國際商務(wù)英語口語

內(nèi)容概要

　　《國際商務(wù)英語口語（第2版）》國際商務(wù)英語口語是一門應(yīng)用性很強(qiáng)的課程，在教材的編寫過程中我們盡可能貼近業(yè)務(wù)實(shí)際和語言特點(diǎn)，選用一些實(shí)際應(yīng)用的對話范例以及貼近商務(wù)洽談的練習(xí)供學(xué)生操作。做到深入淺出，圖文并茂，突出實(shí)用性，充分體現(xiàn)職業(yè)教育“以能力為本，以應(yīng)用為目的，以學(xué)生為主體”的特點(diǎn)。全書分為十二個(gè)單元，按外貿(mào)業(yè)務(wù)進(jìn)展的不同環(huán)節(jié)和內(nèi)容進(jìn)行編寫，包括建立業(yè)務(wù)關(guān)系、詢盤與報(bào)盤、供貨緊缺、價(jià)格、傭金與折扣、支付方式、包裝、裝運(yùn)、保險(xiǎn)、簽訂合同、投訴與索賠及代理等內(nèi)容。各單元都包括業(yè)務(wù)介紹、洽談要點(diǎn)、對話示例、詞語注釋、詞語補(bǔ)充、常用句型、練習(xí)、實(shí)訓(xùn)和知識補(bǔ)充等部分?！　≡摃勺鳛橹袑?、高職高專國際商務(wù)、商務(wù)英語、國際貿(mào)易專業(yè)和其他涉外專業(yè)學(xué)習(xí)國際商務(wù)英語口語的教材，也可作為有志于從事國際商務(wù)工作的人員自學(xué)商務(wù)英語口語、提高商務(wù)英語口語能力的參考書。

書籍目錄

編寫說明第一單元 建立業(yè)務(wù)關(guān)系第二單元 詢盤與報(bào)盤第三單元 供貨緊缺第四單元 價(jià)格第五單元 傭金與折扣第六單元 支付方式第七單元 包裝第八單元 裝運(yùn)第九單元 保險(xiǎn)第七單元 簽訂合同第十一單元 投訴與索賠第十二單元 代理參考文獻(xiàn)

章節(jié)摘錄

　　An importer may reject an exporters price at the outset of the discussions simply to get theupper hand from the beginning of the negotiations， thereby hoping to obtain concessions on othermatters. The importer may also object to the initial price quoted to test the seriousness of the offer，to find out how far the exporter is willing to lower the price， to seek a specific lower price becausethe product brand is unknown in the market， or to demonstrate a lack of interest in the transactionas the product does not meet market requirements.　　If the importer does not accept the price， the exporter should react positively by initiating dis-cussions on non-price questions， instead of immediately offering price concessions or taking a de-fensive attitude. Widening the issues and exploring the real reasons behind the objections to theprice quoted will put the talks on a more equal and constructive footing. Only by knowing the cau-ses of disagreement can an exporter make a reasonable counter-offer. This counter-offer need notbe based merely on pricing. It can cover other related aspects.　　To meet price objections， some exporters artificially inflate their initial price quotations. Thisenables them to give price concessions during the opening of the negotiations without taking any fi-nancial risks. The danger of this approach is that it immediately directs the discussions into pricingissues at the expense of the other important components of the marketing mix. Generally， such ini-tial price concessions are followed by more demands from buyers that will further reduce the profit-ability of the export transaction. For instance， the buyer may press for concessions on： Quantitydiscounts ； Discounts for repeat orders ； Tighter deliverydeadlines that may increase productionand transport costs ； Free promotional materials in the language of the import market ； Free after- sales servicing ； Market exclusivity ； A long-term agency agreement ； Higher commission rates ； Better credit and payment terms， etc.　　To avoid being confronted by such costly demands， an exporter should try to determine the buyers real interest in the product from the outset. This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then should suitable counter-proposals be presented.

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