《外贸英语函电教程》课件Unit 3 Counter-offers.pptx
- 【下载声明】
1. 本站全部试题类文档,若标题没写含答案,则无答案;标题注明含答案的文档,主观题也可能无答案。请谨慎下单,一旦售出,不予退换。
2. 本站全部PPT文档均不含视频和音频,PPT中出现的音频或视频标识(或文字)仅表示流程,实际无音频或视频文件。请谨慎下单,一旦售出,不予退换。
3. 本页资料《《外贸英语函电教程》课件Unit 3 Counter-offers.pptx》由用户(momomo)主动上传,其收益全归该用户。163文库仅提供信息存储空间,仅对该用户上传内容的表现方式做保护处理,对上传内容本身不做任何修改或编辑。 若此文所含内容侵犯了您的版权或隐私,请立即通知163文库(点击联系客服),我们立即给予删除!
4. 请根据预览情况,自愿下载本文。本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。
5. 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007及以上版本和PDF阅读器,压缩文件请下载最新的WinRAR软件解压。
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 外贸英语函电教程 外贸英语函电教程课件Unit Counter-offers 外贸英语 函电 教程 课件 Unit Counter offers
- 资源描述:
-
1、Unit 3 Counter-offers ObjectivesTo understand counter-offers.To write appropriate re-counter-offers.2101020304Negotiating prices Activities Counter-offers Negotiating at a stationary trade fairWriting re-counter-offers 05Language practice4IIIIIIPractice negotiating the prices about a commodity.Compl
2、ete the price negotiation process form.Complete the dialogue of negotiating prices with appropriate sentences or expressions.Activity 1 Negotiating pricesI.Practice negotiating the prices about a commodity.Example 1A:Which of our products are you particularly interested in?B:I am interested in these
3、 ones.But I would like to hear about the discounts?A:If you can order 5000 pieces,I can offer a 8%discount.If you increase the order to 10,000 pieces,I can offer you a larger discount.B:How much larger?A:About 10%.II.Complete the dialogue of negotiating prices with appropriate sentences or expressio
4、ns.SUSIE GREEN:Which of our products are you particularly interested in Mr.Smith?DANNY SMITH:I 1_these ones.But I want to hear what you say about 2_.SUSIE:I think the discount problem can be resolved but you need to be more precise about the quantity.DANNY:Fair enough.3_?SUSIE:On ten thousand units,
5、Mr.Smith,4_.But I cant offer more.DANNY:10 percent!SUSIE:Just let me finish,10 percent,but with a guarantee of 5_.DANNY:Delivery must be within one month or Im not interested.SUSIE:If you commit to 6_then I could consider a larger discount.DANNY:How much larger?SUSIE:If you order twenty thousand uni
6、ts then 7_.DANNY:Im getting tired of this.You are playing games.J.I can offer a fifteen percent discountH.could be interested inA.discountsE.What kind of discount are you offering on 10,000 unitsI.I can offer a discount of ten percentC.delivery within one monthF.buy 20,000 unitsKEYSII.Complete the d
7、ialogue of negotiating prices with appropriate sentences or expressions.SUSIE:If you want a big discount then you must make a big order.Lets talk about unit price rather than discount,Mr.Smith.DANNY:What kind of unit price can you offer me?SUSIE:8_.And our standard unit price for the size of such an
8、 order is 13.DANNY:Offer me a unit price of 10.5 on 25 thousand units.And we can do business.SUSIE:I cant do that.Im sorry.DANNY:Lets take a break for a few minutes.Would you like a cup of coffee?SUSIE:Yes,please.(Danny gives Susie a cup of coffee.)D.If you buy 30,000 units,then I can offer a unit p
9、rice of 10.5KEYSII.Complete the dialogue of negotiating prices with appropriate sentences or expressions.SUSIE:Thanks.So lets clarify the position so far.As far as Model A-114 is concerned,9_and it is our lowest price for an order of this size.Now lets look at the terms of payment.DANNY:Sixty days.S
10、USIE:Im sorry Mr.Smith,but thats completely unacceptable.Our standard policy on discounts of over 10 percent is payment within thirty days of delivery.DANNY:I cant believe it.I am making such a large order,but you.SUSIE:10_,Mr.Smith?I know youre making a large order but you are also getting an excel
11、lent product at a very large discount.DANNY:11_ _.SUSIE:I think that offer will be acceptable.KEYSG.This is my final offer:30,000 at 45 days payment.Take it or leave itB.my last offer of the unit price of 10.5 for 30,000 unitsK.Can I just come in hereIII.Complete the price negotiation process form.K
12、EYSProcessThe Seller:Susie GreenThe Buyer:Danny Smithphase 1discount1Which products are you interested in?2 It depends on your 1.discount.3Discount depends on the 2.quantity you order.4 Whats your discount for 10,000 units?53.On ten thousand units,I can offer a discount of ten percent with a guarant
13、ee of 4.the delivery within one month6 Im not interested.7If you buy 5.20,000 units,then I can offer a 6.15%discount.8I am getting tired of this.You are playing games.III.Complete the price negotiation process form.KEYSphase 2unit price9Lets talk about 7.unit price rather than discounts.Our standard
14、 unit price is 12.If you buy 8.30,000 units,I can offer a unit price of 9.10.5.10Offer me a unit price of 10.10.5 on 11.25,000.11I cant do that.12 Lets take a break.13We can offer a unit price of 12.10.5 for 30,000 and I cant go below that price for an order of this size.14 AgreeIII.Complete the pri
15、ce negotiation process form.KEYSphase 3terms of payment15Lets talk of terms of payment.1613.Sixty days17I am sorry but thats completely unacceptable.Our standard policy on discount of 10%is payment within 14.thirty days of delivery18This is my final offer.15.30,000 at 45 days payment.Take it or leav
16、e it.19Thats acceptable.12Activity 2 Counter-offersIIIIIIIVMatch the sentences below with the items in the content structure.Put the five counter-offers into the right order.Re-read the ordered five counter-offers and complete the table below.Re-read the ordered five counter-offers and find out the
17、useful expressions.321Counter-offer (b)Counter-offer (d)Counter-offer (a)Counter-offer (e)45Counter-offer (c)KEYSCounter-offer(b)From:mikespcompany.auTo:Subject:Re-counter-offer for headsetsDear Crystal,Thank you for your offer of June 12th for 10,000 pieces of smart stereo headset(LS-ET-010).We reg
18、ret to say that,compared with the offers from other sources,your price is too high,which is difficult for us to accept.As far as we have known,the competition in this market has been very sharp and five most popular brands here will be compelled to reduce their retail prices by at least 5%.We sugges
19、t that you adjust your price to suit our market.Best regards,MikeCounter-offer(d)From:To:mikespcompany.auSubject:Counter-offer for headsetsDear Mike,Thank you for your reply.We are disappointed to hear that our price is too high for you to work on.You mention that five most popular brands in your ma
20、rket will be compelled to cut their retail prices by at least 5%.We accept what you say,but we are of the opinion that the quality of the other companies does not measure up to that of our products.The best we can do is to reduce our previous quotation by 2%for 10,000 pieces.However,if you can incre
21、ase the quantity up to 15,000 pieces,we are willing to offer you a 5%discount.We trust that this will meet with your approval.We look forward to hearing from you.Best regards,CrystalCounter-offer(a)From:mikespcompany.auTo:Subject:Re-counter-offer for headsetsDear Crystal,We have studied your counter
22、-offer carefully.We understand that the quality of your headset is slightly better.However,the price level is still too high for this market,If you are prepared to grant us a discount of 5%for a quantity of 12,000,we would agree to your offer.Please note that some price cut will justify itself by an
23、 increase in business.We hope to hear from you soon.Best regards,MikeCounter-offer(e)From:To:mikespcompany.auSubject:Counter-offer for headsetsDear Mike,Thank you for your letter of June 18th.We regret that we cannot meet your terms.We must point out that the falling market here leaves us little or
24、no margin of profit.At present the best discount offered for a quantity of 12,000 is 4%.Please note that the prices for the raw materials have risen greatly recently.However,for your order we have kept our prices down.Hope you can understand our status.Our current situation leaves us little room to
25、bargain.To facilitate the transaction,we can arrange delivery within 30 days.This is the best we can do.We hope you will reconsider the offer.Please understand my status.Waiting for your nice response.Regards,CrystalCounter-offer(c)From:mikespcompany.auTo:Subject:Accept your counter-offerDear Crysta
展开阅读全文