国际贸易实务第05章.ppt

Chapter5AcceptanceandOrder,Intheinternationaltrade,negotiationsusuallyproceedby5steps,whichareinquiry,offer,counter-offer,acceptanceandsigningthecontract.5.1BackgroundInformationAcceptanceisanessentialstepofmakingadealandsigningthecontract.Acceptanceiscalledcommitmentinthelaw.Itreferstoasignoftheoffereeswillingtosignacontractandfullagreementtoallthecontentoftheofferwithinthevalidityoftheoffer.Acceptancecomesafterinquiries,offersandcounter-offers.Thenanordermayfollow.But,beforeacceptanceisgiven,thebuyerorthesellerhastotakeintocarefulconsiderationsuchelementsasthepriceandthequality.Orderreferstoanoralorwrittenrequesttosupplyaspecifiedquantityofgoods.Itmaybetheresultofanofferoracounter-offerwithapositiveacceptance.Itmaybegivenbyletter,telegram,telexorfax,orevenorallyatameeting.Butorderlettersareacommonformofcorrespondenceforobtainingequipment,serviceandsupplies.,Anorderletterformmustincludeallthenecessarydetailstomakeitcomplete,namelynameofgoods,catalogueNo.andsampleNo.;priceofgoods,includingunitprice,totalvalue;qualityrequirement,grade,modelname;numberandspecification;quantityofgoods;originandmaterial;weight,dimensions,colorandpattern;packingandmarking;termsandpayment;deliveryrequirements,includingplace,date,modeoftransport,whethertheorderwillbecarriagepaidorcarriageforward,etc.;documents,suchasBillofLading,commercialinvoices,insurancepolicy;specialfeaturesandothers,forexample,alternativesifexactgoodsrequiredarenotavailable.Anordershouldberepliedingoodtime.Iftheselleracceptsit,hehadbettermakearepeatofthetermsandremembertodeliverhisgoodwillintheclosingsection.Praisingthattheorderisawiseone,thankstoalongtimecustomerforhisrepeatpatronageandaheartywelcometoanewcustomerareimportant.Onceaccepted,theorderwillbelegallybindingandrequirebothpartiestohonortheiragreement.Ifthesellerdeclinesthebuyersorder,utmostcareshouldbetakenwhenwritingarejectionsoastocausenoharmtofuturebusiness.,5.2SituationalConversationSection1:AcceptingtheOfferM=Mason;L=LiuM:Imveryhappytoinformyouthatyourgoodsaresellingremarkablywellinourmarket.Yournewconcepthasbeenwarmlywelcomebyourconsumers.Tomeettheheavydemandfromallthesupermarketswherewearesellingyourtoolkits,wedliketoplaceaneworderwithyouimmediately.L:Imgladtohearthegoodnewsfromyou.Welldoourbesttomeetyourrequirements.M:Tomeettherapidlygrowingdemands,ourquantityoforderwillbemorethantripleofthelastone.Pleasegiveusyourbestofferbasedonthequantityof2000sets.L:ThatwillbeUSD2.48/setFOBChinaport.M:Itsalmostthesamepriceaswehadlasttime.,L:Youareright.However,itactuallyismuchcheaperthanlasttime.M:Whydidyousayso?Couldyougivemesomemoreexplanation?L:Thesituationhasbeenchangedalotsinceyourfirstorder.Wearefacingpressuresfromatleasttwoaspects.Asyoumayknow,theUSdollarshasbeendevaluingagainstChinesecurrencysincethen.Forthisreasononly,wehavealreadylost3%.M:Imsorrytohearthat.L:Worsestill,affectedbyoilpricesintheinternationalmarket,steelandplasticpricesinChinesedomesticmarkethaveincreasedtremendously.Andthesteelandplasticsareourmainmaterials.Undersuchcircumstances,westillofferyouthesameprice,evenalittlelower.Itmeanswearegivingyouaspecialfavorontheprice.M:Nowweunderstoodmoreaboutyoursituation.Wearenotgoingtoinsistonourpositionanymore.Weacceptyourprice.Incasetheinternationaloilpricefalls,werequestourpricesfollowautomatically.L:Fullyagreeable.Wehopethesituationwillgetbetterinthenearfuture.,Section2:PlacinganOrderB=Betty;D=DavidB:Nowyouhaveseenoursamples,whatdoyouthinkofthem?D:Ishouldsaythequalityandfinishareallright.NeverthelesstheyarenotexactlywhatIwant.B:Isthereanythingwrongwiththem?Letmeknowyouropinionsfrankly.Iwillbeonlytooanxioustohavethem.D:Well,foronething,IdontthinkIlikethecolor.Besides,thedesignisalittleoutofdate.B:Thatcanbeadjustedveryeasily.Justtellmethecoloranddesignyouhaveinmind.Illchangethemaccordingly.Believeme,wecanmakethemtoeverythingofyourdesiredspecifications.D:Butbeforeplacinganorder,thereisyetonepointIwishyoutomakequiteclear.B:Whatisit?,D:WhencanIexpectdelivery?IsitpossibleforyoutoshipthegoodsinMay?B:Wecouldshipyourorderwithintendaysofreceivingyourpayment.D:So,yourequirepaymentinadvanceofshipment?B:Yes.Youcouldwiretransferthepaymentintoourbankaccountoropenaletterofcreditinourfavor.D:OK.Isee.Idliketogoaheadandplaceanorderfortwohundredunits.B:Well,whereisyourdestinationport?D:IthinkyoudbettershiphalftoLiverpoolandhalftoLondon.B:Right.Illgetourdispatchdepartmentstartedonthepacking.D:Yes,pleasedo.AndIwillprepareanofficialorderonthesenotesandsendittoyoutomorrow.Howsthat?B:Great.Iamsureyouwillexpectthemostsatisfactorygoods.,5.3EmailCommunicationLetter1:TheAcceptanceoftheFirmOfferDearSirs,WehavereceivedyourkindofferofJune8th,for50metrictonsofGradeOneGuangxiwalnutmeat,at30,000dollarspermetrictonCIFLondon,witha5%discount,aspercopyofourtelegramenclosed,whichweherewithconfirm.Weacceptyouroffer.Pleasesendthegoodsatoncetoourorder,anddrawuponusintheusualway,noticinguswhenyoudispatchthegoods.Yoursfaithfully,Letter2:PlacinganOrderDearSirs,Thankyouforyourspeedysamples,alongwiththequotationforyourteaofOctober5th.WehavemadeselectionsfromthesamplesyousentonOctober30th.Wefoundthequalityoftheteameetsourrequirementandwetakepleasureofplacingyoutheorderasfollows,whichwecommendtoyourimmediateandbestattention:200kilogramsXIHULONGJINGtea230kilogramsSHIFENGLONGJINGteaAsitisthefirsttimeforyourgoodstobeintroducedhere,wethinktherelevantliteraturesmayhelppromotethesales.Hopeyouwillsendusthemwhenyouareatyourearliestconvenience.Weshallbeobligedifyouwillkindlyletushavetheshippingadviceimmediatelyafteryoueffectshipment.Ourorderissubjecttoyouracceptanceofourusualtermofpaymentthatis30daysaftersight.Ifthisfirstorderprovessatisfactory,weshallbehappytoplacefurtherorderswithyou.Yoursfaithfully,Letter3:ConfirmingtheOrderDearSirs,Wethankyouverymuchforyourkindorderforourteawhichwehavereceived.Ithasourimmediateandcarefulattention.Youmayrestassuredthattheteaundertheorderhasbeencarefullypackagedinchesttopreventdamageintransit.WeshallsendyoutheshippingadviceandtheinvoiceatthetimeofshipmentbythisMay.Thetermsofpaymentyousuggestedareacceptable,andyoumayrelyonustogiveallyourorderspromptattention.Sinceitisthebestseasonfortea,wehopeyoumakefulluseoftheopportunity.Iamsureyouwillbepleasedtocollectgoodcommentsaboutourteafromyourconsumers,andbuildupamarketfortheproductinyourcountry.Wehopethiswillleadtomoreconsiderableorders.Yoursfaithfully,5.4PracticalSkillsSkill1:ExplanatoryNotesonTechnicalTerms1.makeadeal成交；达成交易Hehasnoimagination.Icanunloadplentyofcottonintheblackmarketifhellmakeadeal.2.devaluevt.使(货币)贬值；降低的价值vi.贬值(1)Thecountrydevalueditscurrencyby5percent.(2)Thepresidenthasdevaluedthedollar.(3)Therublehasdevaluedgreatly.(4)Thecurrencyhasdevaluedatarapidrate.3.currencyn.货币；通货foreigncurrency外币reservecurrency储备货币currencyexchange货币兑换,domesticcurrency本国货币hardcurrency硬通货softcurrency软通货currencyswap货币互兑Theonlytworealoptionsarecapitalcontrolsandcurrencyappreciation.4.inourfavor以我方为受益人(1)Agreatthinghashappenedinourfavor.Nobodymustspoilit.(2)Youcouldopenaletterofcreditinourfavor.5.restassured尽可放心(1)Youmayrestassuredthatwewilltakeyourviewsintoconsideration.(2)Youmayrestassuredthatanyinformationyoumayprovidewillbetreatedasstrictlyconfidential.(3)Youmayrestassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.,Skill2:UsefulExpressions1.Acceptance(1)Ourpriceisquitereasonableandotherbuyersinyourmarkethaveacceptedit.(2)Pleaseacceptourofferandconfirmtheabove-mentionedtermsimmediately.(3)Owingtoheavycommitments,wecannotacceptfreshbusinessatpresent.(4)Takingthequalityintoconsideration,weacceptyouroffer.(5)Wearepleasedtohavetransactedourfirstbusinesswithyourfirm.(6)Wehavesucceededinputtingthroughthedealoffivehundredbicycles.(7)WehavefaxedourconfirmationofyourorderandyouarerequestedtoopentheL/Cassoonaspossible.(8)Westronglyrecommendacceptanceasourstocksarerunninglow.(9)WithaneyetofuturebusinesswellacceptpaymentbyD/Pthistime.(10)Wearesorrythatwecannotacceptyourcounter-offer,asthepricequotedbyusisquiterealistic.,2.Order(1)Iwouldliketoplaceanorderfor25ofyourM100wirelessmicrophones.(2)Wewouldappreciateitifyoucouldshiptheseproductstousassoonaspossible.(3)Wehopetoreceivethisorderbytheendofthemonth,ifpossible.(4)Ihaveattachedacompletedorderfromthisproduct,asrequested.(5)Pleasebillmeusingthecreditcardinformationonfilefrommylastorder.(6)WedliketoorderaKM-36.Doyouhavethatonhand?(7)Wearesurethatthisinitialorderwillresultinfurtherbusinessinthefuture.(8)Wearepleasedtoconfirmhavingpurchasedfromyou50metrictonsofpeanuts.(9)Asyourquotationiscompetitiveandacceptabletous,weareconsideringordersoflargequantities.(10)Howmuchwillyoubringthepricedown,ifweorder1000unitsormore?,第五章接受与订货,在国际贸易中，洽谈交易程序一般按询盘报盘还盘接受签订合同这五个环节进行的。一、背景知识接受是达成交易和订立合同必不可少的环节。接受在法律上叫做承诺。它是指受盘人在报盘有效期内完全同意报盘的全部内容，愿意订立合同的一种表示。接受之前要进行询盘、报盘与还盘；接受之后便是订购。但是，表示接受前，买方或卖方须谨慎考虑诸如价格与质量等内容。订货指口头或书面请求提供特定量的货物。订货往往是交易双方对报盘或还盘表示同意后的直接结果。订货可通过信函、电报、电传提出，甚至可在开会时口头提出。不过购买设备、服务及储备品时，通常用信函进行订货。完整的订货信函或订货单必须包括以下细节：商品名称、目录号码和样品编号；价格，包括单价、总价；质量要求、品级、型号和规格；商品数量；原产地和使用材料；重量、尺码、颜色、式样；包装和标志；付款条件；送货须知，包括地点、日期、运输方式、运费到付还是运费付讫等；货运单据，例如提货单、商业发票、保险单等；特殊性能和其他注意事项，例如，如果所要的商品没有现货供应，是否同意以别的商品替代等。,收到订单应及时回复。卖方接受订单，最好在回复时重申订单条款，并在结尾时表达良好的祝愿，称赞他们的订货是明智的，对老主顾的惠顾表示感谢，或对新客户表示衷心的欢迎。订单一旦被接受，就具有法律约束力并要求买卖双方履行合同。如果卖方无法接受买方的订单，在写回绝订单的信时应特别小心，以免以后的买卖受到影响。二、情景对话对话1：接受报盘M=Mason;L=LiuM：很高兴告知你们的货物在我们的市场上销售极好。你们的新理念广受我们消费者的欢迎。为满足销售工具套件的所有超市的大量需求，我们想立即订购一批新货。L：很高兴听到这个好消息。我们会尽力满足你们的要求。M：为满足快速增长的需要，我们的订购量是上次的3倍多。请根据2000套的数量报出最优惠的价格。,L：2.48美元/套FOB中国港。M：几乎和我们上次订购的价格差不多。L：对。但是实际上要比上次更便宜。M：此话怎讲？能不能再解释一下？L：自上次订购后形势发生了很大的变化。我们至少面临两方面的压力。你可能知道，美元兑人民币的汇率从那时起一直在下降。仅由于这一原因，我们就已经损失3%。M：听到这个消息感到很抱歉。L：更糟糕的是，受国际市场原油价格的影响，中国国内钢材和塑料市场价格发生了巨大的增长。钢材和塑料是我们主要的原材料。在这种情况下，我们仍然给你们同样的报价，甚至更低一点。这就意味着我们给你们的是特别的优惠价。M：那现在我们更了解你们的情况。我们不再坚持己见，决定接受你们的报价。如果国际油价降低，我们要求价格自动随之而降。L：完全同意。希望未来形势会越来越好。,对话2：下订单B=Betty;D=DavidB：您已经看过了我们的样品，您觉得怎么样？D：应该说质量和光洁度非常不错。但是并不完全符合我想要的。B：有什么问题吗？我非常期待您的真实想法。D：嗯，首先，我不喜欢这款颜色。另外设计风格上有些过时。B：这些可以很容易做出相应调整。请告诉我们您想要的颜色和设计风格，我会做出相应的更改。相信我，我们会百分之百地按照你们的要求来做。D：在下订单之前，我还有一点要弄明白。B：您说。D：什么时候可以交货？你们可能在五月份发货吗？B：我们在收到货款后10日内就会发货。D：这样，你们要求发货前付款吗？B：是的。你可以通过电汇汇款到我方银行账户或以我方为受益人开立信用证。,D：好的，我知道了。我想先订货200件。B：那你们的目的港是哪里？D：最好能一半送到利物浦港，一半送到伦敦港。B：好的。我会让发货部门开始准备包装的。D：请您安排吧。我会准备好正式的订单明天发给你的。怎么样？B：太棒了。我确信你们会收到最满意的货物。三、邮件往来邮件1：接受实盘执事先生：6月8日来函敬悉，感谢贵方实盘：50公吨的广西一级核桃肉，每公吨到达伦敦口岸的价格为3万美元，5%折扣。随函附上我方确认的电报复印本。谨确认接受贵公司的实盘，请以本公司为收货人立即装运货物，并根据惯例，向本公司提取货款。一旦发货，请通知我方为盼。敬上,邮件2：下订单执事先生：贵公司迅速寄来的样品，以及10月5日所发出的贵公司茶叶报价单均已收到，十分感谢。我们对你方10月30日所寄的样品进行了挑选，认为贵公司茶叶的质量符合我们的要求，所以，我们很愉快地订购贵公司产品，如下所述，并希望得到你们迅速和全力的办理：200千克西湖龙井茶叶230千克狮峰龙井茶叶由于这是第一次将你们的产品引进到这里，我们认为相关的宣传资料会有助于商品的推销，希望你们尽快寄来商品的宣传资料。如蒙货物装运后立即寄送装船通知，我们将不胜感激。我们的订单以贵公司接受我方通常的付款条件为有效，即从提单日期起30天见票即付。这是首次从贵公司订购商品，如果初战告捷，我们将会继续购买贵公司的产品。敬上,邮件3：确认订单执事先生：我们已收到贵公司的订单，非常感谢订购我们的茶叶，我们会予以立即而认真的办理。请放心，该订单项下的茶叶已经用专门的茶叶包装