国际商务英语读写

Section1 HowtoWriteLettersforMakingQuotations OffersandCounter offers Togiveabriefintroductiontowhatisaquotation offerandcounter offerToenableSstobecomeawareofmaincontentoflettersforquotation offerandcounter offerToenableSstofamiliarizethemselveswiththesamplesgivenToreadandpracticeusingsomeoftheimportantwordsandexpressionsforbusinesswritingTodoexercisesandpracticetranslatingquotation offerandcounter offer Objectives Unit5WritingforQuotations OffersandCounter offers I WhatIsaQuotationandanOffer Aquotationisareplytoaninquiry whichisanofferinsimpleformincludinganoticeofthepriceofcertaingoodsbeingsold butinnolegalsense Anofferreferstoapromisetosupplygoodsonthetermsandconditionsinwhichthesellernotonlyquotesthetermsofpricebutalsoindicatesallnecessarytermsofsalesforthebuyer sconsiderationandacceptance Inaddition anoffermaybeclassifiedintoafirmofferandanon firmoffer I WhatIsaQuotationandanOffer Whenanoffereereceivestheoffer hemayshowdisagreementtosometermssuchaspriceorpaymenttermsintheoffer hemayevenmakeacounter offer Soadealisusuallyconcludedonlyafterseveralcyclesofbargaining Inotherwords veryoften itisonlyaftertheexchangeofanumberoflettersand orfaxesthatthetwopartiescomeentirelytoterms Insuchacasethebuyer whenfinallyplacinghisformalorder wouldacceptthetermsandconditionsagreeduponbytheseller sconfirmation whichwillbefollowedbythesignatureoftherelativeSalesConfirmationorContract II TheMainContentofanOfferLetters 1 Expressingpleasureorthanksforreceivinginquiry2 Makinganofferbystatingthetradeterms3 Expressingtheofferer shopeforanorderfromtheofferee III ReadandExplainSampleLetters Sample1 AQuotationforStationery DearSir Inreplytoyourinquiryofyesterday wehavepleasureinsubmittingourquotationaslistedbelow 1 10doz Ballpens Black 10 00perdoz 2 5doz Pencils Red 5 00perdoz 3 5doz Erasers 12 00perdoz 4 5doz Sharpeners 9 00perdoz 5 5doz Ballpens Blue 4 00perdoz 6 10doz ExerciseBooks 15 O0perdoz III ReadandExplainSampleLetters Sample1 AQuotationforStationery Samplesofthegoodscanbeinspectedatouraboveaddress oralternativelyitcanbearrangedbysendingourrepresentativetoyourofficewithsamplesforyourinspectionatourexpense Theratesquotedabovearenet andthedeliveryofgoodswillbemadeatyourofficeasdesiredatourexpense Thepaymentofthebillsintwomonths timefromthedateofdeliveryofgoodsisacceptabletous Thequotationsaretobeopenforaperiodofonemonthfromthisdate Assuringyouofourbestservice Yoursfaithfully AnswertheFollowingQuestions 1 Whatdoesthewriterdointheopeningoftheletter 2 Whatdoesthequotationinclude WordsandPhrases 1 quotationstatementofthecurrentpriceandconditionsuponwhichasupplieriswillingtosellorservicesmaybeperformed e g Hereisthequotationforsupplyofthecaptionedgoods e g Hehadhisbookprintedathisownexpense 2 atone sexpensewiththeexpensepaidbysb withsbpayingthecost Refertosample WordsandPhrases 3 rateschargeorpaymentfixedaccordingtoastandardscale e g Nighttelephoneratesarecheaperthandayrates e g Thebookis 4net nobookshopwillsellitforless price rate notallowedtobemadelower 5 billalistofthingsboughtandtheirprice e g I llpaythebilltoday Refertosample Sample2 ANon FirmOfferforChinesePrintedShirting January10 2000 DearSirs Re ChinesePrintedShirtingWeareinreceiptofyourletterdatedFebruary15andgladtonotethatthereareverybriskdemandsforthecaptionedgoodsinyourcity Wetakepleasureinmakingyou asyourrequest thefollowingspecialoffer subjecttoourfinalconfirmation Sample2 ANon FirmOfferforChinesePrintedShirting Packing Inbalesorinwoodencases atyouroptionPrice US 3 5permetreCIF NewYorkShipment Tobemadeinthreeequalmonthlyinstallments beginningfromDecember 1999Payment Byconfirmed irrevocableL Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment Wehavemadeagoodsselectionofsamplessuitedtoyourcountry andsendthemtoyoutodaybyparcelpost Theirfinequality attractivedesignsandthereasonablepriceswillconvinceyouthatthesegoodsareofgoodvalue Weareexpectingtoreceiveyourorder Yoursverytruly WordsandPhrases 1 Re Subj Regarding Subject e g Re CottonPiece goods e g Weareinreceiptofyourletterofthe17th e g Thereisabriskdemandforengineeringshares 2 beinreceiptofhavereceived 3 briskdemandactivedemand Refertosample WordsandPhrases 4 thecaptionedgoodsthegoodsputasthetitleorheadingofaletter e g Herewe llmaketheofferforthecaptionedgoods e g Thecheapmachinelooksgoodbutitisofverybaddesignanddoesnotworkwell 5 designthearrangementsofpartsthatgointohumanproduction Refertosample IV TheMainContentofaCounter offerLetter 1 Thankingthesellerforhisoffer2 Expressingregretatinabilitytoaccept3 Makingacounter offerif inthecircumstances itisappropriate4 Suggestingotheropportunitiestodobusinesstogether V ReadandExplainSampleLetters Sample3 ACounter offerforChemicalFertilizer DearSirs ChemicalFertilizerWethankyouforyourletterof15thJuneofferingus500metrictonsofthesubjectgoodsatUS 500permetrictonCFRTianjinusualterms Inreply weverymuchregrettostatethatourend usersherefindyourpricetoohighandoutoflinewiththeprevailingmarketlevel InformationindicatesthatsomeparcelsofJapanesemakehavebeensoldatthelevelofUS 450permetricton Suchbeingthecase itisimpossibleforustopersuadeourend userstoacceptyourprice asmaterialofsimilarqualityiseasilyobtainableatamuchlowerfigure Shouldyoubepreparedtoreduceyourlimitby say10 wemightcometoterms V ReadandExplainSampleLetters Sample3 ACounter offerforChemicalFertilizer Itisinviewofourlong standingbusinessrelationshipthatwemakeyousuchacounter offer Asthemarketisdeclining wehopeyouwillconsiderourcounter offermostfavorablyandcableusacceptanceatyourearliestconvenience Weareanticipatingyourearlyreply Yoursfaithfully AnswertheFollowingQuestions 1 Whydoesthewritermakeacounter offer 2 Whatisthepricecounter offeredbythewriter WordsandPhrases 1 usualtermson underusualterms e g Wecannotacceptyouroffermadeonusualterms forthepriceisoutoflinewiththeprevailingmarketlevel e g Weverymuchregrettosaythatthematterhasslippedourattention e g Pleasemakeusafirmoffer indicatingthebestpossibleshipment 2 regretbesorry 3 indicateshow demonstrate Refertosample WordsandPhrases 4 makeproduct especiallyindustrialproducts e g TheyareinterestedinthingsofChinesemake e g Wecannotdobusinessatyourfigure 5 figureprice Refertosample Exercise 1 TranslatethefollowingletterintoChinese DearSirsWethankyouforyourenquiryofAugustl0andarepleasedtosendyouourquotationforcottonandsilkblouses Wehaveindicatedthoseitemsthatareavailablefromstock Fortheremainingitemsthestateddatesofdeliveryareapproximate butinnocasewouldthesedatesbeexceededbymorethanafortnight Alltheitemsquotedaremadeofthebestqualitymaterialsandcanbesuppliedinvariousdesignsandcolors Wecanalsoacceptordersforblousestobemadeaccordingtoinstructionsinordertomeettheindividualrequirementsofthemasses Pleaseavailyourselvesofthisadvantageousconditionandplaceyourorderswithusnow Exercise 1 TranslatethefollowingletterintoChinese Weencloseacopyofourlatestcatalogueaswefeelthatyoumaybeinterestedinsomeofourotherproducts suchasleathershoesandglovesasdescribedandillustratedonpagesl0 15ofthecatalogue Ifso pleasedonothesitatetoaskusforquotationsandoffers whichwillreceiveourcarefulattention andweassureyouofourclosecooperationatalltimes Yourssincerely Answer Exercise 1 TranslatethefollowingintoEnglish 尊敬的先生 事由 5 000长吨黄麻报盘8月15日来函收到 谢谢 应贵方要求 现报盘如上 1 商品名称 孟加拉国黄麻 2001年出产 2 数量 5 000长吨 装运重量 3 质量和规格 一级品 质量应不低于我黄麻商会制定的标准 回潮率应不大于19 04 4 单价 成本加保险费 运费到广州每长吨450美元 5 装运期限 2001年10月一批 6 付款条件 保兑的 不可撤销的 可转让的可分割的即期信用证 以上报盘以我方最后确认为准 请即电复 此致敬礼孟加拉国黄麻出口公司2001年8月25日 Answer Objectives Togiveabriefintroductiontohowtowritequotations offersandcounter offersToenableSstobecomeawareofdifferentconventionalitiesusedforwritingquotations offersandcounter offersTopracticeusingdifferentconventionalitiesusedforwritingquotations offersandcounter offersTodoexercises Section2 SkillsforWritingLettersforQuotations OffersandCounter offers I HowtoWriteQuotationsandOffers Generallyspeaking aquotationincludes 1 acknowledgementoftheinquiryreceivedpreviously 2 descriptionofthequalityandquantityofthegoodsinquired 3 pricesofthegoodsrequired Makeclearwhetherornotthequotedpricesaretoincludedelivery forfailuretodothismayleadtosubsequentdisagreementwiththebuyer 4 termsofpayment dateofdeliveryandpercentageofdiscount thecoverageofthepriceetc 5 periodofvalidity II ConventionalitiesforMakingaQuotationandOffersinaLetter 1 ThankyouforyourrecentfaxtellingusthatthereisagooddemandforourPandatelevisionsinyourmarket Wearepleasedtoofferthemasfollows 2 WeacknowledgewiththanksreceiptofyourletterofJanuary19 Inreply wehavepleasureinmakingthefollowingoffer subjecttoourfinalconfirmation 3 WethankyouforyourinquiryofDec 20 andcanofferyouthesoybeansyourequired Thisofferwillremainopenuntilthereceiptofyourwirebyreturn 4 WeobtainedyournameandaddressfromMessrs whogaveustounderstandthatyouareexperiencedimportersof Wehavenowpleasureinofferingyou ofwhichwewouldappreciateyourpushingthesaleonyourmarket II ConventionalitiesforMakingaQuotationandOffersinaLetter 5 WehavepleasureinofferingyouthegoodslistedontheattachedoffersheetNo andhopethattheywillbeofinteresttoyou 6 Ourpricesareinforceonlyifyouorderbyreturnmail 7 Thepricesarevalidonlyifthecurrentpricesofrawmaterialsdonotchange 8 Theaboveofferisvalidonlyforthecourseofonemonth 9 Wethankyouforyourinquiryandhavepleasureingivingyouthefollowingoffer subjecttopriorsale 10 Thisoffermustbewithdrawnifnotacceptedwithinfivedays Exercise 1 Fillintheblankswiththegivenwordsorexpressions perpriceplacingeffectedinsubjecttooffer DearSirs WeacknowledgereceiptofyourletterofMarch15th andconfirmhavingcabledyoutodayinreply asconfirmationcopyenclosed Youwillnotefromourcablethat weareinapositiontoofferyou50longtonsofTinFoilSheetsattheattractiveofStg 135perlongtonC FShanghaifordeliverywithinonemonthafteryouranorderwithus Paymentofthepurchaseistobebyanirrevocableletterofcreditourfavor payablebydraftatsightinPoundsSterlinginLondon Thisofferisfirmyourimmediatereplywhichshouldreachusnotlaterthantheendofthismonth Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticularhaslapsed Yoursfaithfully Answer Exercise 2 Writeareplytothefollowingletteraskingforaproformainvoice DearSirs Wereceivedyoursamplewiththanks IfyoucanacceptUS 4 50persetFOBShanghai sendusyourproformainvoiceandweshallbereadytoplaceanorderfor500setsofSM 468 Thereisnoquestionaboutourgettingthenecessaryimportlicensefromourauthorities Afterthesaidlicenseisapproved weshallestablishanirrevocableletterofcreditinyourfavor Yourpromptattentiontothismatterwillbeappreciated Yoursfaithfully Answer Exercise 1 TranslatethefollowingintoChinese AsrequestedinyourletterofOctober27 wearesendingyouherewiththerequiredProformaInvoiceintriplicate PleasenotethatourofferremainsvaliduntilNovember15 Welookforwardtoreceivingyourorderatanearlydate Foryourinformation ourtransistorradiosaresellingfastandtherehavebeennumerousinquiriesforthem Pleasetakethenecessarystepswithoutdelay Answer Exercise Return 先生 感谢你方8月10日询价 并且很高兴寄上棉制及丝制女衬衫的报价 我们已经标明那些可立即供应的现货商品 对其余的商品 所报的交货期只是大约的 但无论如何不会超过两周 我们所报的商品都是用最优质的材料制造的 并且可以供应多种式样及颜色 我们也可接受按照要求定制女衬衫的定单 以满足群众特有的需要 请利用这一优势 现在就向我们订购 我们附寄最新目录一份 我们认为你方可能对我们的其他产品会有兴趣 例如在目录第10 15页上详细说明的皮鞋和皮手套 如是 请勿犹豫向我们索取报价 报盘 我们将予以关注 并保证随时密切合作 Exercise Return DearSir Re Offering5 000longtonsJuteYourletterofAugust15hasbeenreceivedwiththanks Accordingtoyourrequest weoffer 1 NameofCommodity BangladeshJute 2001crop 2 Quantity 5 000longtons shippingweight 3 QualityandSpecifications Firstgrade QualityshouldnotbelowerthantheestablishedstandardofourJuteBoard Moistureregainshouldnotbemorethan19 04 4 UnitPrice US 450perlongtonCIFGuangzhou 5 TimeofShipment NolaterthanOctober20 2001inonelot 6 TermsofPayment Byconfirm