商务英语函电u5

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世纪商务英语函电与单证unit 5

9. pack v. put things into a box, bundle, bag, etc. 包装 e.g.核桃用双层麻袋包装。 Walnuts will be packed in double e.g.货物可在订货两天内打包发送。 gunny bags. 包装表达常用介词： and delivered within two days of ordering. Goods can be packed packing n 包装 a. in… 用某种容器包装 inner packing 内包装 e.g.货物用木箱包装。 sales packing are packed in cartons. 销售包装 The goods outer packing 外包装 b. in…of…each 用某种容器包装，每件若干 shipping packing 运输包装 e.g.童鞋用木箱包装，每箱10打。 neutral packing 中性包装 Children’s shoes are packed in wooden cases of 12 dozen each. packing instructions 包装须知 c. …to… 若干件装于一件容器内 packing list 装箱单 e.g. 旅行用剪刀用盒装，100盒装于一木箱。 mode of packing 包装方式 Our trip scissors are packed in boxes, 100 boxes to a carton.
The result turns out to be the same as we expected.
7．make clear
澄清，弄清
e.g. 你尽可放心，我们这一方会调查事实澄清你方所抱怨的事由。 make clear sth. You may rest assured that our end will look into the matter to make make it your complaints. clear clear that 澄清，弄清

《国际商务函电双语教程》chapter 5

BACKGROUND INFORMATION
Letter about Rejecting
Letter of rejecting including: Thanks for the orders; Reject the order and explain the reasons; Offer the substitute; Expectation to the reply.
BACKGROUND INFORMATION
But, in international business, as usual practice, after the agreement is made, it is necessary to sign the contract so as to clarify both parties’ rights and obligations in written form. The business contract has two main functions: firstly, it proves rights and obligations, especially for some deal made in oral. Secondly, it acts as regulations of transaction during the implement of transit.
with you in the near future. Our usual terms of payment are D/P 60 days and we hope they
BACKGROUND INFORMATION
Letter about Order
Origin and material; Weight, dimensions, color and pattern; Packing and marking; Terms of payment; Delivery requirements, including place, date, mode of

外贸英语函电Unit Five

is obviously out of line with the prevailing market, as other buyers in your neighboring countries are buying freely at our quoted price. Moreover, the market has an upward tendency after a financial crisis, and therefore is very little possibility of the goods remaining unsold if you do not accept the offer as soon as possible.
还盘（Counter Offer）又称还价，在法律上称为反要约，是指受盘人收到发盘后，经过比价，对发盘的内容不同意或不完全同意而提出的修改、限制或添加的建议。还盘可以还价格，也可以对交易的其他条件提出不同意见。一笔交易，有时不经过还盘即可达成，有时却要经过还盘，甚至往返多次的还盘才能达成。
We do not deny that the quality of your products is slightly better than that of others, but the difference in price should not be so big. To step up the trade, we counter offer as follows, subject to your reply reaching here by 5p.m our time, Sep 15:
learn that you consider our price for the plate sheets too high.

《商务英语函电教程》Unit 5销售推广

2) In the second part:
① Providing additional information, such as an introduction to new products. ② Offer some preferential terms to motive the recipient‟s desire. ③ Gently urge the recipient to take the next step in negotiating a sale.
Enclosed is our price list and full sales promotion literature for your reference. We deem it to your benefit to push the sales of our products in your market. And we are prepared to give a quantity discount of 10% if your order exceeds 300 sets. We recommend you to take advantages of the enclosed order form in case you wish to make an immediate order.
Guidelines for writing
The common structures of both sales letters and follow-ups are composed of three essential parts. 1. Structures and points in writing sales letters To accomplish the AIDA aim as mentioned before, the following rules should be observed at the same time in sales letter writing. 1) In the first part, catch the reader‟s interest or refer to an inquiry or a previous communication. 2) In the second part, ① introduce new selling points, such as the good quality of products or the best service from the company.

商务英语函电实训 Unit (5)

Unit 5 Enquiry
Useful Expressions
Unit 5 Enquiry
Please quote us for the goods listed I enclosed inquiry sheet giving your prices CIF Jakarta.
Please quote us your lowest price CIF Hamburg for ten MT of walnut meat. Please quote us FOB London for 100 reams of good quality white poster paper. Please quote us your most competitive prices in order to consummate business. Please quote us your lowest price for fertilizers.
Useful Expressions
Unit 5 Enquiry
Please quote us your best price and let us know the minimum quse make us an offer on CIF Hong Kong bases for hand made leather gloves. Please make us an offer giving your price FOB New York. We have already made an enquiry for your articles please make an offer before the end of this month. I would like to make an enquiry about this type of leather bag.

商务英语函电u5(2)

商务英语函电
Business English Correspondence
UNIT 5
Business Contracts and Orders Ⅱ
导入
信文1
新授课信文2
信文3 练习一
课堂练习练习二
练习三
课后作业
知识补充
讨论：确认订货的业务思路及信的结构安排。
a. 确认订货的业务思路：一是制定销售合同或销售确认书、订单、购货确认书或者购货合同，寄给对方会签时附上一封短的成交信，对方收到后回信（确认订货信）认收确认并签回一份合同。二是用函电确认。 b. 确认订货信的结构安排：要注意重复对方合同中的主要内容（特定商品名称，包括货号或目录编号、质量要求和规格、订购数量、价格及价格条件等），告知收到或寄去的合同编号，强调支付货款要求，表达对寄去合同予以会签的愿望等。
课堂练习P73. Vocabulary review
EXⅠ （Sales Confirmation）注解
A. We hereby confirm having sold to you the following goods on terms and conditions as stated below:
（3）课堂练习Vocabulary review P81
ExⅠ
1. 关于：h 近一个月没有新货源：d
2. 取消订货：c 3. 记住你们的订货：f 4. 要了解我们（已满）：b
接受新的订单：i
Ex Ⅱ
1. 以防你们对我们其他现货赶兴趣，随函寄去一本最新商品目录供你们详阅：In case you are interested in any other items in our stock, we enclose a copy of our latest catalogue for your perusal

新编商务英语函电第五单元 Counter-Offers and Replies

Company Logo
Recipient’s information:
Recipient’s name: Mr. Rashid Suzan (Manager of purchase department) Company: Sun Group Incorporation Address: No.1 Industry Road, Jakarta, Indonesia 500195 Telephone: 0031-47-26507331 Fax: 0031-47-26507332 E-mail: rashidsu@ Status: “Sun Group” is considering to place the purchase order with “Yong Ming” due to its reputation and the quality of product while still looking for a further price cut as there are many other candidates offering a much lower price.
We are glad to receive your letter of July 3, 2008 offering us six sets of water turbines at USD35,000/set CFR Sedan. However, your price is at least 10% higher than
downturn. After studying your experience and quality carefully, we would like to suggest you to reduce your price by 5%. Your acceptance to the price cut will help us greatly to finalize the order.

高教社2023国际商务英语函电教学课件chapter 5

Dear Sirs
We have received a letter from the Auto Engineering Co., Ltd. in Nigeria, expressing their desire to enter into business relation with us on condition that we allow them a standing credit of USD50, 000 to start business. As stated in their letter, their reference is the National Bank of Nigeria, Ibadan.
future.
We hope you will agree to allow us open account facilities with, say, quarterly settlements. This arrangement would save us the inconvenience of making separate payments on Invoice.
We should be very pleased if you would assist us in this respect, and we can assure you that any information you may give us will be treated as confidencial.
information request Promising
Yours sincerelyYours sincerely
Replies to Credit Requests
• replies

国际商务函电第五章Unit05 Firm Offers

Unit Five Firm Offers (实盘)
New Words & Expressions
10. commission n. 佣金百分之几佣金 a commission of …% 或 …% commission 你方/我方百分之几佣金 your/our commission of …%或your/our…% commission 两笔或几笔佣金 two or several items of commission This offer is inclusive of your 5% commission.=This offer(or price)includes your 5% commission. 此盘(或价格)包括你方5%的佣金。
Unit Five Firm Offers (实盘)
Sample Letter Ⅱ
敬启者：感谢贵方5月9日对拳击手套的询盘。兹复，我方根据每一个20英尺集装箱整箱装向贵方报盘，以贵方接受不晚于5月20日到达我处为有效。商品品名：拳击手套商品货号：ST005 规格：按照附在此信后的目录包装：纸箱装，每盒1打，每箱8盒。价格条件：广州装运港船上交货价单价：每盒8.5美元数量：最低购货量2400打交货装运条件：每一个20英尺集装箱装140箱，7月31日前交货。付款方式：装运前30天开立保兑的、不可撤消的即期信用证。不言而喻以上价格是净价，不含佣金。但商品订购数量超过 3000打，则我方可给5%的折扣。由于经久耐用和和竞争性的价格，我方的产品在世界上享有独特的声誉。我方建议贵方立即订购，以便我方保证供货，贵方也不会失去机会。我方已经另行邮寄给贵方各种尺码的样品及贵方索要的小册子。我们希望贵方与我方试订货。期待贵方速复。谨上

外贸英语函电课件unit5

示例1
Dear Sirs,
We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your price too high.
Structure of the Counteroffer
1.
2.
3.
4.
Open the letter by thanking the recipient for his offer. Decline the original offer by providing the recipient with detailed and reasonable reasons. Put forward the desired business conditions and try to persuade the recipient to accept them. Close the letter by expressing expectations for a favorable reply.
Unit 5 还盘 Counter-offers
学习目标

熟悉还盘和回复还盘信函的写作步骤熟悉还盘和回复还盘信函的写作原则掌握还盘和回复还盘信函的常用句式

A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. The buyer may show disagreement to the price, or the packing, or the shipment and state his own terms instead.

实用外贸英语函电教程unit five Enquiries and Replies

Unit Five
❖Enquiries and Replies ❖询价与答复
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Brief Introduction（业务简介）
❖ 询盘就是买方或卖方对信息的要求（向贸易对方要求获得信息）。询盘不具有法律约束力。
❖ 对询盘的答复应当迅速、彬彬有礼，要包括所有询求的一切信息。
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ቤተ መጻሕፍቲ ባይዱ
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Specimen Letters（信函样例）
❖ Letter 1. An Enquiry for Iron Nails (关于铁钉的询盘) 见P76
❖Letter 2. An Enquiry for Fountain Pens, Ball Pens, Pencils (关于钢笔、圆珠笔、铅笔的询盘)
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❖Letter 6. The Seller’s Sending the Catalogue (卖方寄送商品目录) 见P78-79
❖Letter 7. Air Transport the Sample and Telling the Prices (空运样品并告价格) 见P79
❖ 见P76-77
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❖Letter 3. A “First” Enquiry (初次询盘) 见P77
❖Letter 4. A Reply to Letter 3 (对信件3的回复) ❖ 见P77-78
❖Letter 5. The Buyer Asking for Catalogues and Offer （买主要求寄送商品目录并报价）见P78

函电课后答案第五单元到第八单元

新编商务英语函电练习答案Unit 5 Quotations, Offers and Counter Offers1. Put the following terms or phrases from English into Chinese or vice versa.(1) 市场调查(2) 做出让步(3) 有效期(4) 利润空间(5) 对……具有约束力(6) 实盘(7) a reduction of 7% (8) copy(9) to ship on time (10) trial order(11) to reach an agreement (12) to put forward a proposal2. Fill in the blanks of the following letters with the words given below, and change the form when necessary.1 pleased2 acknowledge3 commodity4 follows5 payment6 shipment7 arrival 8 expand9 discount 10 minimum3. Rearrange the following sentences in logic order to make them a perfect letter.The rearranged order:1(3) 2 (5) 3 (1) 4 (2) 5 (4)4. Translate the following letter into English.Dear Sirs,We thank you for your inquiry of October 29 and are pleased to know that you are willing to enter into business relations with us. At your request, we make you an offer, subject to the receipt of your reply before November 24, 2006, as follows:Commodity: “Showner” brand men’s pajama Quantity: 30,000 piecesPrice: US$ 40.00 per piece, CIF MilanPayment: By a confirmed, irrevocable L/C payable by draft at sightShipment: since January 2007I am convinced that the above quotation can meet with your request. The market price will be go up, therefore it is beneficial for you to place an order earlier.Hope that we can receive you order soon. Yours faithfully,5. Translate the following letter into Chinese.史密斯先生：感谢您2006年10月6日来函询问我方BNT-3电锯产品。

外贸函电 Unit 5

Introduction
An order should at least contain the following points:
1. description of the goods, such as specification, size, quantity , quality and article number (if any); 2. prices(unit prices as well as total prices); 3. terms of payment; 4. mode of packing; 5. time of transportation, port of destination and time of shipment etc. .
Language Points
place an order 事由：名牌运动鞋下订单
Re: Brand Name Shoes be shipped from stock
out of stock 缺货
现货装运
in stock 存货
Language Points
sales confirmation in accordance with partial shipment transshipment S/C 根据，按照
1. We would like you to open an irrevocable L/C against draft at sight in our favor within one week. 2. Enclosed please find our signed copy of Purchase Confirmation.
Introduction
The following structure can be for your reference in placing an order:

商务英语函电 YB_U5_WORD

SENTENCE
apply (L.29)
v. (~ to sb. for sth.) to make a formal request for sth. such as a job, a place in a university, or permission to do sth. e.g. He applies to the consul for a visa.
SENTENCE
handle (L. 26)
vt. to manage, deal with, or be responsible for
e.g. Leave it to me. I can handle it.
Most customers were satisfied with the way their complaints were handled.
SENTENCE
campus (L.18)
n. (on/off ~) the grounds of a university, college, or school
e.g. It’s difficult to get rooms around the campus nowadays. Everything on the campus of our college is doing well.
Brainstorming
1 你离开期间谁照顾你的狗？
Who’s taking care of the dog while you’re away?
2 史密斯先生负责销售和宣传。
Mr. Smith takes care of marketing and publicity.
SENTENCE
encounter (L.11)

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【课题】UNIT 5 Business Contracts and OrdersⅠ【教材版本】闫兴伯黄宪西.中等职业教育国家规划教材——商务英语函电（国际商务专业）.第二版.北京：高等教育出版社，2006【教学目标】知识目标：熟记本单元（商务合同和订购）的常见词汇和句型。

能力目标：1. 了解并掌握订购的业务思路和信的结构安排。

2. 能看懂并正确书写订购的书信。

【教学重点、难点】教学重点：能看懂并正确书写订购的书信。

教学难点：能看懂并正确书写订购的书信。

【教学媒体及教学方法】制作PPT。

演示法、讲授法、分组讨论法。

【课时安排】2课时（90分钟）。

【教学过程】第一环节导入1. 复习上个单元所学的国际贸易术语。

2. 学生讨论问题：（见PPT）What does an order letter usually include?重述所订购货物的主要条件：商品名称（如有货号或目录编号也列出），质量要求和规格，订购数量，价格及价格条件、总额等。

根据需要还可能提出付款方式、供现货等其他条件。

第二环节新授课1. Pre-Study（1）Terms to LearnA. 教师带读，学生跟读P65-P68的常见词汇。

B. 学生理解并熟记这些单词和表达方法。

（2）Useful SentencesA. 教师带读，学生跟读本单元的常用句型。

B. 学生理解并熟记这些表达方法。

2. Placing an Order（1）掌握订购的业务思路及信的结构安排（见PPT）A. 如何有效办理订购业务？买方发出订购信，寄出订单、购货确认书或购货合同，要求卖方按上面所列出的条件供货，要求卖方签回一份，就是对自己订货和对卖方报盘的确认。

B. 无论哪种形式，对所订购货物的要求必须完整、准确、清楚。

C. 开头句或开头段。

订购信首先买方感谢卖方报盘，表明愿意订购某商品；其次是关于寄出订单、购货确认书或购货合同的通知信；除此之外，还需提到寄出的有关合同。

D. 结尾句或结尾段。

强调希望卖方尽快会签、发货等愿望。

（2）帮助学生读通和理解信文。

（NOTES见PPT）A. purchase order 缩写成“PO”，订单。

类似的表达还有：order, order form等。

B. Re: Brand Name Shoes 事由：名牌运动鞋类似的表达还有：Subject: Brand Name ShoesC. … be shipped from stock. …现货装运类似的表达还有：… be supplied from stock / be available from stock /have sth. in stock / have a stock in sth.D. sales conformation 缩写成S/C，销售确认书，文件由卖方提供。

类似的表达还有：sales contract 销售合同purchase confirmation 购货确认书，文件由买方提供。

类似的表达还有：purchase contract 购货合同E. in accordance with 按照；依据类似的表达还有：on the understanding that; on the condition that; on the terms; on the basis of;based on; complying withF. by sight L/C 以即期信用证支付。

即by L/C available by draft at sight（3）学生完成课堂练习P69. V ocabulary review1-2 （参考答案见PPT）Homework1.抄写并熟记本单元的常见词汇和句型。

2. V ocabulary review 33. P70 Writing PracticeUseful Information:Order: If an importer is satisfied with the products offered by a foreign supplier, he will place an order with him for these articles. An order is an offer to buy, which is not legally binding until it is accepted by thesellerThe points in an ordera. the buyer’s name and addressb. the order number and its datec. the descriptions of the goods, quantity, unit prices, article numbers, total amountd. the port of destination, the mode of packing, the time of shipment and the terms of payment, etc.【课题】UNIT 5 Business Contracts and OrdersⅡ【教材版本】闫兴伯黄宪西.中等职业教育国家规划教材——商务英语函电（国际商务专业）.第二版.北京：高等教育出版社，2006【教学目标】知识目标：熟记本单元（确认订货、续订业务以及不能供货）的常见词汇和句型。

能力目标：1. 了解并掌握确认订货、续订业务以及不能供货的业务思路和信的结构安排。

2. 能看懂并正确书写确认订货、续订业务以及不能供货的书信。

【教学重点、难点】教学重点：能正确书写确认订货、续订业务以及不能供货的书信和形式发票。

教学难点：能正确书写确认订货、续订业务以及不能供货的书信和形式发票。

【教学媒体及教学方法】制作PPT。

演示法、讲授法、分组讨论法。

【课时安排】2课时（90分钟）。

【教学过程】第一环节导入1. 复习：如何有效办理订购业务？2. 学生讨论问题：确认订货的业务思路及信的结构安排。

（见PPT）a. 确认订货的业务思路：一是制定销售合同或销售确认书、订单、购货确认书或者购货合同，寄给对方会签时附上一封短的成交信，对方收到后回信（确认订货信）认收确认并签回一份合同。

二是用函电确认。

b. 确认订货信的结构安排：要注意重复对方合同中的主要内容（特定商品名称，包括货号或目录编号、质量要求和规格、订购数量、价格及价格条件等），告知收到或寄去的合同编号，强调支付货款要求，表达对寄去合同予以会签的愿望等。

第二环节新授课1. Sending a Sales Confirmation（1）帮助学生读通和理解信文。

（见PPT）A．开头句或开头段。

确认信应重复收到对方有关合同的编号、成交商品的名称（如有货号或目录编号也列出）、质量要求和规格及订购数量等，并签回一份合同请求。

B．结尾句或结尾段。

表达希望买方再订货、尽快办理货款支付手续等愿望。

C．book your order 接受你们的订货；卖给你们…类似的表达还有：accept /enter/confirm sb.’s order注意区别：book/confirm an order with sb. 向某人订货D．You may rest assured we will effect prompt shipment upon receipt of the L/C.你尽可放心，我们一收到信用证，就会即期装运。

be (may) rest assured that…对……尽可放心prompt shipment 即期装运partial shipments 分批装运upon receipt of 收到（2）课堂练习P73. V ocabulary review（Sales Confirmation）注解（见PPT）A. We hereby confirm having sold to you the following goods on terms and conditions as stated below:确认按下列条款售予你方下列货物：B. Say United States Dollars Two hundred thirty-five thousand five hundred and sixty-six only.计贰拾叁万伍仟伍佰陆拾陆美元整。

C. To be effected by the seller for 110% of order amount against All Risk and War Risk as per and subjectto the Ocean Marine Cargo Clauses of PICC (the People’s Insurance Company of China)dated 1/1/1981.由卖方按订单金额的110%投保一切险和战争险并按照中国人民保险公司981年1月1日的海运货物保险条例条款办理。

D. The buyer shall open through a bank acceptable by the seller an irrevocable sight Letter of Credit toreach the seller by the end of April 2005 valid for negotiation in China until the 15th after the date of shipment.买方应通过卖方可接受的银行于2005年4月底前开立不可撤消的即期信用证，于装运日后15天在足够议付到期。

2. Booking a Repeat Order（1）掌握续订业务思路和信的结构安排。

（见PPT）A. 什么是办理续订业务？买卖双方建立业务关系后，如果买方对以前订购过程的业务往来及卖方所供货物满意，感到对方的诚信度高，需要再购货时，通常去信与对方联系订货。

B. 在续订信中，要重申按照前订单条款，说明继续订货的名称、数量及其补充要求。

C. 区别“Repeat Order”（续订订单）与“Duplicate Order”（重复订单）“Duplicate Order”：续订的订单除了装运期与原订单的不同外，价格、数量甚至详细规格等其他一切条件完全相同。

否则，称为“Repeat Order”。

D. 开头句或开头段。

续订信首先要表达对上次订货的满意和续订某货物的意愿。

E. 结尾句或结尾段。

向对方提出给与关注的要求：尽早发货、提供可供现货的规格及细目表。