商务英语函电u4
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 In other words, a non-firm offer can be withdrawn or changed by the sellers.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.
实用商务英语函电课件-Unit 4
A brief introduction to offers and counter-offers—A counter-offer
Writing tips: 1. The letter begins by thanking the recipient for his offer. 2. The letter should express regret at inability to accept the statements and provide the recipient with detailed and reasonable reasons for nonacceptance.
A brief introduction to offers and counter-offers—An offer
An offer, a clear indication of the seller’s willingness to enter into an agreement under specified terms, normally includes a closing date. Definite contents and full details of the commodity are also preferred in an offer, and words like about, and reference price are not recommended accordingly. What’s more, terms and conditions under which an offer is made include items like commodity, specifications, quantity, quality, price, discounts, delivery date, shipping costs, and payment terms.
世纪商务英语——外贸函电unit4
Part One
Basic Knowledge Concerned
Part Two
Letter-writing Guide
Other Commonly Used Expressions and Sentences Part Three
Part Four
Sample Letters
Par
LOGO
Part One
1. Offer and Quotation (1) An offer is a promise to supply or buy goods on the terms and conditions
stated. In an offer, the offeror not only quotes the price of the goods he wishes to sell or to buy but also indicates all necessary terms of transactions for the offeree’s consideration and acceptance. (2) A quotation is not an “offer” in the legal sense. A quotation is merely a notice of the price of certain goods at which the sellers are willing to sell. It is not legally binding as a firm offer if the sellers later decide not to sell. The price is subject to change without previous notice. However, if a quotation is made together with all necessary terms and conditions of sales, it amounts to an offer. So, these two words are sometimes confusing in use.
商务英语函电 U4 LEAD IN
Tips: track and field, boat racing, boxing, cycling, shooting, diving, football, wrestling, hurdle race, gymnastics, table tennis, volleyball, badminton, baseball, basketball, handball, weightlifting, swimming, surfing, ski jumping, hockey, figure skating, archery, cricket, rugby, … football competitive, violent, teamwork, exciting, fantastic…
Sports
Suggested Teaching Steps
2 Class Hours
Listening &Speaking
Extensive Reading
2 Class Hours
Intensive Reading
2 Class Hours
Writing & Exercises
2 Class Hours
Intensive Reading
Lead-in While-reading From Word to Text From Structure to Text After-Reading Additional Materials
Index
1
Activity Байду номын сангаасne Activity Two
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。
外贸英语函电Unit 4 Offer[精]
![外贸英语函电Unit 4 Offer[精]](https://img.taocdn.com/s3/m/4324c535e87101f69e319591.png)
Specifications: 30 x 36 72 x 69 35”/36” x 42 yds
Quantity: 12,600 yards
Packing: In bales or in wooden cases, at seller’s option
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.
Yours faithfully,
Letter 2 A Non-firm Offer for Printed Shirting
Dear Sirs,
We have received your letter of May 21 and, as requested, are airmailing you, under separate cover, one catalog and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.
We trust the above will be acceptable to you and await your trial order with keen interest.
商务英语函电 U4 AFTER
Cloze
1) C
2) A 3) C
4) B
5) A
6) B
7) BCK
After-reading Activity
Translate the following expressions.
BACK
Answers to Exercises
Vocabulary 1.
1) extremely 4) positive 7) former 10) competed
2) factor 5) career 8) ranked
3) in particular 6) effect 9) success
Structure
1.
1) Betty earns as much money as Mike. 2) My sister walks as quickly as my brother. 3) His classmate is as beautiful as his girlfriend. 4) The little boy is as clever as the little girl. 5) Helen studies as hard as I.
Translation
1) 他现在就像刚从事竞技的时候一样，对体育充满热情 。
2) 他的信心不仅现于他灿烂的笑容或纹身，更体现在他 的思想中。
3) 一个人要想成功，仅有信心还不够。格林对待训练的 态度也是他获得成功非常重要的因素之一。
4) In spite of all her efforts, she failed to accomplish the task.
《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:
国际商务函电-练习答案Unit (4)[2页]
![国际商务函电-练习答案Unit (4)[2页]](https://img.taocdn.com/s3/m/300c67c7b4daa58da1114a12.png)
Answer Key to Unit 4I. Choose the best answer:1-6 A, C, C, D, A, CII. Translate the following sentences:1.The products you inquired about are no longer in production. They have beenreplaced by a new model.2.I am looking for a company who can inspect our order before shipment. In thisway, we can save money in handling returns and rejections and also avoiddisputes possibly arising from the trading parties.3.When the shipment arrives at Corinth, I will examine the consignment. You canbe sure that I will clear off payment within 30 days after we receive the goods. 4.We are very happy to receive a large order from you after a long time since welast contacted. We will ship your order punctually and look forward to growing business.5.Please exactly follow the contract terms in producing, packing and shipping thegoods.6.As our customers complained about the quality of the previous order, pleasemake every effort in guaranteeing quality. Or we would have to seek alternative suppliers.III. Translate the following:(1)I’d like to order one container(1x40’)of dry ginger. Port of discharge would be Los Angeles. The price terms are CFR Los Angeles, instead of FOB Qingdao. If ocean freight, including DDC and BAF is no more than USD 285.. , that would be for our account.Please make sure storage conditions in the container are as follows: Temperature: 12℃Ventilation: 15m3/hHumidity: 65%May I hear from you soon?Regards,(2)Ocean freight including DDC and BAF is well over USD 2850, which you may know. I have cut the unit price, and cannot take the freight. Prevailing freight is over USD 4000 each 40 ft reefer container. To step up this transaction, I accept USD 3000 plus the original total amount rather than the full amount of the freight.IV. Correct the mistake in each sentence:1.Most of their products are very expensive. However, they do offer a fewreasonably-priced items.2.What do you think about our company’s image? Working as a salesman, I mayget better prospects.4.Newcomers must be acquainted with the methods our company use.5.Building up my new business requires me to work at weekends.6.The b rochures we ordered last week still haven’t arrived.V. Writing Task:写作提示：1. 至少分三段2. 用完整的格式3. 语言准确、清晰4. 语气自然、积极和简洁。
《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
商务英语函电u4(2)
E．with a view to (supporting your sales)
为了（支持你们的销售）。 类似的表达还有：with a (the) view of
in order to in order that
F．It is of the similar quality and function to the substance you demand.
C.开头句或开头段。
还盘信都是回信。作出降价让步的还盘信首先仍要感谢对 方的还盘，复述对方有关价格的意见。
D.结尾句或结尾段。
敦促对方早下订单。
（2）读通和理解信文。 A. match the market level 与市场价格一致
类似的表达还有：be in line with the market level; match up to the market level
5.enjoys its popularity, and similarity in both quality and function to
B: which is popular, similar to them both in quality and function 6.bring sb. a narrow margin of profit: leave us with only small profit 7.cut the profit margin to the limit: cut our profit to the minimum 8.expand the market in your place: develop our market in your area 9.the bottom price: the lowest prices
函电第4单元
价格 合理的价格 具有竞争力的价格 优惠的价格 单价 总值 金额 佣金 净价
Related Knowledge price
reasonable price
competitive price
favorable price unit price total value amount commission net price
2. Our price is very favorable, so we recommend you to purchase immediately.
我们的价格非常优惠，所以我们建议你 方立即购买。
Return
Language Points
acceptable
can be accepted 可接受的
Meanwhile, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity. Should your price be competitive and date of shipment acceptable, we intend to place a large order with you. Your early reply will be highly appreciated.
Structure of an inquiry
1. State the source of the information and make a self-introduction at the beginning of the letter. 2. State the purpose of writing the letter. For example, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc.. 3. End the letter by expressing the expectation for an early reply.
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。
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.
世纪商务英语 函电与单证Unit 4
adj. payable 可付的,应付的 相关词组: He amount payable 应付金额 the notes payable 应付票据 the account payable 应付账款 payable on demand 见票即 payable to order应付抬头人 e.g. 货款可以分期支付。 The price of the goods is payable by installments. 用信用证支付,凭即期汇票付款。 Payment can be made by L/C, payable by draft at sight.
e.g. 如在合同中指出的,在信用证中不能加入任何未经双方同意的款。 As pointed ot put in the L/C any terms not agreed upon by the two parties. adj. contracted 已定约的,合同的 e.g. 请保证合同上的货物装运时状况良好。 Please assure us that the contracted goods are in good condition when shipped. 由于开立信用证延误了,不能按合同装运。 Owing to the delay in opening the L/C, shipment can not be made as contracted.
句式: in payment of (money of invoice, expenses and commission ) in payment for (money of some specific things) e.g. 随函附上一张5000美元的支票,支付123号发票。 We enclose a cheque for＄5,000 in payment of the invoice No.123. 我方寄去一张5000美元的支票,支付订购的椅子。 We send a cheque for＄5,000 in payment for chairs we ordered.
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
商务英语函电 U4_SENTENCE
… it’s in his mind and nothing has been able to break his positive attitude. (L.48)
……更体现在他的思想中。没有任何事情能够打击他 的积极态度。
Unit Four
Sentence Study
Maurice Greene is track and field’s biggest fan. (L.1)
莫里斯·格林是个绝对的田径迷。
He loves to run, he loves to compete, he loves his fans and he loves to break world records. (L.2)
In spite of his natural talent, however, 1996 was a disappointing year for Greene and he did not qualify for the American Olympic team. （L.19）
尽管天赋异禀，然而 1996 年却令格林失望。奥运会选 拔赛中他未能入选美国队。
After this, he left his long-time coach Al Hobson and switched to John Smith, the former world record holder for 440 yards, …
(L.20)
之后，他离开了多年的教练艾尔·霍布森，转投到440 码赛跑前世界纪录保持者约翰·史密斯门下，……
I never doubt myself in anything that I do.
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【课题】UNIT 4 Counter-offersⅠ【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（还盘）的常见词汇和句型。
能力目标：1. 了解并掌握要求降价还盘的业务思路和信的结构安排。
2. 能看懂并正确书写要求降价还盘的书信。
【教学重点、难点】教学重点：能正确书写要求降价还盘的书信。
教学难点：能正确书写要求降价还盘的书信。
【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. 复习询盘和报盘的信的结构安排。
2. 学生讨论问题：（见PPT）What does a counter-offer letter usually include?对某些交易条件讨价还价，表明自己的要求或意见。
第二环节新授课1. Pre-Study（1）Terms to LearnA. 教师带读，学生跟读P47-P50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. Request for Lower Price（1）掌握要求降价还盘的业务思路及信的结构安排（见PPT）A. 还盘信需要给出适当的理由，选择适当的角度，提出适当的条件。
B. 要求降价还盘信要注意表明：要求降价的理由和提出降价的幅度。
C. 要求降价的理由如下：报价高于当地市价、可以用较低的价格获得类似质量的商品、可以从别的供应商处以较低的价格购进该商品、该商品的市场疲软等。
D. 开头句或开头段。
还盘信都是回信，要求降价的还盘信首先仍要感谢对方的报盘，接着表达不能接受报价的歉意。
E. 结尾句或结尾段。
强调希望继续磋商的愿望。
（2）帮助学生读通和理解信文。
（NOTES见PPT）A. In reply to your letter of February 3. 此复你们2月3日的来信。
in reply 此复类似的表达还有：in answer to in response toB. … we regret to state …抱歉地告知类似的表达还有：We very much regret to inform (say) that …Much to our regret, we learnt that …We note (find) with regret that …很遗憾地获悉We feel regretful that …我们感到遗憾/抱歉…C. out of line with the current market level 与市价脱节/与现行价格不一致类似的表达还有：be unworkable 价格做不开be too high for the market 太高于此地市场be on the high side 偏高相反意思的表达有：in line with 与…相一致D. the current market level 市价/现行价格类似的表达还有：the present price / the ruling price / the prevailing pricethe going price / the prevalent priceE. be declining 市场下跌类似的表达还有：weak 疲软相反意思的表达有：strong /firm 坚挺（或有上涨趋势）be advancing 上涨active 活跃F. come to terms 成交类似的表达还有：come to business / close a deal / close a bargain / close the trade （3）学生完成课堂练习P51. V ocabulary review （参考答案见PPT）Homework1.抄写并熟记本单元的常见词汇和句型。
2. P52 Writing PracticeUseful Information:A. What is counter-offer?After the importer receives an offer from its foreign supplier, he may ask to change one or some conditions and then give a reply to the seller. Such reply is called counter-offer. After the seller receives this counter-offer, he may think the reduction asked for is too much, or the date to delivery is too early, and whatever material change he makes, this amendment advice is called a re-counter offer.Of course, after the buyer receives this re-counter, he may send another re-counter offer to his seller. In this way, a business transaction is concluded after several rounds of such business negotiation. There could be many re-counter offers before a business transaction is concluded.B. Structure of counter-offersa. thanks for your partner for his offer or counter-offerb. tell him what shall be amendedc. state your reasons directly why an adjustment is necessaryd. hope to receive favorable reply【课题】UNIT 4 Counter-offersⅡ【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（还盘）的常见词汇和句型。
能力目标：1. 了解并掌握拒绝降价还盘、作出降价让步还盘和要求提价的还盘业务思路和信的结构安排。
2. 能看懂并正确书写拒绝降价还盘、作出降价让步还盘和要求提价还盘的书信。
【教学重点、难点】教学重点：能正确书写拒绝降价还盘、作出降价让步还盘和要求提价还盘的书信。
教学难点：能正确书写拒绝降价还盘、作出降价让步还盘和要求提价还盘的书信。
【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：什么是还盘？还盘信需要注意什么？2. 学生讨论问题：拒绝降价还盘的业务思路及信的结构安排。
（见PPT）a. 还盘信需要注意以下几点：给出适当的理由，选择适当的角度，提出适当的条件。
b. 定义：拒绝降价还盘就是对买方提出的价格条件的否定还盘。
c. 拒绝降价还盘要注意：强调坚持原价、无法降价的理由。
如：正处于销售旺季、已收到对方所在地区进货商的大量定单、销售利润已低到极限、着眼点在该商品的质量上等，或者推荐对方购买与所要求价格相近的、价格较低的替代商品。
第二环节新授课1. Declining Price Reduction（1）词汇讲解（见PPT）A. level n. 水平，在商贸用语中常引申为“价格”。
e.g. level of living 生活水平level down/up 使降至/提高到同等水平level off 达到平衡或稳定Prices leveled off. 价格趋于稳定B. profit margin 利润类似的表达还有：(a) margin of profit, profit等。
C. thin adj. 薄的，稀少的e.g. thin air 稀薄的空气Your hair's getting thin. 你头发愈来愈少了在商贸用语中常用来说明“利润低”的表达还有narrow, small, little, low, bottom等。
（2）帮助学生读通和理解信文。
（见PPT）A．开头句或开头段还盘信都是回信。
拒绝降价的还盘信首先仍要感谢对方的还盘、表达不同意还盘的歉意。
B．结尾句或结尾段表达希望对方考虑、尽早收到定单、尽管没成交争取以后合作机会等愿望。
C．We would like to point out that the prices we quoted are our lowest level, which makes the profit margin very thin.我们必须指出我们已报最低价，致使我们获利甚微。
D．So we can not see our way clear to make any reduction in the price of this type.因此，我们不可能给这个型号的产品减价。
see our way (clear) to do sth. 有可能做某事；设法做某事。
类似的表达还有：be in a position to do sth.; be able to do sth. 等。
E．with a view to (supporting your sales) 为了（支持你们的销售）。
类似的表达还有：with a (the) view of; in order to; in order that等。
F．It is of the similar quality and function to the substance you demand.它与你们要的货物的质量和功能相似。
（3）课堂练习P55. Vocabulary review 1-3（参考答案见PPT）2. Concession on Price（1）掌握作出降价让步还盘的业务思路和信的结构安排。
（见PPT）A. 定义：作出降价让步还盘就是对买方提出的价格条件有条件地进行减价的反还盘。
B. 作出降价让步还盘要注意：坚持原报价的合理性，突出给予降价让步的动机和意愿。