国际商务英语ppt课件.ppt
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1、国际商务英语 International Business English,Unit One,【Task】 1.In what sources can you get the names and addresses of new firms concerned ? 2.How do you write a letter to express your desire to establish business relations with XX Foodstuffs Import & Export Corp in Holland?,The foreign merchants may approa
2、ch each other through the following channels: (1) Web (2) Banks (3) Commercial Counselors Office (4) Chambers of Commerce (5) Trade Directory (6) Advertisements (7) Attendance at trade fairs and exhibitions held at home and abroad (8) Mutual visits by trade delegations and group etc.,【Writing Tips】,
3、When writing a letter to establish business relations, the following points should be covered: The source of information The intention of writing letter (to establish business relations) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its
4、main products. Under certain circumstances, catalogues, samples, and pricelist may also be enclosed.) Your expectation from the addresses,Unit Two,General enquiry Specific enquiry Firm offerNon-firm offer,【Task】 1. What information about should Johnsons Company provide in the first enquiry? 2. How t
5、o attract a potential suppliers attention to your enquiry? 3. What should be mentioned in making a firm offer? 4. How do you write a letter to make an offer with comfortable tone and show active attitude?,【Writing Tips】 When writing enquiry letters, the following should be paid more attention: The s
6、ource of information Brief introduction of the writers own company and/or business line Enquire general information about goods Expectation for cooperation and an early reply,When writing a letter of offer, you should cover the followingpoints: Non-firm offer The thanks for the inquiry letter The de
7、tailed information the buyer asked for Stating the reservation clause Expectation Firm offer The thanks for the inquiry letter The detailed information the buyer asked for Stating the exact date Expectation,Unit Three,【Task】1. How to deal with the counter-offer and negotiate with each other several
8、times?2. How to decline a counter-offer without lack of courtesy?3. How to write a letter as a seller to accept counter-offer with some hints (push the sale of / make a concession) ?,A counter-offer means a partial rejection of the original offer and a counter proposal initiated by the buyer. The pa
9、rty who receives a counter-offer has the right to accept it or decline it. He may even make counter counter-offers if the divergence between the two parties is not too big. Acceptance is an agreement to the terms of an offer . Declining a counter-offer is a disagreement to the terms of a counter-off
10、er made by the buyer. Under such a situation, please pay attention to the mode of talking and show the positive attitude towards the transaction.,【Writing Tips】 A letter aiming at making a counter- offer often consistsof the following parts: show thanks for the offer received show regret being unabl
11、e to accept what has been offered and state your reasons make a counter-offer, if appropriate, or suggest other business,When writing acceptance of the counter-offer letters, the following should be paid attention: Show thanks for the letter received Show regret being unable to fully accept buyers c
12、ounter-offer Give reasons Make concessions in price Show expectation,When writing declining counter-offer letters, the following should be paid more attention: Show thanks for the letter received Show regret being unable to accept the other partys opinion Give enough reasons Writers suggestion Show
13、expectation,Unit Four,【Task】 1. Do you think the price terms are the main terms in international trade? Why? 2. Please state reasons as buyers to persuade the seller to accept your price.,【Writing Tips】 When writing a letter about price, you shouldcover the following points: The prevalling market si
14、tuation (competitive price) The quality of the goods and the condition of demand and supply Persuding the other party to accept the original price Stating the possibility of placing an order,Unit Five,【Task】1.Do you think the quantity is as important as the quality ? Why?2.Please state reasons as a
15、buyer to persuade the seller to cut down the quantity.3.How do you understand “small profit by quick turnover”?,【Writing Tips】 When writing a letter of quantity, you shouldcover the following points: The conformation of the letter The minimum quantity Persuding the other party to accept the quantity
16、(small profits but quick turnover) Stating the possibility of placing an order,Unit Six,【Task】 1.How do you persuade your customers to accept new specifications? 2.How do you understand “ FAQ 2009 Crop”?,【Writing Tips】 When writing a letter of specification, you should cover the following points: Th
17、e confirmationn of the received letter Detailed specifications of the goods Stating the possibility of placing an order Supplying substitute The confirmationn of the received letter Stating the regret of unable to supply the ordered goods Supplying substitute Persuding the other party to accept subs
18、titute Stating the expectation of two parties cooperation,Unit Seven,Packing requirments Packing material Packing methodsShipping marks,【Task】1.What materials do you usually use when packing Groundnuts ? Why?2.Write a letter asking the seller to pack the tea absolutely damp proof and seaworthy.3.How
19、 do you persuade your customers to select attractive packing materials?,【Writing Tips】 When writing a letter of packing, you shouldcover the following points: The confirmation with thanks for the previous letter Detailed information of packing Stating expectatrion,Unit Eight,【Task】1.The sale season
20、is coming, under such situation, what should the buyer do? 2.Please write a letter to the head office as Q/C for reporting the situation.3.Do you think sometimes the shipment date is more important than payment terms? Why?,Time of shipment Expedite shipment Shipping instructionsShipping advice,【Writ
21、ing Tips】 When writing a letter of shipment, you shouldcover the following points: Urging shipment Identifing the shipped goods Stating the stipulation of shipment Indicating the actual situation and reason Raising opinion, proposal or expectation,Shipping davice Indicating both description and Qty
22、of the shipping goods The detailed information of the vessel (name, number, ETA and ETD etc.) The situation of shipping documents Transshipment and partial shipment The confirmation of having received previous letter The intention of asking for allowing transshipment and partial shipment Stating the
23、 reason Expecting cooperation,Unit Nine,Methods of payment Rush L/C Payment amendmentsExtension of payment,【Task】1.Under what circumstances shall a seller agree to payment by D/A?2.In order to promote business and get interest , how does Company B choose appropriate payment terms on condition that h
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