1、Unit1,Inquiry, Offer and Counter-offer,Teaching Objectives,master the related items: Inquiry, Offer and Counter-offer,master the useful sentencesinterpretation in trade,learn and use the repetition training for interpretation,contents,1,3,interpretation skill,Lead-in :Text1 and Text2,2,4,5,Listening
2、 practice,interpretation practice,practice of interpreting skill,lead-in,What are Inquiry, Offer and Counter-offer? What is generally included in an inquiry? What are the two kinds of offers? What are the difference between them? Why do buyers make counter-offers?,Inquiry,An inquiry is a request for
3、 information. First real step in business negotiation Two categories: A general inquiry(一般询盘) and a specific inquiry(具体询盘),Offer,An offer is a promise to supply goods on the stated terms and conditions. It usually contains all necessary terms of business for the buyers consideration and acceptance,C
4、ounter-offer,A counter-offer is a partial rejection of the original offer and a counter proposal by the buyer for the amendment of certain unacceptable terms.,What is generally included in an inquiry?,the name and price of the commodity quality,specification,quantity,terms of price(CIF,FOB,CFR,etc),
5、terms of payment(L/C) terms of shipment,packing method,discount and so on.,What are the two kinds of offers? Differences?,firm offer(offer with engagement) non-firm offer( offer without engagement),Firm offer: an offer with engagement/legal binding within certain time limit Three elements for a firm
6、 offer (1) It is made to one or more than one specific natural or artificial person (s) (2) The content must be firm, indicating at least commodity name, quantity, price and price terms (3) It contains a time limit and becomes legally binding once the offer is accepted by the buyer within the term o
7、f validity.,Non-firm offer: the offer is subject to sellers confirmation after being accepted by the buyerIt is unclear,incomplete and with reservations It is not binding on the offeror.,Why do buyers make counter-offers?,If a buyer doesnt agree with any or some of the transaction terms of a quotati
8、on or a firm offer,he makes a counter-offer.,Inquiry,Counter Offer,Acceptance,YES/NO,Offer,No,Yes,Bargin,Procedures of Business Negotiation,Dialog-making and Performace,Available examples: At the Guangzhou Trade Fair, Herry, a Spanish buyer, is inquiring about prices at a bedcover stand. An old cust
9、omer of Samsung Galaxy Note 4, who asked for the quotations a few days ago, is here to get the offer.,Text2,What is Incoterms?International Commercial Terms coverage misunderstanding amendment,Listening Practice,passage1 listen to the passage and fill in the blanks according to what you have heard.S
10、ervice Sector Mood Hit by Credit Crunch,Interpretation Practice section2(paragraph interpretation)C-E,我方最近作了调价。当然我不是说我们所报的是最终价。按我们的惯例，为了推动我们将来业务关系的发展，我们愿意给新客户以最公道的价格，即使这样做会使我方蒙受相当大的损失，我们也在所不惜。希望我们能够做成这笔生意，也希望我们的产品能够受到贵国消费者的喜爱。 We have just updated our pricesBut of course I dont mean our offer is fin
11、alAs usual，wed like to quote our new customers the most reasonable price to start our business relationship for the future，even at the cost of a substantial loss on our partWe would like make this deal with you,also we hope our products can get the favor from your customers in your country.,C-E,当然可以
12、。我们最近扩大了业务范围以便更好地为我们的远东亚洲客户服务，尤其是为中国客户服务。中国是一个无人敢忽视的巨大市场。 Lately we expended our scope of business to better serve our Far East Asian customers in particular, China is such an enormous market that nobody can afford to neglect.,E-C,Our offer is based on reasonable profit,not on wild speculations.You
13、must take the quality into consideration.Every one in this trade knows Samsungis of superior quality. If we were not friends, we would hardly be willing to make you a firm offer at this price. 我们的报盘以合理利润为依据，不是漫天要价。但你得考虑质量问题。同行业的人都知道三星质量上乘。如果不是老朋友，我们不大可能以这样的价格向你报实盘。,Interpreting skill,Repetition Trai
14、ningon another PPT,Practice of interpreting skill(E-C),In advanced economies,resources are being developed by commercial companies that have no vague thoughts for future generations but want to maximize profits,and respond to price signals. In many of these countries,resources have reached their lim
15、its and are running out. The North Sea,for example, is in steep decline.BP, the major British oil supplier, recently highlighted Norway as one of the countries that suffered the steepest decine in oil production last year. 在发达国家有一个问题：那里的资源都是由商业企业开发的，它们丝毫不会考虑后代的利益，而会追求利润最大化，因此会对价格信号做出反应。 在很多此类国家，资源已经
16、达到了物理极限，正在枯竭。例如，北海的产量正在急剧下降。英国石油主要供应商英国石油公司最近特别指出，挪威是去年石油产量最大的国家之一。,Chinese-English interpretation,尽管企业目前要在美国和西欧赚钱非常困难，但在新兴市场的业务却变得轻松了。西方市场的通胀上涨速度超过了工资，而在新兴市场情况则恰好相反。在多数新兴市场，虽然通胀率在上涨，但消费者的实际购买力正在提高。 和其他西方跨国消费品公司一样，宝洁在过去一年得以利用新兴市场的强劲需求抵消了欧美市场销售的减速。2007年，宝洁在新兴市场的年销售额约为80亿美元，如今为250亿美元，并成为了公司增长最快的业务。 Bu
17、t while companies are having a tough time making money in the US and western Europe, doing business in emerging markets has been getting easier. Whereas inflation is rising faster than wages in western markets, in emerging markets its the other way around. In most emerging markets consumers are seei
18、ng increases in their real purchasing power, despite higher rates of inflation.,P&G, like other multinational western consumer goods companies, has been able over the past year to use strong demand in emerging markets to offset slowing sales in the US and Europe. In 2001, P&Gs emerging market sales were some $8bn annually. Today, they are $25bn, and the fastest- growing part of the companys business.,
