国际商务函电第六章Unit06 Non-firm Offers教学提纲

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英文外贸函电课件-unit_6

Master the essential words and phrases of acceptance letters Be familiar with the structure of acceptance letters Learn the writing skills of acceptance letters Practice writing acceptance letters.
➢ Opposite to acceptance is ‘Refusal’. However, even a refusal should be polite.
➢ However, legally, a firm offer is simply termed as “offer” while an offer without engagement is “an invitation to offer”.
Form 6 teams of 3-4 students each, divide tasks based on the 12 units/topic areas, search for related information
Students’ presentation, discussion, questions and answers, comments on the team work Teacher’s instruction, guidance, lead-in discussion
Business English Correspondence
I. Presentation
Introduction to reply to an inquiry letter
Letter analysis

unit6ALetterofQuotation

unit6ALetterofQuotationUnit 6 Quotation (报价信), Offers & Counter OffersObjectives:Be familiar with the basic contents of quotation, offer and counter-offerKnow the differences between firm offer and non-firm offer Write business letters making offers and counter-offersHave a general idea of the international trade practice on trade termsIntroduction: quotations, offers and counter-offersQuotation: a reply to an inquiry, which is an offer in simple form including a notice of the price of certain goods being sold, but in no legal sense.Offer: a proposal of certain trade terms and an expression of a willingness to make a contract or agreement according to the terms proposed.交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。

发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。

二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。

商务英语函电实训 Unit (6)

We have accepted your firm offer. 我们已收到了你们报的实盘。
Useful Expressions
We offer firm for reply 11 a.m. tomorrow. 我们报实盘，以明天上午11点答复为有效。
We‘ll let you have our firm offer next Sunday. 下星期天我们就向你们发实盘。
Unit 6 Offer
以提前售出为准的报盘
以商品未售出为准的报盘
offer subject to first available steamer 以装第一艘轮船为准的报盘
offer subject to your reply reaching here
报盘以你方答复到达我地为准的
The End
offer subject to our final confirmation
盘 offer subject to export/import license 以我方最后确认为准的报
Words and Phrases
offer subject to prior sale
offer subject to goods being u盘
to cable an offer (or to telegraph an offer) 电报(进行)报价通过邮政报价及接
接受报盘
Words and Phrases
to entertain an offer
to give an offer to submit an offer
Please make us a cable offer for 5 metric tons of walnut. 请电报5吨核桃仁的价格。 Our offer is RMB300 per set of tape-recorder, F.O.B. Tianjin. 我们的报价是每台收录机300元人民币，天津离岸价。

商务英语函电说课PPT

4.通过商务信函正确介绍公司及产品 5. 掌握询盘、发盘、还盘及受盘概念和商务信函书写法,模拟商务情境，运用案例教学向卖方进行首次订购。
3.执行合同 Payment Packing Shipment insurance
如皋市双马有限 7.掌握信用证的公司向印尼杜库不同种类的表达以及常用语句达公司进口 1000吨棕榈油， CIF南通到岸价， 8.掌握有关装运即期L/C付款方的体积、容积等式。如皋市双马单位的表达。有限公司催促对 9.掌握保险条款方及时租船订舱；装运后发出装运及催促发货的技巧和常用的表达通知。方法如皋市双马有限 10.掌握索赔及公司收到货物后，索赔的基本常识发现货物与合同有差异，向印尼 11.熟悉索赔和杜库达公司提出理赔的商务信函索赔，印尼杜库的句型表达达公司对其答复。
2.课程与学生关系
该课程主要是培养学生走上工作岗位后能够撰写商务英语函电以及参与涉外商务活动的能力。本学期该课程的授课对象是两个海外直通车的学生，他们毕业后大多要接触涉外事务。该课程围绕商务贸易的各个环节，使学生能够掌握相关商务术语、句式表达和商务信函沟通技巧，让学生体验商务函电的整个操作流程，将理论知识转化为职业技能，有效提高学生在外贸业务活动中正确使用外贸英语的能力，增强了学生的就业能力及今后的可持续发展能力。
将职业能力训练融合在任务完成中
项目名称
务关系 Establishing Relations
模拟印尼一家公司业务员，该公司欲与江苏如皋市双马有限公司新客户开展业务往来，公司委托他撰写一封建交函。
1.商务信函格式 2.建立业务关系的句型 3.了解到岸价、离岸价、信用证等的表达，熟悉询盘、回复等商务信函的模版格式 4. 公司及产品的英文介绍表达 5.向客户询盘、复盘的流程及询盘、复盘的常用语和注意事项 6.案例教学模拟询盘、报盘。

外贸函电 unit 6 offer

Points for Attention:
实盘有效期的表示： 1. Subject to your reply reaching us by (before)… 2. Subject to your reply (acceptance) here within …days 3. This offer is firm (open, valid. Good) for… days.

Firm offer
1. 实盘(firm offer) 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受，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。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。

在当前的国家贸易中，使用实盘报价较多。但遇到下列情况之一，实盘立即失效： 1）受盘人在实盘有效期外表示接受，发盘人不受约束。 2）受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。 3）一经受盘人作出还盘，原发盘也随之失效。
Non-firm offer
(non-firm offer, offer without engagement) 也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交易的表示。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，如参考价、数量视我供应可能、以我最后确认有效 (Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价……可按市价增减 (We offer…subject to market fluctuation)等。

商务英语函电专业课教案Unit6（2）

商务英语函电专业课教案Unit6（2）教学对象Business English Students授课日期使用教材国际商务英语函电出版单位华东师范大学出版社课题Unit 6 Orders and ContractsPart 2 Contracts计划学时 2教学目标By learning this part, students will be able to make sales contract.1.to retell the basic concepts related to contracts: sales contracts, preamble, bodyand witness clauses2. to translate some key words and expressions into Chinese3. to translate part of a sales contract into English4. to get familiar with the basic content of a sales contract教学重点难点Key points: the basic structure and content of a contract; key words and expressions,translationDifficult Points: the content of a contract and its Chinese meaning教学设计说明The structure and content of the lecture are based on:1) the standard of this course;2) the requirement of the curriculum syllabus3) the characteristics of students of this age and major4) the content of the unit教学活动流程教学步骤与内容教学组织形式教学方法达成目标I. Lead-in new lesson Warming-up:Based on the given order faxed by Edward, ask students what they will be doing after receiving an order from the standpoint of Li Na.1.To show the students the order form Edward2. To ask students to think about the content of a sales contract3.Group discussion & Individual presentation Situational teachingmethod ; Interaction betweenteacher and students;To arouse students interests in the topic To lead students to the content of thisclassII.New-lesson presentation 1. Specimen presentation ofSales contractshown in PPT2. Teacher usesthree questions todiscuss the basicconcepts andstructure of a salescontract:Question 1:what isa contract;Question 2: Howmany parts can asales contract bedivided into?Question 3: Somecompanies usesales contracts andothers use salesconfirmation.Are there anydifferences?3. New words andexpressionslearning:1) Leads studentsto read aloud theword list;2) Try to explain some of them if necessary3) Students read by themselves4) Teacher walks around and correct their pronunciation mistakes.1. To ask students questions and ask them to discuss in Pairs2.To read the textbook to look at the structure of a contract and what each part includes3.To read words and expressions together first; then read by themselves Specimen presentation; Specimen discussionTo make studentsget the main contentof a contractTo get to know the meanings and pronunciations ofthe new words and expressionsIII. Practice Fill in the blanks on page 58-59.1. Fill in thepreamble of thesales contractaccording to thegiven letter.2. Look at the bodypart of a salescontract and finishit with the correctnames of terms and conditions.3. Look at a seriesof sentences.Which can be putinto the witness clauses.4. Look at a letterand fill in theblanks with aproper word.1. To do exercisesfirst and thencheck answers2.To discuss withtheir neighborswhile doing theexercisePracticemethodTo get to know theformat of a salescontract:the preamble, bodyand witness clausesTo learn how towrite a letterenclosed with thecontractIV. Evaluation Teacher evaluates students by asking them questions, doing exercises and summarizing;Students comment on their own performance by writing a diary after class.V. Summary Teacher askedstudents tosummarize themain points of thisclassIndividualpresentationQuestions andanswersTo get moreimpressive aboutwhat studentshave learnedVI. Assignment 1.T o read the Chinese prompts on Page 60 and then finish the contract with theright words on Page 61.2. To review the key words and phrases;3. To preview Unit 7---PaymentFeedback Students are able to fill in sales contract.Attached Teaching StepsTeaching StepsTeachin g Step 1 Review and lead- in new lessonQuestion 1: What is a contract?Answer: A contract is an agreement accepted by law, by which two parties mutually promise tobuy or sell some particular goods, or to do a certain work. (合同是一份双方都同意买卖某种商品或共同去做某件事情,并具有法律效力的协议)Question 2: How many parts can a sales contract be divided into? What are they? Answer: A sales contract can be divided into three parts — preamble, body and witness clauses. ( 合同通常分为三部分：约首、正文和约尾)Preamble includes:1 name and number (合同的名称和编号)；2 each party s name, nationality, principal places of business, telephone or fax number (签约各方名称、国籍、法定地址、电话或传真)；3 date of signing (签约日期).Body mainly includes:1 name of goods (货物的品名)；2 quality and specifications (质量和规格)；3 quantity (数量)；4 price (价格)；5 terms of payment (支付条件)；6 packing (包装);7 shipment & delivery (装运与发货)；8 insurance (保险).Witness clauses include:1 concluding Sentences (结束语)；2 signature (签字)；3 seal (盖章).Step 2 New-lesson presentation: Sales ContractNo.2012ST01Date: January 3, 2012Signed At: Shanghai ChinaSeller: Shanghai Clothes Import & Export Ltd.Buyer: New York ABC Co., Ltd.This contract is made by and between the Buyers and the Sellers. The buyers agree to buyand the sellers agree to sell the under-mentioned commodity according to the terms andconditions stipulated below:Commodity : Silk BlousesSpecification: Small, Medium ,LargeColors: pink, blue and yellow equally assortedQuantity: 1000 pcsUnit Price: At USD 68.50 per pc CIF HoustonTotal Value: USD68,500 (Say US Dollars Forty-Eight Thousand and Five Hundred only)Packing: In cartoons of 20 pcs eachShipping Mark: At Seller’s optionInsurance: T o be covered by the SellerTime of shipment: In two equal monthly lots beginning from March, 2012 withtransshipment not allowed.Port of Shipment: Shanghai PortPort of Destination: New YorkTerms of Payment: D/A at 60 days’ sight.Step 3 PracticeSales ContractContract No.: DS-200018Shanghai Date: August 15, 2012 This contract is made by and betweenSeller: Shanghai Industry & Trade Co. Ltd.Add: 1Tel: 0086-21-58876721Fax: 0086-21-58876723and Buyer: 2Add: 3The seller agrees to sell and the buyer agrees to buy the undermentioned goods according to the terms and conditions below:4 : T-shirts5 : short-sleeved, 100% cotton, with color white, black, blue andred6 : 10,000 (2,500 pieces for each color)7 : keep it out of water/rain (防潮)8 : USD 10 for each, CIF Alborg Denmark: USD 100,0009 : By irrevocable L/C payable at sight. The L/C should reach theseller 30 days before the time of shipment and to remain valid for negotiation in China until the 15th day after the day of shipment (凭不可撤销即期信用证付款,于装运期前30天开到卖方,并于上述装运期后15天内在中国议付有效)Shipment mark: KTC 18010 : during August, 201211. : Huangpu, ChinaPort of destination: Alborg，Denmark12. : To be covered by the buyeStep 4 Evaluation of the teacherThe teacher will evaluate the students’ performance and show their writing to class.Praise the excellent writing exercises and correct improper writing exercisesStep 5 Conclusion of class: The main content of sales contract Step 6 Homework :P 60-61教材中文销售合同填写完整的英文销售合同。

英文函电 unit 6解析

Other Commonly Used Expressions and Sentences
Sample Letters
Practical Training

LOGO
Part One
1. Acceptance and Confirmation An acceptance is a fact that the buyers or sellers agree completely to all the terms and conditions in an offer (or a counter-offer as a new offer). If the offer is a firm offer, a deal is concluded after acceptance. If the offer is a non-firm offer, a deal is not concluded until the acceptance is confirmed by the buyers or sellers. In a letter for acceptance or conformation, all the necessary terms and conditions may need a further confirmation/check from both sides.

LOGO
Part Two
Steps/Contents Typical Expressions
We are pleased to accept your offer and confirm this
order with the following particulars: ... 2. Declaring clearly that you accept the offer/counter-offer or stating clearly that you are confirming the acceptance 我们很高兴接受你们的报盘并对订单确认如下:…… We confirm that delivery will be made by March 15, 2008 as requestided to accept your quotation of US$3.50 per set CIF Guangzhou. 我们决定按每台CIF广州3.5美元的价格接受贵方报盘｡

国际商务函电：Chapter 6

A sales promotion letter
A direct form of advertising, aiming at selling certain kinds of goods or services to selected types of customers so as to expand business. By this means, enterprises can draw potential customers’ attention and interest, convince them that they can benefit from the products or services offered, and thereby arouse their motivation to buy.
Now we enclose a copy of our recently published booklet showing a wide range of household electric appliance being handled by us. They all command ready sales for their durability and energy saving property. If any of the items illustrated in the booklet interests you, please do not hesitate to let us know.
Classification
Ordinary sales letters — which aim at gaining new customers； Revivers — which are not to acquire new customers but to retain or regain old ones； Follow-ups — which express regret or surprise that no order has been received and discreetly inquire into the reason.

外贸英语函电.Chapter6PPT课件

of the objective End with adapted
goodwill
Begin with a buffer Explain why the refusal
has to be made State the refusal Close positively
e.g.
1.Obviously, if you’d read your policy carefully, you’d be able to answer these questions yourself. Sometimes policy wording is a little hard to understand. I’m glad to clear up these questions for you.
e.g…
3.If you will take the machine to the authorized service center in your area, I am confident they can correct the defect at reasonable charge.
4.If I can be of additional service, please contact me.
Acknowledgment
Black & White Inc. P.O. Box 6789-098-B
We thank you for your order No._______ for _______
Because ______o_u_r__s_u_p_p_l_y_o_f__ra_w___m_a_t_e_r_ia_l_s_h_a_s__b_e_e_n_________ ______c_o_m__m__it_t_e_d_t_o_o__th_e_r__o_r_d_e_r_s _f_o_r _m__o_n_t_h_s_i_n______ ______a_d_v_a_n__c_e_, ___________________________, We are unable to accept your order at this time.

外贸英语函电课件：Chapter06 Conclusion of Business

3. Contract usually for business involving considerable amount. 合同通常由于大宗交易。
Contract
Parts of a Contract 1. Title 合同名称 2. (1) Date of signing 签订日期 (2) Place of
Review of chapter 5
1. As regards sth/sb. 关于... 2. Grant 给予 3. On the basis of 按照，根据 4. See one’s way 尽力 5. Fall in line with 与...一致 6. in accordance with与...一致
Section One Introduction（P92-93）
Notes mutual negotiations enter into a contract conclude the deal placing order Sales Confirmation force majeure discrepancy performance
Notes
1 Talc in lumps
滑石块
2 in quadruplicate
一式四份
Language Points
1. In quadruplicate 贵公司2010年7月20日1000台拖拉机订单已收到
。兹附寄第345号销售合同一式四份，请签退两份以便存档。
1. With a view to doing sth. (with the intention of doing something)
1. Refer to 参阅 To have recourse to something for help, support, or information; turn to something 2. 兹确认售予你方下列货品，其成交条款如下: We hereby comfirm having sold to you the

Unit 4 Firm Offer Non Firm Offer《外贸英语函电》PPT课件

Unit Price（单价）：
➢ Packing（包装）：Shipment（装运）：
➢ Payment（支付）：
Notes
4.We confirm having received your enquiry of September 20 for our double⁃faced embroideries.兹确认收到你方9月 20日有关双面刺绣的询盘。
Vancouver 温哥华 installment n.分期 with keen interest 殷切地
draft（=bill of exchange）n. Commercial Counselor’s
汇票
at sight 即期 subject to 以……为条件，
office 商务参赞处 cap n.笔套
CHAPTER
04
Unit 4 Firm Offer & Non⁃Firm Offer
Text A A Firm Offer
Dear Sir， We confirm having received your enquiry of September 20 for our double⁃faced embroideries. Complying with your request，we are making you an offer for 2 000 pieces “White Dove”Brand Double⁃faced Embroideries 30cm×50cm at US$57.50 per piece CFRC2 Hamburg for shipment in November，2012.The goods are to be packed in boxes of one piece each，twenty boxes to a carton.Payment is to be made by confirmed，irrevocable L/C payable by draft at sight.The offer is firm，subject to your reply reaching us before 5 p.m.September 28，our time. With the recovery of the market，there has been a strong demand for our goods since August and the manufacturers are heavily committed.Please fax us your confirmation as early as possible if you find the above acceptable. We are looking forward to your favorable reply.

国际商务函电Chapter_six ppt课件

▪ enable sth.
使某事成为可能
Please amend the L/C immediately to enable October shipment.
请立即修改信用证以便十月装船。
➢国际商务函电 Chapter_six
4. make n. （工业）产品；制造方法或式样
▪ Chinese makes 中国牌子的产品；中国货
• execution n 执行；履行
We believe you will do your utmost to execute our first order as it will lead to a series of transactions between us. 1) 我们认为你方会尽最大努力执行我方第一个
订货信分为： • 1.行文式：适合对单一商品的订购 • 2.列表式：适合对多种商品的订购 • 3.填写订货单 • 4. 填写购货确认书 • 订货信是对报盘信的答复，因而具备答复信的特点。
• 订单(order)是为了要求供应具体数量的货物而提出的一种要求。它是对报盘或询盘后发出报价而促成的结果。订单可以用信或印制好的订单、传真或email来发送。订单的主要特点是正确和清楚。订单或订购信函应：
1. 包含所定购货物的品质、规格、数量、价格以及货号等
2. 说明包装方式、目的港以及装运期
3. 确认在初期洽谈时所同意的付款条件
Key Words & ➢acceptance ➢confirmation of order ➢sales contract ➢purchase contract ➢sales confirmation ➢purchase confirmation ➢sign ➢signature ➢counter-signature

国际商务函电第六章Unit06 Non-firm Offers

Unit Six Non-firm Offers (虚盘)
New Words & Expressions
2. proforma invoice 形式发票，是为了形式上的需要而由卖方出具给买方的一种发票，对买卖双方均无约束力，仅作为参考报价，便于买方办理一些必要的进口手续。除非另有说明，形式发票上所列价格往往要由卖方予以最后确认。 We hope the enclosed proforma invoice will help you to apply for the foreign exchange needed. 希望所附的形式发票将有助于你方申请所需外汇。 Complying with the request in your letter of April 26, we take pleasure in enclosing you our Proforma Invoice in quadruplicate. 根据你方4月26日来函要求，我方高兴地随函附寄一式四份形式发票。
Unit Six Non-firm Offers (虚盘)
New Words & Expressions
8. assorted adj. 各式各样的，搭配好的 Please supply in a assorted colors: 4 pieces each of pink, yellow and blue per dozen. 请按花色搭配供应：每打粉红色、黄色和蓝色各四件。 assortment n. 花色品种，各种各类的聚合
Non-firm offers are offers with reservation clause.
e.g. (1)We offer without engagement… (2)The offer is subject to our final confirmation… etc.

商务英语翻译(第二版)Unit 6 商务信函

• You should avail yourself of every opportunity to practise speaking English . 你应该利用一切机会练习说英语。
• offer 报盘；出价
• We regret to say that your offer is not at least encouraging .
letters. 3. Master the difficult words, expressions and
business terminologies. 4. Master the skills of translation upon
business letters.
Section I
译例研究
Unit 6 商务信函
CONTENTS
Teaching Aims
Section I 译例研究 Section II 技能拓展 Section III 巩固练习
Teaching Aims
After studying this unit, you are required to: 1. Have the general idea of business letters. 2. Understand the language traits of business
• 新加坡到岸价，CIF Singapore。到岸价（CIF）,也称为成本加运费保险费(指定目的港)条款。是指卖方必须就运输中买方负担的货物灭失或损坏的风险对货物保险。卖方签订保险合同并支付保险费。卖方的责任自货物越过在目的港的船舷时起转移给购买方。也就是说在货物于指定目的港越过船舷时，该货物所有权上的主要风险和报酬就转移给买方了。

外贸英语函电 Chapter 6 ppt

countering offer several rounds until an offer is finally conf- Learning in Objectives
Background Knowledge
Notes to
Sentence
Sample Letters
Chapter 6
Lead Learning - in Objectives
We are doing a large electric apparatus business with Japan now. 前我们正在和日本合作经营大量电器产品。
Chapter 6
Lead Learning - in Objectives
Background Knowledge
Notes to Sample Letters
Notes to Sample Letters
Sentence Bank
obtain v. 得到；获得 He always manages to obtain whatever he likes from his parents. 他总是能从他父母那里得到他想要的任何东西。
They obtained the lot by illegal means. 他们用非法手段得到那批货物。
Chapter 6
Lead Learning - in Objectives
Background Knowledge
Notes to Letter 1
Notes to Sample Letters
Sentence Bank
see one’s way clear to 设法做某事
We hope you will see your way clear to accepting the package of the tea sets. 我方希望你方能接受这种茶具包装。

高教社2023国际商务英语函电教学课件chapter 6

Non-firm
• …, subject to our final confirmation. • …, subject to goods being unsold. • …, subject to change without notice. • This is an offer without engagement (obligation).
the buyer’s options to accept or reject or counter-offer during this
period. If the buyer accepts, then it is a contractual
. So
no reputable seller would risk his reputation by withdrawing his
month.
5. We offer you, subject to our final confirmation, the following goods: 6. Our offer is subject to prior sale. 7. Our offer is subject to your reply reaching here by August 15, Beijing time.
A satisfactory firm offers will include the followings:
• Express thanks for the enquiry • Give favorable comments on the goods needed, if possible • Give terms and conditions • Validity of the firm offer • Express hope that the offer will be accepted and assure the customer of good

新编外经贸英语函电与谈判课件Unit06

1. Five aspects of English contracts
• 1.1选词方面
• 多用正式或法律上的用词，与口头表述不同，合同是法律性的正式书面文件，使用正式的、法律的用词是必要的。合同起草者应多加强这方面的学习。比如：
1.1选词方面
• 8) In case one party desires to sell or assign all or part of its investment subscribed, the other party shall have the preemptive right.
2. Useful expressions
• to abide by the contract 遵守合同 • contract of employment 雇佣合同 • contract of carriage 运输合同 • contract of arbitration 仲裁合同 • contract for purchase 采购合同 • contract for service 劳务合同 • contract of sale 销售合同 • contract of insurance 保险合同 • a long-term contract 长期合同 • a short-term contract 短期合同
• example 2：下述签署人同意在中国制造新产品，其品牌以此为合适。
• The undersigned hereby agrees that the new products whereby this trade name is more appropriate are made in China.
• 下列文件应被认为、读作、解释为本合同的组成部分；

国际商务函电电子教案 chapter 6

2) Remittance Remittance service is often used for advance payment, cash on delivery, open account, down payment, payment in installments and commission, etc. It can be made by mail, telegraph and draft, namely Mail Transfer or M/T (信汇), Telegraphic Transfer or T/T (电汇) and Demand Draft or D/D(票汇) respectively. The cost of M/T is less, but the speed is slow. As far as D/D is concerned, it is transferable, which is different from M/T and T/T.
Instead, the mostly worldwide used instruments are the
following: ● draft/bill of exchange（B/E）汇票 ● promissory note（P/N）本票 ● check/cheque 支票
2. Modes of Payment
cannot be accepted. ● Close the letter by expressing expectations of an early reply or suggesting future business dealings.
Professional Advice
Writing Principles of Letters of Payment Terms