商贸英语王玉环赖艳主编课件习题答案5.ppt

Chapter Five
新编外贸英语教程
Enquiry and Offer
Contents
Teaching Objectives
Text Analysis
Specimen Letters
Chapter Five
Skill Training
Exercises
新编外贸英语教程
Teaching Objective
pletion of this chapter, you will
Understand what is enquiry and how to make enquiries
Understand what is an offer and how to make offers
Identify the differences between a firm offer and a non-firm offer
Know what is counter-offer and how to make counter-offers
Write fluent English letters on enquiry, offer and counter-offer
Introduction to the Chapter
Focus of the chapter
Learn what is enquiry, offer, counter-offer and counter-counter-offer, as well as how to write enquiry, offer and counter-offer letters. Make clear firm offer and non-firm offer.
Teaching methods
Theoretical illustration & practical writing of enquiry, offer, counter-offer and counter-counter-offer letters.
Introduction to the Chapter
Trade negotiation is the most important procedure in international trade, which may be conducted through correspondence, . letters, fax, e-mail, or face-to-face talk. No matter which way is chosen for the negotiation, four stages, ., enquiry, offer, counter-offer and counter-counter-offer, acceptance are generally involved before signing a contract, which can be fully expressed in the following figure.
Introduction to the Chapter  Major Procedures in Business Negotiation
Business Negotiation
enquiry
Offer
Counter-offer
Acceptance
Contract
Introduction to the Chapter Picture 2 Business Negotiation
Text Analysis
Introduction to the Chapter
Enquiry
Offer
Firm Offer
Non-firm Offer
Proforma Invoice: a Special Offer
Counter-offer
Counter-counter-offer