第1页共10页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共10页Unit1EnquiryandOffer•I.GeneralIntroduction•Anenquiryisastartinbusinesstransactionsanditmeanstoaskiftheexportercansupplythegoodsthatheisinterestedin.Agreatnumberofbusinesstransactionsstartwithenquiry.Totheexporter,anenquiryisimportantbecauseitoftenestablishesanewandperhapsveryvaluableconnection.Whentheexporterreceivessuchanenquiry,hewillreplywhetherornothecansupplythegoods.Whentheexportersendsoutinformationaboutwhatheisreadytosell,hegivestheexactprice,qualityandquantityofthegoodsthatheisabletosupply.Thisisanoffer.Inanoffertheexporteralwaysstatestheexactnameandspecificationsofthecommodities,theprice,thecurrencyinwhichpaymentistobemade,thetermsofpaymentanddeliverytermsandothernecessaryinformation.•商务英语谈判口语•Anofferisaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.Inorderfortheagreementtobebinding,theoffereemustfirstaccepttheoffer;otherwise,thereisnolegalcontract.Likeanenquiry,anofferthatcanbemadebytheselleriscustomarilycalled“sellingoffer”,inwhichsuchwordingas“cansupply”,“supply”“offer”or“offerfirm”ismostlyused.Ingeneral,itistheseller,theofferor,whooffersthesaleofcertaincommoditiestothebuyer,theofferee.•商务英语谈判口语•II.Dialogues•Dialogue1第2页共10页第1页共10页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第2页共10页•A:Goodmorning,Miss.Liang.Wouldyoutellmewhichitems•youarekeenon?•B:Allofyourproductsarefantastic.I’mespeciallyinterestedin•ArtNo.5.Howisthesupplyposition?•A:Allthearticlesdisplayedhereareavailable.Generally•speaking,wecansupplyfromstock.•B:Ishouldsaythatwethinkhighlyofyourproducts.•A:I’mverygladtohearthat.Weareveryconfidentthatour•productswillfindagoodmarketinyourcountry.•商务英语谈判口语•B:There’snoproblemaboutit.Hereisourenquiry•note.Pleasequoteusyourlowestprice,CIF•Rotterdam•A:I’lllookintoyourrequirementsfirstandletyou•knowourfirmoffertomorrow.You’llsurelyfind•ourpricefavorable.•B:Ihopeso.•A:Howsoondoyouwantyourgoodstobe•delivered?•B:EarlyOctober.•A:OK.Seeyoutomorrowthen.•商务英语谈判口语•Dialogue2•A:Canyoushowusyourcatalogue?•B:Certainly.Here’sacatalogueforsomeofour•popularitems.•A:Thankyou.We’requiteinterestedinsomeofyour•products.Here’sanenquirysheetwe’vedrawnup.•B:Thanks.We’lltakeacloserlookatit.•A:Howaboutthesupplypositionofyourproducts?•B:Wehaveasteadysupplyformostofthem.•A:DoyouquoteFOBorCIF?•B:WeusuallyquoteonaCIFbasis.•商务英语谈判口语•A:Themarketatourendhasbecomepretty•competitive.Inordertosellsuccessfullythere,your•goodswillhavetobecompetitiveinpriceaswell.•B:You’llfindourpricesveryattractive.•A:WouldyougiveusanofferforArt.No.16CIFC5•％Londonnow?•B:What’sthequantityyouwishtoorder?第3页共10页第2页共10页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第3页共10页•A：We’dliketostartwith20,000pieces.It’san•attractivequantity,doyouthinkso?•B：Whendoyouwantthegoodstobedelivered?•A：CouldyoumakeitforMay?•商务英语谈判口语•B：Ithinkweshouldbeabletomanageit.OK.So•nowwecanofferyou20,000pieces.ForArt.No.16at•US$80perpieceCIFC5％LondonforshipmentinMay.•A：Thankyou.Howlongwillthisofferbeopen?•B：It’svalidforthreedays.•A：I’llstudyyourofferwithmycolleaguesandgive•youadefinitereplyinthreedays.•...
