国际商务函电：Chapter 4
国际商务函电第四章Unit04 Offers
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
Most quotation are used by people as non-firm offers, though some with the wording “The quotation is subject to your reply here within a week” and so on function as firm offer.
国际商务函电Chapter 4 Enquiries and Replies
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4.4 Focal Words & Useful Expressions (焦点词汇和实用表达)
2. Useful Expressions(实用表达) (1)steady demand There is a steady demand for computer. (2)fashionable This dress is such a good style; it will be
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4.2 Specimen Letters (样函)
国际商务函电：Chapter 4
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
徐美荣外贸英语函电Chapter4-所有知识点及课后答案
NotesLetter 11.offer 与quotation的区别：Offer为报盘，也就是说除了针对某种商品的价格外，还应该包括数量、交货期、支付方式等交易条件。
quotation为报价，即某种商品的价格。
2.acknowledge v. 承认或宣布收到acknowledgement n. 承认；收悉通知acknowledge receipt ofmake acknowledgement to确认收到某人来信用acknowledge确认收到某人来电报用confirmEg:我们确认收到你方十月十日的来函。
We acknowledge your letter of Oct.10.We acknowledge receipt of your letter of Oct.10We make acknowledgement to your letter of Oct.10.We have for acknowledgement your letter of Oct.10.3.date v. 加日期于；日期为；与介词of作用相同We have received your letter of Nov.18. We have received your letter dated Nov. 18.4.offer v/n 报盘offer sb sth at a price 以…价格向某人报盘offer sb firm 给某人报实盘make sb a firm offer for sth at a price 向…报实盘a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘to decline an offer 拒绝报盘to entertain an offer 考虑接受报盘to extend an offer 延长报盘to withdraw an offer 撤销报盘to cancel an offer 取消报盘to renew an offer 恢复报盘a combined offer 搭配报盘5.L/C letter of credit 商业信用证6.in one’s favor 以某方为受益人7.payable by draft at sight 凭即期汇票支付8.EMP 欧洲主要港口缩写为EMP，按照航运公会统一规定欧洲主要港口有：英国London（伦敦）法国Marseilles（马赛）意大利Genoa（热那亚）德国Hamburg（汉堡）荷兰Rotterdam（鹿特丹）比利时Antwerp（安特卫普）丹麦Copenhagen（哥本哈根）9.firm adj. 确定的；有效的Our offer is firm for 5 days.我方报盘有效期为五天。
函电4-6章
Firm Offer
The expre Subject to your reply reaching us by (before)… 2. Subject to your reply (acceptance) here within …days 3. This offer is firm (open, valid) for … days.
4.3 Letters for example
4.3.1: China National Import & Export corp. Hebei Road Tianjin, China September 6, 2007 Greenwood Textiles Co. , Ltd 315 Lens Road London, England Dear Sirs We acknowledge receipt of your letter dated 15 June, from which we note that you wish to have an offer from us for 50 metric tons of Peanuts, for shipment to London. In reply, we are making you, subject to your reply reaching us by September 20, Beijing time, the following offer: “ 50 metric tons of Peanuts, F.A.Q.2007 corp., at RMB￥5,300 per metric ton CIF2% London shipment during September/October. All Risks and War Risks for 110% of invoice value will be covered.” We look forward to your early reply. Yours faithfully China National Import & Export corp. Manger
商务英语函电第四章PPT课件
force majeure events.
As to terms of payment, we accept TT (30%eposit balance against copy B/L)
or LC at sight.
2I0t2i1s/3O/12K to send you a sample for test first. I will check the samples
2021/3/blanks with appropriate propositions
1.Our quotation __fo_r____ 30 tons of Shandong groundnuts is
valid __f_o_r_/i_n_ 10 days. 2.You can rest assured that the sample will prove _t_o____
2,000pcs cotton pillow cases,.
7.Our clients are interested _i_n______ your sample. 8.Most products at the fair are __o__f _____ no interest ____t_o____ us.
5
But we can provide the similar slipper for you, you can evaluate the quality. If you accept it, please tell us your Express account and the detailed address so that we can send the sample as soon as possible.
高教社2023国际商务英语函电教学课件chapter 4
Yours sincerely
Dear Mr. Smith:
We have learnt from the Bank of China, Shanghai Branch that you are one of the leading importers of canned foodstuffs. We wish to inform you that we specialize in this line, and shall be pleased to enter into direct trade relations with you.
You can also find our latest catalogue as attached. These items are newly developed models in UK market, which enjoys good popularity in your market. Please contact us for future information. Looking forward to proceed for future business relationship.
• Build your own website • B2B platform • Ground promotion • Search engines：Google、Yahoo、Yandex • Trade directory or list • Attending a trade show • Social media platforms: Facebook, LinkedIn, Twitter, Instagram
商务函电 Chapter 4 Enquiries and Replies精品PPT课件
20.10.2020
3
Acceptance
The seller accept your counter-offer, and then you pay the flowers.
How do you call this step (the last step)?
However, we still believe that we will have chance to conclude business. We are especially interested in your No.7982 item. Could you please answer questions below?
20.10.2020
8
Sample Letter 1 General Enquiry
Dear Mr…
We are a group of consulting companies active in the field of export-import promotion and of joint ventures especially set up to provide services to China.
We have noticed that several local producers of garments are interested in entering into a joint venture agreement with Chinese firms. Also, companies importing garments from Hongkong wish to get into direct contact with producers on the Mainland. When I was in China recently I also noticed that the local demand for textiles had increased considerably in the past several years.
--外贸英语函电 Chapter 4 Enquiry and offer
② “We are importer of bed sheet and home textile products…”
Make a self-introduction （自我介 绍）
(原文第一段)You were recommended to us by our associate as one of the leading exporter of textiles in P. R. China. You might be pleased to note that we are importers of bed sheets and other home textile products in Europe with 30 years experience in this particular line of business.
1. Definition of enquiry （询盘定义）
2. Classification of enquiries （询盘分类） 3. Characteristics of enquiry （询盘的特点）
Section 2
1. Definition of enquiry （询盘定义）
An enquiry (inquiry) is a request for information about the goods, prices, terms, catalogues, samples, and so on.
BACK
Section 2 Guidelines for Writing Enquiries
第二节 询盘的写作指南
1. The detailed Contents of an Enquiry （询盘的具体内容）
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
商务英语函电与合同第四章课后题答案
商务英语函电与合同第四章课后题答案全文共3篇示例，供读者参考篇1Chapter 4 Post-Chapter Exercises1. What are the three most important factors influencing a business person’s choice of words when drafting business letters, memos, and emails?Answer: The three most important factors influencing a business person’s choice of words when drafting business letters, memos, and emails are clarity, professionalism, and tone. Clarity ensures that the message is easily understood by the recipient, professionalism reflects the seriousness and credibility of the sender, and tone sets the appropriate mood for the communication.2. Why is it important to consider the cultural context when communicating with international clients or partners?Answer: Considering the cultural context when communicating with international clients or partners is important because people from different cultures may interpret messages differently. By understanding and respecting culturaldifferences, a business person can avoid misunderstandings, build trust, and strengthen relationships with international partners.3. What are the key components of a business contract?Answer: The key components of a business contract include the parties involved, the terms and conditions of the agreement, the obligations of each party, the payment terms, the duration of the contract, and any legal provisions or clauses.4. Why is it important to clearly define the terms and conditions of a business contract?Answer: Clearly defining the terms and conditions of a business contract is important to avoid misunderstandings, disputes, and legal issues. By having a detailed contract that outlines the rights and responsibilities of each party, there is a clear framework for the business relationship, which helps to prevent conflicts and ensure that both parties fulfill their obligations.5. What are the main differences between a letter of intent and a memorandum of understanding?Answer: A letter of intent is a document that outlines the preliminary agreement between parties and expresses theintention to enter into a formal contract. It is usually non-binding and serves as a starting point for negotiations. A memorandum of understanding is a more formal document that outlines the key terms and conditions of an agreement between parties. It is often used in complex business deals and may be legally binding.6. How can a business person ensure that their communication is effective and professional when drafting business correspondence?Answer: A business person can ensure that their communication is effective and professional by using clear and concise language, maintaining a respectful tone, proofreading for errors, and following the appropriate format for the type of communication (letter, memo, email, etc.). Additionally, they should consider the audience and cultural context to tailor their message appropriately.7. What are some common pitfalls to avoid when drafting business contracts?Answer: Some common pitfalls to avoid when drafting business contracts include vague or ambiguous language, incomplete or inconsistent terms, overlooking important details or clauses, and not getting legal advice when necessary. It isimportant to carefully review and negotiate the contract to protect the interests of all parties involved.8. Why is it important to maintain a professional tone and language when communicating in a business context?Answer: Maintaining a professional tone and language in business communication is important to convey credibility, respect, and authority. It helps to create a positive impression, build trust with clients, partners, and colleagues, and ensure that the message is taken seriously. Professionalism is essential for effective communication in a business setting.篇2Chapter Four: Business English Correspondence and Contracts1. Matching Exercise:a) 2b) 3c) 1d) 42. Fill in the Blanks:a) invoiceb) letterheadc) enclosedd) confirmation3. Multiple Choice:a) b) c) a) b)4. Rewrite the following sentence using the passive voice:The court awarded damages to the plaintiff.Answer: Damages were awarded to the plaintiff by the court.5. Answer the following questions:a) The purpose of a business letter is to communicate information or to request information in a formal and professional manner.b) Some examples of formal closing phrases include "Sincerely," "Yours faithfully," and "Best regards."c) The subject line in an email is used to briefly describe the content of the email to the recipient.d) A letter of acknowledgement is sent to inform the sender that their communication has been received and understood.篇3Chapter Four: Answer Key1. A letter of inquiry should contain the following information:- Purpose of the inquiry- Specific details about the product or service being inquired about- Request for additional information or clarification- Contact information for the sender2. In a letter of offer, the following points should be included:- Details of the product or service being offered- Price and payment terms- Delivery terms- Contact information for further communication3. A letter of acceptance should include:- Confirmation of the terms and conditions of the offer- Agreement to proceed with the purchase- Acknowledgment of receipt of the offer- Request for any additional information needed to finalize the transaction4. In a letter of refusal, the sender should:- Politely decline the offer- Provide a valid reason for the refusal- Express appreciation for the offer- Leave open the possibility of future collaboration5. A letter of cancellation should contain:- Reason for the cancellation- Details of the transaction being canceled- Request for confirmation of cancellation- Apology for any inconvenience caused6. A letter of complaint should include:- Details of the issue or problem- Evidence or supporting documentation- Request for resolution or compensation- Deadline for response7. A letter of adjustment should:- Acknowledge the complaint- Offer a solution or compensation- Apologize for any inconvenience caused- Ensure the customer's satisfaction8. In a letter of recommendation, the sender should:- Introduce themselves and their relationship to the recommended party- Highlight the qualities or achievements of the recommended party- Provide specific examples or anecdotes to support the recommendation- Offer to provide further information or references if needed9. A letter of appreciation should:- Express gratitude for a favor, service, or opportunity- Specify what is being appreciated- Explain the impact of the gesture or action- Offer thanks and best wishes for the future10. A letter of resignation should include:- Notice of resignation- Effective date of departure- Reason for leaving (optional)- Express gratitude for the opportunityOverall, effective business correspondence requires clear and concise communication, attention to detail, and professionalism. By following the guidelines outlined in this chapter, you can ensure that your letters and emails are well-received and facilitate successful business transactions.。
商务英语函电chapter 4
Sending Proforma Invoice
Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter Writing Guide Homework
What Is A Proforma Invoice
Exercise
普通高等教育“十一五”国家级规划教材
Fill in the blanks with new words
11. Proforma invoice can be used for a formal quotation or a price reference. 12. Our clients find your price too high. 13. A proforma invoice is usually established by exporter in r esponse to importer’s request prior to concluding a transaction .
Notes to Letter 1
e.g. We will confirm the material quality, the size and the price of the final product in the confirmation letter. 我们会在确认信中确认最后成品的材质、尺寸 及价格。
普通高等教育“十一五”国家级规划教材
An Importer’s Enquires for Sending Proforma Invoice
Letter 1
“Hairer” Brand, Mini Type, XQBM21-12 and XQBM21-16（EACH 500 SETS） Please airmail us the soonest possible your proforma invoice for 1,000 sets of washing machine with prices CIF Ankara, so that we can obtain our client’s confirmation. There is no question about our getting the necessary import licence from our authorities. After the said licence is approved, we shall establish an L/C in your favour.
国际商务函电Chapter 4 Enquiries and Replies
回复函的结构一般分为:首先是开头部分，感谢对方的询价。 其次是承接部分，回答有关询问，告之随函附寄的资料。结 尾部分，表示希望所提供的信息有用，并欢迎对方再次来函， 愿进一步提供服务。
询盘必须简洁、具体、得体。而对询盘的回复，则应迅速、 客气、有针对性，防止答非所问，以利于交易磋商的进行。
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4.2 Specimen Letters (样函)
Specimen Letters 1: An Enquiry about Handmade Shoes and Gloves
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4.2 Specimen Letters (样函)
Dear Sirs， We learn from the British Embassy that you
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4.2 Specimen Letters (样函)
Yours faithfully Vancouver Garment Corporation
Stephen Harper
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4.2 Specimen Letters (样函)
Specimen Letters 2: A Reply to the Above
4.2 Specimen Letters (样函)
Specimen Letters 3:A Reply Letter
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4.2 Specimen Letters (样函)
Dear Sirs， Your enquiry of October 10，2008 is
receiving our attention，and we thank you for your interest in our products. A copy of our illustrated export catalog will be sent to you today，together with a range of samples of the various skins used in the manufacture of our gloves and shoes. We think the colors will be just what you want for the fashionable trade，and the beauty and elegance of our designs，coupled with the superb workmanship，should appeal to the discriminating buyers.
《国际商务函电双语教程》chapter 4
BACKGROUND INFORMATION
Firm offer and Non-firm offer
Besides, it is necessary to clarify that it is a firm offer. Non-firm offer is that the sender agrees to make a deal based on some specific conditions. Non-firm offer is not limited by its content, or make any promises, some phrases such as “be valid after the final confirmation”, or “offer has no obligation” are often used.
Quotation has no legal enforcement, although it also uses accurate language like firm offer. If commodiபைடு நூலகம்ies are too many, quotation can be made in form of sheet.
BACKGROUND INFORMATION
Quotation
Quotation is a promise based on conditions agreed, always considered as a non-firm offer.
After quoting, potential buyer has no obligation to buy. Besides, if the seller would not like to sell, he has also no obligation to sell the quoted commodities.
国际商务函电信函写法Unit 4 Enquiries and Replies
4.其他要求 (1) We have to point out that we intend to place a large order with you if your price is competitive. (2) We have to draw your attention to the point that we will place substantial orders if your price is acceptable. (3) If your prices are in line, we trust important business can be concluded.
Size Stock Wholesalers Retailers Distributors Gross profit Style Design Model 模型 Pattern 花样
Sentence patterns
1.对某产品感兴趣 (1) We take an interest in various kinds of men’s Shirts. (2) We are interested in the Electronic Energy Saving lamps. (3) Your textiles are of interest to us.
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.
chapter four商务函电
Chapter IV Offers and Counter-offersTeaching Objectives◆The difference between firm offer and non-firm offer◆Be familiar with the structure of Offers and Counter-offers letters◆Be able to make good use of words & expressions relatedWhat are the four steps before an exporter and an importer sign a contract?⏹Enquiry Offer Counter-offer AcceptanceWhat is an offer?⏹An offer is a promise to supply goods on the terms and conditions stated.⏹It is made either by a seller, called ‘selling offer’,or by a buyer, called ‘buying offer’or ‘bid’.Types of Offer⏹firm offer实盘: within a certain time-limit 受到报盘的一方在规定时间内回复才有效，同时在规定时间内，如果的到回复，报盘方必须按照所供应的报盘给以兑现，当然如果对方不满意，也可以提出交涉建议，报盘方可以考虑修改报盘⏹non-firm offer虚盘: be made without engagement 没有时间的限制，提供报盘一方也可以按照自己的意愿去修改报盘而不管对方是否接受报盘。
不具备法律效力。
1. Firm Offer⏹The offer is / will remain firm（valid, open, effective, available , good ）for two weeks/ until March 3.⏹This offer expires on August 8.⏹This offer must be withdrawn if not accepted within 3 days.⏹This offer is firm subject to your reply reaching here before …/ reaching us by …1) We offer you firm subject to reply by 5p.m. our time, Wednesday, 3 rd, Oct..2) We offer firm subject to 以。
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
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● Source of Information: a brief mention of how you obtained your potential supplier’s name; ● Offering alluring terms: Some indication of the demand in your area for the goods which the supplier deals in; ● Making requests: Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, price list, a sample, a quotation, and so on.
We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Requirements in a general enquiry Yours faithfully,
A first enquiry
For a first inquiry — a letter sent to a supplier with whom you have not previously done business，usually, the following information should be included：
Example: an enquiry from a seller
Dear Sirs, We are honoured to be your long-term supplier for the past 5 years and we hold high value on your credit standing and ability for marketing our commodities in your area. We are writing to introduce our new drive-on trowels, a developed model with all the advantages of past models and many new improved features. We would like to invite you to visit our website for more details regarding the specifications, functions and other features of the machine for your comments and comparison with the existing ones on the market. Considering our long term successful cooperation, we would like to offer you the sole agency for this new product in your particular region, so long as your proposed terms and conditions are comparable to competitors. Your proposal is required by the end of this month in order to secure your privileged authorization. Thank you and best regards, Yours faithfully,
We are an importer of beach suits and we have engaged in this particular line of business for more than thirty years. In order to acquaint us with the material and workmanship of your products, we shall appreciate it if you will send us your catalogues, a sample book and your latest price list.
Example: general enquiry
Dear SiLeabharlann s,We have been informed by Natwest, London that you are a leading manufacturer of cotton clothes in your city and that you wish to extend your business to the British market.
Basic procedures in the conclusion of a business deal
Enquiry Offer Counter offer Acceptance Conclusion of the deal
General/specific enquiry
General enquiries: requesting pricelists, catalogues or samples only; Specific enquiries: including relevant terms and conditions for a trade including description of the product, quotation and quality requirement,etc. Difference: A general enquiry focuses on information in general terms, but specific ones focus on particular terms and conditions on particular items.
Requirements in a specific enquiry
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
1
Politeness brings you fortune.
-------- an old Chinese saying
Discuss the following questions
1) 2) 3) 4) 5) What is an enquiry？ What are the procedures involved in the conclusion of a deal? What is an offer? Who sends an enquiry, buyer or seller, or both? What is a general enquiry, and what a specific enquiry?
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs,
Thank you for your catalogue and pricelist, which we received last week.
After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience. We used to purchase this article from other sources but we now prefer to buy from your company because we understand you are in a position to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to concluding the deal with you. Yours faithfully,