国际商务英语国际商务英语 International Business English Seeking Business Opportunity Unit One【Task】1.Inwhatsourcescanyougetthenamesandaddressesofnewfirmsconcerned?2.HowdoyouwritealettertoexpressyourdesiretoestablishbusinessrelationswithXXFoodstuffsImport&ExportCorpinHolland?Business RelationsBuyer from Internet etc.，a large importer of，commodity，experience,business scope,willingnessSeller from Internet etc.，a large exporter of，commodity，experience,business scope,willingnessTheforeignmerchantsmayapproacheachotherthroughthefollowingchannels:(1)Web(2)Banks(3)CommercialCounselorsOffice(4)ChambersofCommerce(5)TradeDirectory(6)Advertisements(7)Attendanceattradefairsandexhibitionsheldathomeandabroad(8)Mutualvisitsbytradedelegationsandgroupetc.【Writing Tips】Whenwritingalettertoestablishbusinessrelations,thefollowingpointsshouldbecovered:ThesourceofinformationTheintentionofwritingletter(toestablishbusinessrelations)Self-introduction(Generally,itincludestwoparts:theintroductionofthecompanyandtheintroductionofitsmainproducts.Undercertaincircumstances,catalogues,samples,andpricelistmayalsobeenclosed.)YourexpectationfromtheaddressesUseful SentensesUseful SentensesNumberSentenses1WevelearntfromyourwebsitethatyouareamajorsupplierofautomobilepartsinShanghai.2Wehavebeeninthislineformorethantwentyyears.3Theworkmanshipofourproductsappealsverymuchtoforeigncustomers.4Inordertoacquaintyouwiththetextileswehandle,wetakepleasureinsendingyoubyairourlatestcatalogueforyourperusal.Enquiry and OfferUnit Two Enquiry&Offer General enquiry Specific enquiry Firm offerNon-firm offer 【Task】1.WhatinformationaboutshouldJohnsonsCompanyprovideinthefirstenquiry?2.Howtoattractapotentialsuppliersattentiontoyourenquiry?3.Whatshouldbementionedinmakingafirmoffer?4.Howdoyouwritealettertomakeanofferwithcomfortabletoneandshowactiveattitude?EnquirySpecific enquiryThe buyer has a particular article or product in mind and wants the seller to make an offer for this item.General enquiry The buyer only asks for catalogues,price lists,samples or some other reference materials,just for getting some general information of his partner.OfferFirm offerA firm offer is a definite promise to sell goods at a fixed price within a stated period of time.Non-firm offer A non-firm offer is an offer without engagement.It is not binding upon the sellers and the details of the offers may change in certain situation.Useful EUseful ExpressionsxpressionsThe firm offers are usually expressed by the following parterns:1Subjecttoyourreplyreachingherebefore/notlaterthan2Subjecttoyouracceptancewithintwoweeks3bevalid/open/effective/firmfordays4WecankeeptheofferuntilUseful EUseful ExpressionsxpressionsThe non-firm offers are usually expressed by the following parterns:1Subjecttoourfinalconfirmation2Subjecttopriortosale3Subjecttogoodsbeingunsold4Subjecttochangewithoutnotice【Writing Tips】Whenwritingenquiryletters,thefollowingshouldbepaidmoreattention:ThesourceofinformationBriefintroductionofthewritersowncompanyand/orbusinesslineEnquiregeneralinformationaboutgoodsExpectationforcooperationandanearlyreplyWhenwritingaletterofoffer,youshouldcoverthefollowingpoints:Non-firm offerThethanksfortheinquiryletterThedetailedinformationthebuyeraskedforStatingthereservationclauseExpectationFirm offerThethanksfortheinquiryletterThedetailedinformationthebuyeraskedforStatingtheexactdateExpectationUseful SentensesUseful SentensesNumberSentenses1If you are interested in any of our styles,please let us know.2We will appreciate it very much if you will quote us your lowest price CIF New York for 8000 dozen of Bed Cover,indicating the earliest date of shipment and your payment terms 3The offer is firm,subject to your reply reaching here4As requested,we are offering you 30,000 pieces of artificial fruit at US$3.25 per piece CIF Antwerp for shipment payment is to be made by5On order exceeding more than 10,000 pieces,a 5%discount is allowed.6The offer is firm,subject to your reply reaching here Counter OfferUnit Three【Task】1.Howtodealwiththecounter-offerandnegotiatewitheachotherseveraltimes?2.Howtodeclineacounter-offerwithoutlackofcourtesy?3.Howtowritealetterasasellertoacceptcounter-offerwithsomehints(pushthesaleof/makeaconcession)?Acounter-offermeansapartialrejectionoftheoriginalofferandacounterproposalinitiatedbythebuyer.Thepartywhoreceivesacounter-offerhastherighttoacceptitordeclineit.Hemayevenmakecountercounter-offersifthedivergencebetweenthetwopartiesisnottoobig.Acceptanceisanagreementtothetermsofanoffer.Decliningacounter-offerisadisagreementtothetermsofacounter-offermadebythebuyer.Undersuchasituation,pleasepayattentiontothemodeoftalkingandshowthepositiveattitudetowardsthetransaction.Counter-offerBuyerPrice highMarket declining/weakDemand exceeds supplySeller Stock running downMarket rising/firmActive demand【Writing Tips】Aletteraimingatmakingacounter-offeroftenconsistsofthefollowingparts:showthanksfortheofferreceivedshowregretbeingunabletoacceptwhathasbeenofferedandstateyourreasonsmakeacounter-offer,ifappropriate,orsugges