商务英语谈判Types of BN.ppt

Chapter Four Types of Business Negotiation Structure Sales of Goods Investment Technology Transfer Bulk commodities 散装货 Seaworthy packing 耐航包装 Customary packing 习惯包装 Promissory note 本票 Mail transfer 信汇 Partial shipment 分批装运 Multimode 多式联运 On Sales of Goods What Should Be Negotiated Quality Quantity Packing Payments Shipment Insurance Claim and Arbitration Tips for sales negotiation What Should Be Negotiated All terms concerning the transaction Specific clauses in a contract Quality Sale by sample; Sale by description and illustration; Sale by trademark or brand; Sale by place of origin; Sale by specification, grade or standard. Methods of Stipulating Quality of Commodity Methods Sale by Description （凭说明买卖） Sale by Sample （凭样品买卖） Sale as it is (看货成交) Sale by Description Sale by Specification, Grade or Standard （凭规格，等级，标准） Sale by Brand Name or Trade Mark （凭品牌或商标） Sale by Name of Origin （凭产地名称） Sale by Description and Illustration （凭说明书和图样） Grade Quality negotiation tips Order a sample before committing to a purchase order Use Pre-Shipment Inspection Services. Packing In case failure to ensure that the quality of the goods delivered is in accordance with the contract or sample. Units of measurement for quantity Weight: metric ton, kilogram, pound, ounce, gram, Numbers: piece, pair, set, dozen, gross Length: meter, foot, yard, mile, inch, Area: acre, square yard, square foot Volume: cubic meter, cubic yard Capacity: liter, gallon, bushel, etc. Packing Importance of packing： Preventing or minimizing the damage of shipment; Promoting product sales; Avoiding possible rejection of the shipment by the buyer. Types of Packing Three types of commodities Bulk Commodities Nude Packed Commodities Packed Commodities Three types of packing Transport Packing Sales Packing Neutral Packing Special Request for packing Transport Packing外包装 Also called big packing or outer packing Characteristics of Transport Packing Be solid and durable and adap