外贸函电第五讲报价、销售函、报盘及还盘PPT课件.pptx

Unit4Quotations SalesLetter FirmOfferandCounterOffers报价 推销信 报盘及还盘 Unit4 Part1QuotationsandOffers 2020 1 15 1 Objectivesofthispart Understandthequotationandgrasptherelativeexpressions Understandthedifferencebetweenfirmofferandnon firmofferandgrasptheirrelativeexpressions Befamiliarwiththeterms conditionsinvolvedinanofferandbeabletowritethemindependently 2 2020 1 15 Quotation Aquotationisapromisetosupplygoodsonthetermsstated It however isnotlegallybindingasafirmofferifthesellerlaterdecidesnottosell 3 2020 1 15 Offer Therearetwokindsofoffers firmoffer 实盘 andnon firmoffer 虚盘 Afirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime Onceithasbeenaccepted itcannotbewithdrawn 4 2020 1 15 Non firmofferareusuallymadebymeansofsendingcatalogues pricelist andquotations Itcanbeunderstoodasquotation 5 2020 1 15 DifferencebetweenQuotationandOffer Whenquoting thesellercangiveonlythepriceofthegoodshewishestosell Butwhenoffering thesellershouldgiveallnecessarytermsofsalesforthebuyer sconsideration 6 2020 1 15 1 Quotations Areplytoanenquiry 2020 1 15 7 1 1Aquotation offer usuallyinclude Commodity Description Specification 产品规格 产品型号 Quantity UnitPrice Packing measurement 包装 尺寸 Shipment Payment Insurance 8 2020 1 15 1 2关于报价 quotation 的两种处理方式 第一种 陈述式Structure Step1 beginning Thanksfortheenquiryandsendthequotation Step2 themainpartofthequotation Listallthenecessaryinformation suchascommodity price shipment quantity ect Step3 ending Showexpectationoforder 9 2020 1 15 第二种 报价表式 即 单独做一份报价单 随函附寄给客人 Structure Step1 beginning Thanksfortheenquiry Step2 tostatetheenclosedquotationsheet Step3 ending Showexpectationoforder 10 2020 1 15 1 3WritingSkillsofQuotation Pleasereferto1 3 11 2020 1 15 Specimenletter1 Analysis DearSirs WethankyouforyourenquiryofAugust22andarepleasedtosendyouourquotationforthegoodsyourequiredasfollows 12 Showthanksforenquiry 2020 1 15 Commodity Size Weight Shipment 13 Statedetailedinformationregardingprice shipmentandothernecessaryinformation 2020 1 15 Youarecordiallyinvitedtotakeadvantageofthisattractivequotation WeareanticipatingalargeorderfromtheUnitedStates andthatwillcauseasharpriseinprice Welookforwardtoreceivingyourorder Yoursfaithfully 14 Expressthewishofthequotationbeingaccepted 2020 1 15 15 2 Offers Alsoareplytoanenquiry 2020 1 15 2 1Anofferwillincludethefollowing 1 Thebeginning anexpressionofthanksfortheenquiry thevalidityoftheoffer 2 Themainparts Nameofcommodities quality quantity andspecification Detailsofprices termsofpayment commissions ordiscounts ifany Packinganddateofdelivery3 Close 16 2020 1 15 2 2TheWritingSkillsofFirmOffers Thebeginningofanoffer Itusuallyincludestheoffer svalidity 开始报盘 通常一起注明该盘有效期例如 p 73 InreplytoyourletterofJuly14 wearegivingyouanoffer subjecttoyourreplyhereby5p m ourtime Tuesday August5 asfollows validity 17 2020 1 15 p 74 Inreplytoyourinquiry wetakepleasureinmakingyouanofferasfollows providedyourreplyreacheduswithin7daysfromtoday validity p 75 Nowwearemakingyouanofferasfollows Thisofferissubjecttoyourreplyhereonorbefore25thAugust validity 18 2020 1 15 Themainpartofanoffer产品描述 产品名称CommodityDescription产品规格 产品型号Specification 19 2020 1 15 Quantity 1 重量 weight 公斤 公吨 长吨 longton 1016kg 短吨 shortton 907kg 2 数量 number 件 双 套 20 kilogram KG metricton M T piece set pair 2020 1 15 3 长度 length 米 英尺 英寸 码 4 面积 area 平方米 5 体积 cubic 立方米 6 容积 capacity 公升 加仑 21 meter yard inch foot squaremeter m2 cubicmeter m3 liter gallon 2020 1 15 Price MajorWorldCurrencies dollar 美国 US 加拿大 Can 香港 HK 澳大利亚 A 新加坡 S 新西兰 NZ 中国台湾 新台币NT NewTaiwandollar 22 2020 1 15 Pound sterling 英国 镑 或 Stg Renminbi Yuan 中国 人民币 元 RMB Yen 日本 日元 Won 朝鲜 韩国 元WEuro 欧盟国家 元 23 2020 1 15 Packing 塑料袋 plasticbag polybag 纸箱 carton 木箱 woodencase 板条箱 crate 麻袋 gunnybag 布袋 sack clothbag 牛皮纸袋 kraftpaperbag 24 2020 1 15 铁桶 irondrum 塑料桶 plasticdrum 木桶 cask 捆 bundle 包 bale 25 2020 1 15 2020 1 15 26 每件衬衫要用塑料袋包装 每一打装一纸箱 每4个纸箱装1板条箱 Eachshirtshouldbepackedinplasticbag onedozentoacarton 4cartonstoacrate 27 2020 1 15 Shipment Delivery shipment beeffectedbyseafromU S AwithinonemonthafterreceiptoftheL C 将在收到信用证之日算起一个月内从美国装船 Thesegoodsshouldbeshippedwithinonemonth 这些货应在一个月内装运 Pleaseship deliverthegoods effectthedelivery withinoneweek 请在一周之内装运 28 2020 1 15 Payment Pleasepayby Pleasemake effectthepaymentby 请用 方式付款 关于支付方式是信用证的表达 请见PPTUnit3 Page26 27 29 2020 1 15 Insurance Insurance tobeeffectedbythebuyer coveringAllRisk for110 oftheinvoicevalue asperChinaInsuranceClauses 由买家根据中国保险条例 按发票金额的110 投保综合险 30 2020 1 15 31 Unit4 Part2SalesLetter 2020 1 15 ThePurposeofWritingSalesLetters toexpandbusinessbysellingaparticularkindofgoodsorservicetoselectedtypesofcustomers topersuadethereaderstobuywhatyouaretryingtosell 32 2020 1 15 Asaleslettershouldhavethefollowingtwofactors 1 Offertheinformationaboutproducts 2 Arouseinterestandstimulatedesireforbuying 33 ProductsCustomersCompetitors 2020 1 15 AIDAPrinciple 1 catchthereader sAttention 2 arousetheirInterest 3 stimulatetheirDesire 4 inducetheirActionofpurchase 34 2020 1 15 Writeraletterwiththefollowingpoints 推销新款电脑桌质量上乘 价格合理 颜色多样尽快交货 支付方式有利 35 2020 1 15 DearSirs Weareverygladtointroduceournewcomputertablesthatareuniquenotonlyinstyle colorbutalsomoderateinprice Wecansendyouapricelistandsamplesofournewproduct whichcanenableyoutotestonitsqualityandcomparethemwithothers Forownersofoldfashionablecomputertable ourproductisnodoubtasoundchoicewhichmakeyourlifemorecomfortable Atthesametime wecanofferpreferabletermsofpaymentandsupplyourproductsassoonaspossible Welookforwardtoyourreply Yoursfaithfully JohnSmith 2020 1 15 36 37 Unit4 Part3CounterOffers 2020 1 15 1 Introduction Acounterofferismadewhena potential buyerfindsthetermsandconditionsintheofferisunacceptableorasanattempttogainmorefavorableterms 38 2020 1 15 2 Aimsandkeypoints Knowthedefinitionofcounteroffer Understandthestructuresofwritingcounterofferletter Mastersomeusefulwords expressionsandsentencesofacounterofferletter 39 2020 1 15 2 1WhatisCounter offer Thebuyermayshowdisagreementtotheprice orpacking orshipmentandstatehisowntermsinstead Theeffectofacounterofferisthattheoriginalofferisnolongervalid andthenowoffereebecomestheofferorasthecounterofferbecomesthenewoffer 40 2020 1 15 Acounterofferrefusesaportionofanofferorabid butsuggestsachangeorchanges 还盘 counter offer 又称还价 是受盘人对发盘内容不完全同意而提出修改或变更的表示 还盘既是受盘人对发盘的拒绝 也是受盘人以发盘人的地位所提出的新发盘 Itapproximatesa yes but declaration Thankyouforyourletterof Iappreciatetheexceptionalqualityofyourproductandthewayinwhichyouhavehandledmyinquiry butyourpricesaretoohighevenforthisquality 41 2020 1 15 2 2StructureoftheCounter offerLetter Thankthesellerforhisoffer mentionbrieflythecontentoftheoffer Expresstheinabilitytoaccepttheoffer Statethereasonsfornon acceptance Makeacounterofferif inthecircumstance itisappropriate Hopethecounter offerwillbeacceptedandtheremaybeanopportunitytodobusinessto