外贸函电Unit 5ppt课件

.,1,Unit5,OFFERSANDCOUNTER-OFFERS,.,2,Anofferisaproposaltogiveordosomething.Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.Inanycase,thepersonwhomakestheofferisanofferor（要约人）andthepersontowhomtheofferismadeisanofferee.（受要约人）,.,3,Anofferofgoodsisusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoenquiries.,.,4,Offersandcountersareimportantstagesindoingbusinessbecauseoncetheyareacceptedtherewillbecontracts.,.,5,offer:,1.报实盘的句型：实盘是有有效期的，一般用Subjectto+date表示。1)n.makesomebodyafirmoffersubjecttoyourreplyreachingus+date.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2005.2)n.makesomebodyafirmofferonCIF/FOB/CFRbasis,subjecttoyourreplyreachingus+date.WearemakingyouafirmofferonCIFVancouverbasissubjecttoyourreplyreachingusbeforeSeptember30.,.,6,2.的报盘:offerof/for/onsomethingMaywehaveyouroffersfortheitemslistedinyourcatalogue?3.Offerofsomething:数量的报盘；的报盘Weareworkingonyourofferof1,000tonsofchemicalfertilizer.4.表示报盘有天的有效期Theofferisfirm/valid/open/goodfordays.Thisofferisfirm/valid/open/goodfor5days.,.,7,Vt.1.offersomebodysomethingatprice+thetradeterm(CIF/CFR/FOB)timeofshipment,termsofpaymentbyL/C,D/P,D/A,etc.Weofferyou2,000dozenMensShirtsatUS$54perdozen,net,CIFNewYork,shipmentAugust,termsofpaymentbyanirrevocableL/C.2.Offersomebodyfirmsomethingatprice以的价格向某人报某物的实盘Weofferyoufirm3,000metrictonsofchemicalfertilizer.3.offersomebodysomethingFOB,CIF,etc.Pleaseofferus2000dozenwomensblousesFOBDalian.,.,8,Vi.Offerfirmfordays.报实盘，有效期天Weofferfirmfortendays.,.,9,Specimenletters1,Dearsirswehaverecentlyreceivedanumberofenquiriesforyourlight-weightraincoatsandhavegoodreasontobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.,.,10,Fromthedescriptioninyourcataloguewelearnthatyour“D.D.”rangeistheonemostsuitablefortheseclientsandshouldbegladifyouwouldsendusyourquotationsformensandwomenscoats,inbothsmallandmediumsizes,deliveredC.I.F.Kuwait.,.,11,Providedpricesareright,weshouldplaceafirstorderfor400raincoats,namely100raincoatseachofthefourqualities.Shipmentwouldberequiredwithinfourweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.,.,12,Provided(that)(=providing):oncondition(that),ifWecanplaceanorderwithyouprovidedyouallowus5%discount.Weacceptyourofferprovided(that)shipmentismadeinthefirsthalfoftheyear.WecanensurethesupplyofgoodsinMayprovidingyouopenyourL/Contime.,.,13,Specimenletters2,DearsirsThankyouforyourletterof15thJune.Wearegladtolearnoftheenquiriesyouhavehadfromyourcustomersforourraincoats.OurD.D.rangeisparticularlysuitableforwarmclimates,andduringthepastyearswehavesuppliedthisrangetodealersinseveraltropicalcountries.Frommanyofthemwe,.,14,havealreadyhadrepeatorders,insomecasesmorethanone.Thisrangeispopularnotonlybecauseitislightinweight,butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface.,.,15,Forthequantitiesyoumentionwearepleasedtoquoteasfollows:“D.D.”Raincoats100mensmediumUSD13.00eachUSD1300.00100menssmall12.75each1275.00100womensmedium12.75each1250.00100womenssmall12.25each1225.00NetC.I.F.KuwaitUSD5050.00Terms:ByL/Catsight,.,16,Shipment:within3-4weeksofreceivingtheL/CThisquotationissubjecttoourfinalconfirmation.Wefeelyoumaybeinterestedinsomeofourotherproductsandenclosesomedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.,.,17,Subjectto:以为准Theplanmaychangesubjecttotheweather.Anychangetotheorderissubjecttoourfinalconfirmation.Theofferissubjecttoourfinalconfirmation.,.,18,Specimenletters3,DearsirsThankyouforyourletterofJune25offeringusyourD.D.”brandraincoats.Tobecandidwithyou,welikeyourraincoats,butyourpricesappeartobeonthehighsideascomparedwiththoseofother,.,19,makes.Itisunderstoodthattoacceptthepricesyouquotedwouldleaveuslittleornomarginofprofitonoursales.AsyouknowKuwaitisadevelopingcountry;itsprincipaldemandisforarticlesinthemediumpricerange.Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethis,.,20,opportunitytoconcludesometransactionswithyou.Wewould,therefore,suggestthatyoumakesomeallowance,say10%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.,.,21,Foryourinformation,someparcelsfromHongkonghavebeensoldhereatamuchlowerprice.Wehopeyouwillconsiderourcounter-offerfavourablyandletushaveyouracceptancebytelex.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf.,.,22,make:n.制造,牌子，类型，式样amachineofChinesemakeThiswatchhasgonewrong.Ishouldhaveboughtabettermake.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.,.,23,margin:盈余，毛利grossmargin毛利；Weoperateonsmallmargins.marginofprofit利润空间anarrowmarginofprofit微利Ourmarginofprofitisverylimited,thereforeweareunabletogiveyoufurtherdiscount.leavesblittlemarginIfwegiveyouanother5percentdiscount,itwillleaveuslittlemarginonoursales.,.,24,SpecimenLetter4,DearSirs,ThankyouverymuchforyourenquiryofApril1forour100%CashmereSweaters.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2005:MenslargeUS$50.00perpiecedittomediumUS$48.00perpiecedittosmallUS$45.00perpieceWomenslargeUS$47.00perpiecedittomediumUS$45.00perpiecedittosmallUS$43.00perpiece,.,25,TheabovepricesarebasedonCIFVancouverbasisnet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Shipment:June/July,2005providedtheL/Creachestheselleronemonthbeforethetimeofshipment.Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality.Theyarejustwhatyouwantforthefashionabletradelikeyours.Theywillappealtodiscriminatingbuyers.,.,26,Wehavereceivedsomerepeatorders.Ourfactoriesarefullycommittedformonthsahead.Wesuggestyouplaceanorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,.,27,commit:vt.承担，承诺义务commitoneself使.承担（某种义务)tobeheavilycommitted=tobefullybooked订货已满Weshalldoourbesttoadvanceshipmentbutwecantcommitourselves.Forthetimebeing,wecannotcommitourselvestoanyneworders.Asweareheavilycommitted,wearenotinapositiontotakeanyneworders.TheWorldBankiscommittedtohelpdevelopthenationaleconomyofdevelopingcountries.,.,28,placeanorder:订货placeanorderwithsomebodyforsomethingTheyhaveplacedanorderwithusforbicycles.repeatorder续订货物initial/firstorder首批订货purchaseorder定货单quantity/largeorder大量订货,.,29,SpecimenLetter5,DearSirs,ThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.Weoperateonsmallmargins.Itmeansheavylosstoustoacceptyourprices.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.Welike,.,30,thequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyouwillconsiderourcounteroffermostfavourablyandletushaveyourreplysoon.YoursfaithfullyAacceptthat;acceptdoingortodosomething.Iacceptthattheaircrafthasnochoicebuttocrashintothesea.,.,32,Specimenletters6APriceconcession,DearSirsWearesorrytolearnfromyourletterofApril14thatyoufindourofferof100%CashmereSweaterstoohightobeacceptable.Wealwaysdoourbesttomakeourcustomerssatisfied.However,thereisnotmuchroomtomakefurtherreductiononourprices.Thefactthatotherbuyersarebuyingfreelyatourpricesistheevidencethattheyarenotexcessive.Besides,wearesurethatourcompetitorscannotmatchourpriceandquality.,.,33,However,inordertomakethebusinesspossible,wearepreparedtoofferyouaspecialdiscountof5%ifyourorderexceedsUS$10,000.Thisisthebestwecando.Wehopethisnewofferwillenableyoutoplaceanorderwithus.Wearelookingforwardtoyourearlyreply.YoursfaithfullyChinaNationalImportandExportCorporation,.,34,room:u.n.+for:余地，理由Thereisnoroomfordoubt.Thereseemssomeroomfornegotiation.Theresroomforimprovementinhiswork.Theyhavegivenmenobargainingroom.,.,35,reduction:减少，降低areductionin/onthepriceofsomething某物价格的下降pricereduction减价Therewasaslightreductioninthepriceofoil.Thereisa10%reductiononthepriceofspringclothes.,.,36,exceed:begreaterthan比大，超过Supplyexceedsdemand.供大于求exceedonesauthority越权Exportexceedsimportby3milliondollars.,.,37,SpecimenLetter7Decliningacounteroffer,DearSirsRe:Yourcounterofferofour100%CashmereSweatersThankyouforyourletterofApril22.Wearesorrytolearnyoufindourpricestoohigh.,.,38,Althoughwewouldliketodobusinesswithyou,weareverysorrythatweareunabletoentertainyourcounteroffer.Ourpricesarecarefullycalculated.Wehaveeventakenquantityordersintoconsideration.Wehavetopointoutthatwehavereceivedalotofordersfromotherbuyers,whichshowsthatourpricesarereasonable.,.,39,Atpresent,themarketfor100%CashmereSweatersisstrongwithupwardtendency.Itisnotlikelythatanysignificantchangewilltakeplaceintheforeseeablefuture.Itisinyourinteresttoplaceanorderwithusassoonasyoucan.WealsohaveCashmereSweaters,50%cashmere/50%wool.Theyareofthesamedesignbutmuchcheaperthan100%CashmereSweaters.,.,40,Weareenclosingourpricelistforsuchsweaters.Ifyouareinterested,pleaseletusknow.Wearelookingforwardtoreceivinganorderfromyou.YoursfaithfullyChinaNationalImportandExportCorporation,.,41,entertainonesoffer:打算考虑某人的报盘entertainv.准备考虑Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable.TheywouldnotentertainanypricelowerthanRMB￥1200perton.,.,42,take(something)intoconsideration:考虑到，顾及Ivealreadytakeneverythingintoconsideration.inonesinterest/intheinterestofsomebody为了.的利益Itisinyourinteresttoacceptourpricenow.Itisinyourinteresttosettlethedifferenceinpaymenttermsassoonaspossible.Itistoourinteresttoclosethedealassoonaswecan.,.,43,Languagesummary,Howtodescribeyourproducts1.Ourdesigniselegantandworkmanshipissuperior.2.Becauseoffinequalityandattractive/uniquedesignsofourproductstheyareagoodvalueforthemoney/price.3.Theyaresellingwell/verypopularintheNorthAmericanmarkets.,.,44,4.Thisisamustforeveryhousehold.5.Thequalityofothermakesdoesnotmeasureuptothatofourproducts.,.,45,TalkingaboutpriceWehavecutthepricestotheminimumandourgoodsareunobtainableelsewhereatourrates.Ourpricesarefarmorecompetitivethanthoseofourrivalcompanies.3.Wehavemanagedtomaintainthepresentpricedespitetheincreasedcostofrawmaterials.,.,46,4.ThoughpriceshavegoneupsteadilysinceJanuarywehavemanagedtokeepourquotationdown.5.Thereisnoroomtomakeanyfurtherreductioninpricesaswehavealreadycutthemtoabsoluteminimum.6.Yourbidisoutoflinewiththecurrentmarketprice.,.,47,7.Weregrettosaythereisnopossibilitytocutthepricetotheextentyouindicated，i.e.%.8.Ifyoucannotbringdownthepricetothemarketlevel,weshallhavetoswitchourrequirementstoothersuppliers.,.,48,Howtojustifyyourprice,Ifyouareaseller:makeapriceconcessiononconditions2.talkaboutthecostofmaterials,therisingmarket,theordersfromothersourcestoshowyourpriceisreasonable.,.,49,Ifyouareabuyerandwanttoaskforpricereduction:Pointoutthedecliningmarket2.offersfromothersuppliersBoththebuyerandthesellershouldbepersuasiveandflexibleintheirnegotiation.Theyneedtofindacommonground.Sometimesasubstitutemaybeawayout.,.,50,Encouragingorders:Wehopeyouwillletushaveyourorderbeforefurtherrisesincostsmakepriceincreasesunavoidable.2.Allyouneedtodoistofillintheorderformanddropitintoamailbox/faxusimmediately.,.,51,Howtomakeanoffer,1.Whenmakinganofferinresponsetoanenquiry,beginbyshowingappreciationforandmakingsummaryoftheenquiryincludingthenecessarydetailssuchasthedateoftheenquiryandthecommodityenquiredfor.2.Givedetailsoftheofferincludingprices,tradeterms,termsofpayment,shipment,discountonbulkpurchase,etc.Thefirmoffershouldhavevalidity.,.,52,3.Youmayencouragethebuyertomakeaquickdecisionbytalkingaboutthemarketandthesupplysituation,thequalityoftheproduct,andapossibleincreaseofthepriceinthenearfuture.4.Endtheletterwiththehopeforanorderorareply.,.,53,Makingvoluntaryoffer,1.Thevoluntaryoffershouldcometothepointdirectly.Therefore,youmaybeginbytellingyourreaderwhyyoumaketheoffer.Astheofferismadetoanoldcustomer,youshouldmakeyourlettersoundwarmandhuman.Itisagoodideatorefertopreviousbusiness.,.,54,2.Maketheofferattractive.Youmayoffersomefavourabletermsthatarehardtoobtain:largerdiscount;guaranteedshipment;betterafter-salesservice,etc.3.Endtheletterbyurgingthebuyertoplaceanorder.,.,55,Translationexercise,1.我们给你们报的是最低价格，以这个价格我们已经与其他客户做了许多交易。2.我们昨天给你们发了传真，报2000公斤花生，10月份装船。3.你方必须降价5%，否则没有成交的可能。4.我们认为你们的价格与我地的市场行情不符。5.我们向你们报1000台彩色电视机的实盘，以你方的答复3月10日前到达我方为准。6.行情上涨