國際商務(wù)英語口語（第三版）unit 2

UnitTwoEnquiriesandOffers

1.NewWords&Expressions2.UsefulSentences4.

Conversations（視頻）5.Practice&KeystoExercises3.ListeningPracticeenquirysheet 詢價單quotation[kw?u'tei??n

]n. 報價CFR 成本運(yùn)費(fèi)offer['?f?]n./v. 報盤besubjectto 以…為條件finalconfirmation 最后確認(rèn)commission[k?'mi??n]n. 傭金client['klai?nt]n. 客戶CIF 成本運(yùn)費(fèi)加保險FOB 裝運(yùn)港船上交貨favorable['feiv?r?bl

]adj. 優(yōu)惠的

NEWWORDS&EXPRESSIONS

dateofshipment 裝運(yùn)期putsth.onthemarket 投放市場sellingseason

銷售旺季official

[?'fi??l]

adj.

正式的firm

[f?:m]

adj.

有效的superior

[sju:'pi?ri?]

adj. 優(yōu)良的，上好的payment['peim?nt

]n.支付trialorder 試訂單irrevocableL/C 不可撤銷信用證beinurgentneedof 急需makeshipment

裝運(yùn)

NEWWORDS&EXPRESSIONS

USEFULSENTENCES

詢問對某產(chǎn)品感興趣

MayIknowwhatparticularitemsyouareinterestedin?

我想知道你們對哪個產(chǎn)品感興趣？2.Whichitemareyouinterestedin?

你們對哪個產(chǎn)品感興趣？3.Wouldyoutellmewhatarticlesyouarekeenon?

請你們告訴我們你們對哪個產(chǎn)品感興趣？

USEFULSENTENCES

1.MayIhavealookatyoursamples?

我們可以看一看你們的樣品嗎？

2.Canyoushowmeyourlatestcatalogues?

你可以給我看看你們最新的商品目錄嗎？

3.We’dliketohaveyourcataloguesandpricelistsforstudy.

我們想要一些你們的目錄和價格單研究一下。

索取資料

USEFULSENTENCES

1.Wouldyougivemeareferenceprice?

你能給我一個參考價嗎？

2.MayIknowtheprices?

我可以了解你們的價格嗎？

3.MayIhaveanideaofyourprices?

我可以了解你們的價格情況嗎？

4.CouldyoumakeusanofferCIFVancouver?

你可以按CIF溫哥華來給我們報價嗎？

詢價

USEFULSENTENCES

1.Wecanofferyou500tonsofSoyBeansatUSD50pertonCIFC2NewYork.

我們可以向你們報500噸大豆，每噸50美元CIFC2紐約。

2.Hereisourofferfor1000setsofRacingBikes.

這是我們1000輛賽車的報價。

3.We’dliketoquoteyouourbestpricefor200dozenSportsShoesatAUD34perpairCFRMelbourneforshipmentinJune.

我們給你方報200打運(yùn)動鞋的最低價：每雙34澳元CFR

墨爾本，六月裝運(yùn)。

報價

USEFULSENTENCES1.Howlongwillyoukeepyourofferopen?

你方報盤有效期多長？2.Howlongdoesyourofferusuallyremainfirm?

你方報盤通常保留幾天有效？3.Howlongdoesyouofferholdgood?

你方報盤有效期多長？詢問報盤有效期

USEFULSENTENCES

1.Thisofferisfirmforaweekfromtoday.

本報盤有效期從今日起一個星期。

2.OurofferremainsvalidfromthisMondayuntilJune3.

我們的報盤從本周一開始一直到6月3日有效。

3.Ourpriceissubjecttoourfinalconfirmation.

我們的報盤以我方最后確認(rèn)為準(zhǔn)。

4.Wewillkeepourofferopenforthreedays.

我方報盤有效期三天。告知報盤有效期

A:Iknowthatyou’reinterestedinourElectricFans,MrJackson.B:Yes,wearethinkingofplacingan_________.A:Asyouknow,wesupplyElectricFansof___________typesandsizes.Wehaveyearsof____________inthisline.B:Good,MissZhang.Hereisour_________sheet.I’dliketohaveyourlowest___________,CFRColombo.A:Thanks.I’lllookintoitandletyouhaveour_______later.A:HereareourCFRColomboprices.Allthepricesinthelistaresubjecttoourfinal_____________.B:Whataboutthe____________?FromtheothersuppliersIusuallyget3percentcommissionformyimports.A:GenerallySpeaking,wedon’t_________anycommission.Butiftheorderisabigone,we’llconsiderit.B:Ok,I’lldiscusswithour_________andletyouknowourquantitiestomorrow.A:Fine,thankyou.LISTENINGPRACTICE

orderdifferentexperienceenquiryquotationofferconfirmationcommissionallowclientsLISTENINGPRACTICE

A:Look,allthese_______areourbestsellersofthisyear.B:Oh,howwonderful!Whatpricesdoyou_______forthesetwoarticles?A:Hereisthe____________.Youwillseeallthepricesarevery___________.B:DoyouquoteCIForFOB?A:AllpricesareonFOBbasis.B:I’dratherhaveyour_________quotationCIFSeattle.A:Thatcanbedoneeasily.Pleasewaitforamoment.Bytheway,howmanyareyougoingtoorder?B:Wewillhave5000pieceseach.Itisalargeorder,isn’tit?A:Iftheorderissolarge,we’llofferyouourmostfavorable________.B:Thankyou.Nowwhataboutthedateof__________?Asyouknow,ChristmasDayiscoming,wewanttoputthegoodsonthe_________beforethesellingseason.A:InOctober.Oh,hereisourofficialofferwithspecialprice,CIFSeattle.B:Isita______offerora__________offer?A:ItisafirmoneandremainsgooduntilOctober15th.B:Couldyoupleasekeepthisofferopentillthe17th?Ihavetodiscussthiswithmyclients.A:Noproblem.B:That’sveryniceofyou.itemsquotepricelistcompetitivelowesttermsshipmentmarketfirmnon-firmVideo1Video2Video3PRACTICE1[實(shí)訓(xùn)場景]詢盤與報盤[地點(diǎn)]模擬公司談判室[形式]口頭洽談[內(nèi)容]MrBurnsfromCaliforniaOverseasCompanyisinterestedintheTeaSetsandheenquiresfor500sets,thesampleandofferareasfollows:

PRACTICE1Buyer: MrBurnsfromCalifornia OverseasCompanySeller: MrChenfromGoldenRiver CompanyLimitedCommodity: TeaSetsQuantity: 500setsUnitPrice: AtUSD50/setCIFC2San FranciscoPaymentTerms: ByIrrevocableL/CatsightShipment: InAugustValidity: For5days

[[要求]學(xué)生兩人一組，根據(jù)給出的情景進(jìn)行詢盤和報盤，洽談要點(diǎn)如下(供參考)：

1.迎接客戶

1.詢問有關(guān)產(chǎn)品情況2.介紹產(chǎn)品，并提供目錄和樣品2.參觀茶具樣品

3.根據(jù)客戶需要報盤

3.選擇款式并詢盤

買方賣方PRACTICE2[實(shí)訓(xùn)場景]詢盤與報盤[形式]在線洽談[要求]要求學(xué)生依照網(wǎng)上的產(chǎn)品信息進(jìn)行詢盤和報盤。

[KEYSTOEXERCISESEXERCISE11.TranslatethefollowingsentencesintoEnglishorally.(1)Pleasequoteusthelowestpricefor1000pcstablecloths.(2)Wearemakingyouanofferfor500dozensweatersatUSD50/dozenCIFSanFrancisco.(3)ALLthepricesareonFOBGuangzhoubasis,including3%commission.(4)Thisofferisfirmforaweek.(5)Thisofferissubjecttoourfinalconfirmation.KEYSTOEXERCISESEXERCISE2（1）

A:Wearesogladtohaveachancetoattendtheexhibition.B:Welcometoourstand.A:Atpresent,weareveryinterestedinyourenergysavinglamps,ifitispossible,pleasequoteusthebestprices.B:It’sourpleasure.DoyouwantustoquoteCIForFOB?A:We’dliketohaveCIFprice,andwewanttobuy1000pieces.B:Ok,pleasewaitforamoment.Oh,hereisourquotationsheet.A:Oh，thankyou.MayIkeepthisandgiveyouareplyinafewdays?B:Sure,seeyou!KEYSTOEXERCISESEXERCISE2(2)-1A:Look,alltheseitemsareourbestsellers.B:Oh,howwonderful!I’mquiteinterestedinArt.No.1andArt.No.2,couldyoupleasegiveusthebestprices?A:Certainly.Thisisourlatestpricelist,youcanseeourpricesareverycompetitive.B:DoyouquoteCIForFOB?A:AllthepricesareCIFSydney.Bytheway,howmanyareyougoingtoorder?KEYSTOEXERCISESEXERCISE2(2)-2B:Wewillhave2000pcseach.Itisnotasmallorder,willyougiveussomediscount?A:Ifyourorderisover5000pcs,wecangiveyou3%discount.B:Isitafirmofferoranon-firmoffer?A:It’safirmoneandremainsgoodfor5days.B:Oh,thankyouforyouroffer.KEYSTOEXERCISESEXERCISE2(3)A:MrKing,canyouusafirmofferfor1000pcsofwashingmachinesModelNo.123?B:Sure.ThepriceisaboutUSD300FOBShanghaieach.A:Isthepriceyouquotedinclusiveofourcommission?B:Yes,itincludesyourcommissionof3%.A:Well,yourpriceisratherreasonable.Thenwhataboutpaymentterms?B:WegenerallyrequirepaymentbyirrevocableL/Catsight.A:Isee.ThencanyoumakeshipmentinJune?Wehopetocatchthesellingseason.B:Noproblem.We’lltryourbest.A:Thankyouverymuch.Howlongdoyoukeepyourofferopen?B:3days.A:Oh,Isee.Thanksforyouroffer