Unit6询盘与报盘.ppt
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,Unit6InquiriesandOffers询盘与报盘,Whatisasupplier?Whatshouldbeincludedinaninquiry?Whichpartsdoesanoffercontain?Whatisafirmoffer?,Warm-upQuestions,Thepurposeofinquiryisthatthebuyerwantstoseekasupply,serviceorinformation.Aninquiryshouldstatebrieflyandclearlywhatheisinterestedin.Itusuallyincludes:Abriefmentionofhowyouobtainedyourpotentialsellersname.Someinformationofthedemandinyourareaforthegoodsyouareinquiringabout.Detailsofwhatyouwouldlikeyourpotentialsellertosendtoyou.Aclosingsentencetoroundofftheinquiry.,BusinessProfile,Usuallyasatisfactoryofferwillcontainthefollowingparts:Alltheinformationrequested,includingnameofthecommodity,qualityorspecifications,quantity,detailsofprices,discounts,termsofpayment,timeofshipment,andpackingconditions.Theperiodforwhichtheofferisvalidifitisafirmoffer;otherwise,aremarkindicatingthattheofferisanon-firmoffer.Favorablecommentsonthecommodity.Anexpressionofencouragingtheinquirertoplaceorders.,BusinessProfile,Content,NewWords,NewWordsandPhrases:Supply供应Roundoff圆满结束Firmoffer实盘Remark备注Rocketing急速上升Margin差额,赚头Quotation报价quote报价(v.),Dialogue,Dialogue1InquiriesaboutproductMr.Blake:GoodMorning.MynameisPatrick.Imveryinterestedinyourproducts.IsawyourexhibitsandcataloguesatCantonFairlastweek.Theyarereallyattractive.Hereisalistofrequirements.Idliketohaveyourlowestquotations,CIFNewYork.Mr.Chen:Wereallyappreciateyourinquiry.Wouldyoupleasetellmethequantityyouwillordersothatweareabletoworkouttheoffers?Mr.Blake:Sure.Canyougiveusyourbasicprice?Mr.Chen:HereareourlatestCIFpricesheets.Allthepricesinthesheetsaresubjecttoourfinalconfirmation.Mr.Blake:Ifyoucanquoteusyourlowestprices,wedliketoorder500setsonadapter,alarmsystemandGPSrespectively.Mr.Chen:ThelowestpricesofadapterareUS$30perpieceCIFNewYork,US$100persetCIFNewYorkforalarmsystem,andUS$200persetCIFNewYorkforGPS.Othergoodsarelistedinourlatestcataloguesandpricesheetsindetails.Mr.Blake:Howlongwillyourquotationremainopen?Mr.Chen:Itsopenforoneweek.Bytheway,whencanyoudecidethequantityofyourorderMr.Blake:Well,toalargeextent,itdependsonyourprice.Ifyourpriceiscompetitiveandwecangetthecommissionwewant,wewillplaceourorderimmediately.Mr.Chen:Actually,asarule,wedontallowanycommission.Butifitisalargeorder,wewilltakeitintoconsideration.Fromthepricecatalogues,Imustpointoutthatourpricesareveryreasonable.Youknow,thepricesofrawmaterialshavebeenrocketingtooverUS$45perkilo.Butourpriceremainsthesame.Mr.Blake:Iknow.ButIcantmakethedecisionbymyself.IhavetocallmyheadofficeinAmericaandconsiderthepricecarefully.Iwillgetitbacktoyouthedayaftertomorrow,ok?Mr.Chen:Ok,seeyouthen.,Dialogue,Dialogue2OnProductOfferMr.Blake:Hi,Mr.Chen.Mr.Chen:Hi,Mr.Blake.Didyoureceivemye-mailoflastWednesdayaboutthequotationforGPSModelNo.A03?Mr.Blake:Yes,Igotit.YouquotedatUS$200persetCIFNewYork,thatwilltotalUS$100,000for500sets.Imsorrytosaythispriceistoohighforus.Mr.Chen:Thisisreallyourbestprice.Mr.Blake:Well,ImustpointoutthatyourpricesarehigherthansomeofthequotationswehavereceivedfromothercompaniesinChina.Mr.Chen:Ourgoodsmaybealittlebitexpensivethough,webelieveyouwillagreethatthepricesareacceptableconsideringourhighquality.Mr.Blake:Inthatcase,wehavefewmarginsofprofitsinthemarket.Wereallyneedacompetitiveprice.Mr.Chen:Ourclientsarewellawareofthisandourcommoditiessellwellnotbecauseofthereasonableprices,butthesuperiorquality.Asyouknow,weChineseliketodobusinessonthebasisofequalityandmutualbenefit.Mr.Blake:Ok,.Letstrysomesamplesfirst.,UsefulExpression,WearepleasedtoofferyourfirmsubjecttoyourreplyreachingherebyJuly15.Aswehavereceivedarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.Wewillmeetyourneedsasrequested.Thisofferissubjecttoyourreplyreachingherebeforetheendofthismonth.Afirmofferremainsopenforaweek.Youllseethatouroffercomparesfavorablywiththequotationsyoucangetelsewhere.Ifnecessary,wetakeaspecialorderaccordingtoyourrequirements.Wehavetheofferreadyforyou.Thisisreallythebestdiscountwecangive.Idlikemoreinformationbeforeplacinganorder.Idontknowifthosepriceswillworkforus.Whatarethepricesonthesemodels?ThismodelgoesforUS$200,andthebiggerunitisUS$190.,DrillPractice:数词句,DrillPractice:数词句,句型一:主句+amountto等表示共计的限制语+数词说明:表示“总计”、“总共”、“共计”等的限制语还有“sumupto”,“total”,“addupto”,“cometo”等例1Thetotalexpensesamounttoahundreddollars.总的花费要100美元。例2TheexpendituresumsuptoUS$10,000.总开支共计1万美元。例3Thevisitortotaled2,400.参观人数达2,400人。,DrillPractice:数词句,句型二:over等表示有余的限制语+数词under等表示不足的限制语+数词说明:表示“多于”可用“over”、“morethan”、“above”、“upward”、“andmore”、“odd”等词。表示“少于”可用“fewerthan”,“lessthan”,“under”,“below”,“within”等词。例1Theaveragerentofthisapartmentisover2,500Yuanamonth.该房屋的平均租赁价格是每个月2,500元。例2Accordingtotherequirement,thecandidatehastobeunder35yearsofage.根据要求,申请人必须要小于35岁。例3Theprojecthadbeendonefornomorethan(lessthan)tendays.该项目必须10天内完成。,DrillPractice:数词句,句型三:按比例变化的限制语+数词说明:分配数+per或+相隔数表示每几个人分多少,每人几元,每小时多远等。例1ThisteaissoldforeightYuanperJin.这个茶叶每斤8元。例2Thecarrunsattherateofsixtymilesperhour.这辆车的时速为每小时60英里。例3Wegavetwotoeveryfour.我们给每4个人分2个。,Interpretation,我看了展品和商品目录,觉得有些东西在加拿大好销。这是购货单,希望贵方报最低温哥华到岸价。(exhibits,areadymarket,alistofrequirements,quotation)为了成交,我们可以做些让步,我们只能降价2%,不能再降了。(concludebusiness,makeconcession)我不得不说,将各种因素加以考虑,你就会发现,我们的报价比别处报价要优惠。(takeintoconsideration,elsewhere)我们的成本从原来的20美元上升到25美元,因此我们不得不提高报价。(goup。from)我们已为你准备好报盘了。这里是1,000吨棉花,欧洲主要港口到岸价每吨650英镑,2008年7月装船,报盘3天内有效。(CIFEuropeanMainPorts,valid),Interpretation,Ihaveseentheexhibitsandstudiedyourcatalogues,IthinksomeoftheitemswillfindareadymarketinCanada.Hereisalistofmyrequirements,forwhichIdliketohaveyourlowestquotationsCIFVancouver.Inordertoconcludethebusiness,wemaymakesomeconcessions.Wecandonomorethana2%reduction.Ihavetosaythattakingeverythingintoconsideration,youllfindthatourpricesarefavorablewhencomparedwiththequotationsyoumaygetelsewhere.OurcosthasgoneupfromUS$20.00toUS$25.00,sowehavetoincreaseourquotation.Wehavetheofferreadyforyou.Hereitis,1,000tonsofcottonat650poundssterlingperton,CIFEuropeanMainPorts,forshipmentinJuly,2008.Theofferisvalidfor3days.,Warm-upInthelistbelow,youwillseemanyoftheconditionswhicharecommoninvariouskindsofbusinessagreement.Readthelistofconditionsandtheexamples.,CareerSkills:GivingNumbers,ListeningListentotheminidialoguesandjotdownthekeywords.,CareerSkills:GivingNumbers,SpeakingWorkinpairsandtaketurnstostartthedialoguewiththegiventips.Situation:YouareMr.DossyfromScottRecreationalEquipmentCompany,meetingMarkforthefirsttimefromIndianTradingCompany,whoisattractedbyyourlatestexercisebicyclesondisplayinyourshowroom.Markisnowmakinganinquiryfortheproduct.Tips:,CareerSkills:GivingNumbers,- 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