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1、Words&Expressionsparticular a.特定的，具体的steel hardware assortment n.钢质小五金组合套装catalog(ue)n.目录requirementn.需求inquiryn.询价offer v.&n.报价indication of price估计价格subject toad.在条件下第1页/共16页Words&Expressionsdiscountn.折扣commission n.佣金manufacture n.（大量）制造sales literature 销售说明书favorably ad.有利地competitive a.有竞争力的spe
2、cifications n.规格receipt n.收到第2页/共16页Words&Expressionscovering n.有关covering L/C 有关信用证compare v.比较elsewhere ad.在别处chain department store 连锁商店to be interested in sth.对有兴趣subject to our final confirmation 以我方最终确认为准第3页/共16页Words&Expressionsplace an order 订货offer in this line 在这一方面提供our prices compare fav
3、orably with我方价格比优惠made according to specifications定制（按预定规 格做）sales conditions销售条件price sheets价格单make delivery交货第4页/共16页Words&Expressionsas a rule一般说来，通常3 months after receipt of the covering letters of credit接到有关信用证后三个月内CIF Vancouver 温哥华到岸价FOB prices 离岸价firm offer 实盘第5页/共16页Useful Phrases and Exampl
4、es1.to be interested in对有兴趣 We are interested in developing business relations between us.2.subject to以为准，有效 Subject to our final confirmation,we are sending you our offer as follows.3.place an order订货 We wish to place an order with your corporation for 10 000 bicycles第6页/共16页Useful Phrases and Epar
5、e favorably with比优越，有利 Our conditions of sales compare favorably with those offered by other manufacturers.5.make delivery交货 We should like to know how soon you can make delivery of the goods.6.as a rule 通常 As a rule,all the price changes must be approved by the sales manager.第7页/共16页Useful Phrases
6、and Examples7.after receipt of收到之后 We have worked out our offer for this commodity after receipt of your enquiry.8.Wed ratherthan 我们宁愿而不 Wed rather fill our needs elsewhere than keep our enquiry open indefinitely.9.work out写出，报出 We have worked out a schedule for our discussions.Please have a look.第8
7、页/共16页Useful Phrases and Examples10.Our offers remain open for 3 days.我方报价三天有效。Our offer is good/firm/valid for a week.第9页/共16页Answer Key-cloze1)Would you tell us the quantity you want so that we may work out the offer?2)Please make your quotations on a CIF basis.3)I want to conclude some substantia
8、l business with you this time.4)I usually get a 5%commission from my suppliers for my imports.5)We are thinking of placing an order with your firm.第10页/共16页Answer Key-cloze6)May I know what particular items you are interested in?7)All the prices in the list are subject to our final confirmation.8)We
9、 shall,of course,arrange for shipment of the goods after receipt of your L/C.9)One of our clients is interested in your products and wishes to have your quotations for them.10)We have received an inquiry from one of our clients for your“Giant”Brand bicycles and are likely to place a large order with
10、 you if the price is favorable.第11页/共16页Answer Key-translation A:May I see the manager?B:Im afraid he isnt in.Is there anything I can do for you?A:Yes,I have brought some catalogues of machine tools.I wonder if any of your endusers would like to have a look at them.B:They certainly would.Would you l
11、eave them with me?A:We are suppliers of machine tools of various types.I think your endusers will be interested in some of our new products.第12页/共16页Answer Key-translation B:Were thinking of ordering some special kinds of machine tools.We would be interested in your products if they are of the types
12、 we want.A:As you probably know,we also take orders for machine tools made according to specifications.B:How long would it take you to deliver the orders?A:Three months at most after receipt of the covering L/C.It would take longer to deliver the special orders,though never longer than six months.第1
13、3页/共16页Answer Key-translation B:Very well.Ill send your catalogues to those who are interested in.Meanwhile,may I have an indication of the price?Can I have your price sheet?A:Yes,of course,here you are.Our prices compare most favorably with quotations you can get from other manufacturers.Youll see
14、that from our price sheet.The prices are subject to our confirmation,naturally.第14页/共16页Answer Key-translation B:All your quotations are on an FOB.Vancouver basis.May I ask if you allow any discount?A:Please tell me what you have in mind.B:From European suppliers we usually get a 5%discount,and sometimes 10%.A:If your order is large enough,well consider giving you some discount.B:Fine!Well negotiate after we decide how many machine tools we are going to order from you.A:When shall I hear from you?B:Next Friday.第15页/共16页感谢您的观看。第16页/共16页