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1、Unit 5 Enquiry and Replies III. Key to Exercises 练习题答案1. Answer the following questions. (1) What are the five steps of a business negotiation? The five steps of a business negotiation include enquiry, offer, counter-offer, acceptance and conclusion of a contract. (2) What is an enquiry? Who should
2、make an enquiry?An enquiry is to seek the supply of products, services or information. Usually, in business negotiations, it is the buyer who takes the initiative to make an enquiry to the seller. However, sometimes, a seller can also initiate the negotiation by making an enquiry to a foreign buyer,
3、 including his intention of selling certain goods to the latter, which is also called an Invitation to Offer. (3) What are the two types of enquiry? And what information should be included in the two types of enquiry?Generally speaking, there are two types of enquiries: general enquiry and specific
4、enquiry. A general enquiry is a request message that asks for preliminary information such as catalogues, price lists, samples and so on. A specific enquiry may request detailed information about a product or service, such as the name of a commodity, quality, price, discount, specifications and desc
5、ription of specific lots of goods, terms of price, terms of payment, time of shipment, packing method, delivery, and other details.(4) How can an exporter promote his commodities?Many ways could be used for promotional communication. You can make advertisements through various mass media. You can di
6、stribute sales literatures and price lists to customers. You can also exhibit commodities in trade fairs. Exporters may also send out Invitation to Offer directly to potential customers. (5) What is a “first enquiry”? How do you write a “first enquiry”?A “first enquiry” is an enquiry sent to a suppl
7、ier whom you have not previously dealt with.A “first enquiry” should begin by telling the reader how you obtained his name and address. Then you should introduce some detailed information of your own business, such as your business scope, quantities needed, usual terms of trade and any other informa
8、tion that contributes to the supplier to decide what he can do for you. (6) Should enquiries be addressed to an individual? Why?Enquiries should be sent to a company rather than to a certain person If you send the enquiry to an individual the enquiry may be delayed because of his or her absence, or
9、you may make a mistake and send it to the wrong person who is not in charge of the matter, and this will also mean delay. (7) How should you reply to an enquiry?An enquiry should be responded promptly and politely. In reply to an inquiry, you should first express your thanks for the enquiry. Then yo
10、u should offer all the detailed information the buyer wants to know such as illustrated catalogue, price list, and terms of payment. At last you can express your hope to do business in the future. (8) If the goods enquired are out of stock what should the seller do?In case the goods enquired are cur
11、rently out of stock, the supplier should inform the enquirer when the goods will be available. Whats more, you can also take this opportunity to introduce some of your new products or other products as substitutes because it can create a good impression and may result in more businesses. 2. Translat
12、e the following terms and phrases into English(1) Inquiry (2) Trade negotiation(3) Price list/ pricelist (4) Catalogue/catalog(5) Sample (6) Quantity(7) Sales promotion(8) Payment terms(9) Out of stock(10) Invitation to Offer(11) Bid(12) Substitute(13) General inquiry (14) Specific inquiry(15) disco
13、unt3. Match the words on the left to the words on the right. (1) c (2)f (3) a(4)d(5)i(6)g(7)h(8)b(9)e Specimen letters exercises III. Key to Exercises练习题答案1. Translate the following sentences into English.(1) We understand that there is a good demand for glassware in your market, and take this oppor
14、tunity of enclosing our Quotation No. 1112 for your consideration. (2) Will you please send us your latest catalogue together with a detailed offer?(3) One of our clients takes interest in your products and wishes to have your quotations for the items specified below. (4) Will you let us know what d
15、iscount you can give for an order exceeding 1000 metric tons?(5) We would like to place a long-term order if your quotation is competitive and time of delivery is acceptable2. Choose the best word(s) or phrase(s) to complete each of the following sentences. (1) B(2)D(3)C(4)A(5)A(6)D(7)B(8)A(9)D(10)A
16、Unit 6I Key to Exercises 练习题答案1. Answer the following questions. (1) What is an offer? An offer is a reply to an enquiry from a customer. It is a proposal of terms and conditions presented in a potential contract by one party, called the offeror, to another party, called the offeree.(2) Whats the cl
17、assification of an offer?An offer can be classified into two types: a firm offer and a non-firm offer. (3) Whats the difference between a firm offer and a non-firm offer?A firm offer is made when a seller promises to sell goods at a stated price usually within a stated period of time. It must be cle
18、ar, complete and final. Contrary to the firm offer, a non-firm offer is unclear, incomplete and with reservation. This kind of offer is not binding on the offeror.(4) What expressions should be used in a firm-offer?Basically, expressions like “for acceptance within 5 days”, “this offer is valid for
19、31 days” or similar qualifying words are stated in a firm offer. (5) What expressions are often stated in a non-firm offer?Such expressions as “reference price” and “subject to our final confirmation” are often used.(6) What is a counter-offer and what is a counter-counter-offer?A counter-offer is a
20、n offer made by an offeree to an offeror, accepting some terms and changing other terms. The counter-offer will become final and effective if the offeror accepts the terms and stipulations stated in the counter-offer. But in case the offeror rejects some terms or wants to change some terms, the coun
21、ter-offer becomes a counter-counter-offer.2. Translate the following terms and phrases into English.(1) Offer(2) Counter-offer(3) Firm offer(4) Non-firm offer(5) Valid(6) Offeror(7) Offeree(8) Expire(9) Legal force(10) Bid(11) Lapse(12) Counter-counter offer3. Case Analysis.(1) No, its not appropria
22、te for Company A to withdraw his offer since this offer is a firm offer, and it is valid until February 15, 2008. (2) No, Company B does show his acceptance to Company A since he changed the time of shipment, and this reply should be a counter-offer. 4. Match the words in the left column with the ex
23、pressions in the right column which are of similar meaning.(1) c(2)a(3)f(4)e(5)d(6)bIII. Key to Exercises练习题答案1. Translate the following sentences into English(1) Our quotation always comes in line with the world market.(2) We hope you would let us have your most favorable firm offer.(3) We are maki
24、ng you a firm offer, subject to your reply reaching us before June 15.(4) This offer must be withdrawn if not accepted within five days.(5) On condition that you take more than 2000 sets, we are prepared to offer this special price of $9.15 per set, a 5% discount. (6) Unfortunately we cannot accept
25、your offer. The prices you quoted are much higher than those of other manufacturers. (7) We consider accepting your counter-offer.(8) We appreciate your counter-offer but find it too low to accept. 2. Choose the best word(s) or phrase(s) to complete each of the following sentences. (1) B(2)D(3)C(4)A
26、(5)B(6)C(7)A(8)C(9)B(10)D3. Communication Activity1) Complete the following dialogue and practice it with your partner. (1) Other terms and conditions are the same as usual(2) This offer is valid for 3 days(3) It is 20% higher than last years (4) There has been a strong demand for photo frame in the
27、 market(5) I must point out that some of the quotations we have received from other sources are much lower than yours (6) Superior quality and best design(7) At least cut down your price by 10%(8) Lets meet half way2) Make up a dialogue according to the following situation.Sample Dialogue: (A: our c
28、ompany, B: Mr. Charles Moutona )A: Nice to see you, Mr. MoutonaB: Nice to see you, too.A: Firstly, thank you very much for your order of 2,000 casks of iron nails, we would like to grant your request, but there are some difficulties. First, we are afraid that we couldnt ship the goods promptly.B: As
29、 agreed in our sales contract, you should ship the goods before the end of August in one lot, right?A: Yes, thats true. But recently, there is a brisk demand for our iron nails in our market, however, our stock is quite limited, so until now only half of the quantity you ordered is available. Would
30、you accept delivery spread over a period of time or we could ship the first lot of goods before the agreed time?B: Thats not good news. But since our two firms have done business with each other for so many years, and now we are not in urgent need of the goods, so we would like to grant your request
31、 on the delay of shipment. Then what time would be convenient for you?A: Thank you for your consideration. We promise that we will ship the goods in one lot in the middle of September, and we are sorry again for the inconvenience we caused to you. B: Thats Ok. What about the prices? As you delay the
32、 time of shipment, can you cut down the price by 5%?A: It would be very difficult to come down with the price, since our prices are very reasonable and competitive. What I can do is to offer you a 2% commission. I really hope you can be satisfied with it. B: Ok, lets make a deal. When shall we come
33、to sign the contract?A: Any time is available. Id like to suggest a toast to our cooperation.B: Great. To our cooperation and friendship, cheers!4. Replace the Chinese words with suitable English words.1) your letter of the 25th inst | your letter of the 25th this month2) find your price rather high
34、 | find your price too high | find your price rather expensive | find your price too expensive3) keen competition | intensive competition | extensive competition | strong competition | fierce competition4) reduce your price | lower your price | decrease your price | cut your price5) conclude busines
35、s | make business | make a deal | strike a deal6) make you such a counter-offer | make you a counter-offer | make such a counter-offer to you | make a counter-offer to you5. Letter Writing PracticeDear Sirs, We acknowledge receipt of your offer and samples of your Mens pajamas, and thank you for the
36、se. In reply, we very much regret to state that our customers here find your price too high and out of line with the prevailing market level. Information indicates that some pajamas of other companies have been sold at the level of a much lower price. Such being the case, it is impossible for us to
37、persuade our customers to accept your price, as the goods of similar quality is easily obtainable at a much lower price. Should you be prepared to reduce your price by, say 8%, we might come to terms. It is in view of our long-standing business relationship that we make you such a counter-offer. Sin
38、ce we usually place a large order with you, we believe you may think it is worthwhile to make a concession. We are anticipating your early reply. Yours sincerely,UNIT 7III. Key to Exercises 练习题答案1. Answer the following questions.(1) What should be included in an order?a. Name of commodity and specif
39、icationsb. Quantity c. Priced. Packing e. Date and method of shipping f. Terms of payment (2) When should the seller send an acknowledgement? The seller should send an acknowledgement after the receipt of the order since the purchasing side usually expects an acknowledgement from the supplying side
40、as to make sure that no mix-up occurs for the order and delivery.(3) What should be included in an acknowledgement?An acknowledgement usually covers the following parts. a. express pleasure at receiving the order;b. Add a favorable comment on the goods ordered;c. Include an assurance of prompt and c
41、areful attention;d. Draw attention to other products likely to be of interest;e. Hope for further orders.(4) In what circumstances can one not accept an order? When the goods required are not available or prices and specifications have been changed, the seller may decline the buyers order. (5) What
42、should be included in a decline?A decline must be sent with the utmost care and with an eye to goodwill and future business. When writing a decline, you should point out your reasons why you can not accept the order, for example, maybe you think the price is a little high to accept or the specificat
43、ions of the goods do not comply with your expectation. You should bear in mind that politeness and patience are necessary. At the end, do not forget to hope for further business. (6) What are the obligations of the buyer and seller when a binding agreement comes into force?The buyers obligations: a.
44、 to accept the goods supplied, provided they comply with the terms of the order;b. to pay for them according to the terms agreed upon;c. to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods).The sellers obligations:a.
45、to deliver goods exactly of the kind ordered, and at the agreed time;b. to guarantee that the goods to be supplied are free from faults of which the buyer could not be aware at the time of purchase.1. Translate the following terms(1) Order(2) Order form(3) Rejection/decline(4) Confirmation/Confirm(5
46、) Sales Confirmation(6) Sales Contract(7) Specification(8) Means of transportation(9) Payment terms(10) Unit price(11) Obligation(12) Replacement/substitute2. The following are some phrases related to “order”, please translate them into Chinese.(1) 新订单(2) 首次订单(3) 试订单(4) 下订单(5) 接受订单(6) 续订单(7) 下订单(8)
47、确认订单(9) 拒绝订单(10) 撤销订单(11) 填订单(12) 执行订单III. Key to Exercises练习题答案1. Translate the following sentences into English.(1) We are pleased to enclose Order No. 123 in duplicate for 10 sets of EPSON printing machines. (2) We are glad to receive your order and confirm that all the items required are in stoc
48、k/available now. (3) We take much pleasure in placing the following order with you.(4) Your order of any time shall have our best and immediate attention. (5) We are regretful that we are unable to accept your order at the prices we quoted six months ago. 2. Fill in the blanks with proper words or phrases. Please change the form of words