Unit1MakinganEnquiryIntroductionAnenquirymeanstoenquireaboutthetermsandconditionsofatransaction．Inoralbusinessnegotiation，boththesellersandthebuyerscanmakeanenquiry．Anenquiryisnotonlyoneofthemostdirectwaystogetdetailsaboutaproduct，butalsoanimportantbeginningstepinabusinessnegotiation．Themoreinformationyouobtain，themorebenefitsyoucangetfromthenegotiation．Unit1MakinganEnquiryObjectivesKnowtheimportantroleinabusinessnegotiation;Knowhowtomakeoralenquiriesandthetacticsofmakingproperenquiries;Havesomeknowledgeoftheinformationcoveredindifferentenquiries;Haveagoodcommandofwordsandexpressionsrelatedtoenquiry.Unit1MakinganEnquiryBriefingRelativeknowledgeSpecialtermsusefulexpressionsSkillsUnit1MakinganEnquiryLet’showyouhaveprepared:Task3Thenameofthecommodity报价单Pricelist产品样品Catalogue保险Deliverydate商品名称Termsofpayment价目表Packing交货日期Insurance支付条款Quotationsheet包装Sampleproducts商品目录Unit1MakinganEnquiryKeyKnowledge FOB: FreeOnBoard 船上交货CIF: Cost,InsuranceandFreight 本钱、保险费加运费CIP: CarriageandInsurancePaidTo 运费、保险费付至Unit1MakinganEnquiryMoreTermsEXW: ExWorks 工厂交货FCA: FreeCarrier 货交承运人FAS: FreeAlongsideShip 船边交货CFR: CostandFreight 本钱加运费CPT: CarriagePaidTo 运费付至Unit1MakinganEnquiryDAF: DeliveredAtFrontier 边境交货DES: DeliveredExShip 目的港船上交货DDU: DeliveredDutyUnpaid 未完税交货DDP: DeliveredDutyPaid 完税后交货DEQ: DeliveredExQuay 目的港码头交货Unit1MakinganEnquiryLet’slearnsomeknowledgeWhatshouldnegotiatorsconsiderbeforemakingenquiries?1.Whatkindofinformationwouldyouliketoget?Specificenquiriesorgeneralenquiries?2.Bywhatwayscouldyoumakeenquiries?Byletters，fax，e-mail，telephone，throughfaceto-faceconversationsatafairorinanoffice，somewhereelse，etc．Unit1MakinganEnquiry3．Whatdoyouusuallyaskforintheenquiries?Catalogue，sample，price-list，quotation，termsofpayment，dateofdelivery，etc4．Howdoyouinviteabestpossiblepriceinanenquiry?1)Don’tletoutyourexactquantitywhenyoudonotplacealargeorder．2)Domentionyourquantitywhenitissizeable．Unit1MakinganEnquiry3)Neverindicateyourpricelimitatwhichyouarepreparedtoaccept．4)Somehintscanhelpobtainfavourableterms．5．Howtosettherighttonewhenmakingenquiries?Beclear，brief，specific，courteous，polite，andreasonable．Unit1MakinganEnquiry6．Howcanthesellerrespondtoanenquiry?Fromanoldcustomer．Fromaprospectivecustomer．Replyingtoanenquiryshouldbeprompt，definite，andhelpful．Unit1MakinganEnquiryNegotiationtips：1．Don’ttipyourhand．2．Neverlie．3.BefairUnit9InsuranceLet’slearnsomesampledialoguesRefertothetextbookUnit1MakinganEnquiryLet’spracticePracticeingroupsPracticewith:cuecard.docShowwhatyouhavepracticedStudents’commentTeacher’scommentUnit1MakinganEnquiryLet’sconcludeRelativeknowledgeIntroduction.docSpecialtermsTerms.docusefulexpressionsEnquirytalks.docSkillsnegotiationtips.docAssignment:PracticewiththeUnit1MakinganEnquiry
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