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1、1 Chapter 6 Bargaining Process 6.1 Inquiries and Offers 6.1.1 Introduction(1)Inquiry a.Definition An inquiry is a request for the trade terms of certain commodity.When the buyer intends to import,he may send out an inquiry to an exporter,inviting a quotation or an offer for the goods he wishes to bu
2、y or simply asking for some general information about these goods.Most inquiries,especially from longtime or regular customers may be very simple in content,in which only the name and specifications of commodity will be mentioned.But there are some other inquiries which are in great details includin
3、g the name,quantity,quality,specifications,terms of payment,price terms,time of shipment,package,discount,etc.required by the buyer so as to enable the seller to make proper offers.b.Key Sentence Patterns 1.Can I have your price-sheet?2.Please favor us with the lowest cash price for the goods.3.This
4、 is our inquiry sheet.We do not know whether these products of various specifications can all be supplied.4.In addition,we hope to see the samples first.5.Do you quote FOB or CIF?6.I expect you can supply from stock.c.Dialogue One a Visit to a Sample Room Mr.Presley wants to see some samples before
5、negotiation.Miss Chen,the sales manager,of South Cereals,Oils and Foodstuffs Import&Export Corporation shows him into the showroom.They have a brief talk about the canned goods on display.C:Here is our sample room.名师资料总结-精品资料欢迎下载-名师精心整理-第 1 页，共 8 页 -2 P:You certainly have a large collection of sampl
6、e foods here.C:Yes.We are exporting a wide range of food products to many countries.And demand is getting greater and greater.P:So it is.Though we haven t done business with you,as you know your exports of foods to our country have considerably increased during the last few years.It appears that Chi
7、nese foods are very attractive.C:You said it.The quality of ours is as good as that of many other suppliers.By the way,which items are you interested in?P:Canned goods are of special interest to me,particularly the canned fruit and meat.As your canned fruit is among the most popular ones in our mark
8、et,I m going to place an order in a day or two.C:Good.How about our canned meat?P:I think it will also find a good market in our country.Will you show me some samples?C:Yes.This way,please.Our canned meat is in various weights.The largest one weights three and a half pounds net,and the smallest is s
9、even ounces net.P:The small sizes are more saleable in our market than the large ones.I ve brought with me a sample of canned meat that is only six ounces.The smallest size of yours is even bigger than that of mine.I wonder if your canned meat tastes better.C:You are welcome to have a try.Here it is
10、.Ours is of prime quality.P:Oh,it s delicious.Mm I m not sure about the pesticide residues in your foods,though.I am sure you must have given much thought to the matter.But you know,our governmental restrictions have been increasing,so we are not allowed to import any polluted goods.C:You can rest a
11、ssured.Our foods are guaranteed to conform to the WHO standards.P:Good.I d like to order meat of this kind in seven-ounce tins if the price is competitive.C:What about other canned goods,such as canned mushrooms and vegetables?P:They are not as saleable as canned fruit,I suppose.C.Mm,no,I really don
12、 t think that is so.They are also among our major exports and 名师资料总结-精品资料欢迎下载-名师精心整理-第 2 页，共 8 页 -3 have found a favorable reception in many other countries.P:Then,may I have a look at the samples first?C:Certainly.Here you are.P:Ah,very nice indeed.But I am not sure whether they are to the taste of
13、 our people.What would you say to my taking some samples home before I make a decision?C:That s all right.P:Well,I have an appointment at 4:00,so I must leave.Shall we talk the details over tomorrow morning?C:OK.See you tomorrow.P:Goodbye.d.Dialogue Two an Inquiry about Some Textiles Products Mr.Ste
14、ve wants to make inquiries about some textile products.He is having a talk with Miss Young,the sales manager of the Textiles Import and Export Corporation.S:I m glad to have opportunity of visiting your corporation.Just before I left Oslo,I learned from a newspaper that China s foreign trade has dev
15、eloped remarkably and kinds of export goods have increased.I m prepared to place your textile goods in our market.Y:Thank you.I think you will stand a chance of marketing our textile goods profitably there.As a matter of fact,our exports of textiles last year reached a record high,and we are trying
16、hard to further improve the quality and design to suit the international market.I believe you have seen the exhibits in the showroom.May I know what particular items you are interested in?S:I m interested in Articles No.16 and No.27.For the moment,I wish to order three hundred thousand yards of Arti
17、cle No.27 for prompt shipment.Y:I m afraid it won t be available until June.If you are in urgent need of the goods,I d like to recommend Article No.30.It is very similar and even superior the No.27.S:It hasn t been introduced into our market yet,has it?Y:No,it hasn t.But it may be a good chance for
18、you to get a head start on your competition.I suggest you place a trial order first.They say it s the early bird that 名师资料总结-精品资料欢迎下载-名师精心整理-第 3 页，共 8 页 -4 catches the worm.S:It s all very well to say that,but it s quite new to our buying public and we are not sure of its quality.Have you got any sa
19、mple cuttings here?Y:Yes,here you are.S:Mmm the quality is not bad.Please give me a reference price.Y:It s$15 per yard CIF Oslo.S:Is there any commission included?Y:No.As a rule,we don t allow any commission.But if the order is large enough,we ll consider it.S:As this is a trial order,I hope you ll
20、give me special consideration.Y:Well,I ll bend the rule.As an encouragement of business,we ll allow you 2%commission.That s the top rate.S:Thank you.Meanwhile,will you please send by air a half-yard sample cutting to my home office?Y:Yes,we ll do that right away.S:I ll send a fax home and see whethe
21、r a trial order is possible.Y:Could you give us an early reply?You know lots of orders are pouring in,especially at this time of the year,we cannot hold the stock very long.S:I see.I don t think it ll be long before you have our reply.See you tomorrow morning.Y:See you.Exercise One:Translate the fol
22、lowing dialogue into English:A：是我们的服装样品间。B：样品真多，真是应有尽有。A：这些仅仅是我们出口服装的一部分样品。B：是真的吗？A：是的，近几年来，根据客户的要求和市场的需求，我们又增添了不少新式样，在很多国家和地区都很畅销。B：你们服装的样式独特、质量好，在我国很受欢迎，我想先看看女装。名师资料总结-精品资料欢迎下载-名师精心整理-第 4 页，共 8 页 -5 A：好的，这边走。B：漂亮极了，我想这些女套装能在我国找到很好的销路。如果价格公道，我一两天内就订货。A：那好，辛普森先生，你看看这些衬衫怎么样？B：工艺不错，图案也很美，如果是机绣就好了。A：为什
23、么？B：因为手绣的比机绣的要贵得多，一般人买不起，我能看看一些机绣的样品吗？A：非常对不起，这儿目前没有。不过你是否试订一下手工绣的，价格上我们可以优惠一些。B：我必须向我们公司请求一下再给你答复。A：那好，我们将等你的答复。Exercise Two：Act as Interpreter between the Two:A：I m here in Wuhan to inspect and obtain samples,and place some orders if possible.B:展览室有一些样品，请这边走。A:(After visiting the showroom).Thank y
24、ou.As a matter of fact,I m very interested in your embroidered blouses.Will you give me an introduction of them?B:如你所见，这些衬衫美观大方，很耐洗。在国际市场上很畅销。A:Would you accept our orders according to our designs and patterns?B:当然可以，如果订货量大的话。Of course,if the order is a sizable one.A:May I have an idea of your price
25、?B:这是我方的最新价目表。是伦敦和CIF 价。此价以我方最后确认为准。A:I see.I ll come back to discuss it to some details after I study your price list.B:好的，谢谢您的询盘。希望我们有机会合作。Exercise Three：Design a Dialogue:Mr.Williams,an American importer is making an inquiry with a representative from a tea company.You should design a dialogue wh
26、ich about Mr.Williams making an inquiry.名师资料总结-精品资料欢迎下载-名师精心整理-第 5 页，共 8 页 -6(2)Offer a.Definition An offer is the seller s promise to supply goods on stipulated terms.It is often a reply to an inquiry.An offer contains no only the price but also all the trade terms such as quantity,quality,payment
27、terms,delivery date,time of shipment,package,validity and so on.Generally speaking,an offer has four basic elements:1.It is sent to one or more than one offeree.2.It expresses the wish to sign a contract.3.Its contents must be definite,complete,clear and final.4.It must reach the offeree and shall g
28、o into effect from the time received.The period for which the offer is valid if it is a firm offer;otherwise,a remark to the effect that the offer is made without engagement.b.Key Sentence Patterns 1.If the order is so large,we ll offer you our most favorable terms.We ll give you a 5%discount.2.Here
29、 s our official offer with special price,CIF London.3.All these articles are our best selling lines.5.The price for this commodity is$500 per piece CIF New York.6.Your inquiry is too vague to enable us to reply you.7.We are prepared to give you a cost price.8.This brochure lists indicative prices fo
30、r all of our export articles.9.We quote this article at$2500 per M/T C&F.10.The price varies from$2 to$6 per piece for orders of different size.11.We re willing to make you a firm offer at this price.经典背诵：Ms.Li,thank you for the catalog you sent to us.We ve carefully studied it and we are very inter
31、ested,but a little puzzled,to be honest.You know,Chinese herbal medicine is not really understood outside China.I will take time to introduce your 名师资料总结-精品资料欢迎下载-名师精心整理-第 6 页，共 8 页 -7 medicine here.However,we think ginseng is well-know.So we would like to have your most favorable offer for ginseng.
32、We d like to know the price for 3-year ginseng in U.S.dollars.Since we might order a small quantity for a trial,we hope you ll have it sent by airmail.李女士，感谢您发给我们的产品目录。我们对你们的商品目录进行了仔细的研究，我们很感兴趣，但说实话，我们有点疑惑。你知道，中草药在中国以外的地方没有被真正地理解。在这里推广中草药要花一些时间。但是，人参还是广为人知的。因此我们很想知道人参的最优惠的价格。我们想知道三年生人参的价格，以美元报价。由于我们
33、可能少量试购，希望你们能安排空运。c.Dialogue Making a Firm Offer Mr.Lamb,an American businessman,wants to import some toys from China.He needs the goods in October,because there is a great demand for toys before Christmas.Miss Hong,the sales manager from Serve Toy Manufacturing Company is making a firm offer to him.
34、H:You need battery-operated toys,musical toys,and children s vehicles,is that right?L:Yes,that s right.Chinese toys have sold well in our market.The main reason is that the prices are lower.H:That s true.The prices of our toys are much lower,and the quality is also good.L:You said it.H:The quantity
35、you require for each kind of toy is 5000 pieces in your inquiry sheet,correct?L:That s right.But can you also add 5000 pieces more to each the musical toys and children s vehicles?H:I don t think it s a problem to add 5000 pieces more to each kind.We can meet your requirements.L:Thanks a lot.Then,ca
36、n you give me an approximate time of delivery?H:What about in December?L:Oh,no.I m afraid it will be too late.I need the goods in October,because there is a great demand for toys before Christmas.名师资料总结-精品资料欢迎下载-名师精心整理-第 7 页，共 8 页 -8 H:Then,I ll manage to do that.Do you have any specific request for
37、 packing?L:Toys are presented as a gift,so it should be tastefully packed.I would like each toy to arrive in a plastic bag and then packed in a cardboard box with beautiful designs in bright colors.H:Here are the samples of packing available now.Please have a look.L:Perfect.What do you usually requi
38、re for the payment terms?H:We usually require irrevocable letter of credit at sight.Here is our offer with special price for each kind of toys,CIF New York.L:Is this a firm offer?H:Yes.The validity is 3 days.It remains open until 5:30 p.m.this Friday.L:Fine,thank you.Exercise Four:Translate the foll
39、owing dialogue into English:A：王先生，这是我们的询价。B：谢谢。A：我希望贵方能够报CIF 伦敦最低价。B：为了便于我方报价，能不能请你谈谈你方所需的数量？A：行啊，不过你能否先出一个参考价？B：可以，这是我方船上交货价格单。A：所列的价格是实盘吗？B：是的，但所有的价格以我方最后确认为准。A：好的，谢谢。至于我方所需要的数量，明天再告诉您。B：行，明天见。A：明天见。Exercise Five Situational Dialogues:1.Mr.Stones,a Canadian Businessman,making an inquiry for Chines
40、e silk scarves and asks for a commission of 5%.Mr.Chen,a representative from Shanghai Textiles Company,makes an offer but refuses a 5%commission.2.Mr.Shaw is interested in Chinese cotton piece goods.The article number he wants is not available for prompt shipment.Mr.Hua,the sales manager of a Chinese textiles company tries to persuade him to order the similar one instead with good reasons.名师资料总结-精品资料欢迎下载-名师精心整理-第 8 页，共 8 页 -