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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Unit 1,Making an Enquiry,Introduction,An enquiry means to enquire about the terms and conditions of a transaction,In oral business negotiation,，,both the sellers and the buyers can make an enquiry,An enquiry is not only one of the most direct ways to get details about a product,，,but also an important beginning step in a business negotiation,The more information you obtain,，,the more benefits you can get from the negotiation,Unit 1,Making an Enquiry,Objectives,Know the important role in a business negotiation;,Know how to make oral enquiries and the tactics of making proper enquiries;,Have some knowledge of the information covered in different enquiries;,Have a good command of words and expressions related to enquiry.,Unit 1,Making an Enquiry,Briefing,Relative knowledge,Special terms,useful expressions,Skills,Unit 1,Making an Enquiry,Lets how you have prepared:Task 3,The name of the commodity,报价单,Price list,产品样品,Catalogue,保险,Delivery date,商品名称,Terms of payment,价目表,Packing,交货日期,Insurance,支付条款,Quotation sheet,包装,Sample products,商品目录,Unit 1,Making an Enquiry,Key Knowledge,FOB:Free On Board 船上交货,CIF:Cost,Insurance and Freight 本钱、保险费加运费,CIP:Carriage and Insurance Paid To 运费、保险费付至,Unit 1,Making an Enquiry,More Terms,EXW:Ex Works 工厂交货,FCA:Free Carrier 货交承运人,FAS:Free Alongside Ship 船边交货,CFR:Cost and Freight 本钱加运费,CPT:Carriage Paid To 运费付至,Unit 1,Making an Enquiry,DAF:Delivered At Frontier,边境交货,DES:Delivered Ex Ship,目的港船上交货,DDU:Delivered Duty Unpaid,未完税交货,DDP:Delivered Duty Paid,完税后交货,DEQ:Delivered Ex Quay,目的港码头交货,Unit 1,Making an Enquiry,Lets learn some knowledge,What should negotiators consider,before making enquiries,?,1.What kind of information would you like to get?,Specific enquiries,or,general enquiries,?,2.By what ways could you make enquiries?,By letters,，,fax,，,e-mail,，,telephone,，,through face to-face conversations at a fair or in an office,，,somewhere else,，,e,tc,Unit 1,Making an Enquiry,3,What do you usually ask for in the enquiries?,Catalogue,，,sample,，,price-list,，,quotation,，,terms of payment,，,date of delivery,，,etc,4,How do you invite a best possible price in an enquiry?,1)Dont let out your exact quantity when you do not place a large order,2)Do mention your quantity when it is sizeable,Unit 1,Making an Enquiry,3)Never indicate your price limit at which you are prepared to accept,4)Some hints can help obtain favourable terms,5,How to set the right tone when making enquiries?,Be clear,，,brief,，,specific,，,courteous,，,polite,，,and reasonable,Unit 1,Making an Enquiry,6,How can the seller respond to an enquiry?,From an old customer,From a prospective customer,Replying to an enquiry should be prompt,，,definite,，,and,helpful,Unit 1,Making an Enquiry,Negotiation tips,：,1,Dont tip your hand,2,Never lie,3.Be fair,Unit 9 Insurance,Lets learn some sample dialogues,Refer to the textbook,Unit 1,Making an Enquiry,Lets practice,Practice in groups,Practice,with:,cue card.doc,Show what you have practiced,Students comment,Teachers comment,Unit 1,Making an Enquiry,Lets,conclude,Relative knowledge,Introduction.,doc,Special terms,Terms.,doc,useful expressions,Enquiry talks.,doc,Skills,negotiation tips.doc,Assignment:,Practice,with the,cue card.doc,Unit 1,Making an Enquiry,
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