函电谈判案例补充.pptVIP

补充内容 函电谈判的程序及内容 函电谈判的程序 函电谈判作为商务谈判的一种具体形式，作为国际商务活动中经常使用的一种谈判方式，其程序又有独特的内涵。按照国际贸易惯例，函电谈判一般包括五个环节： 即询盘、发盘、还盘、接受和签订合同。 一、询盘 Making an inquiry 询盘（Inquiry）又称探盘， 是指谈判一方大致地询问另一方（或多方）是否具有供应或购买某种商品的条件，只是了解一下供求情况，以衡量一下对方的实力和需求。具体而详尽的交易条件是在双方沟通的基础上进一步磋商。询盘多由商品的卖方发出，但买方也可根据自己的需要发出询盘。 询盘的目的主要是寻找合适的买主或卖主，而不是同买主或卖主正式进行谈判，不具有约束力。尽管如此，询盘时，应结合实际，仔细考虑，在同一时间对同一地区的客商询盘不宜太多，否则对日后交易合作会造成不好的影响。 案例思考 问题： 1、谈判双方分别是哪两家公司？ 2、阅读时请详细列出询盘信函的主要内容。 3、如果你是收信人，你将在回信中如何回复？ China National Import Export Corp. Beijing Branch Beijing China March 25, 2005 B Jackson Co Ltd. 3 Ocean Street Manchester England Dear Sirs, We should like you to send us a catalogue and price list regarding your leather shoes. We should also like to know what discount you offer on bulk purchase. We learnt from The Leather Shop of Vancouver that you are the manufacturer of high style leather shoes. We operate a large range of leather products. We are interested in using a number of products from your current range in the manufacture and export of our goods As some of our products will be sold on the international market it is important that our suppliers be competitive in price and extremely reliable. We would find it most helpful if you could provide us with samples of the various skins you use in manufacturing your products.? Yours faithfully? China National Import Export Corp 1.regarding: about.关于 Regarding the business in question, we are prepared to accept D/P. 2.discount: a reduction in the price of something 折扣 discount on something 给某物的折扣 例句：I can offer you a discount of 10% on 10,000 units. 3.bulk: 1） Here it is used to describe things that are large in size or exist in large quantities大量的，大批的 bulk purchase: 批量采购 bulk sale 成批销售 2) The word has another meaning. 散装的 bulk container散装集装箱 bulk pack/packing 散装 high style: a. high fashion （常指为少数人采用的）必威体育精装版式样 dress in high style 穿时装 3.operation: n. 1)When does the law come into operation? 2) When operation is used to mean a thing (