《外经贸函电与谈判》unitPPT课件.ppt

UnitTwo InquiriesandOffers 1 BackgroundInformationTextStructureSentencePatternsExercises 2 BackgroundInformationTextStructureSentencePatternsExercises 3 BackgroundInformationTextStructureSentencePatternsExercises 4 BackgroundInformation 询盘 价 enquiry inquiry 交易一方欲购买或出售某种商品 问另一方发出的探询买卖该商品及有关交易条件的一种表示 2 报盘 报价 发盘 offer交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提出的条件与对方达成交易 这种口头的或书面的表示即称之为报盘 报价 发盘 5 3 实盘 firmoffer 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 实盘的内容一般应有 货物正确的品名 详细的品质规格 清楚的包装情况 实在的数量 准确的装运时间和装运港口 完备的价格条款和支付条件 另外 实盘还有两个内容 一个是明确提出这个发盘是个实盘 firmofferorirrevocable 但即或有实盘或不可撤销字样 也不是构成实盘的必要条件 如果具备构成实盘的上述必要条件 没有实盘字样也是实盘 BackgroundInformation 6 3 实盘 firmoffer 另一个是发盘的有效期 根据各国法律规定和国际贸易惯例 实盘都有有效期 有效期是对发盘人的约束 以便利受盘人凭以进行研究交易的可能性 在有效期内 发盘人有必须承担成交的义务 但是超过了有效期 既或受盘人再行接受 发盘人有权拒绝成交 在规定具体的有效期时 要根据不同的商品 在不同的市场 不同的地理位置以及节假日等情况 明确规定此期限的起止日期和地点以免误解 BackgroundInformation 7 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 BackgroundInformation 8 2 虚盘 non firmoffer offerwithoutengagement 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 Subjecttoourfinalconfirmation 以我货未售出为准 subjecttounsold 此发价 可按市价增减 Weoffer subjecttomarketfluctuation 等 在日常的业务中 外寄的报价单 价目单及形式发票等 一般都注明 仅供参考 或 以我方最后确认为准 这就排除了接盘人只要接受就可以成交的权限 虚盘对发盘人来说 较为灵活 可以根据市场的变化 挑选成交时机和对手 以取得有利的交易条件 但是 受盘人有时把它看成一般的业务联系 而不利于达成交易 BackgroundInformation 9 判断下面函电是虚盘还是实盘DearSirs Re HogCasingsWeareinreceiptofyourletterdatedJune6andverypleasedtobetoldthatthereareextremelybriskdemandsforcaptionedgoodsinTokyo Inordertostartaconcretetransactionbetweenus wetakepleasureinmakingyouaspecialoffer subjecttoourfinalconfirmation asfollows Commodity SaltedHogCasingsSpecification cm 28 3030 3232 3434 3636 3838 up BackgroundInformation 10 判断下面函电是虚盘还是实盘Quantity Barrel 127101020Price US CIF TokyoShipment September October 1997Payment byconfirmed irrevocableL Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment Certificate certificateofqualitytobeissuedbytheChinaCommodityInspectionBureau certificateoforigintobeissuedbytheChinaCouncilforthePromotionofInternationalTrade Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder BackgroundInformation 11 Text Correspondence 1 DearMr Haan Re PartsforMachineTypeB 114Wepurchasedfromyoutensetsofthecaptionedmachinein1989 Themachineshavebeenverysatisfactory However atpresentweneedalargequantityofparts accessoriesaspertheenclosedlist Pleasesendusassoonaspossibleyourproformainvoicebyfaxandhardcopyinquadruplicatebyairmail YouarekindlyrequestedtoquotetheFOBNewYorkrate Thepartsandaccessoriesareurgentlyneededsowewishtoreceiveyourproformainvoicebyreturnfax Sincerely WangLimingManagerWLM smEncl acopyofinquirylist 12 Text Re PartsforMachineTypeB 114Wepurchasedfromyoutensetsofthecaptionedmachinein1989 Themachineshavebeenverysatisfactory 标题 B 114型机器零部件我方于1989年从贵公司购买了10台标题所示机器 其令人非常满意 13 Text However atpresentweneedalargequantityofparts accessoriesaspertheenclosedlist Pleasesendusassoonaspossibleyourproformainvoicebyfaxandhardcopyinquadruplicatebyairmail YouarekindlyrequestedtoquotetheFOBNewYorkrate 但目前我方急需一大批零部件 如所附清单所示 请尽快用传真发来形式发票 且空邮硬拷贝一式四份 并告知纽约船上交货价 14 Text alargequantityof大量Weunderstandyouareinneedofalargequantity quantities ofammoniumsulphate andwishtohaveashareinthisbusiness 我方得知贵方需要大量硫酸铵 我方希望能参加这项交易 quantityn 数量Yousayyouwillrequirealargequantity Abouthowmanydoyoumean 你说你需要的数量很大 大约是多少呢 Wewillallowyouadiscountof5 butonlyonitemsorderedinquantitiesof100piecesormore 我方可给予5 的折扣 不过定货数量在100或100件以上的产品才有此种折扣 15 Text asper按照Asperyourrequest wehaveshippedallyourordersbyS S Atlas 我方已按要求将贵方全部定货装上了 Atlas 轮 16 Text enclosedlist所附清单enclosedadj 所附的Pleasequoteusforthesupplyoftheitemsontheenclosedenquiryform givingyourpricesCNFLagos 请按随函所附询价单开列的产品报来拉哥斯成本加运费价 Youwillfinddetailsintheenclosed 详情请见附件 17 Text Youarekindlyrequestedto 请 OnreceiptofourL Cyouarekindlyrequestedtoeffectimmediateshipment 接到我方信用证后 请立即装船 18 Text raten 价格WeaskyoutosendussamplesofTussahSilkandquotebestrates 请贵方寄来柞蚕丝的样品并报来最低价 19 Text Thepartsandaccessoriesareurgentlyneededsowewishtoreceiveyourproformainvoicebyreturnfax 由于急需零部件 故盼即传真回复形式发票 20 Text urgentlyadv 紧迫地Weshallbegladtoknowwhenwemayexpectshipmentasthegoodsaremosturgentlyneeded 由于该批货物需要非常急迫 如蒙告知何时可望装运 则十分高兴 21 Text Correspondence 2 DearMr Wang Subject PartsofMachineTypeB 114ThankyouforyourletterofFeb 15th 2001andtheenclosurerequestingquotesforpartsforthecaptionedmachine Asrequested wearesubmittingourquotationintriplicateandwishforyoutoplaceyourorderwithusasearlyaspossiblebecausewehavealargebacklog Weawaityourdecision Sincerely SanderDeHaanInternationalSalesManager 22 Text ThankyouforyourletterofFeb 15th 2001andtheenclosurerequestingquotesforpartsforthecaptionedmachine 贵方2001年2月15日来函及要求报标题所示机器零部件之价格附件已收到 谢谢 23 Text Thankyoufor 已收到 谢谢 ThankyouforyourletterdatedJuly5 inquiringforourwoodscrewsandfittings 贵方7月5日关于木螺丝及配件的询价函已收到 谢谢 Thankyouforcallingourattentiontothefact 感谢贵方提请我方注意该事实 24 Text captionedadj 标题项下的 标题所列的Astheproductionofthecaptionedgoodsisgoingupmuchfasterthanbefore webelievewecancompleteyourorderearlier 关于标题项下货物 由于其生产较以前大大加快 我方相信能提前完成运交贵方定货 25 Text Asrequested wearesubmittingourquotationintriplicateandwishforyoutoplaceyourorderwithusasearlyaspossiblebecausewehavealargebacklog Weawaityourdecision 应贵方要求 我方寄上报价单一式三份 望尽早订货 因我方有大量积压而未交付的订单 等候贵方定夺 26 Text asrequested atone srequest asitisrequested asperyourrequest byrequest应 要求 Asrequested Asperyourrequest wearegladtoofferyoutheitemslistedonyourinquiryformasfollows 根据贵方要求 我方针对贵方询价表中开列的产品作出如下的报盘 27 Text submitv 提交 提出Wearesubmittingthefollowinginformationforyourreference 现提交如下资料供贵方参考 28 Text placeanorderwithsb forsth 向某人订购某物Ifyourpriceisworkable weshallplaceatrialorderwithyoufor50casesBlackTea 如贵方价格可行 我方可向贵方试订购红茶50箱 29 Text backlogn 积压的工作 积压而未交付的定货Wehavealargenumberofbacklogstobefilledduringthenextfewmonths 我公司有大量积压的定单 要在今后几个月内交货 30 Text Correspondence 3 DearExportDepartment Re ElectricSawsWeareinthemarketforelectricsaws Pleaseprovideuswithquotesforthegoodslistedontheenclosedinquirysheet givingyourpricesCFRJakarta Pleasealsostateyourearliestdeliverydate yourtermsofpaymentanddiscountsforregularpurchases Kindlymailusyourcatalogueanddetailsofyourspecifications Welookforwardtoyourearlyreply Sincerely JosephNgCommercialManagerEncl inquirysheet 31 Text Weareinthemarketforelectricsaws Pleaseprovideuswithquotesforthegoodslistedontheenclosedinquirysheet givingyourpricesCFRJakarta Pleasealsostateyourearliestdeliverydate yourtermsofpaymentanddiscountsforregularpurchases 我方欲购买电锯 请报所附询价单上之列货物雅加达CFR价 并请告知贵方最早交货日期 付款方式及经常购买之折扣 32 Text beinthemarketfor 要买 货物 TheAustraliansareinthemarketforacommunicationssatellitesystem 澳大利亚人正想购买一套通讯卫星系统 33 Text Kindlymailusyourcatalogueanddetailsofyourspecifications Welookforwardtoyourearlyreply 请寄贵方产品目录及规格详细资料 盼早复 34 Text mailv 邮寄Ourshippingadvicewasmailedtoyoutendaysago 我方装船通知10天前就邮寄给贵方了 35 Text detailsn 详情 细节Weencloseourillustratedcatalogueandprice listgivingthedetailsyouaskfor 随函寄上我方样本及价格单 内有贵方欲知详情 36 Text specificationsn 规格Underseparatecover weareairmailingyouacopyofourcataloguewithdetailed full specifications 我方另封空邮寄上带有详细规格的目录一份 37 Text specificationn 规格单 说明书Weencloseaspecificationandaplanshowingrequiredpositionsofradiatiors 随函寄上说明散热器位置的设计图和说明书各一份 38 businesslettersoninquiryandofferThestructureofcorrespondenceaboutoffersThanksfortheinquiryandbrieflystatethecontentoftheinquiryreplytotheinquiryraisewriter shope Structure 39 businesslettersoninquiryandoffer2 Thestructureofcorrespondenceaboutinquiriesstatewhyyouinquireputforwardyourspecificrequirementsgiveyourhope Structure 40 Structure Writingprinciplesofinquiryletters Totellwhereyoulearnedthecompanyanditsproducts Todescribeyourspecificneedsbutwithnopromiseofbookingtheproposedproducts Tostresstheimportanceofyourneededinformationandtrytoflatteryourreceiverforgettingmoreinformation 41 Structure Writingprinciplesofinquiryletters Ifanyquiries askthereadertogiveyouadefinitereply Ifanunfamiliarreader trytopersonalizeyourletterliketheonebetweenfriends Usecourtesywords 42 Structure WritingPrinciplesofRespondingLettersIfyoucanmeetalltherequirementsofthebuyer lethimknowASAP Ifyoucanonlymeetpartoftherequirements tellhimfirstwhatyoucandoforhimandthenexplainwhyyoufailtodo Ifyoucannotmeetanyoftherequirement first expressyourthanksfortheinquiryandthenyourregret 43 Structure WritingPrinciplesofRespondingLettersTryyourbesttopleaseyourpotentialbuyersbyofferingtheservicesasmuchasyoucan Letyourreaderfeelthesincerityandheart feltdesireotherwisetheywillbedepressedatyourhelpless Whensendingtheliterature inyourrepliedletters onlymentionthebuyer sinterestedpart Ifnecessary trytointroducemoreaboutyourcompanyandyourproducts 44 Wevisitedyourstandattheandarenowwritingyoutoinquireaboutyourproducts SentencePatterns GuangzhouFairParisTradeExhibitionLosAngelesinternationalFair 99WorldExpo2003NewYorkWorld sFair 45 SentencePatterns Weareyourmen sshirts interestedininthemarketforsourcinginthemarketforpotentialbuyersofconsideringbuyingreadtopurchase 46 SentencePatterns Youradvertisementinthismonth sissueofChinaForeignTradeinterestsusandweshouldliketoreceivefulldetailsofthe commoditiesproductslinesarticlesmerchandisegoodsitems 47 SentencePatterns Pleaseyourillustratedcataloguesandmailthelatestprice listtousatyourearliestconvenience sendforwardsubmitdispatchfurnish 48 SentencePatterns Perhapsatthesametimepricesforthesaidyoucouldquoteusyourcommodities lowestbestkeenestrock bottomprevailingcompetitive 49 SentencePatterns Weshouldalsoliketoknowyour termsofpayment termsofbusiness termsandconditions discountterms tradeterms 50 SentencePatterns YourproductsareofgreatinterestfortheitemstooneofourclientsinTianjin specifiedbelowwhowishestohaveyour quotationssamplesbulletinprice listprice scheduleillustratedcatalogues 51 SentencePatterns Iftermsanddeliverydatearesatisfactory weshouldexpecttoplaceorderswithyou regulartriallargebigconsiderablesubstantial 52 SentencePatterns ThecaptionedgoodsareurgentlyneededsowewishtoreceiveyourProformainvoice byreturn atonce assoonaspossibleattheearliestdate thesoonestpossible immediately 53 SentencePatterns Youarekindlythepricesandavailabilityrequestedtofollowingproducts updateusonadviseusofinformusofprovideuswithtellusaboutletusknow 54 SentencePatterns Pleaseadviseifyouareabletothisproductandincludeleadtime packagingandpriceFOBchinaportandCIFChicago offerfurnishsupplyprovidefind 55 SentencePatterns InterestandDesire1 totake have feel interestin对 感兴趣Wetakeinterestinyourcannedgoodsandwishtohavethecatalogues 我们对你方罐头食品有兴趣 希望能收到目录 56 SentencePatterns 2 tobeinterestedinsth 对 有兴趣Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayments 我们对不同尺寸的自行车感兴趣 请寄一份带插图的目录并详告价格和付款方式 57 SentencePatterns 3 tobeinthemarketforsth 要购买 TheIndiansareinthemarketforcopper 印度人正想购买铜 We llcableyouassoonasweareinthemarket 一俟我方要货即去电 58 SentencePatterns 4 tobedesirousofsth 想要 Wearedesirousofyourlowestquotationsforfrozenrabbit 我们想要你方冻兔最低报价 Wearedesirousofestablishing toestablish businessrelationswithyou 我们想和你方建立业务联系 59 SentencePatterns 2 Enquiry1 toenquirefor询购Aclientofmineenquiresfor100casesBlackTea 我的一个客户询购100箱红茶 WeareinreceiptofyourletterofJune12 enquiringforourblacktea 你方6月12日询购我红茶信函已收悉 60 SentencePatterns 2 tomake send enquiryfor询购Uponreceiptofyourcatalogue we llmakeenquiryfortheitemswhichareofinteresttous 一俟收到你方目录 我方即询购感兴趣的商品 61 SentencePatterns 3 tohaveanenquiryfor有 的询盘Wehaveanenquiryfor50tonsofchemicalfertilizer 我们有要求供应50吨化肥的询盘 62 SentencePatterns 4 tosendquotationfor对 报价AsweareinthemarketforcolourTVsets weshouldbepleasedifyouwouldsendusyourbestquotationsforPandaBrandcolorTVsetsof19and21inches 我方欲购彩色电视 请报19和21英寸熊猫牌彩色电视 PleasesendusyourbestCIFquotationforsewingmachines 请报缝纫机最低CIF价 63 SentencePatterns 5 tostatetermsof说明 的条款Whenquoting pleasestatetermsofpaymenttimeofdelivery 报价时 请说明付款条件和交货时间 6 toinformsb ontermsonecansupply 告知某人在何种条件下可供应Pleaseinformusonwhattermsyoucansupplyironnails 请告知你方供应铁钉的条件 64 SentencePatterns 7 tosendsb particularsof告知某人 的详细情况WehaveseenyouradvertisementinChina sForeignTradeandshallbegladifyouwillsendusparticularsofbedsheetsandpillowcases 我们在 中国对外贸易 杂志上看到你们的广告 敬请告知有关床单和枕套的详细情况 65 SentencePatterns 8 toallowsb aspecialallowance discount 给予某人特别折扣Willyoupleaseallowusaspecialallowanceonannualtotalpurchaseabove 500 000 如果我们每年购买总金额超过50万美金 请给予特别折扣 Whenquoting pleasestatetermsofpaymentanddiscountyouwouldallowonpurchaseofquantitiesofnotlessthan500dozen 报价时 请说明付款条件和对购买不少于500打的数量所给予的折扣 66 SentencePatterns 3 Replyinreply toone senquiry 答复某人询盘ThisisinreplytoyourenquiryofOct 8th 2000 现答复你方2000年10月8日询盘 Withregardtoyourenquiryfortypewriters wewishtogivethefollowinginreply 关于你方关于打字机的询盘 我们愿做如下的答复 67 SentencePatterns 2 towelcomeone senquiry欢迎某人的询盘WewelcomeyourenquiryofMay26th 2001andthankyouforyourinterestinourproducts Wespecializeinthislineofbusiness 欢迎你们2001年5月26日询盘 并感谢你们对我产品的兴趣 我们专营此业务 68 SentencePatterns 3 tothanksb forone senquiryfor 谢谢某人对某商品的询价 WethankyouforyourenquiryforFeb 2andarepleasedtotellyouweareingoodconnectionswiththebestmanufacturersinthecountry 感谢贵方2月2日询盘 并告知我方与国内最好的厂家有密切的联系 69 SentencePatterns 4 toencloseacatalogueandapricelist附寄目录和价格表Weencloseourlatestcatalogueandapricelistgivingdetailsyouaskfor 现附寄最新目录和价格表 上面有贵方要求了解的详细情况 70 SentencePatterns 4 offer1 toquotesb apriceforsth 向某人报 价InreplytoyourenquirydatedDec 10 wequoteyouthepriceCFRHamburgfor5M TWalnutmeat 现回复贵方12月10日询盘 报5公吨核桃仁CFR汉堡价 Wetakepleasureinquotingyouourlowestpriceforblacktea 现报红茶最低价 71 SentencePatterns 2 toquoteforsth at 报某货物价Wequoteforthisarticle at US 10percaseFOBShanghai 我方报此货FOB上海价 每箱10美元 72 SentencePatterns 3 tosend make give sb one s best lowest quotationfor 向某人报 最低价 ThankyouforyourenquiryofMay21andwearepleasedtosendyouourbestquotationforMen sShirts 谢谢贵方5月21日询盘 现高兴地向贵方报男式衬衫最低价 73 SentencePatterns 4 tooffersb sth 向某人报盘Weofferyou1500ForeverBicyclesatUS 32perpieceCIFLagosfordeliveryinMay 我方向贵方报盘1500辆永久盘自行车 CIF拉各斯价 每辆32美元 5月份交货 Pleaseofferusfirm20M TtonsofwoolFOBSydney 请报20公吨羊毛实盘 FOB悉尼价 74 SentencePatterns 5 toofferCFR CIF FOB 报CFR CIF FOB 价WeofferCFRDarwinfor60tonsalbumen 兹报盘60吨蛋白CFR达尔文价 PleaseofferfirmFOBGenoafor2 000RefrigeratorsArt No 437 请报2000台货号437电冰箱实盘 FOB热那亚价 75 SentencePatterns 6 toofferasfollows报盘如下ThankyouforyourenquirydatedMarch18andnow weofferasfollows 贵方3月18日询价函已收到 谢谢 现报盘如下 76 SentencePatterns 7 tomake give send sb anofferfor on sth 向某人报盘PleasemakeusanofferCIFKobefor10tonsofFrozenFish 请报10吨冻鱼CIF神户价 Wetakepleasureinsendingyouanofferfor50setsofMillingMachinesType70asfollows 我方高兴地向贵方发出50台70型铣床的报盘如下 77 SentencePatterns 8 subjecttoone sconfirmation goodsbeingunsold replyreachingherewithin days 以某人确认 货物未售出 在 日内复到 为有效Weofferfirm50M TBitterApricotKernelsatUS FOB promptshipment subjecttoourfinal cable confirmation 兹报即期装船苦杏仁50公吨实盘 每公吨FOB价 美元 以我方最后 电报 确认为有效 Wemakeyouthefollowingoffer subjecttoyourreplyreachingherewithin3days by5p m March21ourtime 我方作出如下报盘 以贵方3日内复到为有效 我方时间3月21日下午5时前 Thisofferissubjecttogoodsbeingunsold 本报价以货物未售出为有效 78 SentencePatterns 9 tobefirmfor 有效期为 Thisofferisfirm valid good open effective for5days 10 toadvisesb toacceptanoffer劝某人接受报盘Asthepricesquotedareexceptionallylowandlikelytorise wewouldadviseyoutoaccepttheofferwithoutdelay 由于所报价格特低 并可能上涨 我方劝贵方立即接受此报盘 79 SentencePatterns 11 tosuggestthatoneaccept 建议某人接受 Asthemarketisfirmwithanupwardtendency wewouldsuggestinyourinterestthatyouacceptourofferedprice 由于市场坚挺 行情看涨 为了贵方利益我方建议贵方接受报价 80 SentencePatterns 12 tolookforwardtoreceivingone sorder期望收到某人订单Wetrustyouwillfindouroffersatisfactoryandlookforwardtoreceivingyourorder 我方相信贵方会对我方报盘感到满意 期望收到贵方订单 81 SentencePatterns 13 toinviteone sattentiontootherproducts请某人注意其它产品Weinviteyourattentiontoourotherproducts detailsofwhichyouwillfindinthecatalogue敬请垂询我方其它产品 详情见目录 82 1 TranslatethefollowingletterintoChinese Exercises DearSirs Messrs ArmstrongofShefieldinformusthatyouaremanufacturersofnylonbedsheetsandpillowcases Weareinterestedinthegoodsandw