書名：外貿(mào)英語談判ISBN：978-7-111-38989-7作者：朱香奇出版社：機械工業(yè)出版社本書配有電子課件外貿(mào)英語談判ppt課件外貿(mào)英語談判外貿(mào)英語談判ppt課件第二章、業(yè)務(wù)建交談判123學(xué)習(xí)目標(biāo)背景知識方法介紹教學(xué)方法設(shè)計456實戰(zhàn)演練案例分析知識拓展外貿(mào)英語談判ppt課件1、學(xué)習(xí)目標(biāo)通過學(xué)習(xí)，了解業(yè)務(wù)建交談判流程，掌握業(yè)務(wù)建交談判常見詞匯，熟悉業(yè)務(wù)建交談判常見表達，從而能熟練應(yīng)對業(yè)務(wù)建交談判實務(wù)操作。建立業(yè)務(wù)關(guān)系，實際上就是確定貿(mào)易對象。貿(mào)易對象選擇得合適與否，決定著貿(mào)易的成敗，在一般情況下，雙方通過各自的介紹或第三者的介紹，在對對方的資金信用、經(jīng)營能力和業(yè)務(wù)范圍等重要條件有一定了解后，然后再進行實質(zhì)性的業(yè)務(wù)商討，從而進行積極地合作，使雙方貿(mào)易活動得以順利地開展。一般具體的業(yè)務(wù)建交談判，通常涉及到三個主要方面，既建交意向表達、公司介紹和公司產(chǎn)品的推介。外貿(mào)英語談判ppt課件2、背景知識

在國際貿(mào)易業(yè)務(wù)中，為了進行商務(wù)拓展，建立新的業(yè)務(wù)往來，一般可以通過如下幾個途徑進行：主動給客戶寫郵件、參加國內(nèi)外商品交易會、利用網(wǎng)絡(luò)資源搜尋客戶資源、接待貿(mào)易代表參觀、電話拜訪客戶、向特定客戶群發(fā)宣傳達資料以及在電視電臺、雜志期刊上登商業(yè)廣告等。這里我們著重介紹與外商接洽的直接方式：口頭溝通談判。在與客戶的初次接洽中，應(yīng)著力介紹如下三方面的內(nèi)容：1、介紹公司

要介紹公司的商業(yè)規(guī)模、經(jīng)營范圍、行業(yè)地位、優(yōu)勢等2、介紹產(chǎn)品

要介紹產(chǎn)品的特點、優(yōu)勢、質(zhì)量、價格、工藝流程、主要市場、交貨期等。3、介紹其他內(nèi)容

如售后服務(wù)、廣告支持、清倉配合和文化認(rèn)同等方面。

外貿(mào)英語談判ppt課件3、方法介紹1、介紹談判人員及表明建交意向在與客戶的初次接洽談判中，首先要介紹參與談判的工作人員，然后再說明如何獲取對方的信息，同時需表達與客戶建立業(yè)務(wù)往來的意向，表明出談判目的，常用的談判錦句有：1.ThisisXXX.He'sinchargeofMarketing2.BythecourtesyofXXX,wearegiventounderstandthenameofyourfirm.3.Yourfirmhasbeenintroduced(recommended,passedon)tousbyXXXCompany.4．Weexpressourdesiretoestablishbusinessrelationswithyourfirm.5.Wearewillingtoenterintobusinessrelationswithyourfirm.6.Weshallbegladtoenterintobusinessrelationswithyou.7.InordertoexpandourproductsintoXXX,wewishtoseekcooperationpossibilitieswithyou.外貿(mào)英語談判ppt課件3、方法介紹2、介紹公司

為了讓對方對公司信息有大致的了解，需要對自己公司的商業(yè)規(guī)模，經(jīng)營范圍，行業(yè)地位，優(yōu)勢等進行介紹，常用的談判錦句有：1.WeareoneofthelargestimportersofElectricGoodsinthiscity.2.WespecializeintheexportofXXXProductsandwouldliketotradewithyouinthisline.3.Wehavesetupacrediblesalesnetworkandwehaveourregularclientsformover80countiesandregionsworldwide.4.Wehavebeeninthislineofbusinessformorethantwentyyears.5.Ourabundantresourcesandstablepolicyprovideforeignerswiththeadvantagestheyinvesthere.外貿(mào)英語談判ppt課件3、方法介紹3、推介產(chǎn)品

產(chǎn)品推介主要是介紹產(chǎn)品的特點，優(yōu)勢，質(zhì)量，價格，工藝流程，主要市場，交貨期等,同時應(yīng)呈送產(chǎn)品目錄及樣品等以供對方參考。常用的談判錦句有：1.Ournewbrandbathrobesaremadeofpurecotton.Owingtothecarefullyselectedmaterialsusedandthegreatattentionpaidtoweavingandprinting,theypossessaveryattractiveappearanceaswellasnoveldesigns.2.Thisstyleismatchingwiththetasteofourmarket.3.Ourproducthasbeenwellestablishedinthemarket,andIcanassurethatisstandscompetitionwell.4.Theseproductsaregainingpopularitybecauseoftheirfinequality,competitiveprices,andourhonestdealings.5.OurproductsarewellreceivedintheEuropeanmarket.6.Ifourproductbecomesdamaged,justreturneditandwewillreplaceitfree——evenwhenthewarrantyisover.

外貿(mào)英語談判ppt課件3、方法介紹4、表達合作期待

通常在談判結(jié)束時，應(yīng)表達出與對方合作的期待與期望。常用的錦句有：1.I’msureourbusinessdealingswilldevelopquicklyandproductivity.2.Let’shopethebusinessworksoutwell.外貿(mào)英語談判ppt課件4、案例講解Example1:

Background:Mr.Brown(thebuyer),purchasingmanagerofABCCompanyinAustralia，Kathy(theseller)istherepresentativeofGreenTextileImportandExportCorporationinChina.Theywanttoestablishbusinessrelationswitheachother.

Mr.Brown(以下稱為A)KathyPeerless(以下稱為B)A:Goodmorning.MynameisMr.Brown.I’mfromAustralia.Hereismycard.B:Thankyou.I’mpleasedtomeetyou,Mr.Brown.MynameisKathyPeerless,therepresentativeofGreenTextileImportandExportCorporation.A:Pleasedtomeetyoutoo,Ms.Peerless.Itravelaloteveryyearonbusiness,butthisismyfirstvisittoyourcountry.ImustsayIhavebeenmuchimpressedbyyourfriendlypeople.B:Thankyouforsayingso.Haveyouseentheexhibitionhalls?Ondisplayaremostofourproducts,suchassilk,woolenknitwear,cottonpiecegoods,andgarments.A:Oh,yes.Ihadalookyesterday.Ifoundsomeoftheexhibitsaretobefineinqualityandbeautifulindesign.Theexhibitionhassuccessfullydisplayedtomewhatyourcorporationhandles.I’vegoneoverthecataloguesandthepamphletsenclosedinyourlastletter.I’vegotsomeideaofyourexports.I’minterestedinyoursilkblouses.外貿(mào)英語談判ppt課件4、案例講解B:Oursilkisknownforitsgoodquality.Itisoneofourtraditionalexports.Silkblousesarebrightlycoloredandbeautifullydesigned.They’vemetwithgreatfavoroverseasandarealwaysingreatdemand.A:Someofthemseemtobeofthelateststyle.NowI’veafeelingthatwecandoalotoftradeinthisline.Wewishtoestablishrelationswithyou.

B:Yourdesirecoincideswithours.

A:Concerningourfinancialposition,creditstandingandtradereputation,youmayrefertoBankofHongKong,ortoourlocalChamberofCommerceorinquiryagencies.B:Thankyouforyourinformation.Asyouknow,ourcorporationisastate-operatedone.Wealwaystradewithforeigncountriesonthebasisofequalityandmutualbenefit.Establishingbusinessrelationsbetweenuswillbetoourmutualbenefit.Ihavenodoubtthatitwillbringaboutclosertiesbetweenus.

A:Thatsoundsinteresting.I’llsendafaxhome.AssoonasIreceiveadefiniteanswer,I’llmakeaspecificinquiry.

B:We’llthenmakeanofferassoonaspossible.Ihopealotofbusinesswillbeconductedbetweenus.外貿(mào)英語談判ppt課件4、案例講解Example2:

Introducingthenewproducts

Background:

Davidson(thebuyer)purchasingmanagerofABCCompanyinAmerica，Tina(theseller),managerofSales&MarketingDepartmentofXinguangPlasticCompanyinChina.TheyhavetheirfirstmeetinGuangzhouCommodityFair.Davidson(以下稱為A)Tina(以下稱為B)A:Isthisyourspecialty?Whatisitusedfor?B:Yes,sir.Thisisournewlyintroducedstudentkit(學(xué)生工具包)，wherestudentscanputdaily-usedstuff,forexample,pencils,pens,rulers,loosepapers（活頁紙）,cards,pocketmoneyandmanyotheritems（物品）astudentcarries.A:Soundinteresting.ButI’mnotsureitwillbepopularamongstudents.Asyouknow,moststudentsareusedtotakeschoolbags.B:Schoolbagsnormallyweighmuchheavierthanthisplastickit.Moreandmorestudentsareinclined（傾向于）toleavebooksatschoolandtakeonlythiskitwiththemhome.It’shandier(方便)A:Well,perhapswecanmakeatrial.B:I’msureyoucanmakegreatprofitfromthistrade.Over10,000kitshavebeenbookedsincethedayweopenbusinessintheGuangzhouCommodityFair（廣州商品交易會）4、案例講解A:Howmuchdoesitcostperdozen?B:ThemarketpriceforthestudentkitisRMB23perdozen.Ifyoumakeanorderduringthisexhibitionperiod,wecanofferyouatRMB20.A:Oh,it’sreallyalittleexpensive.Icouldn’tseeourwayclearto（有可能）makethisdeal.B:Sir,perhapsyoushouldtakeasecondthought.Thiskitismadefromfinequalityvinyl（乙烯基）plastic,whichisstrong,washableandtransparent（透明）.That’swhythepriceismuchhigherthansimilarproducts.A:Yousaidit（確實如此）.Howeverwecouldn’tinvestsomuchmoneyinsomethingwhoseMarketValueisuncertain.B:ThiskitprovestobepopularinChinasincewelauncheditintoMarketthisyear.ItshouldalsosellwellintheU.S.MarketYouhavemyword（我向你保證）.A:Allright.I’dliketoreportthistoourmanagerandseewhathisdecisionis.Besides,howmanycolorsarethereforthiskit?B:Wehave3options,red,yellowandachromatic（無色）.A:Oh,sortof（有點）simple.Canweallanorderforblueones?B:Noproblem.Wecanmakeit.Howmanydoyouwant?A:Itdepends.IwillcontactwithmybossaboutthisASAPandgetbacktoyouwithintwodays.B:Fine,thisismycard.Youcancallmeassoonasyoudecideonthis.A:Ok,Nicemeetingyou.B:Nicemeetingyoutoo.Thankyouforyourinterestinourproduct.5、知識拓展1、常用相關(guān)詞匯介紹公司：

合資企業(yè)jointventureenterprise合作企業(yè)cooperativeenterprise外商獨資企業(yè)exclusivelyforeign–ownedenterprise國有企業(yè)state–ownedenterprise集體企業(yè)collectively–ownedenterprise個體企業(yè)individually–ownedenterprise財務(wù)狀況financialposition信用聲譽creditstanding平等互利equalityandmutualbenefit中國出口商品交易會ChinaExportCommoditiesFair介紹產(chǎn)品：

高科技主品high–techproducts耐用消費品durableconsumergoods品質(zhì)優(yōu)質(zhì)excellentquality質(zhì)量可靠reliablequality式樣新穎大方modernandelegantinfashion品種繁多widevarieties規(guī)格齊全completeinspecification信譽可靠reliablereputation制作精美skillfulmanufacture美觀耐用attractiveanddurable剪裁精良的excellentlytailored工藝精良sophisticatedtechnology5、知識拓展2、談判小貼士（1）強勢營銷

WeareleadingmanufacturersandexportersoffrozenmeatinChina.（2）抑他揚己Obviously,wehaveanadvantageoverotherexportcorporationsinpriceandregularsuppliesofhighquality.（3）主動出擊WewouldliketoinviteyoutoattendourGuangzhouCommoditiesFairtobeheldfrom13thNov.to17thNov.（4）彰顯特色Theyarethenewestpatternsyoucangetintown.（5）釣魚式提問

Haveyouevertriedgettingabilingualservicefromcomputerizedspeaker（電腦控制的揚聲器）?（6）解除顧慮Wepromisetotakethembackorexchangethemifyoufindtheirqualityisnotinline.（7）誘之以利Ifyouplaceandorderduringourpromotioncampaign,wewillgiveyoua10%discount.（8）買賣不成仁義在I’dbepleasedtoshowthemtoyou,whetheryouaregoingtobuyornot.

6、實戰(zhàn)演練Situation:

PartyA(thebuyers),representativesofABCCorporationinEnglandvisitPartyB(thesellers),representativesofSales&MarketingDepartmentofGreeElectricAppliances,Inc.ofZhuhai(Gree格力).MembersofPartyAexpresstheirwishestoestablishbusinessrelationswithGree.PartyA:Thebuyers,representativesofABCCorporationTasks:

----GreetBandexchangebusinesscard;----Indicatetheinformationchannelandextendwishtoestablishbusinessrelations;----Intro