外贸英语函电课件.ppt

外贸英语函电BusinessEnglishCorrespondence,主编项伟峰,学习目标与岗位工作能力,学习任务,学习任务,学习任务,模块评估测试,LearningGoals,LearningTask1,LearningTask2,LearningTask3,ModuleAssessment,ModuleContentStructure,模块总结,ModuleConclusion,扩展商务资源,ExtendedBusinessResources,LearningGoals(JobCompetence),Writelettersofenquiry,offer,counter-offerandacceptanceIdentifyfirmofferandnon-firmofferWriteletterstoreplytoenquiry,offer,counter-offerandacceptance,Module3Enquiry,Offer,Counter-offerandAcceptance,2,LearningTask1,3,LearningTask2,4,LearningTask3,5,ModuleAssessment,1,LearningGoals(Jobcompetency),6,ModuleConclusion,LearningTask1EnquiryandReply,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,Section1Lead-in,Ininternationalbusiness,agooddealwillbemadeaftermanynegotiations.Theprocessesincludeenquiry,offer,counter-offer,etc.Questions:Whatsanenquiry?Whatsanoffer?Whatsacounter-offer?,Keys,1.Anenquiryisrequestforbusinessinformation,suchaspricelists,catalogues,samples;anddetailsaboutthegoodsortrade.Itisusuallymadebytheimporter,butcanbemadebytheexporter.Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelay.2.Anoffer,oraquotation,isaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,itreferstotradingtermsputforwardbyoffererstoofferees,onwhichtheofferersarewillingtoconcludebusinesswiththeofferees.3.Acounter-offerisanewOffermadeinresponsetoanofferreceived.Whenaproductisofferedtoyouforagivenamountofmoneyandotherterms,you,inturn,canrespondwithseveraloptions;Acounter-offerisnothingmorethananewoffer.Itpurportstobeanacceptanceoftheofferreceived,butcontainsadditions,limitationsorothermodifications,leadingtoarejectionoftheoriginalofferandformingactuallyanewoffer.,LearningTask1EnquiryandReply,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,1.EnquiryandReply,Enquiry:gettherequiredinformationofthesupplyofcertainproduct,serviceorthegeneralinformation.GeneralEnquiry:askingforcommondata,suchascatalogue,pricelist,sampleandpictures,etc.SpecificEnquiry:specificallyenquiryaboutnameofcommodity,specifications,quantity,unitprice,dateofshipment,paymenttermsandpacking,etc.,2.MainpointsofanEnquiry,Opening:thepurposeorreasonofwriting:thesourceofinformation;whatsortoffirmyouare;theintention(interestinthegoods);Body:thedetailsofrequirements:therequirements(askingforcatalogues,pricelistsandsamples,etc.)tohaveageneralideaoftheproduct;askingforanofferorquotationonacertaincommodity);theintroductionofmarketandpricethatwillbeobtained;Closing:expectation,LearningTask1EnquiryandReply,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,Letter1Generalenquiry,DearSirs,SnookertablesWearepleasedtolearnfromtheNewZealandEmbassythatyouarealeadingcompanyinNewZealandexportingsnookertables.Thereisagrowingdemandforsnookertablesinthismarketandwearehopingtobethefirsttointroducethisproductinourdistrict.,Wewouldbepleasedifyoucouldsendusyourcatalogue,pricelisttogetherwithanysamplesyoucansupply.Wewouldalsoappreciateitifyoucouldtellusthetermsofpaymentwithwhichyoudobusinesswithothers.Welookforwardtoreceivingyourlettersoon.Yoursfaithfully,（signature）,Letter1Generalenquiry,Commentshemayrequestforpricelist,catalogue,samplesandotherterms.Analysis:Para1.Thesourceofinformation.Para2.Theintention(interestinthegoods).Para3.Therequirements(askingforcatalogues,pricelistsandsamples,etc.);askingforanofferorquotationonacertaincommodity.Para4.Expectation:askforaquickresponse.,Letter2SpecificEnquiry,DearSirs,ThankyouforyourletterofAugust25.Wearepleasedtoknowthatyouareproducingdifferentkindsofcervicalartificialdiscs.Weareinterestedinyourvariouscervicalartificialdiscsrecommendedinyourletter,particularlyBryandiscandDiscoverdisc.Willyoukindlysendusacopyofyourillustratedcatalogueandsomesampleswithfurtherinformation?WeshallbeobligedifyoucouldalsoquoteyourlowestpriceCFRCairostatingearliestdateofshipment.,Bryandiscofhighqualityarepopular.Webelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthetypesmentioned.Ifyourpriceiscompetitive,wewillconsiderplacinganorderfor500withyou.Wearelookingforwardtoyoururgentreply.Yoursfaithfully,（signature）,Letter2SpecificEnquiry,Commentsbeinterestedinsth;beofinteresttosb.;beinterestingtosb.;erestsb.;sthmeetwithsb.sinterestbedelightedwithsth.很喜欢某商品;befavorablyimpressedwithsth.对印象甚好,2.购买beinthemarketforsth.要购买purchase,CorePhrasesandSentencePatterns,3.目录、价格表和样品等catalogue/leaflet/abridgedleaflet产品目录/宣传活页/简易活页illustratedcatalogue(cataloguewithillustrations)/photoillustrations附图目录brochure/pamphlet/booklet/folder商品说明小册子/折迭说明descriptiveprospectus;operation(operating)manual/instruction商品说明书/使用说明书descriptiveliterature/photocopyofdescriptiveliterature商品资料/商品资料复印本drawing/diagram/blueprint图样/图解/蓝图patterncard款式卡片samplebook/pad样品册/样品簿pricelist/price-schedule价格表/价格单,CorePhrasesandSentencePatterns,4.价格competitive/moderate/favorable/attractiveprice有竞争性的/公道的/优惠的/吸引人的价格prevailing/rulingprice现行的价格/时价lowest/best/keenest/rock-bottomprice最低价,CorePhrasesandSentencePatterns,5.OtherTermsdiscount折扣termsofpayment/paymentterms支付条件deliverytime/date交货时间,CorePhrasesandSentencePatterns,GroupActivity:ReciteandInterpretation,Step1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpretation:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretatethispart.,LearningTask1EnquiryandReply,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,Section5SimulationWorkshop,TranslatethefollowingletterintoEnglish:先生:从纽约的托马斯HP公司处，获悉贵公司生产各类手工制人造皮革手套，我公司是中国专营这类产品的进口商之一,我公司对你们的产品很感兴趣。本地区对高品质手套有稳定的需求,尤其是款式新颖、色彩鲜艳的产品。如贵公司所报价格有竞争性的话，我公司打算订购5,000套。请惠寄贵公司的手套插图目录一份，详述有关价目与付款条件。如蒙早日回信，不胜感激。,Keys,DearSirs,WelearnfromThomasH.P.ofNewYorkthatyouareproducinghand-madeglovesinavarietyofartificialleathers.WeareoneoftheimportersinChinadealingwiththistypeofgoods,andwearequiteinterestedinyourproducts.Thereisasteadydemandhereforglovesofhighquality,especiallythoseinthebrightercolorsandoffashionabledesigns.Ifyoucangiveusacompetitivequotation,wewillconsideranorderof5,000pieces.Willyoupleasesendmeacopyofyourglovecatalogue,withdetailsofyourpricesandtermsofpayment.Wewillappreciateyourearlyreply.Yoursfaithfully,XXX,LearningTask1EnquiryandReply,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,Section6Summary,Anenquiryisarequestforinformation.Ininternationalbusinesstheimportermaysendanenquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.,Module3Enquiry,Offer,Counter-offerandAcceptance,2,LearningTask1,3,LearningTask2,4,LearningTask3,5,ModuleAssessment,1,LearningGoals(Jobcompetency),6,ModuleConclusion,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask2Offer,Section1Leadin,Discussion:Choosethebestansweranddiscussthedifferencebetweenquotationandoffer.1.Please_usyourlowestpricesforbothmensandwomenswinterjackets.A.offerB.quote2.Please_us500glassvasesCIFQingdao,Chinaincoterms2010.A.offerB.quote,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask2Offer,1.DefinitionofOffer,AccordingtoCISG,aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.Aproposalissufficientlydefiniteifitindicatesthegoodsandexpresslyorimplicitlyfixesormakesprovisionfordeterminingthequantityandtheprice.Aproposalotherthanoneaddressedtooneormorespecificpersonsistobeconsideredmerelyasaninvitationtomakeoffers,unlessthecontraryisclearlyindicatedbythepersonmakingtheproposal.,Offeror:Thepersonwhomaketheoffer（报盘人）Offeree:Thepersontowhomtheofferismade(受盘人),2.FirmofferandNon-firmoffer,Afirmofferisapromisetosellatastatedpriceandconditionwithinastatedperiodoftime(acertaintimelimit).Anon-firmofferisanoffermadewithoutengagement.Aquotationoraproformainvoicecanalsoplaytheroleofbothafirmofferandanon-firmofferaccordingtotheircontents.,3.Mainpointsofanoffer,Opening:expressionofthanksfortheenquiry;Body:detailsofoffer:namesofcommodities,quality,quantityandspecifications;detailsofprices,discountsandtermsofpayment;statementorclearindicationofwhatthepricescover(suchaspacking,freightandinsurance);packinganddateofdelivery;validityoftheoffer:theperiodforwhichtheofferisvalid(anon-firmofferexcludesit);Closing:hopeforacceptance.,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask2Offer,Letter1Offer,DearSirs,Thankyoufor（请删除课本中withreferenceto的表达方法）yourenquiryofDecember21,2011,wearepleasedtoquotewithoutengagementasfollows:Article:brocadehandbagsTimeofShipment:DuringFebruaryMarchPackage:200piecestoacartonPayment:byconfirmedirrevocableL/Cavailablebydraftatsight.Wearewillingtoallowa3%discountforallordersover2000pieces.Weareawaitingyourpromptreply.Yourssincerely,(Signature),CommentsPara2-6.Statementorclearindicationofwhatthepricescover(suchaspacking,freightandinsurance);Para7.Hopeofacceptance,Letter2FirmOffer,DearSirs,Thankyourfor(请删除课本中Thisistoconfirm的表达方法）yourtelexof16March2011,askingustomakeyouafirmofferforriceandsoybeansCFRCairo.Wetelexedyouthismorningofferingyou40metrictonsofpolishedriceatUS$2,600permetrictonand30metrictonsofsoybeansatUS$2,900permetricton,CFRCairo,forshipmentduringJulyAugust2011.Thisofferisvalid,subjecttothereceiptofyourreplybefore10June2011.,Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounter-offer.Itislikelythatthemarketpricewillrise.Itwouldbetoyouradvantagetoplaceorderswithoutdelay.Weareanticipatingyourearlyreply.Yoursfaithfully,(Signature),Letter2FirmOffer,Commentsmake/send/givesb.anofferforsth.向报盘offer(tradeterms)forsth.;报.价格,3.无约束力发盘Subjectto以.为准；Subjecttoonesconfirmation以某人确认为准Subjecttogoodsbeingunsold以货物未售出为准Subjecttopriorsale报价以先售为准Subjecttoreplyreachingherewithindays在.日内复到有效,CorePhrasesandSentencePatterns,4.表示报盘的有效期Offerbe/remainsfirm/open/valid/good/effective/availablefor/within/until报价有效若干时间/有效到某日Keep/holdofferfirm/open/validfor保持报价有效,CorePhrasesandSentencePatterns,5.表示价格生效Pricebeoperative/effectivefrom.(date)Pricecomeintoforce/effecton.(date)Withimmediateeffect即刻生效,CorePhrasesandSentencePatterns,GroupActivity:ReciteandInterpretation,Step1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpretation:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretatethispart.,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask2Offer,SimulationWorkshop,Pleasewriteafirmoffercoveringthefollowingcontents:Commodity:SweatersindifferentcolorsSize:Large(L)Medium(M)Small(S)Package:SweatersarewrappedinplasticbagsandpackedinstandardexportcardboardcartonsPrice:CIF5%LondonperdozeninUS$L:180M:160S:140Shipment:OctoberPayment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Validity:beforeJune5,2011.,Keys,DearSirs,ThankyouforyourenquiryofApril9,showingyourinterestinoursweatersindifferentcolors.Wenowwouldliketomakeyou,subjecttoyourreplyreachingusbyJune5,thefollowingoffer:Commodity:SweatersindifferentcolorsSize:Large(L)Medium(M)Small(S)Price:CIF5%LondonperdozeninUS$L:180M:160S:140Shipment:OctoberPayment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Package:Sweatersarewrappedinplasticbagsandpackedinstandardexportcardboardcartons.Wearewillingtoallowa5%discountforallordersover1,000pieces.Youcanrelyonustogiveyourorderimmediatelyattention.Yoursfaithfully,XXX,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask2Offer,Summary,Majorfeaturesoffirm-offer:Theoffermustbewrittenclearlythattheofferisfirm.Theoffermustbeclear,definite,completeandfinal.Theoffermuststatethetimeofvalidity.,Module3Enquiry,Offer,Counter-offerandAcceptance,2,LearningTask1,3,LearningTask2,4,LearningTask3,5,ModuleAssessment,1,LearningGoals(Jobcompetency),6,ModuleConclusion,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask3Counter-OfferandAcceptance,Section1Leadin,Discussion:Whenanofferisreceived,howmanypossibleresponsesthereare?,EntireacceptanceConditionalacceptanceorcounterofferOfferdeclined,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask3Counter-OfferandAcceptance,1.Whatsacounter-offer?,Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offeranditcanberegardedasanewoffer.Thisprocesscangoonformanyaroundtillabusinessisconcludedorcalledoff.,2.Whatsanacceptance?,Theoffereegivestheexpressionofwillingnesstosignthecontractaccordingtothetermsandconditionsgiveninthepreviousofferwithinthevalidityunconditionally.Effectiveacceptance:givenbytheofferee;acceptallofthecontentofthepreviousofferunconditionally;givenwithinthevalidityofthepreviousirrevocableoffer;givenbothbytheoffereeandwithsomekindsofactionorexpressionwhichshouldreachtheofferer.,3.MainpointsofaCounter-offer,Opening:thanksfortheoffer;Body:rejectionandreasons;counterproposal(pricereductionetc.;)Closing:expectationoftheacceptance.,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask3Counter-OfferandAcceptance,Letter1Counter-offer,DearSirsThankyouforyourletterofMarch10quotingforthericeandsoybeans.Weappreciatethegoodqualityofyourproducts,butunfortunatelyyourpricesappeartobeonthehighsideevenforgoodsofthisquality.Toacceptthepricesyouquotewouldleaveuswithonlyasmallprofitonoursalessincethisisanareainwhichtheprincipaldemandisforarticlesinthemediumpricerange.,Welikethewayinwhichyouhavehandledourenquiryandwouldwelcometheopportunitytodobusinesswithyou.InformationindicatesthattheJapanesegoodsarebeingsoldatapriceapproximately10%lowerthanwhatyouquoted.Wewonderifyoucouldreduceyourpricestothatlevel.Weshallappreciateyourfavorablereply.Yourssincerely,(Signature),Letter1Counter-offer,Comments)Para4.Expectationoftheacceptance.,Letter2Counter-counter-offer,DearSirs,Whilewethankyouforyourletterof22December2010,wearedisappointedtohearthatourpricefortheproductsofCharnley(totalhiparthroplasty)andNexGentLPSFlexMobile(totalkneearthroplasty)aretoohighforyoutoworkon,becauseJapanesegoodsarebeingofferedatapriceapproximately10%lowerthanours.Wedonotdenywhatyousay,butwewouldliketoinviteyourattentiontothesuperiorqualityofourproducts.Wehavetopointoutthatourquotationisquiterealisticandhavebeenacceptedbybuyersofothersources.,Althoughwearekeentodobusinesswithyou,weregretthatwecannotacceptyourcounter-offerorevenmeetyouhalfway.Thebestwecandoisreduceourpreviousquotationby2%.Wetrustthatthiswillmeetwithyourapprovalandlookforwardtoyourearlyreply.Yoursfaithfully,(Signature),Letter2Counter-counter-offer,Commentsgohalfwaywithsb.;gohalfwaytomeetsb.互相折中,各让一半Concessioninprice;grantaspecialconcession在价格上让步给予特殊让步4.accept/entertain接受5.drawup/sign/execute/cancel/receiveacontract起草/签订/执行/取消/收到合同,CorePhrasesandSentencePatterns,6.further/large/substantialorder进一步/大量订货7.confirm确认,CorePhrasesandSentencePatterns,GroupActivity:ReciteandInterpretation,Step1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpretation:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretatethispart.,Section6Summary,Section5SimulationWorkshop,Section4CorePhrasesandSentencePatterns,Section1Leadin,Section2BusinessCompass,Section3WorkSamplesandAnalysis,LearningTask3Counter-Of