商务英语谈判3

2. If it is a first enquiry, the enquirer should also say sth. about how the supplier’s name is obtained and some details of his own business, so it is clear he is a client who should be taken seriously. There is no need for long, over-polite phrases and overstill less for humility.
3. With an eye to our future business, we agree to grant you a 3 % discount as a special accommodation. 4. We’ll agree to give you a 3 % discount if you can increase your order to 10000 dozen. 5. Because this is a new product, we’ll allow you a 2 % discount to help promote sales.
3. The enquirer should be reasonable in the information requested and clear on each requirement, including prices, discounts, terms of payment, and the length of time required for delivery, so he can expect an equally clear answer in reply. 4. Most letters of enquiry are short and simple, so much so that many firms have adopted the practice of sending printed enquiry forms, thereby eliminating the need for a letter. 5. Enquiries should be addressed to the company instead of an individual to receive quick attention.
Make a discount
1. Do you allow any discount on this commodity? 2. What’s the discount you usually allow if we place a large order? 3. How much discount can you give me if my order is over 8000dozen? 4. You should give us some discount for such a larger order.
5. We are placing such a larger order that you should give us at least a 5% discount. 6. Some discount on your price would make it easier to promote sales. 7. Some discount off your price would benefit both parties.
Refuse to make a discount
1. As a rule, we don’t allow any discount. 2. The price we have given you is already very low. We can’t give you any discount. 3. Since your order is not large enough, we are unable to grant you a discount. 4. As we have quoted you our lowest/rocklowest/rock-bottom/floor price,we cannot give you any discount.
Making an Enquiry
L: It’s so nice to see you again, Mr. Ripman. R: Nice to see you again, too. L: Take a seat. R: Thank you! L: Would you like to have a cup of coffee or tea? R: Tea, please.
L: I believe you have studied our catalogue, haven’t you? R: Yes. L: What do you think of our products? R: I think they have a ready market in Australia, especially Art. No.124 and Art. NO. 117. Could you give me your lowest quotation CIF, Melbourne? Yes, but before we could give you the offer, we would like to know the size of your order so that we can work out the offer. R: The size of our order depends very much on your price. So before we could make any decision, could you give me a rough idea of your price?
Specific Enquiry
In a specific enquiry, the buyer points to the products he wants, such as ---name ---name of the commodity ---the ---the specifications ---the ---the quantity ---the ---the unit price FOB/CIF ---the ---the time of shipment ---the ---the terms of payment ---an ---an offer
Business Negotiation English
Modules of Business Negotiation
4 modules
Enquiry and reply Offer and counter-offer counterAcceptance Conclusion of a contract
Guidelines for making enquiries professionally
1. Before you enquire about products that interest you, please be specific on: * The estimated quantity you’re going to order. *The terms of pricing you want (CIF or FOB) * The destination air/sea port for CIF/C&F quotations that is most convenient for your business.
Enquiry and Reply
Information about: • Which company can best supply what he wants to order • What their reputation is • How competitive their prices are • What terms they offer • How soon they can deliver the goods
General Enquiry
In a general enquiry, the buyer asks for general information he needs: ---a ---a catalogue ---a ---a price list/quotation sheets ---a ---a sample ---an ---an illustration ---a ---a photo, etc
The buyer enquires
1. are interested in your silk scarves. Could you give me some idea of your prices? 2. Would you please let us know about your price? 3. Could you give us your lowest quotation, CIF European Main Ports? 4. Could you make us an offer on CIF basis?
Quotation
• ---an indication of price without obligation. ---an • Details on prices, discounts and terms of payment. • Clear indication of what the prices cover( eg. Freight and insurance, etc) • An undertaking as to the date of delivery or time of shipment.