浙江大学：《商务交际与谈判》（英文版） Lesson 2 Inquiry

Revision: I. Expressions Directions: Turn the following English terms into Chinese without looking at your textbook. 1. skimming price 2. market price 3. basis price 4. competitive price 5. loaded price 6. cost price 7. invoice price Directions: Turn the following Chinese terms into English without looking at your notebook. 1.净利润 2.总利润 3.税前(后)利润 4.边际利润 5.利润率 6.平均利润率 7.暴利 I. True or False statements Directions: Read the following statements carefully and make your judgment. Write "T"if it's true and write"F"if it's false 出口商品的成本主要包含生产成本、推销和运输及关税等。 在成本结构中,工厂间转运费是属于推销和运输成本的范畴 获取最高利益的定价策略往往使用在竞争激烈的产品上 出口价格应高于实际生产、销售等成本并包含足够的利润。 5.成本价格中包含了生产成本、推销和运输及关税等,但不包 括利润和其它额外费用

Revision: I. Expressions Directions: Turn the following English terms into Chinese without looking at your textbook. 1. skimming price 2. market price 3. basis price 4. competitive price 5. loaded price 6. cost price 7. invoice price Directions: Turn the following Chinese terms into English without looking at your notebook. 1. 净利润 2. 总利润 3. 税前（后）利润 4. 边际利润 5. 利润率 6. 平均利润率 7. 暴利 II. True or False Statements Directions: Read the following statements carefully and make your judgment. Write “T” if it’s true and write “F” if it’s false. 1. _____ 出口商品的成本主要包含生产成本、推销和运输及关税等。 2. _____ 在成本结构中，工厂间转运费是属于推销和运输成本的范畴 3. _____ 获取最高利益的定价策略往往使用在竞争激烈的产品上。 4. _____ 出口价格应高于实际生产、销售等成本并包含足够的利润。 5. _____成本价格中包含了生产成本、推销和运输及关税等，但不包 括利润和其它额外费用

IIL. Paraphrasing 1. all companies are cutting prices to try to get a larger market share 2.In fact 3. Price limit 4. difference in prices between different brands Ⅳv. Translation Ex 2 v. Writing 描述涨价和降价的表达 描述价格高低的表达 . b: go up/mark up/increase/rise/advance/raise/improve/lift/come down/mark down/drop/fall/decline/cut down/reduce/bring down adj reasonable/practicable/popular/on the low side/in line with the market level/workable/attractive/low/high/on the high side/out of line with the market level Unit 2. Inquiry I. Basic knowledge of inquiry 询盘(询价):一般是买方向卖方就所要购买的商品提出询问。它的 内容大多属于价格方面的查询,但也可以索取目录、样品,询问货品 的有无及种类、数量、交货期、付款条件等。询盘时,买方应清楚地 表达自己想获得的资讯与交易条件,以便卖方能完整而迅速地报盘 卖方也应该热忱相待,掌握商机。询盘对买卖双方均无法律上的约束 力,它往往是交易的起点。 II. Useful Expressions and Patterns 1.索取目录、价格单及样品:

III. Paraphrasing Ex. 1 1. all companies are cutting prices to try to get a larger market share 2. In fact 3. Price limit 4. difference in prices between different brands IV. Translation Ex. 2 V. Writing 描述涨价和降价的表达 描述价格高低的表达 verb: go up/mark up/increase/rise/advance/raise/improve/lift/come down/mark down/drop/fall/decline/cut down/reduce/bring down adj.: reasonable/practicable/popular/on the low side/in line with the market level/workable/attractive/low/high/on the high side/out of line with the market level Unit 2. Inquiry I. Basic knowledge of inquiry: 询盘（询价）：一般是买方向卖方就所要购买的商品提出询问。它的 内容大多属于价格方面的查询，但也可以索取目录、样品，询问货品 的有无及种类、数量、交货期、付款条件等。询盘时，买方应清楚地 表达自己想获得的资讯与交易条件，以便卖方能完整而迅速地报盘； 卖方也应该热忱相待，掌握商机。询盘对买卖双方均无法律上的约束 力，它往往是交易的起点。 II. Useful Expressions and Patterns 1. 索取目录、价格单及样品：

Would you please leave me your catalogue and price list? Will you please send us your catalogue? Could i keep the price list? Can you show me your catalogue? May I have a copy of your catalogue? It would be helpful if you could send us samples We should request you to give us an actual sample of your product Our buyers ask for your price list. May I have it? We would appreciate your sending us the latest samples 2.询价及要求对方报价 Could you give us some idea about your prices? Will you please inform us of the prices at which you can supply? Are you able to give me a quotation? Now, please tell me do you offer fob or ciF? Id rather you quote us your CIF prices Id like to have your lowest quotations CIF Vancouver Id be obliged if you could give me a quotation If your prices are reasonable, we may place a large order with you Please keep us informed of the latest quotation for the following items 3.询问产品情况 Do you happen to make them Have you got a product of this specification Do you take special order What do you specialize in? May i know the main items you deal in I wonder if your firm supply.? I should like to know whether you can supply .?

Would you please leave me your catalogue and price list? Will you please send us your catalogue? Could I keep the price list? Can you show me your catalogue? May I have a copy of your catalogue? It would be helpful if you could send us samples. We should request you to give us an actual sample of your product. Our buyers ask for your price list. May I have it? We would appreciate your sending us the latest samples. 2. 询价及要求对方报价 Could you give us some idea about your prices? Will you please inform us of the prices at which you can supply? Are you able to give me a quotation? Now, please tell me, do you offer FOB or CIF? I’d rather you quote us your CIF prices. I’d like to have your lowest quotations CIF Vancouver. I’d be obliged if you could give me a quotation. If your prices are reasonable, we may place a large order with you. Please keep us informed of the latest quotation for the following items. 3. 询问产品情况 Do you happen to make them? Have you got a product of this specification? Do you take special order? What do you specialize in? May I know the main items you deal in? I wonder if your firm supply…? I should like to know whether you can supply…?

I. Terms Inguiry verb: make an inquiry for/about sth. cable an inquiry; solicit your inquiry invite(any) inquiries adj. further inquiry; large/big/bulky inquiry; favorable/good inquiry; brisk Delivery Noun :(the earliest)delivery date, port of delivery; time of delivery; prompt delivery; delay in delivery Verb: to effect delivery; to make delivery; to take delivery; to postpone verv to deliver sth to sb Order Adj. an initial order/a trial order/a fresh order/ a back order/a repeat d Verb: to make/give/send/pass etc. an order for sth to place an order with sb. /to accept an order with sb. to cancel an order/ to confirm an order/to execute an order/ to complete an order/to secure an order

III. Terms: Inquiry verb: make an inquiry for/ about sth.; cable an inquiry; solicit your inquiry; invite (any) inquiries adj.: further inquiry; large/big/bulky inquiry; favorable/good inquiry; brisk inquiry Delivery Noun: (the earliest) delivery date; port of delivery; time of delivery; prompt delivery; delay in delivery Verb: to effect delivery; to make delivery; to take delivery; to postpone delivery to deliver sth. to sb. Order Adj.: an initial order/ a trial order/ a fresh order/ a back order/ a repeat order Verb: to make/give/send/pass etc. an order for sth. to place an order with sb./ to accept an order with sb./ to cancel an order/ to confirm an order/ to execute an order/ to complete an order/ to secure an order