最新《商务英语DDP》PPT课件
商务英语课件PPT1
Factors include:
customer service... distribution network intellectual property quality of products
branding
cost struc ture
Two types of competitive advantage
➢ comparative advantage ➢ differential advantage
your strength your target market your competitor
cut throat:
Idioms
extremely aggressive/ fierce competition
cutting-edge /on the cutting edge: at the forefront the most advanced
4. flogging(兜售) a dead horse wasting your time on a hopeless situation
5. move the goalpost a change in the rules
6. keep your eye on the ball staying focused
Comparative Advantage: a firm's ability to produce a goods or service more efficiently than its competitors, which leads to greater profit margins and cost efficiency.
商务英语第十讲精简版以此版本为准.ppt
5. 远期信用证 开证行收到远期汇票或单据后，在规定
的期限内付款。
eg: 30 days L/C
示例：
Type of documentary credit： Irrevocable transferable
Confirmation : Without Payment : Sight
五、议付行(negotiating bank) 议付行是货款付给受益人的银行。
信用证的交易流程
信用证交易的流程并非完全相同。
一、开证申请人向银行申请开立 信用证
买卖双方进行交易磋商达成交易，签订 买卖合同，明确规定货款的结算方式是 采用信用证。因此，进口商在合同规定 的期限之内向所在地的银行提交开证申 请书，申请开立信用证。
电汇方式的优点在于速度快， 收款人迅速收到货款。电汇 是目前使用较多的方式，但 其费用较高。
信用证 跟单信用证简称信用证。
其含义：一家银行（开证行） 按其客户（进口商）的请求， 对出口商发出的，授权出口商 签发以银行或进口商为付款人 的汇票，保证交来符合条款规 定的汇票和单据，必定承兑和 付款的保证文件。
六、开证行审单
开证行收到议付行寄来的单据后，根据 信用证审核单据。
七、开证人付款赎单
开证行审核单据无误后，通知开证人 （进口商）付款赎单。
开证人将全部货款及有关费用一次付清 而赎回单据。
开证行付款给议付行 议付行解付受益人（出口商）
八、提货
开证人取得单据后，凭运输单据向承运 人提货。
卖方应对信用证条款进行严格审核，对 于不符合合同规定或无法办到的信用证 条款及时提请开证人（通常为进口方） 进行修改。
如何审核信用证
出口商审核信用证应侧重于交货、履约 方面，如对信用证要求的单据、价格条 件、装运期等条款进行审查。
《国贸与货代理术语》课件
由他人代办向海关申报货物进出口信息。
拼箱
许多不同货主的货物，运输员可以将其放在一个集 装箱内集中运输，称为拼箱或拼装货物。
仓储
货物进港后，由物流公司协助存储货物、整理发货 等。
案例分析
1
问题
货物被拒签并原路退回，造成一定的物流和时间成本损失。
2
解决方案
更换快递公司，询问海关拒签原因，积极沟通和解决。
指卖方负责把货物送到指定的港口，包括保险和运费， 但不包括卸货。
DDP (Delivered Duty Paid)
指卖方将货物交到买方指定地点，包括所有税费和通
EXW (Ex Works)
指卖方仅负责将货物交到自己的工厂/仓库等指定地点。
货代术语
清关
在货物进出口时，由海关对所运输货物本身和相关 凭证文件进行审核验收的程序。
《国贸与货代理术语》 的术语 解释和实际案例分析，了解相关行业用语，更好地理解货物运输与海关报关 流程，助您的事业腾飞。
适用对象
1 学生
国际贸易、物流等专业的在校生
3 从业人员
物流、贸易、海关等从业人员
2 初入行者
以提高业务能力为目的的新人
术语解释
国际贸易术语
• FOB • CIF • DDP • EXW
货代术语
• 清关 • 拼箱 • 报关 • 仓储
常用货代术语解释
• 提单 • 查柜 • 提货单 • 记录单
国际贸易术语
FOB (Free on Board)
指卖方把货物放在船上，卖方责任到此为止，包括装 运和海运费用。
CIF (Cost, Insurance and Freight)
3
效果
成功解决海关拒签问题，节省物流成本，客户对我们的工作表示认可。
DAT-DAP-DDPPPT课件
• c）在适应的情况下，为货物进口应当缴纳的. 一切关税、税款和其他货物进口规费。
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• B7 通知卖方
• 买方必须依据本法给予卖方充分的通知，当他有资格确定在约定的期限内/或提货地点在 指定的终点地。
• B8 交货凭证 • 买方必须接受按照A8提供的任何交货文件。 B9 检查货物 • 买方必须支付在装船前检查的费用，除非这种检查是由出口国主管部门强制进行的。 • B10 信息协助和其他费用 • 买方应当及时的给予卖方任何信息安全需求的建议，以便卖方履行A10的义务。 • 买方必须支付卖方为按照B10提供或给予信息资料协助所产生的一切损失和费用。
用时向其提供与订立保险合同的信息。
.
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• A4 交货 • 当货物到达双方约定的指定目的地时，卖方应当在协议日期或协议期限将其从运
输工具上卸载下来并交由买方支配。
• A5 风险转移 • 卖方承担按照A4交货时止的货物的一切损坏和灭失的风险，除非货物的损坏和灭
失是B5项下 A10 信息协助和其他费用
• 卖方应当为卖方获得为了货物进口或至最后目的地的运输所需的文件、信息包括与安全有关 的信息应买方要求并由其承担风险和费用，在适应的情形下，及时向买方提供和给予协助。
• 卖方必须支付卖方为按照B10提供或给予信息资料协助所产生的一切损失和费用。
.
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B买方义务
• B1 买方一般义务
并为货物出口和交货前运输过程中通过任何国家的一切必要的海关手续。
A3 运输和保险合同
a） 运输合同
卖方应当自付费用签订货物到指定目的地或约定地点的运输合同，若有的话，则应与
合同的指定目的地相匹配。如果指定点并非双方约定或按惯例无法确定，卖方可以选
商务英语学习PPT课件
即期付款交单 D/P at sight
buyer is presented the draft.
远期付款交单
D/P
after
sight
The buyer will pay the draft amount a specified
number of days after the
可编辑ppt
draft is presented a1n7d
汇付的四个当事人：
⑴汇款人（进口人）( Remitter/Importer) ⑵收款人（出口人）(Payee/Exporter) ⑶汇出行（进口地银行）(Remitting Bank/ Importer’s Bank）
⑷汇入行（出口地银行）（Paying Bank/ Exporter’s Bank）
在预付货款的情况下，进口商为避免货款两空，要求 解付行解付货款时，收款人必须提供某些指定单据。
汇付条款 应明确汇付时间、汇付方法和金额
可编辑ppt
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二、托收（Collection）
（一）含义
• 根据国际商会《托收统一规则》（URC522）的规定：
托收是指由收到托收指示的银行，根据所收到 的指示处理金融票据和商业单据，以便取得付款或 承兑。
收款人 （出口商） （Payee）
填写信
⑴
⑵
汇委托
信
出
书，连
汇
具
同货款
申
回
交付汇
请
执
出行
出具“信汇 通知书”
信汇通知书或 支付通知书
汇出行
⑶以信函方式指示付款
(Remitting Bank) ⑹寄交“付迄收据”
⑸ ⑷出 通具 知收 取款 款收
商务英语课完整PPT课件
完整版课件
5
Business email (2)
Write a great Subject line (Why)
- Easier for recipient to
➢ immediately understand why you send email
➢ quickly determine what kind of response and action it requires.
---------------------------------------------------------------------------------------------------
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• REQ: Resend Larry Tate’s zip file?
• HELP: Can you defrag my C drive?
• Re: Christmas party
• Question: Are we getting more time for the
project? 完整版课件
9
What are the tips for writing a business email?
Business email writing practice
完整版课件
3
Email Vs. Regular mail
Advantages of email
• easy, • quick, • short, • precise, • free
完整版课件
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Subjects: good or bad?
国际贸易实务案例分析—DDPppt课件
完税后交货（···指定目的地）
▣ BUSINESS
DDP 贸易术语中/英文含义 买/卖双方义务 注意事项
DDP 贸易术语英文含义 DDP 贸易术语中文含义
DDP 贸易术语英文含义
DDP means that the seller fulfils his
DDP 贸易术语中文含义
DDP术语是指卖方在指定的目的地，办理完
进口清关手续，将在交货运输工具上尚未卸下 的货物交与买方，完成交货。卖方必须承担将 货物运至指定的目的地的一切风险和费用，包 括在需要办理海关手续时在目的地应交纳的任 何“税费”(包括办理海关手续的责任和风险， 以及交纳手续费、 关税 、税款和其他费用)。
卖方义务
1、卖方必须提供符合销售合同规定的货物和商业发票或有同 等作用的电子信息，以及合同可能要求的、证明货物符合合同 规定的其他凭证。 2、卖方必须自担风险和费用，取得任何出口许可证和进口许 可证或其他官方许可或其他文件，并在需要办理 海关 手续时 办理货物出口和进口以及从他国过境所需的一切海关手续。 3、卖方必须自付费用订立运输合同，将货物运至指定目的地。 如未约定或按照惯例也无法确定具体交货点，则卖方可在的目 的地选择最适合其目的的交货点。 4、卖方必须在约定的日期或交货期限内，在指定的目的地将 在交货运输工具上尚未卸下的货物交给买方或买方指定的其他 人处置。未交货之前卖方必须承担货物灭失或损坏的一切风险。 5、卖方必须支付规定交货之前与货物有关的一切费用及在需 要办理海关手续时，货物出口和进口所需要办理的海关手续费 用，及货物出口和进口时应交纳的一切 关税 、税款和其他费 用，以及交货前货物从他国过境的费用。
2.关于运输方式问题 DDP 术语适用于各种运输方式，但是,当
商务英语-演示文稿8PPT课件
2020/10/13
6
２）Time of shipment
交货时间
３）Terms of payment
付款方式
A. L/C----Stands for a letter of credit
信用证
B. D/P----Stands for documents against payment 付款交单
C. D/A----Stands for documents against acceptance 承兑交单
2020/10/13
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III. Good sentences in sample letters (clear, definite, and simple):
1. From the description in your catalogue we learn that your “D.D.” range is the one most suitable for these clients and should be glad if you would send us your quotations for men’s and women’s coats, in both small and medium sizes, delivered C.I.F. Kuwait.
DEQ (delivered ex quay duty paid…named port)
DDU (delivered duty unpaid…named place of destination in the country of importation)
DDP (delivered duty paid…named place of destination in the country of importation)
商务英语听说PPT Unit 10 Orders and Contract
Unit 10 Orders and ContractUnit GoalsStarting-upRead the following letter from a buyer about confirming a transaction and complete the order.Dear Max,After our recent exchange of letters, we confirm having purchased from you 1000 yards of printed fabric of Style No. 266 on CIF Qingdao at USD 5.65 per yard for shipment during October. We’d like you to pack about 100 yards in Hessian bale and 500 yards to a wooden case. Regarding insurance, please cover the goods against All Risks for invoice amount plus 10%. What’s more, payment is to be made by irrevocable L/C payable by 30 days’ draft.We are pleased to have transacted this first business with your corporation and look forward to further expansion of trade to our mutual benefit.Best Regards,ORDERMessrs Wilson &Co. Ltd. NO. DT536288 Sutton St., Date: August 3, 2017 San Francisco, CaliforniaUSAPlease supplyQuantity Description Style No. Unit Price Total Amount1. 2. 3. 4.5. 6.Total: 7.Packing: 8.Payment: 9.Insurance: 10.Initial ListeningBefore listening, please learn the following trade terms by heart. Trade TermsNow, please complete the following tasks.T T a a s s k k11You will hear some phrases covering placing an order and signing a contract. Repeat for the first time you hear. Then listen again andwrite your answers down.1._________________2.________________3._________________4.________________5._________________6.________________7._________________ 8.________________9._________________ 10.________________T T a a s s k k22You will hear eight sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and fill in the missing words.1.We . We are actually making this an exceptionwith an eye to future business.2.Before preparing the contract, shall we again tosee if ther e’s any misunderstanding or if there is anything missing?.3.We feel regretful that we can no longer as theproduction has been discontinued since last September.4.At present, we can’t owing to the uncertainavailability of raw materials.5.I’m very glad we have .6.We’ve settled the terms for the contract in general, and we are goingto .7.There are both in Chinese and English. .8.I think the success of this first deal will .T T a a s s k k33You will hear 5 short conversations. At the end of each conversation, one question will be asked. Both the dialogue and question will be spoken only once. Mark the best answer for each question.1. A. The price will be set in three months.B. The price is subject to the ruling market.C. The price could be set every three months.D. Either B or C2. A. They will sign the contract.B. They will follow up the contract.C. They will check the terms and conditions in the contractD. They will execute the order.3. A. The man would like to do business on CIF basis.B. The man would like to deliver the goods by air.C. The man agrees with the woman.D. The man thinks the freight needs to be lower by air.4. A. It doesn’t include all the terms and conditions.B. Both the man and woman agree on the contractC. The man thinks there are some problems with the contract.D. The man thinks they should correct some terms in the contract.5. A. She has no idea about the question.B. She will think about the future challenges.C. She doesn’t think there are more challenges than opportunities.D. She thinks they should talk about long-term agreement.Oral DiscussionBefore discussion, you are given the following advices. Professional Advices1. The key points examined in an order:Highlight Order No. for the future communicationCheck vendor’s name or codeMake sure that the description of goods is rightConfirm that the price terms comply with negotiationExamine transportation mode, ports, partial shipments and transshipment, and delivery date etc.Review quantity, payment terms and packing methods2. Notes for signing a contract:(1) Generally the contract is signed in duplicate.(2) The version of contract is showed both in English and Chinese.(3)Both parties sign their names at the bottom of the contract.Now, please complete the following tasksT T a a s s k k11Work in pairs. Discuss what arbitration is?T T a a s s k k22Work in pairs. Discuss the clauses stipulated in a contract.T T a a s s k k33Discuss the following topic.Imagine you are a seller to negotiate the terms of a contract with a buyer.Intensive ListeningLearn the following by heart before listening.D D i i a a l l o o g g u u e e11..1.Listen to the dialogue and decide whether the following statementsare true or false. Write “T” for true and “F” for false.1.Mr. Smith has placed an order with Mr. Wang. ( )2.The final unit price agreed upon is USD5.35/piece. ( )3.The port of destination is Lagos. ( )4.The L/C must reach the seller 30 days before shipment. ( )5.The goods should be covered at 130% of the invoice value. ( )2.Listen to the dialogue again and complete sentences according tothe contents in the video.1.The eight layers of petal are to be replaced , in which way, theunit price is .2.Delivery of the goods is no later than .3.We require to pack in one poly bagand .4.Payment by L/C at sight must reach us .5.We will insure the goods against , Fresh Water Rain Damage,Risk of Clash and Breakage.3.Take notes for negotiation on the details of the orderCommodityQuality _______________________Quantity _______________________Delivery ______________________Payment TermsInsuranceD D i i a a l l o o g g u u e e22..Listen to the dialogue and choose the best answer to each of the following questions.1.Does the contract need to be revised?A.Yes.B. No, it is all correct.C. Not mention.2.What clause should be added in the contract?A.Force MajeureB. Inspection ClauseC. Arbitration3.Which institution should the disputes be submitted to?A.Entry-Exit Inspection and Quarantine BureauB.Chinese International Trade Arbitration Commission.C.People’s Insurance Company of Ch ina4.At the end, have they signed the contract?A.Yes.B. No.C. Not mention5.What do you think they will do after signing the contract?A.The buyer will place an order.B.The seller will deliver the goods to the port of shipment.C.The contract will be followed up.Oral presentationIn this part, please make oral presentations after reading the following tasks. You are given the functional sentences to help you. Functional Sentences1. We’ll prepare the contract according to the results of our discussion. T o avoid any possible mistakes, may I repeat what we have agreed upon?2. Before we sign the contract, let’s check the terms and conditions of thecontract once more so as to avoid any disputes over some minor details in the future.3. Shall we go over the terms and conditions of the contract to see if we agreeon all the particulars?4. We have reached an agreement on the terms for the contract in general andwe are going to prepare the contract according to what we have agreed upon.But to ensure that no mistakes are made, shall we repeat all the terms we have discussed?5. We’ve settled the terms for the contract in general, and we are going toprepare the corresponding contract accordingly. Could you repeat the terms so that no mistakes are made?6.Let’s go over the contract and see if everything is all right.7.We’ve made a draft of the contract according to what we have discussed. Please go through the contract to see if there’s anything that sound be revised/modified/rewritten.8.We’ll have the contrac t sent to your hotel for you to go through.9.Here is the contract we have prepared. Please take a look at it before sign.10.Here is the sales contract we drafted according to the results of our negotiation. Please have a look at the contract to see if there’s anything missing.11.Everything seems to be satisfactory except that one point is missing.12.May I suggest that you put down in the contract “Shipment is to be made in2 equal lots during May and June respectively, 2017”.13.I think one more provision should be added regarding commodity inspection.14.Let’s congratulate ourselves that this transaction has been brought to asuccessful conclusion.15.I’m glad that our negotiation has come to a successful conclusion.16.I think the success of this first deal will pave the way for future business.17. We think your contract needs some modification.18. The contract specifies that the goods should be shipped within 2 months.19. We think your contract needs some modification.20. We’ll place an order with you on the terms and conditions agreed upon byus.T T a a s s k k11Retell the passage of Dialogue 1 with the words and useful sentences used in the dialogue.T T a a s s k k22Work in pairs. Student A plays the role of seller and Student B plays the role of buyer. Make up a dialogue according to the following situation. The draft of the contract is ready. Ms. Li asked Mr. Rush to check the particulars to see if there is anything to be amended. Mr. Rush found that time of shipment was not exact and told her the statemen t “The seller should notify the buyer by fax after the loading is completed or shall be responsible for the losses incurred.” So they are having a discussion on this issue. Background InputOrder refers to an oral or written request to supply a specified quantity of goods. It may be the result of an offer or a counter-offer with positive acceptance. It may be given by letter, telegram, fax, e-mail, or even orally at a meeting. But order letters are a common form of correspondence for obtaining goods and services.When the buyer sends the seller an order for some goods, he also sends him a confirmation of purchase in duplicate to be countersigned, with one copy to be returned for filing. And after receiving the seller’s confirmation, the buyer opens a letter of credit, whereas the seller gets the goods ready for shipment after he receives the letter of credit.A contract is an agreement between two or more parties that is enforceable in a court of law. In international trade, a Sales Contract comes into existence through exchange of correspondences between the exporter and importer.When, in the course of business negotiation, an offer with engagement or a counter-offer of this kind is accepted, the transaction is completed and contractual relationship between the offeror and the offeree is concluded. However, in keeping with the regular practice in international trade, a written contract or confirmation is usually signed to bind both the seller and the buyer. When all the terms and conditions have been negotiated, it is necessary to sum up and sort out all the terms agreed in the form of a written document, i.e., the Sales Contract or Sales Confirmation. A formal contract or confirmation should be prepared in duplicate. each copy should be signed by both parties, and each party should keep a copy with countersignature. Some of the contracts or confirmations commonly used in foreign trade are available in printed form, therefore, only the date, price of commodities, name of parties, and similar particulars need to be filled in.The terms under business negotiation which are stipulated in the sales contract always include the description of the goods, quality and specification, quantity, packing, unit price, amount, payment, date of delivery, shipping, insurance, inspection, claim and arbitration clauses, etc.In export trade, a Sales Contract is a legal document made by and entered into between a seller and a buyer on the basis of their offer and acceptance. In the contract the right and obligation of both parties are definitely stipulated. The contract is binding on both of them. In case any dispute occurs, people can find out who should be held responsible for the breach of the agreed terms in the light of the signed written contract.。
商务英语学习完整ppt课件
.
3
regulating
• the size of a nation's money supply • the availability and cost of credit • the foreign exchange value of its currency
• issuing notes to be used as legal tender • supervising the operations of the commercial
.
6
picture
• verb • to imagine something by making an image
in your mind • Tom, picturing the scene, smiled. • Picture the scene - the crowds of people and
• a cheque for £200
• pay by cheque
• cash the cheque (= exchanged it for cash )
• stop the cheque (= tell the bank not to pay it ) .
• bank cheque = banker's cheque
.
5
• Central banks act as the fiscal agent of the government,
• By increasing or decreasing the supply of money and credit, they affect interest rates, thereby influencing the economy.
商务英语课件PPT2
It usally includes: ➢ 1.Greeting the participants of the conference ➢ 2.Presenting yourself and special guests ➢ 3.Express welcome and appreciation for their participation ➢ 4.Review the past ➢ 5.Set the theme and target for the conference ➢ 6.Extend wishes for the success of the conference ➢ 7.Announce the commencement of the conference ➢ 8.Invite the first speaker
nexபைடு நூலகம் 5-year cooperation. ➢ If you look at the agenda, you will find that we'll have two
round-table discussions this morning. ➢ We will have two presentations from 10:00 to 12:00 with a 15-
Presenting yourself: ➢ I am honored to be on behalf of... ➢ It is with great pleasure to be on behalf of ... ➢ it is a great honour and privilege for me to stand before you an
➢ It is great pleasure to introduce a special delegation from ... ➢ Black has helped to build a creative and widely admired
商务英语视听说PPTunit4
Promoting products Making enquiries about sales
4. I strongly recommend this item. I am sure you will be pleased with it.
3
Trade fairs are also good opportunities for building new businesses since many potential customers and suppliers are concentrated in one place.
Part V. Language Focus B
5. How long is the warranty on these computers
6. Canned foods are of special interest to me, particularly canned fruit and meat.
Evaluation by traders
Part IV. Video 1
Asking for information
Requesting Prices
Would it be too much to ask you to respond to my question by tomorrow?
May I have a copy of your price list?
Asking about delivery
1
What benefits can I expect if I exhibit at trade fairs
商务英语第十讲精简版以此版本为准.ppt
简而言之，信用证就是一种银行 开立的有条件的承诺付款的书面 文件。
信用证是目前国际贸易中最重 要的支付手段（结算方式）。
信用证的名称
1. Letter of Credit (L/C) 2. Documentary Credit 3. Documentary Letter of Credit
应该说在满足信用证条款的情况下用信用证付款比较安但必须特别注意的是信用证付款方式强调单单相符单证相符的严格符合原则如果受益人通常为出口人提供的文件有错漏不仅会产生的额外费用而且还会遭到开证行的拒付对安全及时收汇带来很大的风险
Chapter 10 Terms Of Payment
支付方式
进出口贸易的支付方式
如信用证中的最迟装运期和有效 期是同一天
二 、交单期限 (Presentation period
eg：(Presentation period ):15 days
信用证有规定的，应按信用证规 定的交单期向银行交单；
如果没有具体规定运输单据签发 后多少天之内交单，根据惯例，
向银行交单的日期不得迟于 提单日期后21天；当然，交单
2. 装运港和目的港
检查装运港和目的港与合同规 定的是否一致。
四、 价格条款
检查价格条款是否符合合同规定。 不同的价格条款涉及到具体的费用
如运费、保险费由谁分担。
例如：合同中规定是：FOB SHANGHAI AT USD50/PC 根据此价 格条款有关的运费和保险费由买方即开 证人承担；
信用证是国际贸易中使用最普遍的付款 方式。其特点是受益人（通常为出口人） 在提供了符合信用证规定的有关单证的 前提下，开证行承担第一付款责任，其 性质属于银行信用。应该说在满足信用 证条款的情况下，用信用证付款比较安 全。
商务英语听说PPT Unit 6 Price Bargaining
Unit 6 Price BargainingUnit GoalsStarting-upPlease tick for expression on price negotiation.1.This offer is firm for 5 days.( )2.We’d like to set up a business operation in this field.( )3.If you can consider reducing the price by 10%, I’ll place an order for30,000 pieces.( )4.In view of our long-standing business relations, we are willing to reduceour price by 5%.( )5.We will accept your counter-offer if you agree to use the fabric of 80%polyester instead of 100% cotton.( )6.How many cotton sheets are you going to order.( )7.Could you let us know your lowest quotation, CIF EMP?( )8.Your products can find a ready market in the eastern part of our country.( )List the elements related to price.1. 2.3. 4.5. 6.Initial ListeningBefore listening, please learn the following trade terms by heart.T T a a s s k k11You will hear some phrases covering the reduction in price and discount. Repeat for the first time you hear. Then listen again and write your answers down.1._________________2.________________3._________________4.________________5._________________6.________________7._________________ 8.________________9._________________ 10.________________T T a a s s k k22You will hear eight sentences. When you hear the first time, repeat the sentences and pay attention to the stresses and tones. Then listen again and fill in the missing words.1.washing machines is too high to be acceptable.2.We regret to say that your price is .3.We don’t think there is business unlessyou .4.We think the price you offered quite reasonable but haveto .5.The customer agrees to of the total valueof .6.I’ll for the sake of the beautiful colour of your products..7., I think the price is reasonable.8.Your counteroffer is to you.T T a a s s k k33You will hear 5 short conversations. At the end of each conversation, one question will be asked. Both the dialogue and question will be spoken only once. Mark the best answer for each question.1. A. He would like the price to be far beyond.B. He wants the price to be lower.C. He expects to get the quotation from the woman.D. He finds the price acceptable.2. A. She wants to have a little profit.B. She informs the man of the supply position of raw materials.C. She quotes the price for raw materials.D. She explains the reason why the price is high.3. A. He can accept the price on CFR basis.B. He wants the woman to quote CFR.C. He asks the woman whether she can supply the goods.D. He hopes the woman to supply the goods on CFR basis.4. A. She will accept the order over 50,000 pieces.B. She agrees to allow a discount for the orders from the man.C. She can give the man a discount for orders up to the stipulated quantity.D. She intends to place orders for 50,000 pieces.5. A. He doesn’t agree with the woman.B. He can accept to increase the negotiated price by 1%.C. He couldn’t meet each other half way.D. He couldn’t lowe r the price by 1%.Oral DiscussionBefore discussion, you are given the following advices. Professional Advices1. For sellers, how to persuade buyers into accepting the price?Analyze the structure of the costExplain the market price of raw materialsDraw buyers’ attention to the qualitySort out the factors influencing the priceTake advantage of profit marginSet the price limit to be accepted2. For buyers, how to decide the target price?Research the market level for particular productsStudy catalogues and price list from vendorsMaster product informationKnow about production lineAsk sellers for minimum quantityWatch more vendors’ advertising and offersUnderstand the vendor’s costMake reference to retail priceNow, please complete the following tasks.T T a a s s k k11Work in pairs. Discuss what difference there are between counter-offer and price bargain?T T a a s s k k33Work in pairs. List the procedures of business negotiation and design the situation for each step.T T a a s s k k11Discuss the following topic.Imagine you are a seller to persuade your buyer into accepting the price, put down the persuasive sentences.Intensive ListeningLearn the following by heart before listening.D D i i a a l l o o g g u u e e11..1.Listen to the dialogue and decide whether the following statementsare true or false. Write “T” for true and “F” for false.1.Mr. Smith would like the price to be lower 8%. ( )2.Mr. Wang agrees to reduce the price by changing the style of embroidery.( )3.Mr. Smith doesn’t like to change the embroidery. ( )4.Mr. Wang and Mr. Smith meet each half way finally. ( )5.The finally confirmed price USD5.35. ( )2.Listen to the dialogue again and complete sentences according tothe contents in the dialogue.1. I have compared your quotation with those of and I’m sorry tosay that your price is about .2. We consider it indeed.3. To accept the price you quoted would leave us only on oursales because the principle demand in our city is for the similar articles .4. My target price is .5. If we can use five layers of petal instead of eight, the cost will be reducedand the price will also .3.Take notes for negotiation on priceMr. Smith’s target price _______________________Mr. Wang’s second quotationfor original style _______________________Change of Style _______________________The price agreed uponfor the revised style _______________________D D i i a a l l o o g g u u e e22..Listen to the dialogue and choose the best answer to each of the following questions.1.What does Mr. Wang think about the counter-offer from Mr. Smith?A.The price counter offered is too low for him.B.He can comply with the request for the counter-offer.C.The samples which are made for other countries.2.In which respect does Mr. Wang think his price competitive?A.DiscountB. Quantity C Quality3.How much higher than the market level does Mr. Smith find ?A.5%B. 15%C. 10%4.What accommodation is Mr. Wang able to give ?A. A reduction of 15% will be given.B.The price will go down to 5%C.The price will be reduced by 5%5.Does Mr. Smith accept the accommodation?A.No, but he wishes to have a cooperation in furture.B.Yes, he agrees to Mr. Wang’s advice .C.Not mentioned.Oral presentationIn this part, please make oral presentations after reading the following tasks. You are given the functional sentences to help you.Functional Sentences1. Your price is too high to be acceptable.2. Since the prices of the raw materials have been raised, I am afraid that wehave to adjust the prices of our products accordingly.3. Please see to it that your price is out of line with the prevailing market here.4. We are informed that our price is on the high side.5. We have cut our price to the limit, we regret being unable to comply with yourrequest for further reduction.6. We have already cut down our prices to cost level.7. The qualities are satisfactory, but your prices are considerably above ourusual figures.8. Commission transaction will surely help to push the sale of products.9. It’s really impossible for us to make any further concession in your price byallowing you any commission.10. The best we can do is to give you’re a 2% commission.11. On orders exceeding USD10000, we will allow you 5% discount.12. We regret having to decline your request for raising the price.13. We usually don’t grant any discount for small quantities.14. To have this business concluded, you need to lower your price at least by3%.15. We are pleased to grant you a 7% discount from the original offer since youagree to increase the order.16. We accept the price of USD50,000 for 10,000 pairs of leather shoes.17. In view of our good cooperation over the past few years, we are consideringaccepting your price.18. With an eye to future business, we agree to grant you 5% discount as aspecial accommodation.19. We have to say that our price has been reduced to the limit.20. May I put it this way that we meet each other half way to fill the gap in price? T T a a s s k k11Retell the passage of Dialogue 1 with the words and useful sentences used in the dialogue.T T a a s s k k22Work in pairs. Student A plays the role of seller and Student B plays the role of buyer. Make up a dialogue according to the following situation. You sell exercise bicycles on behalf of Tianjin Recreation Equipment Imp. & Exp. Co. A business from Canada wants to buy 500 sets of your bicycles. Your price is USD200 per set FOB Tianjin, but he can offer USD180 per set. You start bargaining.Background InputNegotiation the price of goods is the most important factor in negotiating for merchandise. One thing that must constantly be kept in mind is that the good must be “right”. It is better to overpay for the right goods than to underpay for the wrong merchandise. The buyer’s success in negotiating price may be greatly improved by the knowledge of the market in general and the individual resource in particular.Bargaining is an intensely personal act that must be learned from experience rather than a textbook. However, certain factors are more or less constant. Firstly, both the buyer and the seller approach the bargaining session with “limit” in mind. The buyer knows the maximum he or she is willing to spend and the seller, the minimum he or she will take. In bargaining each party tries to improve on his or her limit. Secondly, it is helpful for the buyer to give reasons for his or her offer. The buyer may build a case by discussing the retail selling price, the risk of consumer demand, the lateness of the season, and so on. Thirdly, usually after the negotiating has been in progress awhile, one of the parties always seems to suggest splitting the difference. That is , if the offer is $2 and the asking price is $4, they should settle at $3. The buyer should keep this in mind all the time, because this unseen price is closer to the final result than either the bid or the offer. Fourthly, it is unquestionably to the buyer’s advantage to maintain a friendly ongoing relationship with resources.。