外贸函电TEACHER 模拟实训.ppt

商务英语应用写作 函电 校内模拟实训 模拟实训 TrainingSituations 背景资料 Buyer Mr Lawrence thegeneralManageroftheUnitedTextilesCompany Ltd 26LawtonStreet Liverpool England isalargedealerintextilesinEngland HeisinterestedinallChinesesilkproductsandnowisapproachingChinaNationalImport ExportCorporation FujianBranchforanofferforspecificproducts TheymeetwitheachotheratChina sSpringExportCommoditiesFair TrainingSituations 背景资料 Seller Lily themarketrepresentativeofChinaNationalImport ExportCorporation FujianBranch She Heisagreenhandinthecompany andthisisherfirstcase shewanttoconcludethetransactionanxiously TheFirststep Enquiry Inquiry Hint1 Mr LawrenceisinterestedinsilkproductsandhopestoreceivethelowestquotationCIFLondonfor3 000piecessilkcarpetwithdetailsofdiscountandpaymentterms Somecataloguesandsamplecuttingsarerequired IfyouareMr Lawrence pleasewritealettertoLily Usingtheletterform TheFirststep Enquiry Inquiry DearMissLily Ivisitedyourcompany sstandatGuangzhouFair Couldyourememberme IamveryinterestedinyourChinesesilkproducts ThereisagreatdemandforavarietyofsilkcarpetsinEurope WehavebeenalargedealerintextilesinEnglandformorethan20years andimportawiderangeofChinesesilkproducts Wouldyoupleasesendussomecatalogues andofferusyourlowestquotationCIFLondonfor3 000piecessilkcarpet Pleasestatedetailsofdiscountandtermsofpayment Weshouldfinditmosthelpfulifyoucouldalsosupplyallkindsofsamplecuttingsrequired Lookforwardtoyourreply Yourstruly Laurence TheSecondstep RepliestoEnquiry Hint2 US 125perpieceCIFLondon subjecttoreplyherebeforeMay9 按下列订货数量比例的增减给予特殊的折扣 1000件和2000件之间给3 折扣 2000件和3000件之间给4 折扣 3000件以上给5 折扣 PaymentbyirrevocableL Cavailablebydraftatsightisrequired Cataloguesandsamplecuttingshavebeenairmailed TheSecondstep RepliestoEnquiry DearMr Laurance Wewelcomeyourinquiryof30Jan andthankyouforyourinterestinourSilkcarpets Weareenclosingourillustratedcatalogue Underseparatecover wewillsendthesamplecuttingsbyairmailwhichwillbehelpfultoyouforyourselection Wearepleasedtomakeyouaspecialoffer subjecttoreplyherebeforeMay9 asfollows US 125perpieceCIFLondon Butwecanofferaspecialallowanceonthefollowingsliding scalebasis Onpurchasesexceedinganannualtotalof 1000piecesbutnotexceeding2000pieces 3 2000piecesbutnotexceeding3000pieces 4 3000piecesandabove 5 Ourproductsarebothexcellentinqualityandreasonableinprice Itsfinestmaterialandhighestcraftsmanshipwillappealtothemostselectivebuyers WeonlyacceptirrevocableL Catsight Lookforwardtoyourorder Sincerelyyours TheThirdstep Counter offer Hint3 Priceishigherthanthosefromothersuppliers 其他公司的货在该地以比你价格约低10 的价格出售 我们不否认你们的质量会稍好些 但差价不能高达20 Suggestareductionof10 otherwisebusinessisimpossible 以你方答复于2月5日前到达有效 说服对方作出让步这样双方都会从市场上受益 而且让步将促进销售 TheThirdstep Counter offer Dearsirs Weacknowledgereceiptofyouremailof Inreply weregrettoinformyouthatourbuyersinCanadafindyourpricemuchtoohigh Informationindicatesthattheothergoodsonourmarkethavebeensoldat10 lowerpricethanyours Wedon tdenythatyourqualityisslightlybetter butthedifferenceinpriceshouldnotbeasbigas20 Inordertoconcludethetransaction wemadecounter offerasfollows subjecttoyourreplyhereby5 Febourtime Pleasemakeareductionof10 Yourconcessionwouldpushthesalesofyourgoodsinourmarketandmakeusbenefitfromtheexpandingmarket Duetomarketfluctuation werecommendyourimmediateacceptance Lookforwardtoyourreply Yoursfaithfully TheForthstep DecliningCounter offer Hint4 拒绝还盘原因 报价经过精密计算 原材料价格上涨 货品质量好 所以利润空间小 降价10 不可能 但购买量超过3000件的话可以给予7 的折扣 TheForthstep DecliningCounter offer DearSirs Inreplytoyourletterof weregretwefinditverydifficulttocomplywith Thepricewequotedarecloselycalculatedandthepriceofrawsilkhasgoneupalot Thankstotheexcellentqualityofourproducts theyonlyleaveusaverysmallprofitmargin Sothepricequotedisrelativelyfavorable Sincethisisourfirsttransaction wedecide asanexception tocutthepriceby7 onpurchaseofquantitiesofmorethan3000pieces Anyfurtherconcessiononoursideisoutofthequestion Ifyouthinkourproposalacceptable pleaseletushaveyourorderassoonaspossible Yourstruly TheFifthstep Order Hint5 Mr Laurence接受Lily的建议 3000件以上给予7 的折扣 提出订货 随函附上了试订单 如下 数量货号品名单价5000件ML121丝毯170美金每件伦敦到岸价3500件ML123丝毯2140美金每件包装 用棉布包装 装入木箱支付 通过保兑 不可撤销信用证 见票即付汇票由于客户急要 要求对方迅速寄出售货确认书 以便我方立刻开出信用证 还有尽快发货 在收到信用证后装第一艘可订到仓位的船 TheFifthstep Order DearMissLily Thankyouforyourletterof Inviewofyourfinestmaterialandhighestcraftsmanship wefinallyacceptyourproposalofallowingadiscountof7 onpurchaseofquantityofmorethan3000pieces SowearepleasedtoencloseatrialorderNo 105 QNTYItemNo DescriptionUnitPrice5000ML121SilkCarpet1 70CIFLondon3500ML123SilkCarpet2 140CIFLondonPacking Incottonclothbales packedinwoodencasesPayment 100 byconfirmed irrevocableL CbydraftatsightOurcustomersurgentlyrequiredthegoods sopleaseshipassoonaspossiblebythefirstavailablesteameruponreceiptofourL C Pleasekindlysendusyoursalesconfirmationbyreturnmail SothatwecanissuetheL Cinyourfavor Lookforwardtoyoursalesconfirmation Yourstruly TheSixthstep AcknowledgementofanOrder Hint6 Lily向Mr Laurance发出对订单的回复 内容如下 兹确认上述订货 并寄送第105号售货确认书 一式两份 其中一份请会签寄会 以便我方存档 此项信用证应立即对我开出 一旦信用证到达我处 即可将货物备妥发运无误 特请你们注意 信用证条款必须与我售货确认书条款完全相符 以免日后改正 谢谢你们的合作 我们相信这批证到即装的货物将使你们完全满意 TheSixthstep AcknowledgementofanOrder DearMr Laurence Wehavepleasureinconfirmingtheaboveorder andaresendingyouourSalesConfirmationNo 105induplicate acopyofwhichistobecounter signedandreturnedforourfiles ItisneedlesstosaythattherelativeL Coftheabove mentionedarticleswillbeestablishedatonce YoumayrestassuredthatweshallgetthegoodsreadyforshipmentassoonaspossibleyourL Carrives WewishtodrawyourattentiontothefactthatprovisionsintherelevantL Cshouldstric