商贸英语王玉环赖艳主编课件习题答案5.pptx

pletionofthischapter,youwillUnderstandwhatisenquiryandhowtomakeenquiriesUnderstandwhatisanofferandhowtomakeoffersIdentifythedifferencesbetweenafirmofferandanon-firmofferKnowwhatiscounter-offerandhowtomakecounter-offersWritefluentEnglishlettersonenquiry,offerandcounter-offerIntroductiontotheChapterFocusofthechapterLearnwhatisenquiry,offer,counter-offerandcounter-counter-offer,aswellashowtowriteenquiry,offerandcounter--&practicalwritingofenquiry,offer,counter-offerandcounter-counter-,whichmaybeconductedthroughcorrespondence,,fax,e-mail,orface-to-,fourstages,.,enquiry,offer,counter-offerandcounter-counter-offer,acceptancearegenerallyinvolvedbeforesigningacontract,MajorProceduresinBusinessNegotiationBusinessNegotiationenquiryOfferCounter-eptanceContractIntroductiontotheChapter询盘是商务洽谈中真正的第一步。往往由买方做出,向卖方询问具体商品的信息,如价格、规格等基本交易条件,也可以只是打听对方最新价格及目录,但由于询盘不局限于买方向卖方询盘,因此,卖方也可写询盘信,主动询问对方对什么商品感兴趣,交易条件如何。报盘也称报价,是卖方将某种商品按一定的交易条件,包括名称、数量、价格、装运、包装、付款方式等向买方表达成交的愿望。报盘有一个重要内容,就是有无报盘有效期,据此报盘可分为实盘和虚盘,也称为有效发盘和无约束力发盘。还盘是在双方为签订合同而进行的谈判期间,一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘,这个拒绝既可以是全部拒绝,也可以是对其中一项或几项不甚满意,提出自己的意见,交易中将之视为新的报盘。IntroductiontotheChapterPicture1Face-to-faceBusinessNegotiationIntroductiontotheChapter-:--counter-,orinquiry,,fax,E-mail,telegram,-to-facenegotiationtorequestorprovides,s,sampleproducts,pricelistaswellasotherrelatedmaterialtohelpthepotentialbuyerskno