外贸函电与单证Unit 6
合集下载
外贸函电与单证实训教程Chapter 6 -practice 2-精品文档
LOGO
Chapter Six: Chapter Six
Examination and Amendment to the Related Documents
外贸函电与单证实训教程
themegallery
Practice Two
Objective Requirements Steps Introduction Practice
Amendment : The payer is UNITED ARAB BANK, P. O. BOX 881, SHARJAH
Examine Commercial Invoice
Read L/C and Specification
Requirements
1. To know well about the terms and conditions of export documents.
2. To know well about the terms and conditions of L/C from Middle East.
amendment respectively.
Steps
1. To sum up the key points of examining documents with the help of Mind Map 1.
2. To read the given L/C and Specification. 3. To examine the documents according to the given
L/C, Specification and UCP 600. 4. To write down the points of discrepancy and
Chapter Six: Chapter Six
Examination and Amendment to the Related Documents
外贸函电与单证实训教程
themegallery
Practice Two
Objective Requirements Steps Introduction Practice
Amendment : The payer is UNITED ARAB BANK, P. O. BOX 881, SHARJAH
Examine Commercial Invoice
Read L/C and Specification
Requirements
1. To know well about the terms and conditions of export documents.
2. To know well about the terms and conditions of L/C from Middle East.
amendment respectively.
Steps
1. To sum up the key points of examining documents with the help of Mind Map 1.
2. To read the given L/C and Specification. 3. To examine the documents according to the given
L/C, Specification and UCP 600. 4. To write down the points of discrepancy and
外贸函电第6单元
An order should at least contain the following points:
1. description of the goods, such as specification, size, quantity , quality and article number (if any); ) 2. prices(unit prices as well as total prices); ( ) 3. terms of payment; 4. mode of packing; 5. time of transportation, port of destination and time of shipment etc. .
Sample letter:
Dear Sirs Thank you for your offer of 12th July sending us patterns of cotton prints. We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named: Quantity Pattern No. Prices 300 yards 72 33p per yard 450 yards 82 38p per yard 300 yards 84 44p per yard CIF Lagos Our usual terms of payment are cash against documents and we hope they will be acceptable to you. Meanwhile should you wish to make inquiries concerning our financial standing. You may refer to our bank the National Bank of Nigeria, Lagos. Please send us your confirmation of sales in duplicate. Yours faithfully
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
➢ 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
外贸函电unit 6
你们七月十七日的来信已收悉。尽管我们很高兴地 得知你们希望成交的愿望，但很遗憾不能考虑你们 鹿特丹成本保险加运费每公吨255美元的还盘。 供你们参考，你们相邻地区的其他买主都在以我们 的报价购买，我们不得不指出你们的递价明显与现 行市场不符。市场有上扬的趋势，并且这一趋势近 期内没有改变的可能性。 鉴于上述情况,建议你们立刻接受我们每公吨270美 元的报价。
We will keep your inquiry and as soon as we are in a position to accept new orders, we will contact you by cable. 我们将记住你们的询价，一旦能接受新订单，定与 你方电报联系。 Please be assured of our continued cooperation. 请相信我方将继续合作。
Dear sirs, Thank you very much for you letter of July 17. While we appreciate your good wish to push the sales of our shirts, we are regretful to say that we are unable to entertain your counter - offer of US $ 255 per metric ton CIF Rotterdam. As our goods are ordered at our quoted price in your neighboring districts,we have to point out that your counteroffer is out of line with the ruling price. For your information, the market is on an upward trend, which will not be changed recently. Under such circumstance, we hope you will reconsider our offer of US $270 per metric ton CIF Rotterdam, and cable us as soon as possible.
Unit 6 Confirmation Acceptance《外贸英语函电》PPT课件
Sales Confirmation in order to avoid subsequent amendments.
We appreciate your cooperation and trust that the shipment
which is to be dispatched after receipt of the relative
let us have any other inquiries of yours，as we shall be
only too pleased to meet your requirements which are
within our reach.
Yours truly，
New Words & Expressions
your earliest convenience.
We are arranging for the establishment of the relative L/C
with Bank of China，Shanghai and shall let you know by fax as
soon as it is opened.
认书
file n.档案，卷宗
arrange v.安排
urgent a.紧急的
stress v. n.强调，着重
punctual a.按时的
validity n.有效（性），有效
（期）
valid a.有效的
delay v. n.耽误，延误
detrimental（to） a.有害的
Notes
1.Although the prevailing quotations are somewhat
We appreciate your cooperation and trust that the shipment
which is to be dispatched after receipt of the relative
let us have any other inquiries of yours，as we shall be
only too pleased to meet your requirements which are
within our reach.
Yours truly，
New Words & Expressions
your earliest convenience.
We are arranging for the establishment of the relative L/C
with Bank of China，Shanghai and shall let you know by fax as
soon as it is opened.
认书
file n.档案，卷宗
arrange v.安排
urgent a.紧急的
stress v. n.强调，着重
punctual a.按时的
validity n.有效（性），有效
（期）
valid a.有效的
delay v. n.耽误，延误
detrimental（to） a.有害的
Notes
1.Although the prevailing quotations are somewhat
外贸英语函电与单证课后答案第6章 付款方式4
Key to 6.1 1. (1) mail transfer (2) payment by installment (3) terms of payment (4)cash with order (5) sight bill (6)remittance (7) 票据 (8) 预付款 (9) 托收 (10) 凭单付款 (11) 占压资金 (12) 备齐所定货物
4. (1) The irrevocable L/C gives your experts the protection of bank’s guarantee. (2) In order to settle the terms of payment, we are prepare to give our serous consideration to any helpful proposals. (3) In order to conclude this business, we are willing to give our payment of 50% L/C and the balance by D/P at sight. (4) We would be grateful if you would expedite establishment of the L/c so that we can ship the order in time. (5) Partial shipment are permitted because we can’t supply all the goods you ordered at one time. (6) We have opened an L/C in your favor through the Bank of China for an amount of $ 80,000 . (7) We are glad to inform you that the L/C No. 450 for the amount of $ 25,000 has been established in your favor through the HongKong Bank. (8) As the price of your leather shoes is acceptable, we are going to place a trial order with you if you agree with the terms of payment by D/P (9) Under such circumstances, we find that both the shipment and validity of the L/C should be extended respectively. (10) We will not be able to ship the goods in times if the amendments to the L/C come are too late.
4. (1) The irrevocable L/C gives your experts the protection of bank’s guarantee. (2) In order to settle the terms of payment, we are prepare to give our serous consideration to any helpful proposals. (3) In order to conclude this business, we are willing to give our payment of 50% L/C and the balance by D/P at sight. (4) We would be grateful if you would expedite establishment of the L/c so that we can ship the order in time. (5) Partial shipment are permitted because we can’t supply all the goods you ordered at one time. (6) We have opened an L/C in your favor through the Bank of China for an amount of $ 80,000 . (7) We are glad to inform you that the L/C No. 450 for the amount of $ 25,000 has been established in your favor through the HongKong Bank. (8) As the price of your leather shoes is acceptable, we are going to place a trial order with you if you agree with the terms of payment by D/P (9) Under such circumstances, we find that both the shipment and validity of the L/C should be extended respectively. (10) We will not be able to ship the goods in times if the amendments to the L/C come are too late.
外贸英语函电.unit six orders and acknowledgements
Contents of Order
• commodity
• discount
description
• commission
• order No.
• date and method of
• size
shipping
• color
• port of shipment
• specification
• port of destination
Give detailed description of your order.
State the terms and form of payment and the anticipatede of transportation.
④ Ask your trade partner to pay attention to this order.
Article:
Coffee
Quality:
Your sample No.3303
Quantity: 50 sacks
Price:
at US$15 per sack CIF Dalian
Total Amount: US$750
Shipment: By the end of April
We trust that this will meet with your immediate
2. We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.
to send (give) sb one’s order for sth
外贸英语函电课件Unit 6
常见国际商务组织
International Investment Bank 国际投资银行 Asia-Pacific Economic Cooperation (APEC) 亚洲太平洋经济合作组织
Letter 2
Introducing Acrylic Goods
1. in all 总计，合计 总计， 2.find后跟复合宾语 后跟复合宾语 e.g. He woke up and found himself in the hospital. We came home and found her lying on the sofa.
Sales Letter
In sales promotion, sales letters are often used. The purpose of writing “Sales Letter” is to extend business, to persuade the reader — the buyer to buy what the sellers are able to supply.
Practice
我们得知目前你们市场上对棉织品需求 旺盛， 旺盛，我们借此机会寄上我们的样品簿 供你方参考。 供你方参考。 a good demand for sth. for one’s information
Practice
你们应该清楚，我们的产品价格合理。 你们应该清楚，我们的产品价格合理。 由于利润空间有限， 由于利润空间有限，我们不能提供任何 折扣。 折扣。我们对你方促销我们的产品预先 表示感谢。 表示感谢。 profit margin in advance
AIDA
the “AIDA” in writing sales letters: to catch the reader’s attention to arouse their interest to stipulate their desire to induce their action of purchase
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。
外贸函电与单证Unit 6
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
counter-offer 还盘，还价 offeror 发价（盘）人 offerer 发价人，报盘人 offeree 被发价人 offering 出售物 offer letter 报价书 offer sheet 出售货物单
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
I‟m waiting for your offer.我正等您的报价。 We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。 We have accepted your firm offer.我们已收 到了你们报的实盘。 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。
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依 据，不是漫天要价。 We have received offers recently, most of which are below 100 U.S. dollars.我们最近的报 价大多数都在100美圆以下。 Moreover, We„ve kept the price close to the costs of production.再说，这已经把价格压到生 产费用的边缘了。 I think the price we offered you last week is the best one.相信我上周的报价是最好的。 Offer
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.
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
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
外贸英语函电Unit 6 Confirmation﹠ Acceptance
ห้องสมุดไป่ตู้
外贸英语函电 第六讲
主讲教师
文晓红
Unit 6 Confirmation﹠ Acceptance
订单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e-mail来发送。卖方 则用印制好的确认书来回复。 按照商法，买主的订单是对欲购货物的 出价，在卖主接受以前，不受法律约束。 在接受以后，双方就要履行协议，并受法 律约束。
duly: [ ‘dju:li ] ad. 适时的,适当地 Countersign v.会签，副署 协议、契约、文本等涉及到双方（或多方） 各执一份时，需要双方（或多方）在所有文 本上会签，然后各执一份。
A letter of credit = L/C In our favor 以我方为受誉人 In one`s favor 对…有利，以…为受益人 Eg. We will request our bankers to open a L/C in your favor. 我方将要求银行开立以你方为受誉人的信用 证.
However 无论如何;不管多么 draw one`s attention to 引起注意 Stipulation n. 规定；契约 Stipulations in the relative credit 相关信 用证的规定 On the stipulation that… 按…规定 Stipulate v. 讲明;规定 按规定货物须在三日内送交. Eg. It was stipulated that the goods should be delivered within 3 days.
1. 鉴于我们之间的长期贸易关系，特向你方 作此还盘。 In view of our long-standing business relations we make you such a counter-offer. 3. 感谢贵方2月20日的报价，随函附上关于 标题项下货物的111号订单。 We thank you for your quotation of February 20 and enclose here with our order No.111 for the captioned goods.
外贸英语函电 第六讲
主讲教师
文晓红
Unit 6 Confirmation﹠ Acceptance
订单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e-mail来发送。卖方 则用印制好的确认书来回复。 按照商法，买主的订单是对欲购货物的 出价，在卖主接受以前，不受法律约束。 在接受以后，双方就要履行协议，并受法 律约束。
duly: [ ‘dju:li ] ad. 适时的,适当地 Countersign v.会签，副署 协议、契约、文本等涉及到双方（或多方） 各执一份时，需要双方（或多方）在所有文 本上会签，然后各执一份。
A letter of credit = L/C In our favor 以我方为受誉人 In one`s favor 对…有利，以…为受益人 Eg. We will request our bankers to open a L/C in your favor. 我方将要求银行开立以你方为受誉人的信用 证.
However 无论如何;不管多么 draw one`s attention to 引起注意 Stipulation n. 规定；契约 Stipulations in the relative credit 相关信 用证的规定 On the stipulation that… 按…规定 Stipulate v. 讲明;规定 按规定货物须在三日内送交. Eg. It was stipulated that the goods should be delivered within 3 days.
1. 鉴于我们之间的长期贸易关系，特向你方 作此还盘。 In view of our long-standing business relations we make you such a counter-offer. 3. 感谢贵方2月20日的报价，随函附上关于 标题项下货物的111号订单。 We thank you for your quotation of February 20 and enclose here with our order No.111 for the captioned goods.
外贸函电与单证第6章
然后将此票寄给出口方（收款人），出口方向出口地银行（受票人）出示 这一票据以获得票款。与信汇和电汇不同的是，票汇是可以转让的。
托收(1)：
承兑交单（D／A）。承兑交单指出口方发运货物后开具远期汇票， 连同货运单据委托银行办理托收，并明确指示银行，进口人在汇 票上承兑后即可领取全套货运单据待汇票到期日再付清货款。
It is necessary for us to make it clear that this concession is only for your convenience to push sales of our new products, which should in no case be taken as a precedent.
你方港口，这段时间仅为三个月，这实属正常。此外。货物备妥倒 运是你方才开立信用证。为此，很遗憾我们不能满足你方要求。 因我方必须坚持惯例，我们真诚希望，此事不会影响我们之间以后 的业务关系。 当海尔DVD到货时，我们马上与你联系。 敬上
4. (1) with regard to terms of payment, we regret being unable to accept documents against payment.
Key to 6.2
1. (1) cash payment transfer
(2) telegraphic
(3) make little difference delivery
(4) cash against
(5) adhere to usual practice you
(6)draw……on
(8) As we are your old customer, we hope you can give priority to our enquiry in your sale program.
托收(1)：
承兑交单（D／A）。承兑交单指出口方发运货物后开具远期汇票， 连同货运单据委托银行办理托收，并明确指示银行，进口人在汇 票上承兑后即可领取全套货运单据待汇票到期日再付清货款。
It is necessary for us to make it clear that this concession is only for your convenience to push sales of our new products, which should in no case be taken as a precedent.
你方港口，这段时间仅为三个月，这实属正常。此外。货物备妥倒 运是你方才开立信用证。为此，很遗憾我们不能满足你方要求。 因我方必须坚持惯例，我们真诚希望，此事不会影响我们之间以后 的业务关系。 当海尔DVD到货时，我们马上与你联系。 敬上
4. (1) with regard to terms of payment, we regret being unable to accept documents against payment.
Key to 6.2
1. (1) cash payment transfer
(2) telegraphic
(3) make little difference delivery
(4) cash against
(5) adhere to usual practice you
(6)draw……on
(8) As we are your old customer, we hope you can give priority to our enquiry in your sale program.
外贸函电 Unit six
Particulars in a counter-offer or recounter offer
1. thank your partner for his offer or counteroffer 2. tell him what shall be amended 3. state your reasons directly why an adjustment is necessary 4. hope to receive favorable reply
Shipment: to be within one month receipt of relevant L/C 保兑的不可撤销的即期汇票信用证 By confirmed, irrevocable L/C payable by draft at sight Insurance: to be by the seller 110%of the invoice value All Risks and War Risk. 由于国际市场上现行价格起伏剧烈，我们的报盘只在一周内 有效。 As the prevailing price in the international market is fluctuating drastically, our offer remains valid for only one week.
Re-counter offer
After the seller receives this counter-offer, he may think the reduction asked for is too much, or the date of delivery is too early, and whatever material alteration he makes, this amendment advice is called a re-counter offer. After the buyer receives this re-counter, he may send another re-counter offer to his seller. There could be many re-counter offers before a business transaction is concluded.
外贸英语函电 unit six
The Seller’s obligation
Deliver the goods exactly the kind ordered, and at the agreed time Guarantee that the goods to be supplied are free from any faults.
Conform v. comply with, be in agreement with 符合、遵守 conform to contract stipulations 符合合同 规定
Subsequent adj. 之后的、随后的 subsequent amendments 随后的修改 Effect v. realize，bring out 实现 effect shipment 发货 effect payment 履行付款, 支付款项
我已接受你方85号订单订购货号1002号印花布 十万码。请告颜色搭配并按合同规定的条款开 立以我方为抬头的有关信用证。
Your order No.85 for 100,000 yards of Cotton Prints Art. No. 1002 has been booked. Please let us know the color assortment at once and open the covering L/C in our favor according to the terms contracted.
The contents of an order
Include full details of description (specifications), quantities and prices. State mode of packing, port of destination and time of shipment Confirm the terms of payment as agreed upon in preliminary negotiations. And sometimes “penalties” should the contracted terms not be fulfilled.
外贸英语函电unit6课件
Item
Quantity CIF London
Coffee cups 3 000
US$50.00 per 100
Tea cups 2 000
US$50.00per 100
Teapots 1 000
US$5.00 each
学习交流PPT
10
Packing: In wooden cases, 40 pieces packed in one case Shipment: Prompt shipment from Tianjin Payment: By Irrevocable L/C available by draft at sight Please note that the porcelain wares should be of the same quality as that used in the sample. We expect to find a good market for these goods and hope to place further and larger orders with you in the near future.
• On viewing the samples and pricelist you sent
us on June 1, we have the pleasure in placing with
you the following trial order best attention.
学习交流PPT
4
概述
• 如果卖方的报价（offer）无条件地被买方接受， 或者买卖双方经过贸易条款磋商达成一致，由 买方发出订单；或买方根据卖方报价直接发出 订单，再由卖方对订单进行函电确认以后，交 易就进入了定购货物阶段。这时可由卖方寄发 销售合同或者销售确认书，也可由买方在订购 货物时直接把购货合同或者购货确认寄给卖方。 购货合同和购货确认书是买卖双方在通过交易 磋商达成交易后，是由买方出具并寄给双方加 以确认的列明达成交易条件的书面证明，经买 卖双方签署的确认书，是法律上有效的文件， 对买卖双方具有同等的约束力
外贸函电课后复习unit 6
Unit 6 Sales Confirmation and Purchase Contract1.重点信函：售货与销售确认书（合同），包括的内容有：A.约首。
指合同的序言部分，包括合同的名称、订约双方当事人的名称和地址（要求写明全称）。
除此之外，还常常写明双方签约合同的意愿和执行合同的保证。
序言对双方均有约束力，因此在规定序言时应慎重考虑。
B.正文。
这部分是合同的主体，包括交易的各项条款，如品名、品质规格、数量、价格、支付条件、包装、交货时间和地点、运输及保险条款，以及检验、索赔、不可抗力和仲裁条款等。
上述各条款明确了双方当事人的权利和义务。
C.约尾。
一般列明合同的份数，使用的文字及其效力，订约的时间和地点，以及合同生效的时间，最后是双方的签字。
订约合同的地点往往要涉及合同所依据的法律的问题，因此不能随便填写。
我国出口合同的订约地点一般都写我国进出口公司的所在地或者写中国。
2. 重要词汇和短语（复习本单元中的Notes）：转船分批装运装运港目的港品质检验证书复验有权向卖方就所遭受的损失提出索赔检验报告由买方负担保额保费投保范围数量异议货到目的港后3个月内由买方负责不可抗力延迟交货不能交货仲裁争议通过友好方式协商解决适宜海运的原产地（生产国别）付款行全套清洁已装船提单装箱单在合同规定的时间内未经征得买方同意船名开船日期与…相符退货载货船只海啸运输过程中以我方为抬头开证行备妥待运package number general terms and conditions China Import and Export Commodity Inspection Quarantine Bureau upon the strength of the undelivered part of the Contract S/C P/C China Council for the Promotion of International Trade Foreign Trade Arbitration Commission provisional rules measurement FOB CFR CIF“The undersigned Sellers and Buyers have agreed to close the following”“The Sellers bear all costs and risks before it passes over the vessel’s rail and is released from the tackle.”“数量及金额允许有5％的增减”“仲裁是终局的，对双方都具有约束力。
外贸函电unit6
Business Correspondence
6
Letters of Offer & Counter-offer
报盘与还盘
Business Correspondence
Unit 6
Objectives
1. Master the essential words and expressions 2. Be familiar with the structure of offer and counter-offer letters 3. Learn the writing skills of offer and counter-offer letters 4. Identify the types of negative messages 5. Practice writing offer and counter-offer letters.
Business Correspondence
Unit 6
Sample Letter-1
give thanks, and provide subject to sale
Dear Sirs, Thank you for your letter of April 18th. As requested, we offer you firm as follows, subject to your reply reaching us by the end of this month: 1000 dozen cotton shirts at US $60 per dozen, CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.
外贸函电实务Unit 6
The Practice of Business Correspondences
Notes to Letter 1
1. place an rder 下订单 • Would you like to go ahead and place an order? 您是不是现在就订购呢？ • I'd like to place an order for some tea with you. 我想从贵公司订购一些茶叶。 • Place an order by pushing a button on your remote control. 按一下遥控器上的电钮就可以定货。
The Practice of Business Correspondences
§Task 1 Placing an Order
•业务背景：荷兰艾利斯进出口公司的威廉· 赫特想购
买500双女式皮鞋,通过客户介绍与温州时达鞋业有限 公司的章薇取得联系,通过邮件往来,谈妥了价格,现正 式下订单。请以威廉· 赫特的名义给章薇写一封订货函。
§Writing Guide
Contents of an order letter
(1) Expressing the source of your order (from the catalogues, price list, samples)and intention; (2) Giving a full description of the commodity, including model number, specifications, size, color, etc; (3) Indicating clearly the terms of transaction, including quantity， price term, terms of payment, packing ,shipment , date of delivery, port of shipment and destination etc; (4) Asking for the confirmation of your order from the seller; (5) Expressing your desire for future business.
Notes to Letter 1
1. place an rder 下订单 • Would you like to go ahead and place an order? 您是不是现在就订购呢？ • I'd like to place an order for some tea with you. 我想从贵公司订购一些茶叶。 • Place an order by pushing a button on your remote control. 按一下遥控器上的电钮就可以定货。
The Practice of Business Correspondences
§Task 1 Placing an Order
•业务背景：荷兰艾利斯进出口公司的威廉· 赫特想购
买500双女式皮鞋,通过客户介绍与温州时达鞋业有限 公司的章薇取得联系,通过邮件往来,谈妥了价格,现正 式下订单。请以威廉· 赫特的名义给章薇写一封订货函。
§Writing Guide
Contents of an order letter
(1) Expressing the source of your order (from the catalogues, price list, samples)and intention; (2) Giving a full description of the commodity, including model number, specifications, size, color, etc; (3) Indicating clearly the terms of transaction, including quantity， price term, terms of payment, packing ,shipment , date of delivery, port of shipment and destination etc; (4) Asking for the confirmation of your order from the seller; (5) Expressing your desire for future business.
相关主题
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
Business Text Production
…………………2009年5月
Unit 6 Offer, Counter-offer and Acceptance
Learning Objectives
From this unit you will get to know: • how to make an offer and a quotation; • how to use the related terms to construct the letter.
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
Please make an offer for the bamboo shoots of the quality as that in the last contract.请把 上次合同中订的那种质量的竹笋向我们报个 价。 We are in a position to offer tea from stock. 我们现在可以报茶叶现货。 We„ll try our best to get a bid from the buyers.我们一定尽力获得买主的递价。 We'll let you have the official offer next Monday.下星期就给您正式报盘。
offer
offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
subject to 以...为条件，以...为准 offer subject to our written acceptance 以我方书面接受为准的报盘 offer subject to sample approval 以样品确定后生效为准的报盘 offer subject to our final confirmation 以我方最后确认为准的报盘 offer subject to export/import license 以获得出口（进口）许可证为准的报价
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依 据，不是漫天要价。 We have received offers recently, most of which are below 100 U.S. dollars.我们最近的报 价大多数都在100美圆以下。 Moreover, We„ve kept the price close to the costs of production.再说，这已经把价格压到生 产费用的边缘了。 I think the price we offered you last week is the best one.相信我上周的报价是最好的。 Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
counter-offer 还盘，还价 offeror 发价（盘）人 offerer 发价人，报盘人 offeree 被发价人 offering 出售物 offer letter 报价书 offer sheet 出售货物单
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
offer list/book 报价单 offer price 售价 offering date 报价有效期限 offering period 报价日 concentration of offers 集中报盘 combined offer 联盘，搭配报盘 lump offer 综合报盘（针对两种以上商品）
offer
offer
Unit 6 eptance
Terms in Offer , Counter-offer
quote 报价 quotation 价格 preferential offer 优先报盘 cost of production 生产费用 reasonable 合理的 competitive 有竞争性的 the preference of one„s offer 优先报盘 wild speculation 漫天要价
Offer
offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
offer subject to prior sale 以提前售出为准的报盘 offer subject to goods being unsold 以商品未售出为准的报盘 offer subject to your reply reaching here 以你方答复到达我地为准的报盘 offer subject to first available steamer 以装第一艘轮船为准的报盘
Offer
Offer
Non-firm offer: a offer to sell goods at the stated prices, time and so on, but “subject to the final confirmation”, bearing no contractual obligation.
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
We‟ll let you have our firm offer next Sunday.下星期天我们就向你们发实盘。 We‟re willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。 Could you offer us F.O.B. prices.能想我们报 离岸价格吗？ All your prices are on C.I.F. basis.你们所有 价格都是成本加运费保险费价格。
Unit 6 Offer, Counter-offer and Acceptance
Construction of the body part
Thanks for the enquiry or thank the seller for the offer.
Offer
Details of prices, discounts, terms of payments, date of delivery, the term of validity and so on. Or the details of the above you like the seller to offer. The further action you will take or what you hope your reader will do for you.
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
I‟m waiting for your offer.我正等您的报价。 We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。 We have accepted your firm offer.我们已收 到了你们报的实盘。 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。
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
to extend an offer 延长报盘 to renew an offer 或 to reinstate an offer 恢复报盘 to withdraw an offer 撤回报盘 to decline an offer 或 to turn down an offer 谢绝报盘 unacceptable 不可接受的 workable 可行的 at wide intervals 间隔时间太长 make headway 有进展 Offer be worried at sth. 对...苦恼
Complimentary close.
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer , Counter-offer
to offer for 对...报价 to make an offer for 对...报盘（报价） firm offer 实盘 non-firm offer 虚盘 to forward an offer (or to send an offer) 寄送报盘 to get an offer (or to obtain an offer) 获得...报盘 to cable an offer (or to telegraph an offer) 电报（进行）报价
…………………2009年5月
Unit 6 Offer, Counter-offer and Acceptance
Learning Objectives
From this unit you will get to know: • how to make an offer and a quotation; • how to use the related terms to construct the letter.
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
Please make an offer for the bamboo shoots of the quality as that in the last contract.请把 上次合同中订的那种质量的竹笋向我们报个 价。 We are in a position to offer tea from stock. 我们现在可以报茶叶现货。 We„ll try our best to get a bid from the buyers.我们一定尽力获得买主的递价。 We'll let you have the official offer next Monday.下星期就给您正式报盘。
offer
offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
subject to 以...为条件，以...为准 offer subject to our written acceptance 以我方书面接受为准的报盘 offer subject to sample approval 以样品确定后生效为准的报盘 offer subject to our final confirmation 以我方最后确认为准的报盘 offer subject to export/import license 以获得出口（进口）许可证为准的报价
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依 据，不是漫天要价。 We have received offers recently, most of which are below 100 U.S. dollars.我们最近的报 价大多数都在100美圆以下。 Moreover, We„ve kept the price close to the costs of production.再说，这已经把价格压到生 产费用的边缘了。 I think the price we offered you last week is the best one.相信我上周的报价是最好的。 Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
counter-offer 还盘，还价 offeror 发价（盘）人 offerer 发价人，报盘人 offeree 被发价人 offering 出售物 offer letter 报价书 offer sheet 出售货物单
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
offer list/book 报价单 offer price 售价 offering date 报价有效期限 offering period 报价日 concentration of offers 集中报盘 combined offer 联盘，搭配报盘 lump offer 综合报盘（针对两种以上商品）
offer
offer
Unit 6 eptance
Terms in Offer , Counter-offer
quote 报价 quotation 价格 preferential offer 优先报盘 cost of production 生产费用 reasonable 合理的 competitive 有竞争性的 the preference of one„s offer 优先报盘 wild speculation 漫天要价
Offer
offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
offer subject to prior sale 以提前售出为准的报盘 offer subject to goods being unsold 以商品未售出为准的报盘 offer subject to your reply reaching here 以你方答复到达我地为准的报盘 offer subject to first available steamer 以装第一艘轮船为准的报盘
Offer
Offer
Non-firm offer: a offer to sell goods at the stated prices, time and so on, but “subject to the final confirmation”, bearing no contractual obligation.
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
We‟ll let you have our firm offer next Sunday.下星期天我们就向你们发实盘。 We‟re willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。 Could you offer us F.O.B. prices.能想我们报 离岸价格吗？ All your prices are on C.I.F. basis.你们所有 价格都是成本加运费保险费价格。
Unit 6 Offer, Counter-offer and Acceptance
Construction of the body part
Thanks for the enquiry or thank the seller for the offer.
Offer
Details of prices, discounts, terms of payments, date of delivery, the term of validity and so on. Or the details of the above you like the seller to offer. The further action you will take or what you hope your reader will do for you.
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
I‟m waiting for your offer.我正等您的报价。 We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。 We have accepted your firm offer.我们已收 到了你们报的实盘。 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。
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
to extend an offer 延长报盘 to renew an offer 或 to reinstate an offer 恢复报盘 to withdraw an offer 撤回报盘 to decline an offer 或 to turn down an offer 谢绝报盘 unacceptable 不可接受的 workable 可行的 at wide intervals 间隔时间太长 make headway 有进展 Offer be worried at sth. 对...苦恼
Complimentary close.
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer , Counter-offer
to offer for 对...报价 to make an offer for 对...报盘（报价） firm offer 实盘 non-firm offer 虚盘 to forward an offer (or to send an offer) 寄送报盘 to get an offer (or to obtain an offer) 获得...报盘 to cable an offer (or to telegraph an offer) 电报（进行）报价