课程名称∶商务英语.doc

课程名称:商务英语 教案(1)QUOTATIONS, OFFERS ANDCOUNTER-OFFERSLearning ObjectivesAfter learning this chapter, the students should be familiar with1. How to make offers and counter-offers2. How to write business messages in a proper way3. Making suggestions of other opportunities to do businessGeneral ideasAn offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries. This is the first step in business negotiation.In response to an enquiry, quotations may be sent. A satisfactory quotation will include the following:a. An expression of thanks for the enquiry.b. Details of prices, discounts and terms of paymentc. A statement or clear indication of what the prices cover(e.g. freight and insurance, etc.).d. An undertaking as to date of delivery or time of shipment.e. The period for which the quotation is valid.It will conclude with an expression of hope that the quotation will be accepted.A firm offer is a promise to sell goods at a stated price, usually within a stated period of time. It must be clear, definite, complete and final. In making a firm offer, mention should be made of the time of shipment and the mode of payment desired; in addition, an exact description of the goods should be given and, if possible, pattern or sample sent. It is to be noted that unlike a quotation, a firm offer , although not a, contractual obligation cannot be withdrawn by the seller within its validity. It is the buyers option to accept or reject or counter-offer during the validity period. If the buyer accepts, then it is a contractual obligation. So no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time. When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy. The letter of rejection should cover the following points. It should: a. Thank the seller for his offer. b. Express regret at inability to accept. c. Make a counter-offer if, in the circumstances, it is appropriate. d. Suggest other opportunities to do business together.Business terms1.specific enquiry 具体询盘 2.firm offer 实盘3.contractual obligation 合同规定的义务 4.validity period 有效期5.financial standing 资信状况 6.business status 业务状况7.allowance 折扣，限额 8.specialize in9.in compliance with 10.confidential11.individual items 12.counter-offer 还盘Useful Expressions1. To acquaint you with the light industrial goods we handle, we are sending you, by separate airmail, several pamphlets for your reference.2. We regret to inform you that we are not in a position to cover your need for the said goods. Once our supplies are replenished, we shall be only too pleased to revert to this matter.3. As the goods of your specifications are in short supply, we intend to furnish you with our (commodity) as a substitute, which is of good quality and very close to your specifications but will be offered at a more favourable price.4. We do not see any advantage in your quotations, and would like to know whether you have any better value to offer.5. We desire to call your attention to our special offer. Your will readily understand that this offer is good only for acceptance reaching us before the end of January 19. In view of the heavy demand for line, we advise you to send orders as soon as possible.6. As requested by you some time ago, we take pleasure in making you the following offer, which is subject to your acceptance within 7 days.7. We regret that it is impossible to accept your counter-offer, even to meet you halfway; the price of raw material has advanced 20% and we shall shortly be issuing an advanced price-list.8. Although we are anxious to open up business with you, we regret that it is impossible for us to allow the reduction asked for, because we have already cut our prices to the lowest point after closely examining our cost calculations.9. We enclose our order, but must point out that the falling market here will leave us little or no margin of profit. We must ask you for a better price in respect of future supplies.10. While thanking you for your order, we have to explain that supplies of raw materials are becoming more and more difficult to obtain, and we have no alternative but to decline your order.Translation1 我方相信我方的产品价格具有竞争力，将会受到欧洲客户的欢迎。2 我方得知你方产品质量好、价格合理非常适合这里的市场。3 请尽快给我方寄来全棉男式衬衫的报价，交货地为上海CIF价。4 如果你方产品价格合适的话，我方的首批订购量为500件，船期为收到订单后四周内。5 价格适中的产品在该地区很有市场。6 现将我方产品报价如下，以我方最后确认为准。7 坦率地讲，你方价格太高，我方无法接受。8 这么高的报价，对我方的销售几乎无利润可赚。9 我方希望你方在该报价基础上折让20%。10 我方知道在本地市场其他品牌的价格要比你方产品价格低得多。11 如果你方不接受我方还盘，我方别无选择只有放弃。12 按照你方要求现给你方报下列盘，以你方在7天内接受为准。13 所报价格有可能发生变化，不再另行通知。14 在你方的报价中，我方并没有看到更优惠的地方，建议你方降价10%。15 我方很遗憾地告知你方无法接受你方的还盘，因为产品的原材料上涨了10%。16 我方确认向你方订购3000辆自行车，10月份发货，目的港上海。17 我方认为你方自行车的报价太高，希望降价20%。18 我方已将自行车的价格降到最低，无法按照你方要求降价。19 我方获悉你方市场对自行车需求很大，我方产品质量上成、价格合理，现附上价格单，供你方参考。20 我方确认向你方报3000辆自行车的实盘，以你方在12月31日之前接受为准。课程名称:商务英语 教案(2)ORDERS AND THEIR FULFILMENTLearning ObjectivesAfter learning this chapter, the students should be familiar with1.How to accept and fulfill orders2.How to read and write orders3.The buyers obligations4.The sellers obligations General ideas An order is a request to supply a specified quantity of goods. It may result from an offer or an enquiry with subsequent quotations. An order may be given by letter or memorandum, by telex or telegraphic message, or orally at a meeting. Usually there is no correspondence at all; instead, buyers use printed order forms and sellers use printed acknowledgements. The essential qualities of an order are accuracy and clarity. An order or an order letter should: a) include full details of description, quantities and prices and quote article numbers, if any, b) state mode of packing, port of destination and time of shipment, c) confirm the terms of payment as agreed upon in preliminary negotiations. Sometimes, buyers will seek to protect themselves by making their order subject to certain penalties should the contracted terms not be fulfilled. “First” orders, that is orders from new customers, should most certainly be acknowledged by letter. The letter should: a) express pleasure at receiving the order; b) add a favourable comment on the goods ordered; c) include an assurance of prompt and careful attention; d) draw attention to other products likely to be of interest; e) hope for further orders. However, there are times when sellers cannot accept buyers orders because the goods required are not available or prices and specifications have been changed. In such circumstances, letters rejecting orders must be written with the utmost care and with an eye to goodwill and future business. It is advisable to recommend suitable substitutes, make counter-offers and persuade buyers to accept them. According to commercial law the buyers order is an offer to buy and the arrangement is not legally binding until the seller has accepted the order. After that, both parties are legally bound to honour their agreement.I. The buyers obligations When a binding agreement comes into force, the buyer is required by law: a) to accept the goods supplied, provided they comply with the terms of the order, b) to pay for them according to the terms agreed upon, c) to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods).II. The sellers obligationsThe seller is required by law:a) to deliver goods exactly of the kind ordered, and at the agreed time, b) to guarantee that the goods to be supplied are free from faults of which the buyer could not be aware at the time of purchase.If faulty goods are delivered, the buyer can demand either a reduction in price, or replacement of the goods, or cancellation of the order. He may also be able to claim on the sellers for the losses thus sustained.Business Terms1.book an order 2.mode of packing3.port of destination 4.time of mpt delivery 6.cancellation of the order7.current stock 8.residue stock9.draft at sight 10.draft after sight11.arrange for dispatch 12.shipping documents13.confimed L/C 14.in duplicate15.place further orders 16.stipulationsUseful Expressions11. The chief difficulty in accepting your orders now is the heavy backlog of commitments. But you may rest assured that as soon as we are able to accept new orders, we shall give priority or preference to yours.12. Your order is booked and will be handled with great care. Please open the relevant L/C, which must reach here one month before the date of shipment.13. We have accepted your order for 30000 yards of Article No60. Please send us colour assortment immediately and open the covering L/C according to the terms contracted.14. It would be advisable for you to establish the covering letter of credit as early as possible so as to enable us to arrange shipment in due time.15. We are unable to effect shipment according to the price and other terms originally agreed upon owing to the delay of your letter of credit, and therefore the responsibility for any loss arising subsequently will wholly rest with you.16. As you have failed to establish the letter of credit in time, we regret being unable to effect shipment within the stipulated time limit.17. According to the stipulations in our Sales Confirmation No222, you should send us your letter of credit one month preceding the date of shipment.18. We hope that you will take your commercial reputation into account in all seriousness and open the L/C at once; otherwise you will be responsible for all the losses arising as a result of your failure to do so.Translation1 收到你公司购买3000辆自行车的订单，现寄上销售确认书第1234号一式两份。请签回一份以备存档。2 我方客户对你方产品很感兴趣，现向你方订购100公吨花生。请尽早安排装运。3 我方已收到你方订单，用于购买10000件床单和枕套。请按合同规定的条款开立以我方为受益人的相关信用证。4 我方的支付方式为保兑的、不可撤销的见票即付的即期信用证。5 我方获悉你方已开出信用证。请放心一收到你方信用证，我方将安排第一艘可订舱位的货轮装运。6 我方通常的付款方式为付款交单，我方希望你方能够接受。7 关于我公司的财务状况，你方可向中国银行咨询。8 感谢你方订单，我方将按中等的价位销售现货。9 如果产品质量上乘、价格合理，我方将定期订购。10 考虑到该产品需求量很大，我方希望你方尽早订购。课程名称:商务英语 教案(3)TERMS OF PAYMENTLearning ObjectivesAfter learning this chapter, the students should be familiar with1.How to establish or issue a letter of credit2.Different kinds of terms of payment3.Advantages and disadvantages of L/C, D/P, D/AGeneral ideas Payment in international trade is much more complicated than that in domestic trade. The most generally used method of payment in financing international trade is the letter of credit (abbreviated to L/C), which is reliable and safe for both sellers and buyers. There are various types of L/C, such as irrevocable documentary credit, revolving credit, standby credit and back-to-back credit, etc. This unit deals mainly with irrevocable documentary credit.The parties concerned to a documentary credit are：the applicant (importer/buyer),the issuing bank, the advising bank, the confirming bank, if any ,the nominated paying/negotiating/accepting bank and the beneficiary (seller/exporter).The procedures for issuing an L/C are as follows:1.The buyer and the seller conclude a sales contract providing for payment by documentary credit;2.The buyer instructs his bankthe “issuing” bank to issue a credit in favour of the seller (beneficiary);3.The issuing bank asks another bank, usually in the country of the seller, to advise and perhaps also to add its confirmation to the documentary credit;4.The advising or confirming bank informs the seller that the credit has been issued.From the above procedures it can be seen that the function of a bank is important.An irrevocable documentary credit gives the greater assurance of payment. The issuing bank irrevocably commits itself to honour the exporter s draft and/of documents provided that the stipulated documents are presented and all the stipulations of the credit are complied with. In case the exporter/seller requires a confirmed credit, then the creditbeing an irrevocable confirmed documentary creditgives the beneficiary double assurance of payment because it represents both the undertaking of the issuing bank and the undertaking of the confirming bank. However, if an issuing bank is considered to be a first class bank, there may not be any need to have its documentary credit confirmed by another bank.An irrevocable documentary credit cannot be cancelled/modified without the express consent of the issuing bank, the confirming bank (if any) and the beneficiary.Sometimes, the importer/buyer requests to be made by collection through banks under the terms of documents against payment (D/P) or documents against acceptance (D/A). In this case, the banks will only do the service of collecting and remitting and will not be liable for non-payment or the importer. D/P calls for actual payment against transfer of shipping documents. There are D/P at sight and D/P after sight. The former requires immediate payment by the importer to get hold of the documents. In the latter condition, the importer is given a certain period to make payment as 30,45,60 of 90 days after presentation of the documents, but he is not allowed to get hold of the documents until he pays. D/A calls for delivery of documents against acceptance of the draft drawn by the exporter/seller. D/A is always after sight.As far as the sellers benefit is concerned, L/C is better than D/P. D/P at sight is better than D/P after sight, whereas D/P is better than D/A. In international trade, payment through collection is accepted only when the financial standing of the importer is sound or where a previous course of business has inspired the exporter with confidence that the importer will be good for payment.Business Terms1.documentary credit 2.letter of credit3.documents against payment 4.documents against acceptance5.amount of invoice 6.non-negotiable 7.draw on 8.bill of lading9.under obligation 10.days of grace11.sales confirmation 12.extension of negotiationUseful expressions19. Our terms of payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for another 21 days after the prescribed time of shipment, and allowing transhipment and partial shipments.20. In view of the small amount of this transaction, we are prepared to accept payment by D/P at sight (or at 30 days sight) for the value of the goods shipped.21. In compliance with your request, we will make an exception to our rules and accept delivery against D/P at sight, but this should not be regarded as a precedent.22. We regret having to inform you that although it is our desire to pave the way for a smooth development of business between us, we cannot accept payment by D/A. 23. We regret our inability to make any arrangement contrary to our usual practice, which is payment by confirmed, irrevocable letter of credit payable against presentation of shipping documents and valid for at least 15 days beyond the promised date of shipment.24. We wish to draw your attention to the fact that as a s