外貿(mào)英語(yǔ)口語(yǔ)電子教案 unit 7

1、,Unit 7 Counter-offer還盤,When a buyer rejects a quotation or other offer, he should thank the seller for his trouble and explain the reason for rejection. Fail to do so would show a lack of courtesy. The expression of r

2、ejection should cover the following points. It should:Thank the seller for his offer.Express regret at inability to accept.Make a counter-offer if, in the circumstances, it is appropriate.Suggest other opportunities

3、to do business together.,Warm-up,3 steps of a business negotiation.,Business Profile,,Content,New Words,New Words and Phrases:Market wholesale price： 市場(chǎng)批發(fā)價(jià)Essential: 絕對(duì)必要的，必不可少的Exceptionally: 格外的，特殊的In view of: 鑒于Bo

4、ast: 引以為榮Push sales: 推銷Allowance on a sliding scale: 按比例增減的優(yōu)惠Underquote: 開(kāi)價(jià)低于市場(chǎng)價(jià)Dealer: 經(jīng)銷商Prevailing market level: 市場(chǎng)價(jià)，行價(jià)Rock-bottom price: 最低價(jià),Dialogue,Dialogue 1 Discounts on PriceMr. Blake: Hello, Jack. We fi

5、nd the quality of your samples are well up to the standard and suitable for our requirement. However, the price you’ve quoted is higher than the market wholesale price in America. I suppose that a reasonable discount is

6、essential for sale in the market.Mr. Chen: We usually don’t reduce the price unless it’s an exceptinally large order.Mr. Blake: So do you mean that if we increase our order you’ll reduce the price?Mr. Chen: We are wil

7、ing to give you a 2% discount on our list price if you order over 1,000 sets of GPS.Mr. Blake: As a matter of fact, good price keeps good business. So is there a possibility for us to get some discount?Mr. Chen: Well,

8、this is the best we can do. To be frank, in view of our long business relationship, we will still give you 2% discount even though you just order 500 sets. Mr. Blake: Ok, that sounds all right.,Dialogue,Dialogue 2 Negot

9、iation on the OfferMr. Blake: Hello, Jack. I’m coming for the offer.Mr. Chen: Oh, yes. Patrick, we have the offer ready for you. Here it is, 500 sets of Model AS-090, at US$196.00 per set, CIF New York, for shipment du

10、ring October, 2008. Other terms and conditions remain the same as usual. The offer is valid for 15 days.Mr. Blake: I suppose your price has been rocketing! How come? It is 10% higher than last year.Mr. Chen: Well, as y

11、ou know, there has been a strong demand for this kind of GPS and such a demand will certainly lead to increased prices. Our price is more reasonable than other offers you can get elsewhere.Mr. Blake: I can see your poi

12、nt, but I must point out that some of the offers we have received from other sources are definitely lower than yours.Mr. Chen: Everyone in this line knows our products are of superior quality. Besides we provide good af

13、ter-sale service. You’d better take that into consideration. “No CUSTOMER CARE, NO CUSTOMER LOYALTY”. Our products boast of good reputation among our clients.Mr. Blake: You are right. There is no doubt that. But it will

14、 be very hard for us to push sales at this price. However, I will give it a try.Mr. Chen: Great! I bet it is a wise decision.,Dialogue,Dialogue 3 A Discount for Large OrdersMr. Blake: Mr. Chen, this time I intend to p

15、lace a large order, but business is almost impossible unless you give me a discount.Mr. Chen: Basically, we won’t allow any discount, after we have already made a big concession in price.Mr. Black: We usually get a con

16、siderable discount, when we place such a high quality from anywhere else.Mr. Blake: We’d still like a favorable discount, given the size of our order.Mr. Chen: Considering the long-standing business relations between u

17、s, we will grant you a special discount of 3 %.Mr. Blake: A 3% discount? No, we usually get 8% discount from the European Exporters. Mr. Chen: I’m afraid I could not agree with you for such a big discount. In this way,

18、 it won’t leave us anything. Well, Mr. Blake, since this is a new production, we may offer you allowance on a sliding scale.Mr. Blake: What do you mean “ a sliding scale”?Mr. Chen: Well, suppose your order comes to US$

19、 100,000, we’ll give you a 3% discount. And it goes up to 4% for your purchase exceeding US$200,000 and 5% for US$300,000.Mr. Blake: Your proposal seems to be reasonable. Right then, I accept it.,Useful Expression,Thank

20、 you for your offer of March 13 for 2,000 dozen rulers at US$20.00 per dozen CIF Rotterdam.We believe our price is quite realistic, it is impossible that any other suppliers can under quote if their products are as good

21、 as ours in quality.In order to assist you to compete with other dealers in the market, we decide to reduce 2% of the price if your order reaches 28,000 sets. As you know the market if firm with an upward tendency we ho

22、pe you accept it without any delay.We really appreciate the good workmanship and excellent designs of your product, but your price is out of line with the prevailing market level.As the market competition is keen, we e

23、xpect your immediate reply.I appreciate your counteroffer, but find I is too low to accept.Your counteroffer is not up to the market level.If you don’t make any concession, we will definitely cancel the offer and cove

24、r our requirements elsewhere.I’m sorry the difference between our price and your counteroffer is too wide.This is our rock-bottom price, we can’t make any further reduction.,Drill Practice: 數(shù)詞句,1. 倍數(shù)的比較句型一：A is n time

25、s+比較級(jí)…than B A is … as+形容詞+as B[說(shuō)明]表達(dá)倍數(shù)時(shí)，應(yīng)當(dāng)注意“A is n times+比較級(jí)…than B”與“A is … as+形容詞+as B”的含義是一樣的。另個(gè)例句都可以表達(dá)“A是B的n倍/A比B多n-1倍”。[例1] This report is 2 times longer than (3 times as long as/3 times the length of) t

26、hat one.這個(gè)報(bào)道的篇幅是那篇的3倍（即長(zhǎng)2倍）。[例2] Its profits are rising 3 times faster than the average company.=Its profits are rising 4 times as fast as the average company.它的利潤(rùn)增長(zhǎng)速度是一般公司的4倍/比一般公司快3倍。,Drill Practice: 數(shù)詞句,1. 倍數(shù)的比較句

27、型二：A+be+百分?jǐn)?shù)/倍數(shù)+up on, over等比較級(jí)+than+B[說(shuō)明]本句型表示“A比B大多少倍”。倍數(shù)可用“數(shù)詞+times”、“數(shù)詞+fold”結(jié)合的合成詞。百分?jǐn)?shù)用percent或%都可以?！皍p on”, “over”, “more”, “bigger”, “l(fā)arger”都有“超過(guò)”的意思。譯成漢語(yǔ)“增加n倍”、“增加百分之n”。中文的意思其實(shí)是凈增了n-1倍。[例1] This type of machine

28、 uses three times more fuel oil than that type does.這種類型的機(jī)器耗油量比那種類型的多3倍。[例2] They produced 30 percent more steel than they did in the previous year.他們的鋼鐵產(chǎn)量比前一年增加了3成。,Drill Practice: 數(shù)詞句,1. 倍數(shù)的比較句型三：There is an n-fol

29、d increase/growth（增加n-1） There is an n-fold decrease/reduction（減至1/n）[說(shuō)明]英語(yǔ)在表述或比較倍數(shù)時(shí)，一般都包括基礎(chǔ)倍數(shù)在內(nèi)，翻譯時(shí)應(yīng)當(dāng)是凈增或凈減n-1倍。倍數(shù)增加的表述還有double（增加1倍），treble（增加2倍），quadruple（增加3倍）。[例1] A record high increase in value of

30、 4 times was reported.據(jù)報(bào)道，價(jià)值破記錄地增長(zhǎng)了3倍。[例2] The efficiency of the machines has been more than trebled. 這些機(jī)器的效率已提高了2倍。[例3] China’s annual income per capita of 2008 quadruples that of 1998. 2008年中國(guó)的人均年收入比19

31、98年翻了2番。[例4] The advantage of the products is a 2-fold reduction in weight.這些產(chǎn)品的優(yōu)點(diǎn)是重量減輕了1/2。,Drill Practice: 數(shù)詞句,2. 數(shù)字的升降句型：主語(yǔ)+increase, grow, +to/by +數(shù)詞… 主語(yǔ)+decrease, drop, +to/by +數(shù)詞…[說(shuō)明]該句型專指基數(shù)詞的增減。表

32、述增加的動(dòng)詞還有“rocket，rise，exceed，attain，fulfill…standard，jump…above，go up”等；表示減少、下降的動(dòng)詞還有“reduce, fall, sink, go down”等。表達(dá)數(shù)字上升/下降或增加/減少到某一具體數(shù)字時(shí)，可用“動(dòng)詞+to+數(shù)字”；表達(dá)增加/減少的幅度，則在這些動(dòng)詞后接“by+百分?jǐn)?shù)”。[例1] China’s gross domestic product will

33、 grow by 9.3% for all of this year, within a total of 13.4 trillion yuan or US$1.6 trillion.今年全年我國(guó)的國(guó)內(nèi)生產(chǎn)總值將增加9.3%， 總計(jì)13.4萬(wàn)億元（1.9萬(wàn)億美元）。,Drill Practice: 數(shù)詞句,2. 數(shù)字的升降[例2] The price of silk has dropped from 16 to 10 yuan pe

34、r jin.絲綢的價(jià)格從每斤16元跌至10元。[例3] The price of captioned goods dropped greatly, from US$20 to US$12.訂購(gòu)標(biāo)題中的價(jià)格大幅下降，從20美元下跌到12美元。[例4] The balance of deposits of rural and urban residents increased to 2151.9 billion yuan at th

35、e end of 1994 from 703.4 billion yuan at the end of 1990, a more than 3-fold increase in four years. 城鄉(xiāng)居民的儲(chǔ)蓄余額從1990年底的7034億增加到1994年底的21519億元，四年增加2倍多。,Interpretation,實(shí)際上我們的報(bào)價(jià)已低于國(guó)際市場(chǎng)價(jià)的1/4，幾乎無(wú)利可圖。（lower than, leave…

36、with …）這類產(chǎn)品的成本要比那種類型的多三倍。（three times）考慮到長(zhǎng)期的合作關(guān)系，我們?cè)敢庠诟犊顥l件方面做出一些讓步。（long-standing, payment terms）在貴方報(bào)價(jià)的基礎(chǔ)上達(dá)成交易的可能性很小，因?yàn)閳?bào)價(jià)明顯不符合市價(jià)。（likelihood, out of line）很抱歉，我們?nèi)詿o(wú)法接受，距我方能接受的程度仍相差很遠(yuǎn)。（far from）,Interpretation,Actually,

37、 our quotation is one quarter lower than international market price. Further reduction on our price would leave us with little or no profit.The cost of this product is three times more than that product.Considering the

38、 long-standing business relationship between us, we shall make concessions on payment terms.There would be little likelihood of concluding business on the basis of your quotation, which is evidently out of line.I’m sor

39、ry we are still unable to agree with you. It’s still far from what we can accept.,Warm-upWhen you are involved in a negotiation, you should show understanding or agreement on a point or show objection or disagreement on

40、 a point. Read the following sentences:,Career Skills: Making Negotiation,ListeningListen to the tape and decide whether the following statements are true or false.Usually, after receiving an offer, the offeree should

41、accept it no matter he is satisfied with it or not.It’s a general practice for the offeree to make a careful analysis and study the offer as well as the current market situation.In a counter-offer, the offeree will mak

42、e some revisions in the terms and conditions on his own.On receiving the counter-offer, the offeror may decide to accept or decline it according to the specific situation. He may also make a re-offer to put forward some

43、 new terms or conditions. This is called a counter-counter-offer.Once the counter-offer is made, the original offer is out of validity.,Career Skills: Making Negotiation,Speaking Work in pairs. Suppose you are Mr. Smit

44、h, an IT product exporter in the USA, your partner is Mr. Wang, a purchasing man of an import company in China. You will discuss the price with Wang. The negotiation will be made according to the following:,Career Skills