review

What have we learnt in this semester?
Unit One Reception
Unit Two Telephone Communication
Unit Three Booking
Unit Four Schedules
Unit Five Price ( inquiry, offer, counter-offer)
Unit Six Modes of payment
Unit Seven Shipment & Packaging
Unit Eight Signing a contract
Part I Answer the following questions.
1.Which topics should be avoided when talking with foreign guests and
how to treat foreign customers at the restaurant?
2.Please explain the term “inquiry”?(definition, category)
3.What is a “firm-offer”?
4.Can you talk about “counter-offer”? Would you like to share your
experience of bargaining?
5.What is the most ideal payment mode in your opinion? And how about
other modes of payment in international trade?
6.Would you like to describe the importance of packing and explain
packing parameters?
7.Say something about shipment time.
8.What is a contract? (definition and content)
Part II Role-Play
Inquiry-Offer-Counter offer
You represent China National Native Produce & Animal By-products(副产品) Imp&Exp Corp., Shanghai Native Produce Branch (中国土畜产总公司上海分公司). You sell dried fruits（干果）, salted and dehydrated vegetables（盐渍蔬菜和脱水蔬菜）, bee honey, starch（淀粉）and various kinds of canned vegetables; you also sell pet birds such as parrots. Now a businessperson from Scotland has made an inquiry about your products CFR Liverpool, for which you have the following quotation: dried fruits (different kinds): $1750 per metric ton;
canned vegetables
small tins: $55.00 per 100 tins;
medium sized tins: $110.00 per 100 tins;
large tins: $190.00 per 100 tins;
In addition, he’d also like to know your price on you cute parrots, for which your quotation is $50 each. Now you discuss the deal with him. You start from inquiry, and proceed to offer and counter offer (suggested bargaining margin: 5%-7%), and finally you settle on price.
Modes of Payment
You represent China National Chemical Imp & Exp Corp., Guangzhou
Branch（中国化工总公司广州分公司）. A business man from Finland has ordered a total of $30000 worth of your chemicals and rubber（橡胶）products. Now you’re discussing the mode of payment. He thought an unconfirmed L/C would be all right, but you can’t agree. Since this is the first time you’re doing business together, and you know very little about his L/C opening bank, you definitely need a confirmed L/C（保兑信用证）. So now you’re talking to him and ask him to provide you with extra guarantee from another bank, which usually should be a large bank in the third country.
Shipment
You sell garments on behalf of China National Textiles Imp & Exp Corp., Guangzhou Branch（中国纺织品公司广州分公司）. An overseas Chinese businessman from San Francisco, United States has ordered a total of $80000 worth of your garments, which include great varieties to be marketed for the right season. He wants to get these goods there fast —within 7 weeks. You tell him that you can’t promise anything, the best you can do is to ask the manufacturer to speed up. There also seems to be a problem with chartering the ship. You will do all you can because you don’t want to lose this deal.
Packing
You represent China National Chemicals Imp & Exp Corp., Beijing
Branch. A German businessman has ordered $8000 worth of your white paraffin wax (白石蜡). You suggest bag packing, which is your regular practice for this kind of products. But your German customer thinks they should be packed in iron drums. You tell him it’s not necessary. Then, because he’s a wholesaler, he wants the goods to be distributed to two ports: Hamburg and Rotterdam. You agree and try to arrange ships.
Dialogue
Class:_____________ Name: ____________ Student No.:_______________ Class:_____________ Name: ____________ Student No.: ______________
A: (Please write your name here)
B: (Please write your name here)
A:
B:
A:
B:
A:
B:
……。