外贸函电TEACHER 模拟实训PPT课件

.,1,商务英语应用写作（函电）校内模拟实训,模拟实训,.,2,TrainingSituations:（背景资料）,Buyer:Mr.Lawrence,thegeneralManageroftheUnitedTextilesCompany,Ltd.(26LawtonStreet,Liverpool,England),isalargedealerintextilesinEngland.HeisinterestedinallChinesesilkproductsandnowisapproachingChinaNationalImport&ExportCorporation,FujianBranchforanofferforspecificproducts.(TheymeetwitheachotheratChinasSpringExportCommoditiesFair.),.,3,TrainingSituations:（背景资料）,Seller:Lily,themarketrepresentativeofChinaNationalImport&ExportCorporation,FujianBranch.She/Heisagreenhandinthecompany,andthisisherfirstcase,shewanttoconcludethetransactionanxiously.,.,4,TheFirststep:Enquiry/Inquiry,Hint1:Mr.LawrenceisinterestedinsilkproductsandhopestoreceivethelowestquotationCIFLondonfor3,000piecessilkcarpetwithdetailsofdiscountandpaymentterms.Somecataloguesandsamplecuttingsarerequired.IfyouareMr.Lawrence,pleasewritealettertoLily.(Usingtheletterform),.,5,TheFirststep:Enquiry/Inquiry,DearMissLily:IvisitedyourcompanysstandatGuangzhouFair.Couldyourememberme?IamveryinterestedinyourChinesesilkproducts.ThereisagreatdemandforavarietyofsilkcarpetsinEurope.WehavebeenalargedealerintextilesinEnglandformorethan20years,andimportawiderangeofChinesesilkproducts.Wouldyoupleasesendussomecatalogues,andofferusyourlowestquotationCIFLondonfor3,000piecessilkcarpet?Pleasestatedetailsofdiscountandtermsofpayment.Weshouldfinditmosthelpfulifyoucouldalsosupplyallkindsofsamplecuttingsrequired.Lookforwardtoyourreply.Yourstruly,Laurence,.,6,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.,.,7,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,.,8,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。,.,9,TheThirdstep:Counter-offer,Dearsirs,Weacknowledgereceiptofyouremailof-.Inreply,weregrettoinformyouthatourbuyersinCanadafindyourpricemuchtoohigh.Informationindicatesthattheothergoodsonourmarkethavebeensoldat10%lowerpricethanyours.Wedontdenythatyourqualityisslightlybetter,butthedifferenceinpriceshouldnotbeasbigas20%.Inordertoconcludethetransaction,wemadecounter-offerasfollows,subjecttoyourreplyhereby5,Febourtime.Pleasemakeareductionof10%,Yourconcessionwouldpushthesalesofyourgoodsinourmarketandmakeusbenefitfromtheexpandingmarket.Duetomarketfluctuation,werecommendyourimmediateacceptance.Lookforwardtoyourreply.Yoursfaithfully,.,10,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。,.,11,TheForthstep:DecliningCounter-offer,DearSirs,Inreplytoyourletterof-,weregretwefinditverydifficulttocomplywith.Thepricewequotedarecloselycalculatedandthepriceofrawsilkhasgoneupalot.Thankstotheexcellentqualityofourproducts,theyonlyleaveusaverysmallprofitmargin.Sothepricequotedisrelativelyfavorable.Sincethisisourfirsttransaction,wedecide,asanexception,tocutthepriceby7%onpurchaseofquantitiesofmorethan3000pieces.Anyfurtherconcessiononoursideisoutofthequestion.Ifyouthinkourproposalacceptable,pleaseletushaveyourorderassoonaspossible.Yourstruly,.,.,12,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。,.,13,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,.,14,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。,.,15,TheSixthstep:AcknowledgementofanOrder,DearMr.Laurence,Wehavepleasureinconfirmingtheaboveorder,andaresendingyouourSalesConfirmationNo.105induplicate,acopyofwhichistobecounter-signedandreturnedforourfiles.ItisneedlesstosaythattherelativeL/Coftheabove-mentionedarticleswillbeestablishedatonce.YoumayrestassuredthatweshallgetthegoodsreadyforshipmentassoonaspossibleyourL/Carrives.Wewishtodrawyourattentiontothefa