经贸英语口语Unit 4 Offer and Order
Unit 4 Offers and Counter-offers
Unit 4 Offers and Counter-offersI. IntroductionOffersAn offer is a promise to supply goods on the terms and conditions stated. In an offer, the seller not only quotes the price of the goods, but also indicates all necessary terms, just as: The name of the goods, Quality, Quantity, Price, Time of Shipment, Terms of Payment and so on.1. Types of offerAn offer may either be firm within a certain time-limit (firm offer) or be made without engagement (non-firm offer).1) Firm Offer: Firm Offer are made when a seller promises to sell goods at a stated price and within a stated period of time.2) Non-firm Offer: There are four kinds of flexible offer.(1) Offer subject to prior sale, Offer subject to being unsold. (有权先售报价）(2) Offer subject to confirmation. （经确认为有效的报价）(3) Offer on approval. （买方看货后再订的报价）(4)Offer on sale or return. （允许退货的报价）2. In the following cases you may give flexible offer1) New customer with the first inquiry.2) Old customer with the first inquiry for an new products.3) On the fair or show.3. The structure of a satisfactory offer1) Opening Paragraph: Express your thanks for the enquiry, give your conditions for offer (firm offer or non-firm offer).2) Transitional Paragraph:(1) Name of the goods, quality or specifications, quantity, details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision.(2) A supplementary short paragraph to draw the customer’s attention to other products likely to interest the buyer.3) Closing Paragraph: Express your hope for an order.Counter-offer1. Counter-offers: A buyer does not agree with any or some of the transaction terms ofa quotation or a firm offer, he sends a counter-offer.In the counter-offer, the buyer may show his disagreement to the certain term and conditions and state his own idea instead. Such alterations, no matter how slight they may appear to be, signify that business has to be negotiated on the renewed basis.2. Several Kinds of Counter-offers:1) Counter-offer on price .2) Asks for reduction of minimum quantity.3) Counter-offer on payment terms.4) Asks for earlier delivery.5) Asks for changing the package.6) Counter-offer on the discount of the goods.7) Asks for more commission.3. The Key Structure of the letter.1) Opening Paragraph: Express your thanks with a courteous sentence.2)Transitional Paragraph: (Counter-offer)(1) Express your difficulties to accept the offer and give your reasons.(2) Express your conditions (suggestions) to counter-offer.3) Closing paragraph: Express your hope for acceptance of counter-offer.Counter-counter OffersThe seller receives the buyer’s counter-offer, he has the full right of acceptance or refusal. In the latter case, the seller may make another counter-offer of his own. This process can go on for many a round till the business is finalized or called off.1. The Key Structure of the counter-counter offer1) Opening Paragraph: Express your thanks with a courteous sentence.2) Transitional paragraph: (Counter-counter Offer)(1) Express your difficulties to accept the buyer’s counter-offer.(2) Express your counter-counter offer3) Closing paragraph: Express your hope for acceptance of counter-counter offer.II. W ords and Expressions1. offer1) to offer sb.sth.向某人报盘We offer you 1500 Forever Bicycles at US$32 per piece CIF Lagos for delivery in May.我方向贵方报盘1500辆永久盘自行车，CIF 拉各斯价，每辆32 美元，5 月份交货。
国际商务函电第四章Unit04 Offers
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
Most quotation are used by people as non-firm offers, though some with the wording “The quotation is subject to your reply here within a week” and so on function as firm offer.
经贸英语口语Unit 4 Offer and Order
Teaching Aims
① Understand the differences between firm offer and non-firm offer.
② Making an order with the seller
Part One: Important expressions in Background knowledge
Part Two: Listening and Discussion
1. What issues are closely related to the goods and
are referred to as the description of the goods?
2. Why do you think the quality , quantity and packing of the goods are key issues to be discussed by the seller and the buyer?
accepted within its stipulated expression of the offerer
validity, it can not be
who is not bound by the
withdrawn. A firm offer is a definite expression that the offerer（报价人）['ɔfərə] is ready to do business with the offeree（接盘人） [,ɔfər'i:] within the stipulated time on the terms and conditions put forward. It is irrevocable and unchangeable.
外贸英语对话(第四版)UNIT 4 Counter-offer
University of International Business and Economics
Answer Key-translation
B: How about meeting each other halfway? In this way we may be able to conclude the business.
5) 按此价已售出很多，再降价是不可能的。
6) 你们的还盘与现行市价不符。 7) 抱歉得很，现时对你们产品尚无需求。 8) 谢谢你们的报盘，但你们货物的规格不对路。 9) 虽然我们当前不需要此种货物，但对你们报盘仍致谢。
10) 很遗憾，你们的报盘没有引起我们用户的兴趣。
University of International Business and Economics
University of International Business and Economics
Useful Phrases and Examples
6. provided
假如We are来自ready to place a large order with you provided your price is favorable.
Answer Key-cloze
1) What do you think of the sample we sent you last week?
2) Have we settled everything in connection with this transaction?
3) We’ll draw on you with our draft accompanied with (by) shipping documents. 4) To meet you halfway, what do you say to D/A at 60 days sight? 5) Please let us have your L/C not later than February.
经贸英语商务谈判Offer and Quotations
We have sent separately samples of the advertised tapes and other brands we stock, and would urge you to place an order as soon as possible as there has been a huge response to our advertisement. Thank you for your interest. Yours sincerely,
We are enclosing our summer catalogue and pricelist quoting prices CIF Vancouver. We are sure you will find a ready sale for products in Canada as have other retailers throughout Europe and
America, and we do hope we can reach an agreement on
the terms quoted. Encl.
Bonus Glossary
Ceiling price Rock-bottom price Current price Gross price Net price Wholesale price Retail price Offer sheet Terms of trade CPT=Carriage Paid To DAF=Deliverd At Frontier DEQ=Deliverd Ex Quay DES=Deliverd Ex Ship FOB=Free On Board EXW=Ex Works
外贸英语口语对话Unit 4
外贸英语口语对话Unit 4A： Mr Joe,do you have offers for all the articles listed here?B： Oh,yes,this is the price list,but it serves as a guide line only.Is there anything you are particularly interested in?A：Yes ,I’m interested in your embroidered table cross.It found a ready market in our country last year.So once again ,the main item of our order is embroidered table cross.This time ,we will have 50,000 pieces.B：If the order is so large ,we’ll offer you our most favorable terms.We’ll give you a 5% discount.A： Thank you.That does seem to be a nice offer.Now,what would be the earlist possible date of shipment.B： By this coming July.Do you have any specific requirements for packing?Here are the samples of packing available now.You may have a look.A： Oh ,wonderful.This three are all right,but I prefer small boxes.They are the most beautiful.You know a nice packing helps find a market.Then what about the terms of payment?B： Letter of credit at sight.Here is our official offer with special price CIF London.A： How long will you keep your offer open?B： Three days.A： Fine ,thank you.。
经贸英语写作 Chapter 4 Enquiry and offer
3. Classification of offers （发盘的 分类）
Offers can be classified into: ① firm offers （实盘） ② non-firm offers（虚盘）
The characteristics of firm offers
（实盘的特点）
Q: What does the author write in the first paragraph （第一段写什么内容）?
① “You were recommended to us by…” Where have you learned of the exporter
（如何知道对方）?
② “We are importer of bed sheet and home textile products…”
Para. 3: Here in the European market only all-cotton bed
sheets are salable and any synthetic fiber or blended fiber is not in demand.
Salable: 有销路的/适合销售的 试译: 这些房子销路很好。
2、好的秘书总是很多人都需要的。 Good secretaries are always in demand.
If you are in a position to offer products of this quality at workable price, we may play substantial (large) order in the future.
be in a position to= be able to / can
Unit 4 Offers
In compliance with your request of…, we have amended the relative L/C to allow transshipment. 按照你方…的要求，我方已修改有关信用证 允许转船。
come/go into effect 开始生效，开始实行 In effect 有效，在实施中 This agreement will come into effect as soon as it is signed. 本协议一经签字立即生效。 These import regulations are still in effect. 这些进口规章仍然有效。
4、Entertain 接受；考虑；招待、款待 ；使娱乐、 使感兴趣 We are too heavily committed to be able to entertain fresh order. 我们承担太重，不能再接受新订货。 We shall be glad to entertain any constructive suggestion you may make. 我方将乐于考虑你方可能提出的任何建设性的建议。
大约需要一个月我们才能再谈你所需要的特殊大约需要个月我们才能再谈你所需要的特殊质量之货该货正在试制中
Unit 5 Offers
Points for Attention: 1. 及时回复，对询盘表示感谢；
2. 在报盘中包含全部的交易条件；
3. 如果是实盘，就需要注明有效期 （实 盘与虚盘的最大区别）
5.在报盘时对商品中值得炫耀的地方多加渲染； 6. 表达希望，期望对方接受我们的报价。
还盘： 买方对其中的交易条款、价格不能 全面接受。反要约，一个新要约的形成 分为还实盘和还虚盘。 拒绝接受发盘的信应包括以下几点：
Unit Four Offer
Offers and Counter-offer
objectives
To learn ways of making offers and counter offers. To learn format and some useful terms and expressions used in this unit. To practice writing letters for offers and counter offers.
The promise can be implied in the following qualifying statements: (1)This offer is firm for orders…. (2)This offer remains firm for 3 days. (3)The firm offer is subject to your reply reaching us within 10 days. (4)The offer will be kept open until 15th May.
3.我们有几个客户表示对你们的防水服装 感兴趣并询问了质量情况。如能寄来样 品和报价，将十分感激。 4.请寄给我一份台式计算机的目录本和价 目表，任何说明小册子，以便本公司发 给潜在客户。
1、我公司是一国营公司，专营各种轻工业的进出口业务，与你地 戈登公司（Gordon & Co.）已有多年业务关系。 2、据悉你公司能出口最新型的照相机（camera）RX—31型，故 与你们联系，希能寄我该相机目录一份。同时并请告知其最低价， 以便我与客户联系。 3、我们是世界上最大的丝绸（silk）进口商之一。我们过去一直 是从日本进口的，现在我们想到中国市场订购。 4、我们希望你能告诉我们可供出口的主要品种，最好能寄我们几 份你们的出口商品目录及各种丝绸的剪样，以便我们选择。 5、关于你们3月4日扳手（spanner）的询价，我们首先向你们致 歉，未能迅速报价，因为厂方要研究满足你方特殊需要的可能性。 6、关于你方有关茶具的询价，我们很高兴通知你们，通过我们反 复地努力，厂方已同意供应100套。
外贸英语函电课件：Chapter04 Offers and Quotations
3. 转交 pass on... to
Your letter of March 12 has been passed on to us by our sister company in Shanghai.
贵方在3月12日的来函已经由我方兄弟公司转 交
4. 兄弟公司 sister company
❖ Subsidiary companies
Specimen 5
P65
Comments
This letter is not so good in conciseness. For example, “This offer is firm subject to your immediate reply that should reach us not later than the end of this month.” It should be changed into “This offer is firm subject to your reply here not later than the end of this month”.
❖ We regret to inform you that we are not in a position to cover you need for the captioned goods.
Useful sentences
❖ Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.Biblioteka Specimen 2 P63
外贸函电-+Quotations,+Offers+and+Counter-offers
Unit 4 Quotations, Offers and Counter-offers
Points for Attention: 发盘一般用通函，信件或者答复询价的方法来 进行。在答复询价时，可寄送报价单。 完整的发盘应包括下列几点： 1. 对询价表示感谢 2. 表明价格，折扣及付款条件的细节
that we receive your order within the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfully
3. 详细说明价格包含的内容（如运费，保 费等） 4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望
发盘可以从不同的角度分类： 按形式可以将发盘分为口头发盘、书面 发盘及形式发票； 按发盘人不同可以将发盘分成卖方发盘 （售货发盘）与买方发盘（购货发盘） 按法律约束力不同可以将发盘分成实盘 （有法律约束力的发盘）与虚盘（无法 律约束力的发盘）。
虚盘的表示： 1. Without engagement (obligation)虚盘 (不受法律约束的发盘) 2. Subject to prior sale以未售出前为准 3. Subject to our final confirmation 以最 后确认为准
拒绝接受发盘的信应包括以下几点： 1. 对发盘表示感谢 2. 对不能接受表示遗憾 3. 如适当可还盘 4. 提示一起做生意的其他机会
Exercises
Unit 4 Offer
4
5.1 Offer
2.There are firm offers and non-firm offers. Firm offers mostly provide a period of validity. Any acceptance made by the offeree before validity expires is effective legally. Non-firm offers are not binding on the offor. Such words as “reference price” and “subject to our final confirmation” are often used.
19
Recounter-offer (specimen letter1-2)
However, it is in view of our long-standing business relationship that we make you a special allowance by 4%. That is the best we can do. We hope you will agree to our countersuggestion and look forward to receiving regular orders from you.
5
Offer’s Logics
1.acknowledge the enquiry; rm the counterpart what we have done as requested; 3.put forward with our request if we have; 4. Encourage orders or further enquiries.
Unit 4 Offers
commissions, or discounts, if any; 4.Packing and date of delivery; 5.The validity of the offer; 6.Favorable comments on the goods themselves; 7.An expression of hopes for an order.
A firm offer is capable of acceptance and once it has been accepted it cannot be withdrawn. It is the buyer’s option to accept or reject or counter-offer during the validity period. No reputable hdrawing his offer before the stated or agree time.
Key Words
▪ offer v. n. 报盘 ▪ offer sb sth at a price 以…价格向某人报盘 ▪ offer sb firm 给某人报实盘 ▪ make sb a firm offer for sth at a price 向…
报实盘
Make/give/send sb. an offer on/for “向某人就某
• A firm offers should be provided with the two major requirements. First, in firm offers the writer encloses complete, affirmative, specific terms of business. The major conditions of the contract are required as to time of delivery, shipping and terms of payment as well as names of goods, quality, specifications, prices, quantity, packing and insurance. Second, the validity period is indispensable to a firm offer. Specifically, the beginning and the ending date and place of the validity must be given.
Unit_4_Offers
对报盘有效期的规定是交易的主要条件之一。规定有效期 又要具备两个要素：（1）时间;（2）地点。 时间— 指有效期长度。注意不可太长。 地点—指必须说明对方回答所到self (to sth/to doing sth) make it impossible for sb/oneself not to do sth, esp because of a promise; pledge sb/oneself 使某人[自己]不能不做某事（尤指因有承诺）; 向某人[自己] 保证:
“汇票” （Bill of Exchange，Draft）是由一人签发给另 一个人的无条件书面命令。
“汇票”是 出票人（企业/银行）签发的，委托付 款人在见到汇票后立即或某一段时期后无条件支付 确定金额给收款人的票据。
按付款时间──即期汇票、远期汇票 即期汇票（sight bill, demand bill）指持票人向付款人提示后 对方立即付款，又称见票即付汇票。 远期汇票（time bill, usance bill）是在出票一定期限后或特 定日期付款。
Two requirements
1.
complete, affirmative, specific terms
交易条件完整
1. Names of goods, quality, specifications, prices, quantity, packing and insurance 2. Time of delivery, shipping and terms of payment
The offer is subject to goods being unsold.
本报盘以货物未售出为条件。
The offer is subject to change without notice.
Unit 4 Offer
Unit 4 OfferI．Study AimsTO KNOW1. To know the writing steps of a firm offer.2. To know the writing steps of a non-firm offer3. To know the difference between a firm offer and a non-firm one.4. To know the knowledge of “Lead in” Part.5. To know the knowledge of “Business Link” Part.TO DO1.To be able to translate a firm offer.2. To be able to make a firm offer.3. To be able to translate a non-firm offer.4. To be able to make a non-firm offer.II.Key Points & difficult points1. Making an offer2. Writing skills of business letters of offeringeful sentence patternsIII. LEAD INSince the potential buyer has made an enquiry, it is the seller that offers him the information he needs. An offer is a promise made by the seller to supply goods on terms stated.There are two types of offers: firm offer and non-firm offer. A firm offer is irrevocable offer with engagement while a non-firm offer is the revocable offer without engagement. General speaking, most offers are non-firm offers with reservation words such as “The offer is subject to…”，“The offer holds good until…”A firm offer should satisfy the following conditions:1. There should be no ambiguous words such as “about”, “reference price”;2. The terms should be clearly and completely stated, which include the quality, the quantity, packing, price, shipment, payment, validity, etc.;3. There should be no reservation words such as “subject to our final confirmation”, “subject to goods being unsold”IV. WRITING SKILLSStep 1: To express thanks to the reader for the enquiryStep 2: To explain the details of price, discount, and delivery etc.Step 3: To show validity of the offerStep 4: To express the wish that the offer can be acceptedV. Main Points of an offerA satisfactory offer will include the following:Opening: a. an expression of thanks for the enquiry, if any;Body: the details of offer, which are:b. names of commodities, quality, quantity and specifications;c. details of prices, discounts and terms of payments;d. a statement or clear indication of what the prices cover(such as packing,freight and insurance)e. packing and date of delivery;f. the period for which the offer is valid(a non-firm offer excludes it); Closing:g. hope of acceptanceVI. Key Sentences Patterns1. Thank you for your letter of May 9.2. In reply to your letter of November 12, we have pleasure in enclosing a detailed quotation for our table cloth.3. It’s a pleasure for us to offer you the goods as follows:4. Referring to your E-mail dated July 10 in which you inquired for leather bag, we have pleasure in giving you an offer as follows:5. We regret being unable to quote on FOB basis, as it is our general practice to do business with all our clients on CIF terms.6. We can offer you a quotation based upon the international market.7. Our offer is RMB300 per set of tea pot, F.O.B. Shanghai.8. My offer was based on reasonable profit, not on wild speculations.9. This offer is based on an expanding market and is competitive.10. Our offers are for 3 days.11. The offer holds good until 4 o’clock p.m. 3rd of June, Beijing time. 12. This offer is subject to the goods being unsold.13. The offer is given without engagement.14. We are looking forward to your early reply.15. We are waiting for your order.VII. Sample LettersFrom: volunteer@ (ABC Co., Ltd.)To: pursue@ (BCD Co., Ltd.)Date: Dec 8, 2008Subject: an offerAttachment: our catalogDear Sir or Madam:In reply to your enquiry letter of December 3rd, we have pleasure in making an offer for teapots.Besides those advertised in the The Economist, our illustrated catalogue enclosed shows various types of teapots. Most types can be supplied from stock. 45--60 days should be allowed for delivery of those marked with an asterisk.We can allow a 2% discount on all orders of US$6,000 in value and over, and a 3% on orders exceeding US$20,000.The offer holds good until 4 o’clock p.m. 18th of December, Beijing time.Looking forward to receiving your order and any orders you place with us will be processed promptly.Yours sincerely,JimSales Manager of ABC Co., Ltd VIII. Business link1.《经济学家》杂志2.实盘与虚盘IX. KEY TO PRACTICEI.Translate the following business terms or expressions.1. offer2. firm offer3. subject to4. without engagement5. non-firm offer6. a heavy demand7. owing to8. for your consideration9. allow a discount10. result inII. Translate the following sentences into Chinese.1.我们的报盘三天有效。
外贸英语函电Chapter4Offers
交易条件（价格，规格，数量，包装，装运，付款，保险）
• For the …….., the best price is ……per set… • The minimum quantity is one 20’FCL（full container load） and with
the purchase of two or more containers, the price is reduced by 2%. • Delivery is to be made within 45 days after receipt of order. • All these blankets are packed in plastic bags. • Our usual terms of payment are made by confirmed irrevocable
Types of Offer
1.从报盘人的身份来分：买方报盘，卖方报盘。 买方报盘: bid/buying- offer 卖方报盘: selling-offer
2.从报盘形式来分：口头报盘，书面报盘两种。 3.从报盘先后顺序来分：主动报盘A Volunteer Offer，对询盘信
的答复A Reply to an Inquiry 4.报盘从法律责任上来分：
Sight L/C. • The insurance shall be effected by the seller covering the invoice
value plus 10% against Institute Cargo Clauses(A).保险由卖方按 发票金额的110%投保伦敦货物协会险A险。
虚盘的表示
• The quotation is effective while stocks last. • Subject to prior sale. • Subject to our final confirmation.
外贸英语函电Unit 4 Offer
Please fax us your confirmation as early as possible if you find the above acceptable.
句型3 支付条款
（1）付款方式以不可撤销即期信用证支付，并 以我方为受益人。
Payment is to be made by irrevocable L/C at sight to be opened in our favor.
(2)我们要求以不可撤销信用证凭即期汇票支付， 在装运前30天开出。
We require payment by irrvocable L/C payable by draft at sight to be opened 30 days before the time of shipment .
Complying with your request, we are making you an offer for 2,000 pieces “White Dove” Brand Double-faced Embroideries 30×50 cm at US$ 57.50 per piece CFRC2 Hamburg for shipment in November, 2011. The goods are to be packed in boxes of one piece each, twenty boxes to a carton.
Unit 4 Offers
Difference between a quotation & an offer
A firm offer although not a contractual obligation (合约规定的义务), cannot be withdrawn by the seller within its validity. It is the buyer’s option to accept or reject or counter-offer (还盘) during the validity period. If tual obligation(合同义务).
2. 在外贸函电中，关于商品的几种用法： • item • article • commodity • merchandise • product
3. packing: in ordinary second-hand gunny bags 用普通的旧麻袋包装 • packed in new gunny bag of 100 kgs. each. 新麻袋包装，每包重100千克。 • packed in bales of 50 kgs. net. 捆装，每捆净重50千克。 • packed in cases of 200 lbs. 箱装，每箱重200磅。
Offer: n.
make 报盘 accept 接受 reject / refuse 拒绝 decline / turn down 谢绝
an offer
4. Pamphlet n. 小册子 brochure
Letter 3
1. by-products 副产品 animal by-products畜产品
2) v 报盘 offer sb sth 报给某人某种商品 We are offering you as follows, subject to your reply reaching here by four o’clock p.m., our time, Wednesday, September 25. 现报盘如下，以我方时间9月25日星期三下午四 时前复到有效。 We offer you firm subject to your reply here within one week from today. 兹报实盘，以自本日起一周之内你方复到为准。
Unit 4Offer and Counter-offer
3. for shipment during…
装运期为„„
e.g. 五月装运 for shipment in May Or: for May shipment 或以“，”与前面相连，然后接 shipment in 以„„为准，以„„为条件 4. subject to May, or May shipment e.g. 现给你方报盘，以先售为准。 e.g.We are giving you an offer, subject to our prior sale. 这批货物很易受天气影响。 现报以下盘，以你方在8月20日前接受为有效。 The consignments are subject to weather change. We now make you an offer subject to your acceptance before Aug. 20. subject to可用来表示实盘, 这里用“以收到你方来信为准”“ 以你方来信 到达 这项发盘以我方最后确认为准。 我处为准”，举例： This offer isreceipt of reply by final confirmation . subject to the subject to our us before… the arrival of your letter at our end before… receiving your reply before… the reply reaching us before… the reply before…
confirm that e.g. 我们确认已向你方电报下列商品实盘，以8月10日回复有效。 Байду номын сангаасe confirm our offer, by cable, for the following commodities, subject to your reply reaching us by August 10 兹确认与你方的200箱铁钉的订货. We confirm the order of 200 cases of Iron nails. n. confirmation 确认，确认书 confirmation of sth. sales confirmation 销售确认书 e.g. 请电复以便我方确认。 Please cable us for confirmation
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Part Two: Listening and Discussion
1. What issues are closely related to the goods and
are referred to as the description of the goods?
Student B
You are the seller, Mr. Denny Chen talk with Mr. Black Jackson about the prices of the single roller shoes. Insist on 2% off only. Try to offer other incentives such as giveaways to close the deal.
2. Why do you think the quality , quantity and packing of the goods are key issues to be discussed by the seller and the buyer?
Part Three:Oral Practice in Groups
Dialogue 1
A：我们的报价有充分的 依据。
B：也许，不过按照你们 的价格我们很难打开市 场。
A：虽然材料成本最近涨 了很多，但我们还是尽 力保持原来的价格。
B：请容许我考虑一下。 A：好的。有事请联系。 B：谢谢你的服务。
Dialogue 2
A: 你好。我打算订购 500部这种手机。
B：非常感谢你的订单 。
A: 有什么优惠吗？ B：我们会给老客户15%
的折扣。
A:你们什么时候可以发 货？
B：收到订单五天内发 货。
A：成交。
Part Three:Oral Practice in Groups
Dialogue 3
A: 你好，王小姐，请简单介绍一 下贵公司的鞋子好吗？
B：欢迎光临，刘老板。你想看 哪种颜色的鞋？
2. 这种洗衣机的起订数量(minimum order ) 是 多少？
3. 如果这种按摩椅（message chair) 卖得像预 期的一样好，我们会继续订购（further order)。
Part Five: Free Talk
Student A
You are the buyer, Mr. Black Jackson. Talk with Mr. Denny Chen about the prices of the single roller shoes. Ask for 5% off. Make a concession in the end.
A：红色和白色的球鞋（Sports shoes/sneaker)吧。看起来不错 。我想各订200双试销下。有 优惠吗？
B：谢谢。我们会给你3%的折扣 ，如果现金支付的话。
A: 成交。合作愉快。
Part Four: Tranห้องสมุดไป่ตู้lation
1. 如果不能接受，请尽力给一个最好的还盘 （counter-offer)。