新职业英语 - 经贸英语教案 - Unit3

销售经理

郑智 （ 谨上）

郑先生：

非常感谢您给我公司发来的男款牛仔裤样品。 我们非常欣赏贵公司牛仔裤的质量和款式。但是，在仔细研究您的报价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，我们将几乎没有利润。因此，我们建议您给我公司10% 的折扣，这样就可以为我们打开您的产品销路铺平道路。

关于付款，您要求我们最少在装运前60 天开出信用证，坦率的说，那样会占用资金。因此，我可否建议我们在装运前30 天将信用证开到贵处？ 我们热切地期望您肯定的回复。

采购部经理

汤姆·史密斯

（ 谨上）

Task 1

Choose the best answer to each of the following questions according to the above correspondence.

B 1. Which of the following topics has not been stated in the first email? A. The position of Win-win Clothing Factory. B. Feedbacks to the samples. C. The terms of payment. D. The quotations for jeans.

A 2. It can be inferred from the first email that . A. it is the first time for the two companies to do business with each other B. the samples were sent to the business partner before February 5th, 2009 C. Win-win Clothing is only dedicated to American market

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D. Rocky Mountain hates women’s jeans

C 3. What is the price of small blue jeans for men? A. $11. B. $10.5. C. $10. D. $50.

D 4. What have the two companies agreed on according to the second email? A. The amount of profit. B. The price of the jeans. C. Time of payment. D. The quality of the jeans.

Task 2

Match the following terms with their Chinese meaning. 1. manufacturer a. 信用证 2. favorable b. 信件 3. L/C c. 制造商 4. freight d. 占用 5. insurance e. 为……铺平道路 6. alternative supplier f. 有利的 7. correspondence g. 运费 8. quotation h. 报价 9. pave the way for… i. 保险费 10. tie up j. 交替供应商

Task 3

Translate the following short paragraph chosen from the second email into Chinese. We do appreciate the good quality of your jeans and their styles. However, after a careful study of your quotation and the current market, we learn that your price seems to be on the high side. To accept your quotation will leave us with little profit. 我们十分欣赏贵公司牛仔裤的质量和样式。但是，在认真研究您的报价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，我们将几乎没有利润。 6. Writing

Task 1

Fill in the following letter according to the given information.

Mr. Smith wanted to find an alternative supplier of clothes. He sent a seller a letter to ask for samples and the latest pricelists. He might place orders if the price is reasonable. Dear Sir or Madam, (1)We learn your company and its address from your advertisement in China Daily on Monday, February 9th. You may be glad to know that we are one of the most important importers of jeans in the US. We’re seeking (2)an alternative supplier of jeans. Could you send us (3)your samples and the latest price list for men’s jeans? (4)We would like to have 1000 pairs of men’s jeans in Size L, M and S respectively with the(5)delivery date before June 30th. The color can be either black or blue. Please (6)quote us your best price as we will (7)place regular orders in the future if 14

your products are at reasonable prices. We are (8)looking forward to receiving your replay. Yours faithfully, Tom Smith Purchasing Manager Task 2

Read the second email in Reading B again, and send an acceptance with the help of the following tips.

◆ Express your acceptance directly and clearly and restate the terms and conditions you have agreed upon;

◆ Remind the reader to countersign;

◆ Show your confidence in carrying out the deal. Suggested Answers Dear Mr. Smith,

We accept your counter-offer of February 8th, 2009 and are pleased to confirm having concluded the transaction of the jeans you ordered. The 1,000 pairs of men’s jeans in Size L, M and S respectively will be manufactured as soon as your L/C reaches us and be ready before the shipping time. You can rest assured that your order will be fulfilled as contracted upon.

To make sure that the shipment is on time, we’d like to reiterate that your L/C must reach us 30 days before the shipping time.

We are now enclosing here with our Sales Contract No. 09T4321 in duplicate. Please counter-sign and return us one copy for our records.

We appreciate your cooperation and are confident that our products will turn out to your satisfaction.

Yours sincerely,

Zheng Zhi

7. Project

Project Guidelines

This project aims at performing the process of business negotiation. The whole task is divided into three steps. Step one involves sending an enquiry and giving an offer. Step two focuses on two sides’ arguing over the terms and conditions of the offer. Step three bears upon the confirmation of what have been agreed on. Please follow the Task Description to complete the project.

Task Description

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Step One

? Organize a small group with 4-6 people in your class;

? Divide your group into two sides: purchasing side and sales side;

? Take turns to play each role by writing emails to each other: Purchasing side compose enquiries and send them to the sales side; sales side draft an offer to reply to the enquiry.

Step Two

? The representative from the purchasing side phones the sales side;

? The two sides argue over the price, payment, shipment and other terms and conditions;

? The two sides reach a compromise and the purchasing side agrees to place an initial order.

Step Three

? The purchasing side sends an acceptance letter which states clearly what they have agreed by email;

? The sales side sends a confirmation letter.

8. Vocabulary and Structure

Task 1

Fill in the blanks with the words or phrases from Reading A and Reading B that match the meanings in the column on the right. The first letters are already given. renew to state a new amount after changing your opinion or judgment specify to state or identify something in detail or explicitly withdraw to deny the validity of something that was previously stated alter to make changes to something alternative something that you can choose instead of something else offer a statement of the current price of particular products to specific persons confirm to make a formal agreement complete and fixed freight a charge paid for the transportation of goods 16