商务英语函电Lesson4
商务函电Unit 4
Letter 6
Reply to an Importer
4.urge “竭力推荐或力陈某事物” 竭力推荐或力陈某事物” 竭力推荐或力陈某事物
urge sb. to do sth. 劝告某人做某事
5.as… as possible —asap
“尽可能 地” 尽可能…地 尽可能
e.g. You must finish your work as soon as possible.
Letter 1
An Enquiry for IBM-Compatible PCs
3. terms of payment “支付条款，支付方 支付条款， 支付条款
式”
4. Should your computers be of good quality and…
Should用于 / in case 后 ， 可以省略 / in 用于if 可以省略if 用于 case，将主语与动词倒置，表示“万一” ，将主语与动词倒置，表示“万一” e.g. If you should change your mind, do let me know. =Should you change your mind, do let me know.
书”
7. in advance “提前，预先” 提前， 提前 预先” e.g. The rent must be paid in advance.
Letter 5
Reply to the Enquiry from a Customer Abroad
1.enclosed please find… “随信附上 随信附上…” 随信附上 = We enclose… e.g. Enclosed please find three copies of our latest catalog. 2.draw one’s attention to “让某人注意 让某人注意…” 让某人注意 e.g. She drew my attention to an error in the report.
unit 4商务英语函电
Unit 4 counter-offer1.we regret that……2.we regret to say/state that…….3.we note/find with regret that…4.much to our regret5.we feel/are sorry/regretful that…e to terms/business 达成协议，成交7.close a deal/bargain 达成协议，成交8.reduce…by (reduce\decline\cut) 降低了…..9.reduce…to 降低到….10.make are reduction of 降低…..11.declining market 行情下跌的市场，市场疲软12.strengthening/advancing market 行情上升的市场，市场活跃13.weak market 行情下跌的市场，市场疲软14.strong/active market 行情上升的市场，市场活跃15.direct your attention to 着眼于…16.prices are fixed on a reasonable level 价格定位合理17.prices are in line with the current/ prevailing market level 价格与现行市价相符合18.prices are out of line with current/ prevailing market level 价格与现行市价不相符合19.prices (can’t) match/ match up to the current market level 价格与现行市价（不）相符合20.prices are favorable/ workable/ acceptable/ reasonable/ suitable/ competitive 价格优惠/能做的开/接收/合理/何时/具有竞争性21.prices are unfavorable/ unworkable/ unacceptable/ unreasonable/ unsuitable/uncompetitive22.see one’s way clear to do = be able to do = be in a position to do 能够做….23.with a view to doing = in order to do 为了…24.in view of 鉴于25.cover (the increasing) cost 弥补上升的成本26.cover the rise in the cost 弥补上升的成本27.freight cost 运输成本bor cost 劳动力成本29.export cost 出口成本30.increase in freight rate 运费的上升31.increase/ rise in price 价格的上升32.reduction in price 价格的降低33.request for lower price 降价的要求34.request for reducing price 降价的要求35.ask for lower price 要求降价36.in reply 此复37.reply to the letter of April 6 回复4月6号的信38.in this case 在这种情况下39.persuade our customers to accept your prices 劝说我们的顾客接受你们的价格40.even though/ if 即使41.be prepared to do 愿意做….42.prepare to do 准备做…43.result in = lead in 导致44.result from 由于，源自45.market share 市场份额46.market share with great profit 高利润的市场份额47.decline price reduction 拒绝降价48.meet the competition 与其他报价竞争pete with other dealers 与其他经销商竞争50.point out 指出51.make the profit margin thin (thin, narrow, small, little, low) 使利润薄52.leave sb with thin profit margin 留给…薄利润53.bring sb thin profit margin 带给…薄利润54.include thin profit margin 包含薄利润55.sb earn thin profit margin 赚取薄利润56.recommend sb sth 推荐某人某物57.on the recommendation of 在…推荐下58.take A as a substitute for B 用A代替B59.substitute A for B 用A代替B60.replace B by/ with A 用A代替B61.be similar to 与…相似62.the same as 与…相似63.take/ have/ catch/ lose the opportunity to do 利用/拥有/抓住/丢失机会去做…64.make concession on price 做出降价让步65.consider sth = take sth into consideration 考虑某事66.be anxious to do 急切希望做….67.be anxious about/ for sth 担忧….68.meet you half way 折中处理69.agree with sb 同意某人70.agree to do sth 同意做某事71.agree on sth 对…达成协议72.refer to 谈论，涉及73.take effect = affect = put… into practice 生效74.sudden rise/ increase 突然上升75.continual rise/ increase 持续上升76.steady rise/ increase 稳定上升77.frequent rise/ increase 频繁上升78.sharp rise/ increase 急剧上升79.economies in the directions 周边的经济80.stand firmly in the market 站稳市场81.on the earliest date 早日。
商务英语函电第四章
4. valid adv. 有效的，确定的 类似的有：good, open 或 valid This offer remains valid/firm until the end of this month. 该报盘保留于月底有效。 We are prepared to keep our offer open until the end of this month. 我们准备保留报盘到月底有效.
Regards, Arne Jense
Hong Kong Ltd. Purchasing Shenzhen Office: 5th Floor, Block C,F 3.8 Building Tianjing Tianan Cyber Park, Jiansha District Shenzhen, China [t] +86-987654321
1. sample n. 样品 通常需要技术部确认的样品有: 初样(头样) initial sample，proto sample 尺寸样measurement sample/size sample 确认样confirmation sample 产前样pre-production sample 大货船样production sample 此外还有testing sample, fit trial sample 试 穿样，counter sample回样等。
Chinese version of the letter： （A）
（A）要求提供样品 艾丽西亚： 我们对你方的人字拖鞋很感兴趣。 请报数量10,000/50,000/100,000 双拖鞋的价格。 可否提供2双拖鞋用于测试？如果可行，请由顺丰快递 寄上每款规格4码的样品2双，邮费预付。 TRF081174 TRF081175 TRF081150 TRF081175 TRF081176
《商务英语函电》第四章
首次订单 新订单
trial order
试订单
repeat order
续订单
duplicate order
重复订单
place an order with sb. for sth.
carry out /execute /fill /fulfil an order
accept an order
向某人订购某物 执行订单 接受订单
An order or a letter
placing an order
Article Number Specifications
Quantity Quality Unit Price & Total Value Shipment Packing Payment Insurance Order Number and Date Names and Addresses of Both Parties Other Specific Conditions
Practice
I. Translate the following expressions from English into Chinese:
1. first order 首次订单
3. Item No. 货号，产品标号
5. be up to 符合，达到
2. proforma invoice 形式发票
• Dear Sirs, • Tennis Rackets • Thank you for your quotation of December 20 for the ___s_u_b_j_e_ct___
goods. Both the quality and the prices you offered are __a_c_c_e_p_ta_b_l_e_ and we decide to order 3,000 pieces ____f_r_o_m____ you as per the particulars ___e_n_c_lo_s_e_d__.
《商务英语函电教程》Unit 4发出要求与拒绝邀请
Guidelines for Writing
1. A letter of offer or quotation
A letter of offer or quotation is usually composed of the following three parts: (1). An expression of thanks for the enquiry, if any; (2). Details of the goods, prices, discounts or commissions, terms of payment, the time of delivery, the time period in which the offer is valid; (3). An expression of the offer will be accepted.
A firm offer will include the following:
a. An expression of thanks for the endities, quality, quantity, and specifications; c. Details of prices, terms of payment, commissions, or discounts, if any; d. Packing and date of delivery; e. The validity of the offer; f. An expression of hope that the offer will be accepted. (optional)
In practical international business, there are two kinds of offers:
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
商务英语函电第四章
and followers Goodwill
The History and Development of Business English
Response
Origin
Business English Correspondence can trace its roots back to the development of the English language and the emergence of international trade
02
Writing Skills for Business English
Response
Writing Principles
Accuracy Brevity Clarity Courtesy
Ensure that all information you provide is accurate and precise Do not use approximations or guides
Use active voice
Use the active voice to make your writing more consensus and direct Avoid using passive voice unless necessary
Organize your thoughts well
Use of formal meetings and closures
Knowledge and recommendation of business partners' work
Official Language
Use of personal language to maintain a formal tone
《商务英语函电教程》Unit 4发出要求与拒绝邀请
Specimen Letter-1 (An Offer based on Enquiry) SHENZHEN NEW CENTURY TRADING CO., LTD
Rm 818, 3 Building Ease, SEG Science & Technology Park
Huajiang North Road, Shenzhen, China 518028 E-mail:Helen@ Tel: 86-755-30113998 September 30, 2007 The NILE TRADEING CO., LTD 161 Pyramid Street Alexandria.Egypt Dear Sirs, Replying to your enquiry of May 13 for a supply of our crockery, we are pleased to quote as follows: Teacups ＄56 per hundred Tea Plates ＄40 per hundred Teapot, 1-litre ＄3 each
These prices include packing and delivery, but crates are charged for, with an allowance for their return in good condition. We can deliver from stock and will allow you a discount of 5%, but only on terms ordered in quantities of 500 or more. In addition, there would be a cash discount of 2% on total cost if payment were made within two months from date of invoice. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Yao Da-ming
国际商务函电课件4
Unit 4 Offer and Counter-offer
Unit Four
Offer and Counter-offer
I. Aims and requirements
1. To enable students to know what offer and counter-offer are and the differences between them
2、Kinds of offer
(1)firm offer
A firm offer is a definite promise to sell and the terms in the promise will not be changed if it is accepted by the buyer within the validity time.
2. To help students to learn and master key words, phrases and sentence patterns about offers and counter-offers
3. To help students to learn and master how to write a business letter about offers and counter-offers
外贸英语函电Lesson 4
Lesson 4Offers一、含义报盘又称发盘，是商业交易磋商中买卖双方必经的过程。
通常是一方先向另一方提出某种交易条件（如：上平名称、数量]规格、交货期以及付款条件等），而另一方愿意接受此条件，即交易合同成立。
在国际业务中，报盘分实盘和虚盘两种。
实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作任何修改。
虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。
一般来讲，quotation and offer 都当报价讲，但是quotation 是指报价，没有实盘和虚盘之说；而offer 可以是firm offer or non-firm offer.Firm offer 是发盘人按其提供的条件已达成交易目的地明确表示，具有法律效力。
受盘人（offeree）一旦在有效期限内接受实盘中的内容和条件，发盘人就无权拒绝售货。
一项实盘必须具备以下内容：发盘的内容和词句必须肯定，不能用about, reference price（参考价）等模棱两可的词。
发盘的内容明确完整，其内容应该包括quality, quantity, packing, price, shipment, payment and validity, etc.发盘中不能有保留条件，如：以我方最后确认为准（subject to our final confirmation）或以货物的未售出为准（subject to goods being unsold）。
虚盘是发盘人所作的不肯定交易的表示。
凡不符合实盘所具备的上述三个条件的发票，都是虚盘。
虚盘无须详细的内容和具体条件，也不注明有效期。
它仅表示交易的意向，不具有法律效力。
出现下列一类，皆视为虚盘：Without engagement.（不符任何责任）Subject to prior sale. （有权先售）All quotations are subject to our final confirmation unless otherwise. （所作报价，除特别注明外，须经我方确认后才能生效）Our offer is subject to approval of export license. （出口许可证准许签证，我方报价才有效）报价一定清楚、完整、具体。
外贸函电unit4参考资料
Unit 4 Enquiries and Replies【Unit objectives】Upon completing this unit, you will be able to write enquiries and replies to enquiries effectively. To achieve this goal, you should be able to1)Understand essential qualities of effective enquiries.2)Write clear, well-structured requests for information.3)Write direct, courteous and helpful answers to enquiries.【Background information】International business negotiation involves four stages: enquiry, offer, counter-offer and acceptance. Among them, offer and acceptance are the two necessary stages which are required for the conclusion of a sales contract.Business negotiation usually begins with enquiry. Enquiries are usually made by the buyer, enquiring the seller about the terms of a sale, such as quality, price, delivery time, terms of payment and other terms, and/or making requests for catalogues and samples of the goods. A seller may also initiate the negotiation by making an enquiry to a buyer, stating their intention of selling a certain kind of goods according to the stated terms and conditions.An enquiry is binding neither on the seller nor on the buyer no matter who makes the enquiry. But it is advisable for the receiver of the enquiry to reply promptly with in a polite and helpful way.【Tips for writing effective enquiries】★Enquiries should be brief, clear, specific, courteous and reasonable.★Begin directly with the objective – a request for specific information, including specifications, prices, quantity, terms of payment and delivery time, etc.★If two requests are involved and the second one is going to cost the reader more, make the second request in a tactful way by using formal expressions such as “It would be very helpful if you could…”or“We would find it more helpful if you could …”.【Tips for writing effective replies to enquiries】★Replies to enquiries should be prompt, friendly, complete and helpful.★In reply to an enquiry, begin with favorable answers. When two or more requests are involved, begin by answering one of them – preferably the most important. ★Skillfully handle the unfavorable responses by placing bad news in the middle of the message rather than at beginnings and ends, and giving necessary explanation before the bad news so as to prepare the reader for the negatives.★I n case the goods enquired for are not available, introduce other products as substitutes.★Introduce other products you handle to broaden the buyer’s interest.★End with goodwill.【Group Work】Read the following enquiry and have group discussions about the following questions:1.Do you think it is an effective enquiry? Why/ Why not?2.What could you do to improve it? Please try to rewrite it.【Sample letters】Letter 1 First enquiry from the buyerDear SirsWe have your name and address from the Commercial Counselor’s Office of the Chinese Embassy in U.S.A. We are interested in hand-made gloves in a variety of genuine leather. There is large demand in our area for gloves of high quality and good prices can be obtained. (Say how you obtained the reader’s address and describe your interest, giving the reader an incentive to reply.)Will you please send us a copy of your catalogue and price list for gloves, with details of your prices and terms of payment? We would find it more helpful if you could send us a set of samples of the various leather of which the gloves are made. (State the enquiry – two requests. The second request is going to cost the reader more, so it is made tactfully.)Yours faithfullyLetter 2 Reply to Letter 1Dear SirsWe thank you for your enquiry of June 20th. We sent you today by separate post a copy of our illustrated catalogue and price list for gloves, with samples of some of the skins we regularly use in our products. (Acknowledge the enquiry and state what action you are taking to be helpful. Make favorable response first. )As such skins as chamois and doeskin are not available now, we cannot send you a full range of samples, but you may take it that these skins are of the same high quality. (Place unfavorable response in the middle of the message. Explain why you have not been able to meet the second request in full.)Mr. Zhang, our sales representative, will visit you next month. He has with him a full range of our goods. After you have examined our products, you will agree that the quality of the materials used and the high standard of craftsmanship will appeal to the most selective buyers. (Add details of a follow-up action and give favorable comments on the goods.)We also make a wide range of hand-made leather handbags in which you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr. Zhang will show you the samples. (Broaden the reader’s interest in handbags, hoping to sell additional products.)We look forward to your order. (End with an expression of hope.)Yours sincerelyLetter 3 An enquiry from the sellerDear Sir or Madam:Enclosed is a brochure of the latest designs of our handbags. They are for western customers and we believe these goods will be popular in your market.We can supply you with any of these goods in four weeks but we cannot promise anything definite beyond that period because of the heavy demand for them.On orders for more than 10000 pieces we would allow a special discount of 5%.We look forward to your specific enquiry.Yours faithfullyLetter 4 A specific enquiryDear SirsWe have received the catalogue and samples for your tableware. We would like to have your lowest offer on the terms and conditions stated below:Name of the Commodity: Stainless Steel TablewareQuantity: 5000 setsPrice Term: CIF KobeTerms of Payment: By irrevocable Letter of Credit payable at sightTime of Shipment: June/July, 2009We hope you will reply soon.Yours faithfully【Useful expressions】(1) to take/have interest in …:“We take interest in your canned goods and wish tohave the catalogues.”(2) to be interested in …: “We are interested in bicycles of various sizes and pleasesend us a copy of your illustrated catalogue with details of the prices and terms of payment.”(3) to enquire for …: “A client of mine enquires for 100 cases of Black Tea.”(4) to make/send enquiry fo r…: “Upon receipt of your catalogue, we will makeenquiry for the items which are of interest to us.”(5) to have an enquiry for …: “We have an enquiry for 50 tons of chemicalfertilizer.”(6) to send one’s quotation for …: “Please send us your best CIF quotation forsewing machines.”(7) to state terms of payment and …: “When quoting, please state t erms of paymentand time of delivery.”(8) to send sb. particulars of …: “We have seen your advertisement in China’sForeign Trade. It would be helpful if you will send us particulars of bed sheets and pillowcases.(9) to allow sb. a special allowance (discount) on/for…:“Will you please allow us aspecial allowance on annual total purchase of above USD5,000,000.00?”(10) to welcome one’s enquiry:“We welcome your enquiry of May 26th, 2008 andthank you for your interest in our products. We specialize in this line of business.”(11) to thank sb. for one’s enquiry for…: “We thank you for your enquiry of Feb. 2.W e are in good connections with the best manufacturers in the country.”(12) to enclose a catalogue and a price list: “We enclose our catalogue and a pricelist giving details you asked for.”【Group work】Read the following enquiry and have group discussions about the following questions:1. Do you think it is an effective enquiry? Why/ Why not?2. What could you do to improve it? Please try to rewrite it.Dear SirsYour letter has been received with thanks and we have the pleasure of learning that you are exporters of Chinese Silk Piece Goods. Your intent to establish business connections with us happens to coincide with ours. At present, we are interested in Crepe Georgette and please send us details of your various ranges. We also need a full set of cut samples. When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100000 yards of each item. Prices quoted should include insurance and freight to London.Yours faithfully题目02.交易磋商, 04.单据题, 第2/2题标题Enquiry描述Directions: You are Arthur Grey & Son Ltd. who is in the market for table-cloths. Now you need to send an enquiry to Shanghai Textiles Import and Export Corporation with the following details:1) stating how you have come to know Shanghai Textiles Import and Export Corporation;2) making an enquiry for their table-cloths;3) giving an introduction to yourselves;4) making a request for some samples.April 5,2012Shanghai Textiles Import and Export CorporationShanghaiChinaDear Sirs,We learn from the Commercial Counsellor's Office of our Embassy in your country that you are large exporter of table-cloth.We would like you to send us details of your various ranges,including sizes、colors and prices,and also samples of the different qualities of material used.We are large dealers in textiles and believe there is a promising market in our country of the kinds table-cloth.When replying, please state your terms of payment and the related banks. Prices quoted are on CIF basis.Yours faithfullyArthur Grey & Son Ltd.ManagerIt is not an effective enquiry. Because enquiries should be brief, concise, specific, courteous and reasonable. While in this enquiry, it is not courteous at all. Here is a rewritten one.Dear sirsWe are glad to receive your letter and learn that you are exporters of Chinese Silk Piece Goods. We have much pleasure in establishing business connections with you. Now, we are interested in Crepe Georgette. Will you please send us details of your various ranges and a full set of cut samples?When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100000 yards of each item. Prices quoted should include insurance and freight to London.Yours faithfullyManagerApril 5,2012Shanghai Textiles Import and Export CorporationShanghaiChinaDear Sirs,We learn from the Commercial Counsellor's Office of our Embassy in your country that you are large exporter of table-cloth.We would like you to send us details of your various ranges,including sizes、colors and prices,and also samples of the different qualities of material used.We are large dealers in textiles and believe there is a promising market in our country of the kinds table-cloth.When replying, please state your terms of payment and the related banks. Prices quoted are on CIF basis.Yours faithfullyArthur Grey & Son Ltd.Manager。
商务英语函电unit 4 Counteroffer Letters
▪ 5. A counteroffer usually covers the following contents, expression of thanks to the offer and expression of regret and statement of reasons for inability to accept the offer; suggestions of the acceptable terms and conditions to maintain business transaction and hopes for acceptance of the changes and a quick reply. The buyer may also suggest that there be other opportunities to do business together if they can not come to business this time.
新编外贸英语函电课件4
We have already opened the relevant L/C, which we trust must have reached you. And we hope that you will effect shipment as soon as possible.
5、由于承约过多，目前我们不能接受新订单，但一俟新货源到来，我们将随即 与你方联系。
We are heavily committed, so we are unable to entertain new orders. However, we shall contact you immediately once fresh supplies are available.
6、由于原材料涨价，目前我们暂停接受新的订单。
II. Translate the following into Chinese:
1. The supply of this product is quite satisfactory, and we hope you will fax us your acceptance as soon as possible. 这种产品的供货令人满意，希望贵方早日发传真接受（订货）。
6. We have the pleasure to inform you that 我们现在可以向贵方报供下列商品。 we are now in a position to offer you the following products.
7. We are glad to say that 近3年里我们已向你们购进了8万打浴巾。 we have purchased from you 80000 dozen bath towel in the last 3 years.
《世纪商务英语——外贸函电》参考书4
Unit 4 Offer第四章发盘Part Three Other Commonly Used Expressions and SentencesTypical Sentences1．It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months. (我们通常的做法是：新客户首次订购我们的货物从结算日起一个月内付款交货。
之后，则宽限至三个月。
) 2．We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. (鉴于咖啡市场的行情，我们无法长期保持这一价格不变。
)3. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. (上述报盘，以贵方答复在不迟于本月底到达我方为有效。
一旦此报盘过期，此货不可能存留不售。
)4．The offer will remain firm until March 31, 2007 beyond which date the terms and prices should be discussed anew. (报盘有效期至2007年3月31日止。
国际商务函电Unit 4 enquiries and replies
Yours faithfully,
Notes
1. inquiry (enquiry) n. 询盘，询价 make (or: send, give, fax) sb. an inquiry for sth. 向某人询购某种商品 1) We thank you for your inquiry for sunflower seeds. 我们感谢你方有关向日葵籽的询盘。 2) Upon receipt of your specific inquiry, we shall send you our quotations and samples. 一收到你方具体询盘，我方立即给你方寄出我方的 报价及样品。
for, including specifications, quantity, etc.
2. Asking for a special discount , terms ofpayment and t来自me of delivery.
3. Stating the possibility of placing an order.
Notes
3. market come to the market find a market a good (poor) market in the market for an advancing market a brisk market a strong market
n. 市场，行市 上市 找销路 畅销(滞销) 要购买 市场上涨 市场活跃 市场坚挺
Dear Sirs,
询问哪些信息？ 商品详情，尺寸，颜色，价格 索要样品 1.交代信息来源
Specimen Letters
Messrs. Brother and Clark of this city inform us that you are exporters of all cotton bed-sheets and pillowcases. We would like you to send us details of your various ranges, including sizes, colors and prices, and 2.表明写信目的 also samples of the different qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned. 4.强调该信息对公司的价值 When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 dozen of individual items. Prices quoted should include insurance and freight to Liverpool. Yours sincerely, 提出请求： United Textiles Limited 付款条款，折扣 Manager 贸易术语 3.提出具体要求
Unit 4 Establishing Business Relations 建立业务关系 外贸英语函电教程
e.g. We have obtained your name and address from … /Having obtained your name and address from …, we are writing you in the hope of establishing business relations with you. We learn from …that you are engaged and well experienced in the line of …
II. Writing Skills
Step 2 : The writer’s intention:言明去函目的 e.g. We are willing to enter into business relations with you. Step 3: A brief introduction to your business scope, experience and products: 简单介绍公司业务，经验 和产品 e.g. We are experienced in pushing the sales of light industrial products
Unit One
Establishing Trade Relations
Liu Yanping
Guangzhou Trade Fair
Chapter 2 Establishing Business Relations
Business website
Unit One
Establishing Trade Relations
III. Specimen Letters
Letter 5. Asking to Make Credit Enquiry From the Bank （向银行进行信用调查）
外贸英语函电Lesson 4
Lesson 4Offers一、含义报盘又称发盘，是商业交易磋商中买卖双方必经的过程。
通常是一方先向另一方提出某种交易条件（如：上平名称、数量]规格、交货期以及付款条件等），而另一方愿意接受此条件，即交易合同成立。
在国际业务中，报盘分实盘和虚盘两种。
实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作任何修改。
虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。
一般来讲，quotation and offer 都当报价讲，但是quotation 是指报价，没有实盘和虚盘之说；而offer 可以是firm offer or non-firm offer.Firm offer 是发盘人按其提供的条件已达成交易目的地明确表示，具有法律效力。
受盘人（offeree）一旦在有效期限内接受实盘中的内容和条件，发盘人就无权拒绝售货。
一项实盘必须具备以下内容：发盘的内容和词句必须肯定，不能用about, reference price（参考价）等模棱两可的词。
发盘的内容明确完整，其内容应该包括quality, quantity, packing, price, shipment, payment and validity, etc.发盘中不能有保留条件，如：以我方最后确认为准（subject to our final confirmation）或以货物的未售出为准（subject to goods being unsold）。
虚盘是发盘人所作的不肯定交易的表示。
凡不符合实盘所具备的上述三个条件的发票，都是虚盘。
虚盘无须详细的内容和具体条件，也不注明有效期。
它仅表示交易的意向，不具有法律效力。
出现下列一类，皆视为虚盘：Without engagement.（不符任何责任）Subject to prior sale. （有权先售）All quotations are subject to our final confirmation unless otherwise. （所作报价，除特别注明外，须经我方确认后才能生效）Our offer is subject to approval of export license. （出口许可证准许签证，我方报价才有效）报价一定清楚、完整、具体。
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illustrated catalogue
插图目录
discount 折扣; 打折扣
delivery date 装运期
contact
联系；与……联系
workable 做得开的，可行的
Text
Exercises
4 An Enquiry for Men’s and Ladies’ Sports Wear
A. to
B. in
C. for
D. at
1
2
3
4
5
• 6. We want to acquaint ourselves ________ the supply
position of steel products.
A. to
Байду номын сангаас
B. at
C. for
D. with
• 7. Should your price be competitive and delivery date _____,
A. on
B. at
C. under
D. for
• 3. There is always a great demand for your goods, if they are good in quality and competitive ______ prices.
A. at
B. in
C. of
D. under
__p_o_s_iti_o_n_ to accept fresh orders. 3. __R_e_g_a_r_d_in_g__ your enquiry, we will make you an offer later. 4. Please _e_n_c_l_o_se___ the latest catalogues and sample books
A. buy
B. buying C. to buy D. to buying
• 9. As _________, we are sending you a sample book and our
latest price lists.
A. request B. requested C. require D. required
• 10. ____________ our catalogues for your reference.
A. Enclosing
B. Please find enclose
C. Enclosed please find D. Enclosure
1
2
3
4
5
1. This article is of special __in_t_e_r_e_st___to us. 2. We take pleasure in informing you that we are in a
Content Words
4 An Enquiry for Men’s and Ladies’ Sports Wear
• Dear Mr. Lee, • We are interested to buy large quantities of
Men’s and Ladies’ Sports Wear and should be grateful if you would give us a quotation per dozen CIF Sydney. • In order to acquaint us with the material and workmanship of your products, Please send us your catalogues, samples and price list. • If your prices are workable and the delivery date is acceptable, we intend to trade with you.
启运
NOTES
FCA Free Carrier 货交承运人
Group F
运费未付
FAS
Free Alongside Ship 船边交货
水
FOB Free On Board
上
CFR Cost and Freight 成本加运费
运 输
Group C CIF Cost Insurance and Freight 成本、保险费加运费
4 An Enquiry for Men’s and Ladies’ Sports Wear
Content Words
Words and Expressions
a large quantity of 大量的 enquiry 询盘；询价
CIF = Cost, Insurance and Freight 成本、保险加运费
we intend to place an important order with you.
A. acceptable
B. of acceptable
C. is acceptable
D. being acceptable
• 8. We recommend _________ a small quantity for trial.
large quantities of • If your price is workable, we will buy large quantities of your Christmas Trees.
Incoterms 2010 （国际贸易术语通则2010）
Group E EXW Ex Works 工厂交货
NOTES
in order to • “目的、结果”的表达： • to • in order to • in order that • so that • so as to
NOTES
acquaint 使···了解/熟悉 • acquaint sb. with sth. 使某人熟悉某物 • sb. be acquainted with sth. 某人了解某物 =be familiar with sth. • In order to acquaint you with our products, we will show you our samples. • 我们非常了解你们的新产品。 We are well acquainted with your new products.
Text
Exercises
• 1. Please ______ us if you need any help.
A. contact with
B. make contact
C. contact
D. contact to
• 2. We intend to make an enquiry _____ your toys.
Content Words
4 An Enquiry for Men’s and Ladies’ Sports Wear
Exercise I
• Choose the best answers.
Exercise II
• Fill in the blanks with the given words.
Exercise III
回扣是指经营者为了销售或者购买商品，在帐外暗中给予交易对象或有 关人员财物的行为。
NOTES
contact n. /v. 联系；与……联系 • contact sb. / make contact with sb. • If you are interested in our products, pls contact us asap. • 类似表达： • approach sb. for sth. / get in touch with sb. • 如果你们有任何需要，请随时联系我们。 Please feel free to contact us if you need any help.
• Check and see whether the following sentences are correct.
Exercise IV
• Translate the following letter into English.
Exercise V
• write a letter of enquiry.
Text
Exercises
NOTES
a large quantity of 大量的 • We purchased large quantities of Toys last year. • We are interested to buy a large quantity of Black Tea.
• 4. It will be ________ if you will send us samples by airmail.
A. appreciate it
B. appreciate
C. appreciated
D. appreciates
• 5. We would like to make an enquiry ________500 cases of Cleaning Powder.
Content Words
D.Wilson & Co.想要购买 大量的男式和女式运动
衫，故致函环球贸易有
限公司，希望能得到对
方的商品目录、报价和 样品等。
环球贸易有限公司收到 D.Wilson & Co.的来函后， 马上给对方回信，表示
已按要求寄送了带插图 的目录和价目表等。
Text
Exercises
运费已付 CPT Carriage Paid To 运费付至