《外贸英语函电》PPT课件.ppt

外贸英语函电 石如璧 3.1 Enquiries and replies Many Steps in Business Negotiation enquiry offer counter-offeracceptance n具体询函的写作步骤如下： n1.说明想要购买的货物； n2.请求对方寄送有关该商品的目录、价格或样 品； n3.询问对方所能提供的折扣，你方所能接受的 支付条件和期望的交货时间； n4.以盼早复收尾。 Review: n1.have an inquiry for the supply of cotton piece goods. n2. 用航空邮寄 n3. correspond to n4. regarding our financial status n5. 用不可撤销的即期信用证付款 n6. be obliged Useful Expressions n1. learn from 从得知 n2. Commercial Counselors Office 商务参赞处 n3.handicraft article 手工艺品 n4. brocade handbag 锦绣手袋 n5.leading importer 大进口商 n6.quote sb. a price for sth 向某人就某物报价 n7. place an order with sb. for sth 向某人就某物下订 单 Useful Sentences Useful Sentences Useful sentences nThomas Co,Ltd n120Garden Street Vancounver V5ZEG7,Canada n May 24,2006 nNingbo Qianhu Trading Co,Ltd. n101 Lianfeng Raod nNingbo 315000 nChina nDear Sirs, nWe have learned from the Commercial Counselors Office of our Embassy in your country that you manufacture and export a variety of handicraft articles. nOur company is one of the leading importers of handicraft articles in Canada. As there is a steady demand here for high quality brocade handbags, we would like you send us as soon as possible your illustrated catalogues, samples and all information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipment. nShould your quality be suitable and the price competitive, well be ready to place an order for at least 5,000 pieces with you. nYour prompt attention to this matter will be much appreciated. n nYours faithfully, nCrown Notes n1. handicraft articles 手工艺品 n2. a steady demand for 对有稳定的需求 nThere has been steady demand for our jade boxes in your market. n贵方市场对我们的玉器盒子需求一直很稳定。 n3.illustrated catalogue 带有插图的目录 n4.Please quote your lowest price. n请报公司最低的价格 nquote 报价，开价 nquote sb. （a price）for sth. ne.g.: n1.Please quote your lowest price for mens shirts CFR Rotterdam. n2.Please quote us for mens shirts CIF Rotterdam. n报最低价 nquote ones lowest price/ make (give/send) lowest quotations. n5. stating the earliest date of shipment. n说明最早装船期。 n现在分词短语作状语，表伴随状态。 n6. Should your quality be suitable and the price competitive. n如果产品质量合适且价格具有竞争力的话。 n此句为倒装条件句，相当于 nIf your quality is ,in case your quality is. n7. place an order for sth with sb 向某人订购某物 n1）名词order常与动词make,send,place 等连用，表示订购某项 货物。 ne.g. If your prices are competitive, we shall be pleased to place an order with you for printing bedcovers. n2) 表示各种订单的说法有： nregular order 长期订货 nTrial order 试订单 nFirst/initial order 首笔订单 nSubstantial order 大宗订单 nRepeat order 再次订货/续订单 n8. appreciate 感激 n可接名词或动名词作宾语，不可接不定式 ne.g. We highly appreciate your kind cooperation . nWe shall appreciate it if you will send us a pamphlet and four samples by air immediately. nWe shall appreciate your giving this matter your serious considerations. Exercises: Translate the following into Chinese n1.We shall appreciate it very much, if you will quote us your lowest price for walnuts. n2.We should like to mention that our quotation is CIF Liverpool net. n3. Please note that our quotation is inclusive of your commission of 3%. n4. Will you kindly quote us CIF Melbourne for Butterfly Brand Sewing machine? Test: Translate the following phases into Chinese or English n1. 从得知 n2.Commercial Counselors office n3.手工艺品 n4. brocade handbag n5. 大进口商 n6. quote your lowest price n7. place an order n8. 稳定需求 n9. 带有插图的目录 n10. stating the earliest date of shipment nNingbo Qianhu Trading Co.,Ltd. n101Lianfeng Road, Ningbo315000,China n June1,2006 nThomas Co.,Ltd n120 Garden Street nVancouver V5Z3G7, Canada nDear Mr. Crown, nThank you for your enquiry of May 24. At your request, we are making you the following offer subject to your reply reaching here before June23, 2006. nArticle: Brocade Handbags nPrice: US$12.00/pc,CIF Vancouver nQuantity: 5,000 pcs nShipment: August,2006 nPacking: twenty pieces to a carton nTerms of Payment: by irrevocable documentary Letter of Credit in the sellers favor. nWe hope that the above will be acceptable to you, and await with keen interest your formal orders. nYour Sincerely, nDavid Chen Notes n1.At your request 应你方要求 n这是商业信函中的常用语，用作状语 ne.g. At your request, we have amended the L/C. n应贵公司要求，我们已经修改了信用证。 n也可用：as requested, at the request of sb n应某人的要求 ne.g. As request, we are giving you an estimate of approximate requirements for next year. n应贵公司要求，寄上一份明年所需货物的预估表。 nWe are sending the counter sample at the request of your agent. n应贵公司代理商要求，寄上对等货样。 n2. offer V.报盘 n（包括交易的种种条件，如货名、规格、数量、价格 、船期及答复期限等） ne.g. We can offer you various kinds of baskets. nWe can offer you large quantities of headdress flowers at attractive price. n我们能以很具吸引力的价格给公司报盘大量头花。 nOffer 还可用作名词，在make offer, send offer, give offer后经常接介词for 或者on n3. subject to your reply reaching here before June23,2006. n以本公司最终确认为准（表示此盘为虚盘） nSubject to your acceptance within two weeks. n以贵公司在两周之内接受为条件（说明此报盘为实盘 ） nSubject to your immediate acceptance. n(实盘）以贵公司立即接受为条件。 n4. Terms of Payment 付款条件 n5.irrevocable documentary letter of credit 不可撤 销的跟单信用证 nletter of credit 可数的普通名词,单数为a letter of credit, 复数为letters of credit.常用大写缩写形式， 可写为L/C 或Ls/C. n当credit表示信用证时，复数为credits. n6.in sellers favor 以卖方为受益人 n还可以in the favor of the seller,这是外贸业务术语， 尤指把信用证开给某人名下。 n表示“以某人为收益人”“对有利”可以用： nin ones favor, in the favor of sb. ne.g. We have made arrangements with Bank of China to open a credit in your favor. n我们已安排由中国银行开立以贵公司为抬头的信用证。 n7. acceptable 可接受的 ne.g. The quality is acceptable, but the time of shipment is not. n质量可以接受，但装运期不行。 nWe trust the above offer will be acceptable to you. n我们相信上述报价贵公司是可以接受的。 n8. and await with keen interest your formal orders. n并殷切地等待着贵公司正式下单。 n1）With keen interest 殷切地 n2）await （正式用语）V.等待，期待（与wait for 相 近） ne.g. We await your final confirmation. n盼贵公司最终确认。 Complete the following sentences in English n1. As soon as we receive your specific enquiry, na. 我们将立即给你们报最优惠的拉哥斯（Lagos)到岸价 nb. 我们即将给你们报最低价。 n2. To acquaint you with the cotton piece goods we export now, na. 我们已用航空快递给你邮件3样品书。 nb. 我们已经邮寄了5本样品书。 n3. If you quotation is competitive, nA. 我们将打算订购300台蝴蝶牌缝纫机。 nB.我们将大量订购男士衬衣。 nC.我们确信我们能大量订购印花床单。 Useful Sentences n1. With reference to your enquiry of May 24, we make you the following offer, which is subject to our final confirmation. n2. Replying to your enquiry of May 8, we have the pleasure of quoting our brocade handbags as follows. n3. We are in receipt of your enquiry of May 24, and send you samples of our various brocade handbags, for which we can quote you as follows. n4.These quotations are all subject to the fluctuation of the market, and we hope to have your definite enquiries shortly. n5. We offer, subject to goods being unsold. n6. We offer, subject to prior sale. n7. We hope you will agree that our prices are very competitive for these good quality brocade handbags, and we look forward to your initial order. n8.This favorable offer will not be repeated for some time, and we accordingly look forward to an early order from you. n9. As for the above offer, it is extremely probable that the prices will rise more, and it would therefore be to your interest to place your orders without delay. n10. As the prices quoted are exceptionally low and likely to be adjusted, we would advise you to place orders without delay. nNingbo Qianhu Trading Co.,Ltd. n101Lianfeng Road, Ningbo315000,China n June1,2006 nThomas Co.,Ltd n120 Garden Street nVancouver V5Z3G7, Canada nDear Mr. Crown, nWith reference to your enquiry of May 24, we take pleasure in making the following offer: n n“5,000 pieces of brocade handbags, at US$12.00/pc CIF Vancouver for shipment in August, 2006, for payment by irrevocable documentary L/C in sellers favor, which we hope you nwill find in order. Please note that this offer is subject to goods being unsold.” nAs we have received large number of orders from our clients, it is quite probable that our present stock may soon run out. We would therefore suggest nthat you take advantage of this attractive offer. nWe look forward to receiving your order. nYour Sincerely, nDavid Chen Notes Notes Exercises n1.Please reply as soon as possible, 说明最早装船 其和付款条件。 n2. If you are interested, please cable us, 说明所需 的数量。 n3. We cabled you yesterday, 告知你方2000公斤核 桃肉要在五月期间装运。 n4.Please reply as soon as possible, 告知我方所有 必要的详细信息。 n5.We cabled you yesterday,向你们下5000打水写钢 笔的订单。 n6. We wrote you last week,要求你方寄来最近的价目 表。 n7.Please quote us your lowest price,说明支付条款 和包装条件。 Case 4 n价格是贸易双方极为关注的交易条件，Martin Crown 先生收到陈先生的报盘后认为其报价 过高，于是对其价格进行了还盘。 nKey points: n1.收到报盘信 n2.考虑我们的还盘 n3.你方价格偏高 Useful Expressions n1. be on the high side 偏高 n2. be out of line with 与 不一致 n3. prevailing market （level ）现行的行市水平 n4. keen competition 激烈的竞争 n5. make a counter-offer 进行还盘 n6. make some allowance 打折扣 Useful sentences n1. Thank you for your offer of June 1 for 5,000 pieces of brocade handbags. n2. Thank you for your letter of June 1. We regret to say that we can not accept your offer. n3. We have acknowledgement of your letter of June 1 offering us 5,000 pieces of brocade handbags at US$ 12.00/pc CIF Vancouver. n4. We appreciate the good quality of your goods, but we are not in a position to accept the offer on your terms n5.In reply, we very much regret to state that we find your price too high and out of line with the prevailing market. n6. As the competitive here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit. n7. May we suggest that you make some allowance, by 8% on your quoted price n8.If you can do so, we will possibly make regular orders from you n9.We will appreciate it very much if you will consider our counter offer favorably and fax us your acceptance as soon as possible. n10. In view of the above, we suggest that it is to your interest to accept our price without delay. nThomas Co,Ltd n120Garden Street Vancounver V5ZEG7,Canada n June 14,2006 nNingbo Qianhu Trading Co,Ltd. n101 Lianfeng Raod nNingbo 315000 nChina nDear Mr Chen, nThank you for your offer of June 1 for 5,000 pieces of brocade handbags. nWe appreciate the good quality of your goods, but unfortunately we are not in a position to accept the offer on your terms. Your price appears to be on rather high side. Actually we can obtain the products with similar quality through another channel at a much lower price than you quoted us. nMay we suggest that you make some allowance, say 8% on your quoted price, that would help to push the sales of your goods in our markets. If you can do so, we will possibly make regular orders from you. We hope you will take advantage of this chance so that both of us will benefit from the expanding market. nWe will appreciate it very much if you will consider our counter offer favorably and fax us your acceptance as soon as possible. nYours sincerely, nMr. Crown Notes n1. Counter offer 还盘，还价。 n指受盘人对原报盘提出修改。 nWe have to