外语经贸函电课件unit4

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外语经贸函电课件unit4

Steps in Ordering
Placing an order; Confirming or declining an order.
An order letter should include:
Express pleasure in receiving the offer; Confirm the conclusion of the business and point out the full details of article number, quantity, specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations; Suggest future business dealings.
fresh order/new order initial order trial order repeat order to accept an order to confirm an order
key words:
to to to to cancel an order withdraw an order turn down/decline an order fulfill/execute/carry out an order
transit 运输,通(经)过
during transit 在运输途中
ter example 3
Dear sirs, We have received your letter of April 16 and regret that our counteroffer was refused. As your product "bed sheets" is very much appreciated to our local customers and there is a high demand at our market, we are very desirous of concluding this transaction with you. For the purpose of strengthening our friendship and cooperation, we agree to accept your offer: Bed Sheets US$19.99 per piece CIF Karachi with an order of 500 dozen.

外贸英语函电课件Unit 4

Letter 1
An Enquiry for IBM-Compatible PCs
5.in your favor “以你方为受益人” 6.refer to “参阅，向某人或某事物查询信息” e.g. As to terms of payment, please refer to our letter dated September 16. You can refer to the dictionary if you have any difficulty in reading the essay. refer sb. / sth. to sb. / sth. “将某事物/人送

We shall appreciate your sending us a sample book soon.（接动名词）
如能立即将样品簿寄来将不胜感激。
为了表示客气，还可以使用虚拟式句子： We shall appreciate it if you would send us a sample book soon.
have to act as the interpreter.
Letter 4
Asking to Send Pro forma Invoice
6. sole agent “独家代理”

agency agreement paper “代理协议
书”
7. in advance “提前，预先” e.g. The rent must be paid in advance.
Appreciate的用法

We appreciate your kind cooperation.（接名词）
感谢你方的真诚合作。
ห้องสมุดไป่ตู้

外贸函电-Unit 04 询盘及回复

格、付款条件以及样品的详细材料。）
Kindly let me have a description of your electric hedge trimmers.（请贵方寄来电动修剪机的说明书。）
（4）
强调对方所报价格应合理和
具有竞争性
If your quotation is really competitive, …（如果你方报价具有竞争力，……。）
This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has lapsed.
4.2 Writing Skills（写作技巧）
写作步骤
表达方式
Your name has been given us by the Chamber of
（1） Commerce/ the… Embassy/ the… bank in…).（我们
说明信息来源（告
从在……地方的商会/从……使馆/从……银行获悉你方名称。）
for…（在……的……公司向我们介绍了作为……独
家代理的贵公司的名称。）
We are considering the purchase of…（我们打算购买……。）
（2） We are interested in importing snooker tables but we 直截了当 need to have further details of the costs before 地说明想 making a final decision.（我们有兴趣进口台球桌，要购买的但在最后决定之前需要进一步了解有关价格的详

Unit Four Enquiries and Replies 外贸英语函电课件

kept be treated in strictest (absolute) confidence
supplied
treat the information as confidential regard something as confidential
treat something confidentially keep something confidentially
very pleased We should be grateful
thankful if you would do… We shall be very pleased if you will do… We should be most grateful for any information you can obtain for us
assure: to tell someone that something will definitely happen or is definitely true so that they are less worried [= reassure] assure somebody that Her doctor has assured us that she'll be fine. The document is genuine, I can assure you. assure somebody of something The dealer had assured me of its quality.
1.We must advise you to regard their request for credit with caution. 2.This is a case in which caution is necessary. 3.We would advise you to exercise extreme caution in your dealings with this firm.

外贸函电 Unit 4 Establishing Business Relations

常见短语
1、be in the market for sth 求购 2、approach sb for sth 为…与某人接洽 3、under separate cover 另邮 4、look forward to 希望 5、lie within the scope of 在…范围之内 6、important business 大量交易 7、be interested in 对…感兴趣 8、inform sb of sth 通知某人某事 9、be suppliable at present 目前可供的
常用句型
句型2 写信目的：建立业务关系 1、We are writing you and hope to enter into business relations with you. 我们写信给你方希望建立业务关系。 2、 We are writing you and willing to open up business relations with you. 我们写信与你联系，以期与贵公司建立业务关系。
Unit four Establishing Business Relations
Terms
1、The Cmmercial Counsellor’s office 商务参赞处 2、Export Commodities Fair 出口商品交易会 3、The Chambers of Commerce 商会 4、Exhibition 展览 5、Catalogue 商品目录 6、Sample 样品 7、Sample Cutting 剪样 8、Sample Book 样本 9、Quotation 报价 10、Brochure，Pamphlet 宣传小册子 11、Business Relations,Trade relations 贸易关系 12、Business Line/Scope/Activities 业务范围

外贸英语函电 Chapter 4 ppt

Chapter 4
Lead Learning - in Objectives
Background Knowledge
Notes to Sample Letters
Sentence Bank
Notes to Letter 1 Messrs. 法语Messieurs的缩写，等于Mr. 复数形式。置于一系列男子姓名之前；或置于含有人名的公司名称之前（但不用于含有衔称或含有the的公司名称中，比如， Sir John Smith & Co., The Smiths Trade 不用Messrs.）
Business English Letters
滕美ห้องสมุดไป่ตู้ 许楠
Chapter 4 Enquiries and Replies
Chapter 4
Lead- Learning in Objectives
Background Knowledge
Notes to
Sentence
Sample Letters
The second paragraph is used to answer the enquiry in detail.
The final paragraph is used to express the hope that the information which you have given will be useful and to look forward to the reply again.
Writing an enquiry should observe the following
guidelines:
State specifically what you request.

函电(unit4询盘)PPT教学课件

express clearly your requirements
• Plor …
• We shall be grateful if you would send us your catalogue, price list and samples.
2. how to write an enquiry.
if it is a first enquiry, state the source of the information and make a self-introduction at the beginning of the letter.(参见上一单元) state your interest/market conditions. express clearly your requirements. encourage an early reply. (参见上一单元)
Unit 4 enquiries and replies
Objectives:
• Know the basic knowledge of enquiries. • Know how to write an enquiry letter. • Master typical sentences and expressions.
(一般询盘和具体询盘)
In a general enquiry, the buyer may only request some general information such as a catalogue,price list,samples,illustrated prints and so on.
1. introduction:
An enquiry is a request for information. In international trade, most enquiries are

《外贸函电》unit 4terms of payment

UNIT 4 TERMS OF PAYMENTI.Teaching Aims and RequirementsBy learning this unit, the students are supposed to be able to1. Know the basic instruments and methods of payment terms2. Write letters concerning international paymentII. Contents1.Methods of payment in international trade.2.The kinds of L/C3.The operation of L/C4. The structure of a business letter abour discussing the terms of paymentIII. Focus on and Difficulties1.The procedure of asking to open and extend an L/C2.The amendment to yhe L/CIV. Teaching steps1.The types of business letter about the terms of payment1) 开证函(1)谈及订单或合同项下货物(2)提出支付方式的要求及理由(3)强调惯例做法，请给与理解(4)卖方同意买方要求，则表明相互通融，对对方的要求予以考虑以及对成功合作的意愿；卖方若拒绝买方要求，则表明自己做法的合理性，必然性2) 改证函(1)确认收到信用证，指出不符点(2)要求改证，对不符点内容的修改(3)望早日收到修改书2. Useful pattern1.Opening L/C(1)We enclose an application form for documentary credit and shall beglad if you will arrange to open our account an irrevocable L/C for $40,000 in favour of ABC Company, the credit to be valid until July12.(2)We write to inform you that we have today established with Bank ofChina an irrevocable documentary L/C in your favor for the amount of $53,000 covering1,000 sets of TV.2.Rushing L/C(1)Please expedite /rush the L/C so that we can execute the ordersmoothly.(2)As the goods have been ready, please rush the L/C covering S/CA V_231.(3)The shipment date is approaching. It would be advisable for you toopen the L/C covering your Oder No.341 the soonest possible so as to effect the shipment within the stipulated time.3.Amending L/C(1)We have received your L/C No.123 and on checking up the clauses/onperusal/on examination of the clauses, have regretfully found the following discrepancies in it.(2)We have amended the quantity as 250 metric tons.(3)We have found the amount of your L/C is insufficient. Please increasethe unit price US$3 to US$3.5 and the total amount to $ 60,000.V. Practical Writing敬启者：我们已收到你方11月8日的来信，要求我们以承兑交单方式发运你方一批手提电脑。

外贸英语函电课件unit4

be in the hope of
I called all the companies on this page in the hope of finding a customer.
I am e-mailing you in the hope of establishing business relations with you.
Please inform us of your trade terms and forward samples and product brochures.
If your prices are in line, we trust important business can materialize.
We are looking forward to your early reply.
Yours faithfully，
Language points
Avail ourselves of this opportunity to… ( 后接动词原型)利用这个机会做… 还可以说take advantage of this opportunity or take this opportunity
The nature of enquiry:
In foreign trade an enquiry is usually (not absolutely) made by the prospective buyer without engagement（约束）, requesting for information on the supply of certain goods. So we call it 询盘 or 询价 in Chinese.

外贸函电unit4(ppt文档)

special expressions for discount
For orders more than…., we are
prepared to………
1.To offer (provide/give/grant) a 5% discount 2.To cut the price by 5% 3.To reduce the price to US… 4.To grant you a reduction of 5%(grant you 5%
off) 5.To give you a special discount 5% in addition
to the normal 4% discount
Complex expressions for price
Our price are US$.... Per unit. CIF (destination) (FOB shipping point) including…..% commission.
E.G.:
U.S. $20 per piece C.I.F NEW YORK
replies as quotation
An expression of thanks for the inquiry
Details of prices and discount A clear indication of the terms of
prices we can offer you these goods at below market price
At cost price//At less than cost At the very special price of On very favorable terms

外贸函电unit four

1. Open the letter by expressing thanks for the inquiry, if any. 2. Explain the details of business conditions, such as name of commodities, quality, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, etc.. 3. End the letter in the way that encourages the inquirers to place an order or give an early reply.
Unit Four Firm Offer & Non Firm Offer(实盘和虚盘)
Difference between firm offer & non firm offer
a firm offer 实盘，是外贸业务用语，一般都规定有效期，即有时间的限制。以下短语和句子都是表示实盘的用语： 1. This offer is subject to your reply here by 5 p.m. our time Friday, October 15. 此盘以你方答复于10月15日星期五，我方时间下午5点到达为有效。 2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 现报盘如下，以你方在10日之内回复为有效。 3. This offer is subject to your reply here within seven days. 此盘以7天内回复为有效。 4. Our offer is firm (valid, good, open) for / till five days. 我方报盘有效期为 / 前5天。

外贸函电-发盘ppt课件

期待对方的订单……）
17
本节要点回顾 1、发盘的概念 2、发盘的分类★ 3、发盘有效的条件 4、发盘（实盘）的写作内容★
预习：如何表述交易条件？
18
谢谢！
19
发盘信函中常用句型
一、感谢对方来信，表示现在可以发盘。 1、We thank you for your inquiry dated July 10 for the
发盘可应询盘要求发出，也可在没有询盘情况下直接发出。
发盘一般由卖方发出。
4
Seller
Inquiry询盘
Offer 发盘
Bid 递盘
Buyer
55
二、发盘的种类（重点）
• 1、实盘 firm offer • 2、虚盘 non-firm offer
6
1、实盘 firm offer
即指有约束力的发盘。是发盘人有确定的订
立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受
（acceptance），发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。
7
一个完整的实盘包括明确肯定的交易条件，还应明确有效期限，并表明发盘为实盘
。例如：
This offer is subject to your reply reaching us within seven days. 此盘以7天内回复为有效。
条件达成交易，虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定，通常使用“须经我方最后确认方才有效”等语句，以示保留。
10
保留条件举例：
1、subject to our final confirmation
以我方最后确认为准

外贸函电英文课件unit4

other side in a certain line, and then present your enquiry.
Specific enquiry
✓ The enquirer usually has ever dealt with the other side and may point out a certain product or commodity he intends to purchase.
Unit 4
International Business English Correspondence
Unit 4
International Business English Correspondence
How to write enquiry letters
How to write a specific enquiry letter ( P20.8 ) a. reasons for enquiry b. asking for terms of payment and other details ( concerning the enquired items at what pricห้องสมุดไป่ตู้, on what terms and in what quantities )
metal sundries 金属制品 Specification; spec. 规格；说明书
Unit 4
International Business English Correspondence
pocket calculator booth; stand —— visit our Stand 23 at Guangzhou Fair be ( the best ) value for money

外贸英语函电课件：Chapter04 Offers and Quotations

3. 转交 pass on... to
Your letter of March 12 has been passed on to us by our sister company in Shanghai.
贵方在3月12日的来函已经由我方兄弟公司转交
4. 兄弟公司 sister company
❖ Subsidiary companies
Specimen 5
P65
Comments
This letter is not so good in conciseness. For example, “This offer is firm subject to your immediate reply that should reach us not later than the end of this month.” It should be changed into “This offer is firm subject to your reply here not later than the end of this month”.
❖ We regret to inform you that we are not in a position to cover you need for the captioned goods.
Useful sentences
❖ Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.Biblioteka Specimen 2 P63

外经贸英语函电Unit 4课件

Business knowledge
Differences between a quotation and an offer
A quotation is a written form response to an enquiry, telling the enquirer the price and other terms of transaction. In this sense, the term “offer” is often used as “quotation” in international trade, today. However there are still some differences between them.
I. Business knowledge ➢ offer & quotation II. Offer/Quotation ➢ Useful words and expressions III. Counter-offers ➢ Useful words and expressions
Unit Four Quotations, offers and counter-offers—ZMC
The L/C is valid up to the end of December. 该信用证有效期至12月末。
The offer is valid for three weeks. 该报盘有效期为三个星期。 validity n. 有效
The agreement shall become null and void
obligation) non-firm offer：虚盘 (offer without engagement /obligation)

经贸英文函电 unit 4 enquiry and reply

Yours sincerely
• Dear Export Department: • Re: Electric Saws
• We are in the market for electric saws. Please provide us with quotes for the goods listed on the enclosed inquiry sheet, giving your prices CFR Jakarta. Please also state your earliest delivery date, your terms of payment and discounts for regular purchases. • Kindly mail us your catalogue and details of your specifications. • We look forward to your early reply. • Sincerely,
按其内容可分为一般询盘generalenquiry和具体询盘specificenquiry一般询盘是买主为了了解情况向卖主索取商品目录本价目单样品或样本等eplies
• Points for attention:
1. 询价或询盘是一种询问。按其内容可分为一
Your prompt reply is appreciated.
Yours sincerely
Dear Sirs, We welcome your enquiry of April 20th, 2009 and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of our products. In order to start a concrete transaction between us, we take pleasure in making you an offer, subject to our final confirmation, as follows: Art. No.: 345 Woolen Glove Quantity: 4000 dozen Packing: In wooden cases Price: RMB 268 per pair FOBC 3% Qingdao Delivery: Within 60 days after receipt of qualified irrevocable L/C Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 60 days before the time of shipment We trust this offer will be acceptable to you and look forward to your order.

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A reply to the order will include:
Express appreciation for the order received; Assure the buyers that the goods they have ordered will be delivered in compliance with their request. It is also advisable for the sellers to take the opportunity to introduce their other products to the buyers; Close the letter by expressing willingness to cooperate or suggesting future business dealings.
key words:
for one's records 供某人存档,供…存查
for one's file file on the Middle East. 这是我方关于中东情况的存档资料.
key words:
order 订单
key words:
reference is made to 提及;涉及;谈及
Reference is made to your Sales Contract No. 123 covering our Order No. 321. Please pack the goods and ship it promptly. We refer to your Sales Contract No. 123 covering our Order No. 321. Please pack the goods and ship it promptly. 提及你方第 123号销售合同下的我方第321号订单的货物,请立即包装并发运.
key words:
confirm the following order with you 确认向你方订购
E.g. We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnut meat. 我们高兴地确认已与你方达成一百公吨核桃仁的交易. We confirm having accepted your offer on the following terms and conditions: 兹确认已按下列条款接受你方的报盘:
Confirmation of Purchase
After several rounds of correspondence, the buyer and seller reach an agreement and conclude the business. The buyer should make a Confirmation of Purchase with several copies, sending one to the seller for countersign. After signing, the seller returns it to the buyer for the buyer's records.
fresh order/new order initial order trial order repeat order to accept an order to confirm an order
key words:
to to to to cancel an order withdraw an order turn down/decline an order fulfill/execute/carry out an order
Unit 4 Ordering
The Definition of an Order
An order is a request for the supply of a specific quantity of goods. It may result from the buyers' acceptance or confirmation of a firm offer made by the sellers or result from the sellers' acceptance or confirmation of a counter-offer made by the buyers. An order is considered accepted only when the exporter confirms the order.
Letter example 2
Dear Sirs,
confirming the deal
Reference is made to exchange of correspondences between us, we confirm having purchased from you 1000 sets of Sanyo Brand-model No. 1233 transistor radio on the following terms: Price: US$55.00 per set CIF Dalian Packing: in cartons, each containing 10 sets Shipment: within 45 days after receipt of the relevant L/C confirming the contents of the order
transit 运输,通(经)过
during transit 在运输途中
Letter example 3
Dear sirs, We have received your letter of April 16 and regret that our counteroffer was refused. As your product "bed sheets" is very much appreciated to our local customers and there is a high demand at our market, we are very desirous of concluding this transaction with you. For the purpose of strengthening our friendship and cooperation, we agree to accept your offer: Bed Sheets US$19.99 per piece CIF Karachi with an order of 500 dozen.
key words:
lest conj. 唯恐,免得
We trust that you will give special care to the packing of the goods, lest they should be damaged. 我们相信你方将对货物的包装给予特别注意,以免货物受损.
We are arranging for the establishment of the relative letter of credit with the Bank of China, Sweden, and shall let you know by fax as soon as it is opened. As we are in urgent need of the goods, we find it necessary to stress the importance of making punctual shipment within the validity of the L/C. An early shipment would be appreciated. Yours faithfully, ****
requesting the seller to give special care to the packing
promising to open the L/C timely
We trust that you will give special care to the packing of our goods lest they should be damaged in transit. The L/C will be opened in your favor on receipt of your Sales Contract, and we shall advise you of the shipping emphasizing the importance of marks in the meantime.
punctual shipment
Emphasis has to be laid on the point that shipment must be made within the validity of the L/C. It may interest you to know that there is a good demand here for transistor radio. If this deal turns out to our entire satisfaction, substantial orders will follow. looking forward to Yours faithfully, placing further orders
Steps in Ordering
Placing an order; Confirming or declining an order.