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Unit 3

Unit 3. Making Purchase. Unit 3 Making Purchase. Introduction

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Unit 3

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  1. Unit 3 Making Purchase

  2. Unit 3 Making Purchase Introduction Purchase is not one of the stipulations in a contract like payment, delivery and insurance, etc. It refers to the whole process that a buyer purchases products or services from a seller. Usually when the contract is made by the seller, it is called a sales contract, and when made by the buyer, a purchase contract. Making purchase is closely market related.

  3. Unit 3 Making Purchase On a buyer’s market, making a purchase is just a job of following the rules of the business whereas completing a purchase requisition on a seller’s market is a tough job for a purchaser. Usually the purchaser has to tell the seller that his or her company is in urgent need of the goods; if the seller mentions some difficulties in offering the goods, the purchaser should be flexible on his position by offering a higher price or make some concessions in some aspects and emphasizes the friendship and long-run cooperation.

  4. Unit 3 Making Purchase Objectives • Understand the importance of market change in making purchase in international trade; • Learn to evaluate the market situation and make good purchase at good price; • Have a good command of special terms and useful expressions used in making purchase; • Know how to make a good purchase on an unfavorable market

  5. Unit 3 Making Purchase Briefing • Relative knowledge • Special terms • useful expressions • Skills

  6. Let’s how you have prepared: Task 3 • guarantee of quality 降低品质 • sacrifice quality 一般品质 • difference in quality 品质检验证书 • quality inspection certificate 上好可销售品质 • best quality, prime quality, first-rate quality 品质保证 • customary quality 品质上的差异 • inferior quality 最佳品质 • fair average quality F.A.Q 良好平均品质 • good merchantable quality G.M.Q 低劣品质

  7. Unit 3 Making Purchase Key Knowledge • buyer’s market 买方市场 • seller’s market 卖方市场 • order sheet /order form订单 • to close an order决定成交 • to fill an order执行订单

  8. Unit 3 Making Purchase More Terms • to execute and order执行订单 • to complete an order完成订货/已交货 • to send an order寄送一份订单 • to ship an order装船 • to modify an order改变订货 • to repeat an order继续订货 • to confirm an order确认订货

  9. to cancel an order取消订货 • to increase an order增加订货 • to duplicate an order将定货增加一倍 • to reduce an order减少订货

  10. Unit 3 Making Purchase Let’s learn some knowledge • Making and obtaining concessions A concession is change in the position that you have held in a purchase negotiation. When you make a concession, you are offering the other party something extra. In return, you will hope to get a concession from the other party.There are several important problems with concession.

  11. Unit 3 Making Purchase Negotiation tips： Keep it in mind: Bargaining is trading, not giving While doing purchasing negotiation，negotiators should carefully think over the following points： • 1. When should you offer a concession? • 2. How much should you offer to the other party? • 3. What will you get in return?

  12. When making concession, you’d better : 1. Think about the value of the concession to the other party 2. Think about the consequences to you of each concession that you make 3.Know exactly when you intend to stop making any more concessions 4. Be flexible on your positions; be firm about basic interests. 5. Don’t give anything away without getting something in return. 6. Be positive. Make a constructive response to any suggestion from the other party.

  13. Unit 3 Making Purchase Let’s learn some sample dialogues • Refer to the textbook

  14. Unit 3 Making Purchase Let’s practice • Practice in groups • Practice with: cue card. doc • Show what you have practiced • Students’ comment • Teacher’s comment

  15. Unit 3 Making Purchase Let’s conclude • Relative knowledge Introduction.doc • Special terms Terms.doc • useful expressions useful expression for talks.doc • SkillsNegotiation tips.doc • Assignment: Practice with the cue card.doc

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