers of Electric Goods in this city. 2. We specialize in the export of X X X Products and would like to trade with you in this line. 3. We have set up a credible sales network and we have our regular clients fo

9、rm over 80 counties and regions worldwide. 4. We have been in this line of business for more than twenty years. 5. Our abundant resources and stable policy provide foreigners with the advantages they invest here.外貿(mào)英語談判ppt 課件3 3、方法介紹、方法介紹v 3 3、推介產(chǎn)品、推介產(chǎn)品 產(chǎn)品推介主要是介紹產(chǎn)品的特點(diǎn)，優(yōu)勢，質(zhì)量，價格，工藝流程，主要市場，交貨期等產(chǎn)品推介主要是介紹

10、產(chǎn)品的特點(diǎn)，優(yōu)勢，質(zhì)量，價格，工藝流程，主要市場，交貨期等, , 同時應(yīng)同時應(yīng)呈送產(chǎn)品目錄及樣品等以供對方參考。常用的談判錦句有：呈送產(chǎn)品目錄及樣品等以供對方參考。常用的談判錦句有： 1. Our new brand bathrobes are made of pure cotton. Owing to the carefully selected materials used and the great attention paid to weaving and printing, they possess a very attractive appearance as well as no

11、vel designs. 2. This style is matching with the taste of our market. 3. Our product has been well established in the market, and I can assure that is stands competition well. 4. These products are gaining popularity because of their fine quality, competitive prices, and our honest dealings. 5. Our p

12、roducts are well received in the European market. 6. If our product becomes damaged, just returned it and we will replace it freeeven when the warranty is over. 外貿(mào)英語談判ppt 課件3 3、方法介紹、方法介紹v 4 4、表達(dá)合作期待、表達(dá)合作期待 通常在談判結(jié)束時，應(yīng)表達(dá)出與對方合作的期待與期望。常用的錦句通常在談判結(jié)束時，應(yīng)表達(dá)出與對方合作的期待與期望。常用的錦句有：有： 1. Im sure our business deali

13、ngs will develop quickly and productivity. 2. Lets hope the business works out well.外貿(mào)英語談判ppt 課件4 4、案例講解、案例講解v Example 1:Example 1: Background: Mr. Brown (the buyer), purchasing manager of ABC Company in Australia ，Kathy (the seller) is the representative of Green Textile Import and Export Corporati

14、on in China. They want to establish business relations with each other. Mr. Brown (以下稱為以下稱為A) Kathy Peerless (以下稱為以下稱為B) A: Good morning. My name is Mr. Brown. Im from Australia. Here is my card. B: Thank you. Im pleased to meet you, Mr. Brown. My name is Kathy Peerless, the representative of Green

15、Textile Import and Export Corporation. A: Pleased to meet you too, Ms. Peerless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people. B: Thank you for saying so. Have you seen the exhibition halls? On displa

16、y are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments. A: Oh, yes. I had a look yesterday. I found some of the exhibits are to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. Ive gone ove

17、r the catalogues and the pamphlets enclosed in your last letter. Ive got some idea of your exports. Im interested in your silk blouses.外貿(mào)英語談判ppt 課件4 4、案例講解、案例講解 B: Our silk is known for its good quality. It is one of our traditional exports. Silk blouses are brightly colored and beautifully designed

18、. Theyve met with great favor overseas and are always in great demand. A: Some of them seem to be of the latest style. Now Ive a feeling that we can do a lot of trade in this line. We wish to establish relations with you. B: Your desire coincides with ours. A: Concerning our financial position, cred

19、it standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies. B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit.

20、Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us. A: That sounds interesting. Ill send a fax home. As soon as I receive a definite answer, Ill make a specific inquiry. B: Well then make an offer as soon as possi

21、ble. I hope a lot of business will be conducted between us.外貿(mào)英語談判ppt 課件4 4、案例講解、案例講解v Example 2: Example 2: Introducing the new products Background: Davidson (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Xinguang Plastic Co

22、mpany in China. They have their first meet in Guangzhou Commodity Fair. Davidson (以下稱為A) Tina (以下稱為B)A: Is this your specialty? What is it used for?B: Yes, sir. This is our newly introduced student kit (學(xué)生工具包) ，where students can put daily-used stuff, for example, pencils, pens, rulers, loose papers

23、（活頁紙）, cards, pocket money and many other items（物品） a student carries.A: Sound interesting. But Im not sure it will be popular among students. As you know, most students are used to take schoolbags.B: Schoolbags normally weigh much heavier than this plastic kit. More and more students are inclined（傾

24、向于） to leave books at school and take only this kit with them home. Its handier (方便)A: Well, perhaps we can make a trial.B: Im sure you can make great profit from this trade. Over 10,000 kits have been booked since the day we open business in the Guangzhou Commodity Fair（廣州商品交易會）4 4、案例講解、案例講解A: How

25、much does it cost per dozen?B: The market price for the student kit is RMB 23 per dozen. If you make an order during this exhibition period, we can offer you at RMB20.A: Oh, its really a little expensive. I couldnt see our way clear to （有可能）make this deal.B: Sir, perhaps you should take a second tho

26、ught. This kit is made from fine quality vinyl （乙烯基）plastic, which is strong, washable and transparent（透明）. Thats why the price is much higher than similar products.A: You said it（確實(shí)如此）. However we couldnt invest so much money in something whose Market Value is uncertain.B: This kit proves to be pop

27、ular in China since we launched it into Market this year. It should also sell well in the U.S. Market You have my word（我向你保證）.A: All right. Id like to report this to our manager and see what his decision is. Besides, how many colors are there for this kit?B: We have 3 options, red, yellow and achrom

28、atic（無色）.A: Oh, sort of（有點(diǎn)） simple. Can we all an order for blue ones? B: No problem. We can make it. How many do you want?A: It depends. I will contact with my boss about this ASAP and get back to you within two days.B: Fine, this is my card. You can call me as soon as you decide on this.A: Ok, Nic

29、e meeting you.B: Nice meeting you too. Thank you for your interest in our product.5 5、知識拓展、知識拓展v1 1、常用相關(guān)詞匯、常用相關(guān)詞匯介紹公司：介紹公司： 合資企業(yè) joint venture enterprise 合作企業(yè) cooperative enterprise 外商獨(dú)資企業(yè) exclusively foreign owned enterprise 國有企業(yè) state owned enterprise 集體企業(yè) collectively owned enterprise 個體企業(yè) indivi

30、dually owned enterprise 財務(wù)狀況 financial position 信用聲譽(yù) credit standing 平等互利 equality and mutual benefit 中國出口商品交易會 China Export Commodities Fair介紹產(chǎn)品：介紹產(chǎn)品： 高科技主品 high tech products 耐用消費(fèi)品 durable consumer goods 品質(zhì)優(yōu)質(zhì) excellent quality 質(zhì)量可靠 reliable quality 式樣新穎大方 modern and elegant in fashion 品種繁多 wide va

31、rieties 規(guī)格齊全 complete in specification 信譽(yù)可靠 reliable reputation 制作精美 skillful manufacture 美觀耐用 attractive and durable 剪裁精良的 excellently tailored 工藝精良 sophisticated technology5 5、知識拓展、知識拓展v 2 2、談判小貼士、談判小貼士（1）強(qiáng)勢營銷 We are leading manufacturers and exporters of frozen meat in China.（2）抑他揚(yáng)己 Obviously, we

32、 have an advantage over other export corporations in price and regular supplies of high quality.（3） 主動出擊 We would like to invite you to attend our Guangzhou Commodities Fair to be held from 13th Nov. to 17th Nov.（4） 彰顯特色 They are the newest patterns you can get in town.（5） 釣魚式提問 Have you ever tried

33、getting a bilingual service from computerized speaker（電腦控制的揚(yáng)聲器）?（6） 解除顧慮 We promise to take them back or exchange them if you find their quality is not in line.（7） 誘之以利 If you place and order during our promotion campaign, we will give you a 10% discount.（8） 買賣不成仁義在 Id be pleased to show them to you

34、, whether you are going to buy or not. 6 6、實(shí)戰(zhàn)演練、實(shí)戰(zhàn)演練v Situation: Party A (the buyers), representatives of ABC Corporation in England visit Party B (the sellers), representatives of Sales & Marketing Department of Gree Electric Appliances, Inc. of Zhuhai (Gree 格力). Members of Party A express their wishes to establish business relations with Gree. v Party A: The buyers, representatives of ABC Corporation Ta