外贸英语函电..ppt

外贸英语函电,石如璧,3.1Enquiriesandreplies,ManyStepsinBusinessNegotiation,enquiry,offer,counter-offer,acceptance,具体询函的写作步骤如下：1.说明想要购买的货物；2.请求对方寄送有关该商品的目录、价格或样品；3.询问对方所能提供的折扣，你方所能接受的支付条件和期望的交货时间；4.以盼早复收尾。,UsefulExpressions,1.learnfrom从得知2.CommercialCounselorsOffice商务参战处3.handicraftarticle手工艺品4.brocadehandbag锦绣手袋5.leadingimporter大进口商6.quotesb.apriceforsth向某人就某物报价7.placeanorderwithsb.forsth向某人就某物下订单,UsefulSentences,UsefulSentences,Usefulsentences,ThomasCo,Ltd120GardenStreetVancounverV5ZEG7,CanadaMay24,2006NingboQianhuTradingCo,Ltd.101LianfengRaodNingbo315000ChinaDearSirs,WehavelearnedfromtheCommercialCounselorsOfficeofCanadianEmbassyinyourcountrythatyoumanufactureandexportavarietyofhandicraftarticles.,OurcompanyisoneoftheleadingimportersofhandicraftarticlesinCanada.Asthereisasteadydemandhereforhighqualitybrocadehandbags,wewouldlikeyousendusassoonaspossibleyourillustratedcatalogues,samplesandallinformationaboutthegoods.Meanwhile,pleasequoteyourlowestprice,CIFVancouver,statingtheearliestdateofshipment.Shouldyourqualitybesuitableandthepricecompetitive,wellbereadytoplaceanorderforatleast5,000pieceswithyou.Yourpromptattentiontothismatterwillbemuchappreciated.Yoursfaithfully,Crown,Notes,1.handicraftarticles手工艺品2.asteadydemandfor对有稳定的需求Therehasbeensteadydemandforourjadeboxesinyourmarket.贵方市场对我们的玉器盒子需求一直很稳定。3.illustratedcatalogue带有插图的目录4.Pleasequoteyourlowestprice.请报公司最低的价格quote报价，开价quotesb.（aprice）forsth.,e.g.:1.PleasequoteyourlowestpriceformensshirtsCFRRotterdam.2.PleasequoteusformensshirtsCIFRotterdam.报最低价quoteoneslowestprice/make(give/send)lowestquotations.,5.statingtheearliestdateofshipment.说明最早装船期。现在分词短语作状语，表伴随状态。6.Shouldyourqualitybesuitableandthepricecompetitive.如果产品质量合适且价格具有竞争力的话。此句为倒装条件句，相当于Ifyourqualityis,incaseyourqualityis.,7.placeanorderforsthwithsb向某人订购某物1）名词order常与动词make,send,place等连用，表示订购某项货物。e.g.Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforprintingbedcovers.2)表示各种订单的说法有：regularorder长期订货Trialorder试订单First/initialorder首笔订单Substantialorder大宗订单Repeatorder再次订货/续订单,8.appreciate感激可接名词或动名词作宾语，不可接不定式e.g.Wehighlyappreciateyourkindcooperation.Weshallappreciateitifyouwillsendusapamphletandfoursamplesbyairimmediately.Weshallappreciateyourgivingthismatteryourseriousconsiderations.,Exercises:TranslatethefollowingintoChinese,1.Weshallappreciateitverymuch,ifyouwillquoteusyourlowestpriceforwalnuts.2.WeshouldliketomentionthatourquotationisCIFLiverpoolnet.3.Pleasenotethatourquotationisinclusiveofyourcommissionof3%.4.WillyoukindlyquoteusCIFMelbourneforButterflyBrandSewingmachine?,ReplytoanEnquiry,DearMr.Crown,WewarmlywelcomeyourenquiryofMay24andthankyouforyourinterestinourbrocadehandbags.Wearesendingyousamples,illustratedcataloguesandpricelistofbrocadehandbagsgivingthedetailsyouaskedforunderseparatecover.Wefeelconfidentthatthegoodsbothexcellentinqualityandreasonableinprice.Bestregards.,Yourssincerely,Mr.LuJianAssistanttoGeneralManager,1.feelconfident感到自信Theyhavegoodreasontofeelconfident.2.reasonableadj.合理的,有道理的;通情达理的,公道的Ithinkitsareasonableprice.Hegavemeareasonableexplanation.,Review:,1.handicraftarticles2.对有稳定的需求3.illustratedcatalogue4.请报公司最低的价格5.statingtheearliestdateofshipment6.如果产品质量合适且价格具有竞争力的话7.placeanorderforsthwithsb8.appreciate感激,Review:,9.givingthedetailsyouaskedfor10.underseparatecover,FirmofferandNon-firmoffer,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。虚盘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(Weoffersubjecttomarketfluctuation)等。,1.subjecttoyourreplyreachingherebeforeJune23,2006.(实盘）2.以本公司最终确认为准（表示此盘为虚盘）3.Subjecttoyouracceptancewithintwoweeks.以贵公司在两周之内接受为条件（说明此报盘为实盘）4.Subjecttoyourimmediateacceptance.(实盘）以贵公司立即接受为条件。,NingboQianhuTradingCo.,Ltd.101LianfengRoad,Ningbo315000,ChinaJune1,2006ThomasCo.,Ltd120GardenStreetVancouverV5Z3G7,CanadaDearMr.Crown,ThankyouforyourenquiryofMay24.Atyourrequest,wearemakingyouthefollowingoffersubjecttoyourreplyreachingherebeforeJune23,2006.Article:BrocadeHandbagsPrice:US$12.00/pc,CIFVancouverQuantity:5,000pcsShipment:August,2006Packing:twentypiecestoacartonTermsofPayment:byirrevocabledocumentaryLetterofCreditinthesellersfavor.,Wehopethattheabovewillbeacceptabletoyou,andawaitwithkeeninterestyourformalorders.YourSincerely,DavidChen,Notes,1.Atyourrequest应你方要求这是商业信函中的常用语，用作状语e.g.Atyourrequest,wehaveamendedtheL/C.应贵公司要求，我们已经修改了信用证。也可用：asrequested,attherequestofsb应某人的要求e.g.Asrequest,wearegivingyouanestimateofapproximaterequirementsfornextyear.应贵公司要求，寄上一份明年所需货物的预估表。Wearesendingthecountersampleattherequestofyouragent.应贵公司代理商要求，寄上对等货样。,2.offerV.报盘（包括交易的种种条件，如货名、规格、数量、价格、船期及答复期限等）e.g.Wecanofferyouvariouskindsofbaskets.Wecanofferyoulargequantitiesofheaddressflowersatattractiveprice.我们能以很具吸引力的价格给公司报盘大量头花。Offer还可用作名词，在makeoffer,sendoffer,giveoffer后经常接介词for或者one.g.Pleasemake/sendusanofferforgoldandsilverthreadembroideredarticles.请报金银绣品价格。,3.subjecttoyourreplyreachingherebeforeJune23,2006.(实盘）以本公司最终确认为准（表示此盘为虚盘）Subjecttoyouracceptancewithintwoweeks.以贵公司在两周之内接受为条件（说明此报盘为实盘）Subjecttoyourimmediateacceptance.(实盘）以贵公司立即接受为条件。4.TermsofPayment付款条件,5.irrevocabledocumentaryletterofcredit不可撤销的跟单信用证letterofcredit可数的普通名词,单数为aletterofcredit,复数为lettersofcredit.常用大写缩写形式，可写为L/C或Ls/C.当credit表示信用证时，复数为credits.6.insellersfavor以卖方为受益人还可以inthefavoroftheseller,这是外贸业务术语，尤指把信用证开给某人名下。,表示“以某人为收益人”“对有利”可以用：inonesfavor,inthefavorofsb.e.g.WehavemadearrangementswithBankofChinatoopenacreditinyourfavor.我们已安排由中国银行开立以贵公司为抬头的信用证。,8.andawaitwithkeeninterestyourformalorders.并殷切地等待着贵公司正式下单。1）Withkeeninterest殷切地2）await（正式用语）V.等待，期待（与waitfor相近）e.g.Weawaityourfinalconfirmation.盼贵公司最终确认。,7.acceptable可接受的e.g.Thequalityisacceptable,butthetimeofshipmentisnot.质量可以接受，但装运期不行。Wetrusttheaboveofferwillbeacceptabletoyou.我们相信上述报价贵公司是可以接受的。,CompletethefollowingsentencesinEnglish,1.Assoonaswereceiveyourspecificenquiry,a.我们将立即给你们报最优惠的拉哥斯（Lagos)到岸价b.我们即将给你们报最低价。2.Toacquaintyouwiththecottonpiecegoodsweexportnow,a.我们已用航空快递给你邮件3样品书。b.我们已经邮寄了5本样品书。,3.Ifyouquotationiscompetitive,A.我们将打算订购300台蝴蝶牌缝纫机。B.我们将大量订购男士衬衣。C.我们确信我们能大量订购印花床单。,Review:,1.ThankyouforyourenquiryofMay242.按照你方的要求3.subjecttoyourreplyreachingherebeforeJune23,20064.商品名称5.价格6.数量7.装船时间8.包装9.支付条款,10.Theabovewillbeacceptabletoyou.11.awaitforyourformalorders,Keypoints,1.Withreferencetoyourenquiry2.makethefollowingoffer3.5,000piecesofbrocadehandbags4.irrevocabledocumentary5.insellersfavor6.pleasenotethat7.issubjecttogoodsbeingunsold8.runout9.takeadvantageof,Usefulsentences,1.WithreferencetoyourenquiryofMay24,wemakeyouthefollowingoffer2.“5,000piecesofbrocadehandbags,atUS$12.00/pcCIFVancouverforshipmentinAugust,2006.3.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”4.Aswehavereceivedlargenumberofordersfromourclients,ourpresentstockmaysoonrunout.5.Welookforwardtoreceivingyourorder.,NingboQianhuTradingCo.,Ltd.101LianfengRoad,Ningbo315000,ChinaJune1,2006ThomasCo.,Ltd120GardenStreetVancouverV5Z3G7,CanadaDearMr.Crown,WithreferencetoyourenquiryofMay24,wetakepleasureinmakingthefollowingoffer:“5,000piecesofbrocadehandbags,atUS$12.00/pcCIFVancouverforshipmentinAugust,2006,forpaymentbyirrevocabledocumentaryL/Cinsellersfavor,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”,Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatourpresentstockmaysoonrunout.Wewouldthereforesuggestthatyoutakeadvantageofthisattractiveoffer.Welookforwardtoreceivingyourorder.YourSincerely,DavidChen,Notes,Notes,Exercises,1.Pleasereplyassoonaspossible,说明最早装船其和付款条件。2.Ifyouareinterested,pleasecableus,说明所需的数量。3.Wecabledyouyesterday,告知你方2000公斤核桃肉要在五月期间装运。4.Pleasereplyassoonaspossible,告知我方所有必要的详细信息。5.Wecabledyouyesterday,向你们下5000打钢笔的订单。,6.Wewroteyoulastweek,要求你方寄来最近的价目表。7.Pleasequoteusyourlowestprice,说明支付条款和包装条件。,Task:Writingaletteraboutanon-firmoffer,1.Withreferencetoyourenquiryof,wemakeyouthefollowingoffer2.“5,000piecesof,atUS$12.00/pcCIFVancouverforshipmentinAugust,2006.3.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”4.Aswehavereceivedlargenumberofordersfromourclients,ourpresentstockmay.5.Welookforwardtoreceivingyourorder.,UsefulSentences,1.WithreferencetoyourenquiryofMay24,wemakeyouthefollowingoffer,whichissubjecttoourfinalconfirmation.2.ReplyingtoyourenquiryofMay8,wehavethepleasureofquotingourbrocadehandbagsasfollows.3.WeareinreceiptofyourenquiryofMay24,andsendyousamplesofourvariousbrocadehandbags,forwhichwecanquoteyouasfollows.4.Thesequotationsareallsubjecttothefluctuationofthemarket,andwehopetohaveyourdefiniteenquiriesshortly.,5.Weoffer,subjecttogoodsbeingunsold.6.Weoffer,subjecttopriorsale.7.Wehopeyouwillagreethatourpricesareverycompetitiveforthesegoodqualitybrocadehandbags,andwelookforwardtoyourinitialorder.8.Thisfavorableofferwillnotberepeatedforsometime,andweaccordinglylookforwardtoanearlyorderfromyou.,9.Asfortheaboveoffer,itisextremelyprobablethatthepriceswillrisemore,anditwouldthereforebetoyourinteresttoplaceyourorderswithoutdelay.10.Asthepricesquotedareexceptionallylowandlikelytobeadjusted,wewouldadviseyoutoplaceorderswithoutdelay.,Review:,1.withreferencetoyourenquiryofMay24.2.我们很高兴报盘如下。3.请注意4.以卖方为收益人5.以未货物未售出为准6.Ourpresentstockmaysoonrunout.,Case4,价格是贸易双方极为关注的交易条件，MartinCrown先生收到陈先生的报盘后认为其报价过高，于是对其价格进行了还盘。Keypoints:1.收到报盘信2.考虑我们的还盘3.你方价格偏高,UsefulExpressions,1.beonhighside偏高2.arenotinapositiontoaccepttheoffer3.makesomeallowance打折扣4.pushthesalesofyourgoodsinourmarket5.makeregularorders6.considerourcounteroffer,Usefulsentences,1.ThankyouforyourofferofJune1for2.wearenotinapositiontoaccepttheoffer3.Yourpriceappearstobeonratherhighside.4.wesuggestthatyoumakesomeallowance,say8%onyourquotedprice,thatwouldhelptopushthesalesofyourgoodsinourmarkets.5.Wewillappreciateitverymuchifyouwillconsiderourcounteroffer.,10.Inviewoftheabove,wesuggestthatitistoyourinteresttoacceptourpricewithoutdelay.,ThomasCo,Ltd120GardenStreetVancounverV5ZEG7,CanadaJune14,2006NingboQianhuTradingCo,Ltd.101LianfengRaodNingbo315000ChinaDearMrChen,ThankyouforyourofferofJune1for5,000piecesofbrocadehandbags.Weappreciatethegoodqualityofyourgoods,butunfortunatelywearenotinapositiontoaccepttheofferonyourterms.Yourpriceappearstobeonratherhighside.Actuallywecanobtaintheproductswithsimilarqualitythroughanotherchannelatamuchlowerpricethanyouquotedus.,Maywesuggestthatyoumakesomeallowance,say8%onyourquotedprice,thatwouldhelptopushthesalesofyourgoodsinourmarkets.Ifyoucandoso,wewillpossiblymakeregularordersfromyou.Wehopeyouwilltakeadvantageofthischancesothatbothofuswillbenefitfromtheexpandingmarket.Wewillappreciateitverymuchifyouwillconsiderourcounterofferfavorablyandfaxusyouracceptanceassoonaspossible.Yourssincerely,Mr.Crown,Notes,1.Counteroffer还盘，还价。指受盘人对原报盘提出修改。Wehavetonotethatyourcounterofferisunreasonable.2.beinapositionto能够做Atpresentmoment,wearenotinapositiontosupplyallwhatyouneed.3.beon(rather)highside(价格偏高）Thepriceyouofferedisonratherhighsidecomparedwiththoseofothersuppliers.,4.allowance折扣Thedealergaveusanallowanceonouroldcar.5.pushv.促销Theyarentreallypushingtheirbusinessenough.Theauthorpushedherlatestbook.6.expandingmarket扩大的市场,7.inreply作为答复这个短语可以放在句首，倘若放在一封信的句首，则应写为：Inreplytoyourletterof其他类似的表达方式还有inresponseto,inreply(to),replyingto,asareply等。e.g.InresponsetoyourenquiryofMay1,wenowofferyouhandbagsasfollows.,Exercise,1.你们在本月中国对外贸易（“ChinaForeignTrade”）上所登的广告，我们很感兴趣，先请告知该商品的详细情况。2.一旦收到