【正文】 . The setting Word Tips Viewing Replay Script :Well,let39。m can try to meet an earlier date but I don39。ll appreciate our position,39。s move on to the next point,shall we? : 39。ll ensure promptsshipment so as to be sure your products get to the market in your area quickly. :Appreciate your can envisage a sustainable and longterm relationship can promise there39。s a bit demanding for such a large trial order. : That39。 Terms of Payment Synopsis is the Marketing manager of a European import and export pany. The buyer is the Marketing manager of a Chinese export pany. The seller 39。ll ask my secretary to make the apologize for my bad must be getting other problems？ :Never think everthing is alright with the ,you39。s get the draft printed out and go over the details in the meeting room. (They go into the meeting room with the draft contract in hand.) : First,there39。在此情況下，賣方仍應(yīng)盡最大努力采取各種措施促使貨物的發(fā)運(yùn)。 ? A formal order should contain:name and article number,quality and specifications,quantity,delivery,unit price and total amount,terms of payment,etc. 正式的訂單一般包括：商品的名稱、貨號、質(zhì)量、規(guī)格、數(shù)量、交貨條件、單價(jià)、總額和支付條件等。s very you have them in stock? Rocky : Sure we do!We set up new inventory controls last year,so we don39。買方可以請賣方對他 /她感興趣的商品進(jìn)行報(bào)價(jià)，也可以只是征詢一些普通信息。t take any 39。s the earlist shipping date you can manage? Rocky : They can be ready for shipment in two to three weeks. Jacques:39。 發(fā)票 8)Time of Shipment（裝運(yùn)時(shí)間） : Example: No later Within a half Months After Receiving 90% of total contract value. 收到 90%貨款后半月內(nèi) 9)Port of loading（裝運(yùn)口岸） : 10)Port of Destination（目的口岸） : 11)Marking/Shipping Mark（嘜頭） : port of destination, package number箱號 , gross 毛重 and weights凈重 and measurements尺寸， Keep away from moisture防潮 , Handle with care（小心輕放） , This side up/DO NOT STACK UP SIDE DOWN（此面向上） Tips on Negotiating 12)Terms of Payment（支付條款） : Payment by T/T: Within 10 days after the contract is signed, the Buyer should pay the Seller by T/T for an amount equivalent to 90% ( Niy Percent) of the total contract value say: us Dollars One Hundred Thirteen Thousand four hundred Only ( US$113, ). Within 15 days after receiving above mentioned money the Seller shall ship the goods and present the documents stipulated in Clause 13 hereof. T/T: A. 買方在合同簽訂后 10天內(nèi)將合同總金額的 90%（ US$113,）電匯給賣方，賣方收到此款后 15天內(nèi)發(fā)運(yùn)貨物，并向買方提供（ 13）款所列單據(jù)： Tips on Negotiating Telegraphic transfer 電匯 相等的 在文件中 12)Terms of Payment（支付條款） : Tips on Negotiating The balance for 10 % should be payable against “Final Acceptance Certificate” signed by the EndUser within 10days after signature. B: 10%貨款憑在最終用戶簽署了“貨物最終接受證書”后 10天議付。仲裁裁決是終局的，對雙方都有約束力。s BRAN,not Brain,and World Trade plaza instead of world Trade Center。ll accept last thing,I want to remind you to please provide us with the Quality and uantity Inspection Certificate issued by the China Commodity Inspection Bureau. Mr. Tian : But we discussed the Quality and Quantity Certificate could be sure that we always honor mercial integrity is dependent on that. : I know your products have a good What do we do if the goods are found broken or short on arrival?This is the best way to safeguard us all. Mr. Tian : If you require that,we can give it to ,I assure you that it39。s good we39。d pay 25% in advance and pay 75% on final acceptance.. : OK!Your drive a hard 39。s go and celebrate. Exercises Watch the video .Pay attention to the terms of payment proposed by the buyer and the seller respectively and their responses to each plete the following flow chart on page141. Unit 5 Delivery Word Tips Viewing 4 2 3 Contents Synopsis Introduction to Delivery 1 5 Exercises ? Delivering goods on time is very important to the buyer because of the need to catch the season. 按時(shí)交貨對賣方來說非常重要，因?yàn)橘I方要確保不錯(cuò)過商品的銷售季節(jié) 。s essential for us to have it before the 30th,otherwise....... :Yes,of let me explain the position. : OK,go ahead ,please. :As you know,we had a disastrous hurricane here last month and part of our workshop was halted production for 10 days. ::Yes,you told me. ： So,er....There39。s the date the ship is scheduled to can39。s make it the 25th of if it is possible earlier then all the better. :Of can count on 39。s your deadline？ : really have to insist on that because we have a very strict 39。t guarantee it. : If not the 20th,then when? :We can guarantee September25th. : Why the 25th. :That39。s make it the we must insist absolutely on September 25th as the last possible date. 報(bào)價(jià) Script :Fair enough. :All right,39。 管理體制 人性化的管理 激勵(lì)機(jī)制 1 2 3 ?反對等級觀念和官僚制度 ?T恤 +牛仔褲 ?直呼其名 ?不鼓勵(lì)加班 ?鼓勵(lì)在工作上提出挑戰(zhàn) ?偶然失誤不會(huì)受到處罰 ?提供培訓(xùn)機(jī)會(huì) ?職務(wù)晉升 ?與能力和業(yè)績相對應(yīng)的薪酬制度 宜家通過平等的氛圍、人性化的管理和有效的激勵(lì)機(jī)制來留住人才。 ? 一站式營銷 宜家很少有孤零零的商