,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Programme 4 Acceptance and Order,Teaching objectives,Learn how to conclude the business by acceptance or confirmation;,Learn to how to place an order and reply an order;,Practice listening for specific information;,Practice how to deal with the order.,Introduction to acceptance and order,Acceptance,is an uncondtional assent to an offer or it is an assent to an offer conditioned on only minor changes that do not affect any mterial terms of the offer.,An order in foreign trade is a request by a customer for a company to supply goods or service.It is the result of an offer or a counter-offer with a positive acceptance.,An order includes full details of article number,quantity,specification,unit price,packing,shipment,insurance and terms of payment etc.as agreed upon in preliminary negotiations.,Presentation for business negotiation to make dialogues,Case study and ask the SS to make dialogues on acceptance and order on basis of their individual cases and present their dialogues and comment on their performance,Case 1 acceptance,You have received the counter-offer from your trading partner and found all the terms are acceptable.Now you are talking with your trading partners to confirm all the terms and ask for a sales contract.,Case 2:placing an order,You have met your trading partner on Guangzhou Fair and you are interested in the electrical fans and you are now placing a trial order with him for 1000 sets on CIF basis.,Creat a dialogue with your partners on the details of the order.,Case 3:decline an order,After receipt of the order,you have found some terms are not accptable.You are now call your business partner to inform him some differences.PLease state them clearly and offer your reasons.,Listen and fill in the blanks in the,dialogue of the text and explain some,key words and terms,cut vt.,消减，砍,n.,减让,final adj.,最终的,department n.,部门,freight n.,运费，货运,discount n.,折扣,fee n.,费用,balance n.,余额，余款,premium n.,保险费,signed adj.,签字的,counter-signature n.,副署签名，会签,1.iron nails,铁钉,2.size n.,尺寸,3.quality n.,质量,4.sample n.,样品,5.satisfactory adj.,令人满意的,6.demand n./vt.,需求,7.available adj.,现有的，可得到的,11.book vt.,订购,12.shipment n.,运输，装运,13.payment n.,支付,14.T/T,全称,telegrafic tranfer,电汇,15.B/L,全称,bill of lading,海运提单,1.execution n.履行，执行,2.suspend vi.停产,3.urgently adv.急迫地,4.handle vt.处理，经营,5.interval n.间隔,6.deliver vt.交货,7.delay n.延误，延迟 vt.延误,8.inconvenience n.不便，麻烦,9.loss n.损失,10.accommodate vt.通融,11.expedite vt.加快,12.workable adj.可行的,13.indemnity n.补偿，赔偿,14.resume vt.从新开始 n.简历,Oral interpretation of acceptance and order,We have been in the line of importing and exporting shirts for many years.,We hope you give your usual best attention to the execution of this order.,3.Since you are so eager to secure a order from us,now we can place an order with you.,4.We are glad to tell you that we are satisfied with the price and the quality.,5.At present,we can not undertake to entertain your order owning to the uncertain availability of raw materials.,6.We regret that we are unable to meet your requirement for the time being as orders has been full booked.,7.,鉴于我们长期友好的贸易关系，我方同意接受你方报盘。,8.,我方有意向你方下十万件订单。,9.,因为承约过多，我方不得不拒绝你方订单。,10.,因为我方急需此货，请按照订单规定装运。,Role play,Student A:As an importer,you are interested in the products from Student B and place a large order.Now you get the call from Student B that he changes the price.,Student B:As an exporter,you have received the order,but you found the price is low to leave you nearly no margin of profit because of the increasing cost.Now you telepone Student A asking for changing the price.,2)Student A:The dealer from a Chinese trading company,you are now placing a trial order with Students B and asking for payment on L/C basis.After that you are meeting Student B in the hotel.,Student B:The dealer from an American company,it is your usual practice to pay by T/T.You are going to meet Student A in the hotel to negotiate the payment terms.,