1. Unit 1 Making an Enquiry

2. Introduction An enquiry means to enquire about the terms and conditions of a transaction ． In oral business negotiation ， both the sellers and the buyers can make an enquiry ． An enquiry is not only one of the most direct ways to get details about a product ， but also an important beginning step in a business negotiation ． The more information you obtain ， the more benefits you can get from the negotiation ． Unit 1 Making an Enquiry

3. Objectives  Know the important role in a business negotiation;  Know how to make oral enquiries and the tactics of making proper enquiries;  Have some knowledge of the information covered in different enquiries;  Have a good command of words and expressions related to enquiry. Unit 1 Making an Enquiry

4. Briefing  Relative knowledge  Special terms  useful expressions  Skills Unit 1 Making an Enquiry

5. Let’s how you have prepared: Task 3  The name of the commodity 报价单  Price list 产品样品  Catalogue 保险  Delivery date 商品名称  Terms of payment 价目表  Packing 交货日期  Insurance 支付条款  Quotation sheet 包装  Sample products 商品目录 Unit 1 Making an Enquiry

6. Key Knowledge  FOB: Free On Board 船上交货  CIF: Cost, Insurance and Freight 成本、保险费加 运费  CIP: Carriage and Insurance Paid To 运费、保险 费付至 Unit 1 Making an Enquiry

7. More Terms  EXW: Ex Works 工厂交货  FCA: Free Carrier 货交承运人  FAS: Free Alongside Ship 船边交货  CFR: Cost and Freight 成本加运费  CPT: Carriage Paid To 运费付至 Unit 1 Making an Enquiry

8.  DAF: Delivered At Frontier 边境交货  DES: Delivered Ex Ship 目的港船上交货  DDU: Delivered Duty Unpaid 未完税交货  DDP: Delivered Duty Paid 完税后交货  DEQ: Delivered Ex Quay 目的港码头交货 Unit 1 Making an Enquiry

9. Let’s learn some knowledge What should negotiators consider before making enquiries? 1. What kind of information would you like to get? Specific enquiries or general enquiries? 2. By what ways could you make enquiries? By letters ， fax ， e-mail ， telephone ， through face to-face conversations at a fair or in an office ， somewhere else ， etc ． Unit 1 Making an Enquiry

10. 3 ． What do you usually ask for in the enquiries? Catalogue ， sample ， price-list ， quotation ， terms of payment ， date of delivery ， etc 4 ． How do you invite a best possible price in an enquiry? 1) Don’t let out your exact quantity when you do not place a large order ． 2) Do mention your quantity when it is sizeable ． Unit 1 Making an Enquiry

11. 3) Never indicate your price limit at which you are prepared to accept ． 4) Some hints can help obtain favourable terms ． 5 ． How to set the right tone when making enquiries? Be clear ， brief ， specific ， courteous ， polite ， and reasonable ． Unit 1 Making an Enquiry

12. 6 ． How can the seller respond to an enquiry? From an old customer ． From a prospective customer ． Replying to an enquiry should be prompt ， definite ， and helpful ． Unit 1 Making an Enquiry

13. Negotiation tips ： 1 ． Don’t tip your hand ． (_ 露底牌 _) 2 ． Never lie ． 3. Be fair Unit 9 Insurance

14. Let’s learn some sample dialogues  Refer to the textbook Unit 1 Making an Enquiry

15. Let’s practice  Practice in groups  Practice with: cue card. doccue card. doc  Show what you have practiced  Students’ comment  Teacher’s comment Unit 1 Making an Enquiry

16. Let’s conclude  Relative knowledge Introduction. docIntroduction. doc  Special terms Terms. docTerms. doc  useful expressions Enquiry talks. docEnquiry talks. doc  Skills negotiation tips.docnegotiation tips.doc  Assignment: Practice with the cue card.doccue card.doc Unit 1 Making an Enquiry