商贸英语(王玉环赖艳主编)课件习题答案Chapter5

1、Chapter Five新编外贸英语教程新编外贸英语教程Enquiry and OfferContentsTeaching ObjectivesText AnalysisSpecimen LettersChapter FiveSkill TrainingExercises新编外贸英语教程 Teaching ObjectiveUpon completion of this chapter, you willnUnderstand what is enquiry and how to make enquiriesnUnderstand what is an offer and how to mak

2、e offers nIdentify the differences between a firm offer and a non-firm offernKnow what is counter-offer and how to make counter-offersnWrite fluent English letters on enquiry, offer and counter-offerIntroduction to the Chapterl Focus of the chapter Learn what is enquiry, offer, counter-offer and cou

3、nter-counter-offer, as well as how to write enquiry, offer and counter-offer letters. Make clear firm offer and non-firm offer.l Teaching methods Theoretical illustration & practical writing of enquiry, offer, counter-offer and counter-counter-offer letters. Introduction to the Chapter Trade negotia

4、tion is the most important procedure in international trade, which may be conducted through correspondence, e.g. letters, fax, e-mail, or face-to-face talk. No matter which way is chosen for the negotiation, four stages, i.e., enquiry, offer, counter-offer and counter-counter-offer, acceptance are g

5、enerally involved before signing a contract, which can be fully expressed in the following figure. Introduction to the Chapter Major Procedures in Business Negotiation Business NegotiationenquiryOffer Counter-offerAcceptance Contract Introduction to the Chaptern询盘询盘是商务洽谈中真正的第一步。往往由买方向卖方询问具体商品的信息，如价格

6、、规格等基本交易条件，也可以只是打听对方最新价格及目录，但由于询盘不局限于买方向卖方询盘，因此，卖方也可写询盘信，主动询问对方对什么商品感兴趣，交易条件如何。n报盘报盘也称报价，是卖方将某种商品按一定的交易条件，包括名称、数量、价格、装运、包装、付款方式等向买方表达成交的愿望。报盘有一个重要内容，就是有无报盘有效期，据此报盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘。n还盘还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。 Introduc

7、tion to the Chapter Picture 1 Face-to-face Business Negotiation Introduction to the Chapter Picture 2 Business Negotiation Text AnalysisnIntroduction to the Chaptern5.1 Enquiry n5.2 Offern5.2.1 Firm Offern5.2.2 Non-firm Offern5.2.3 Proforma Invoice: a Special Offer n5.3 Counter-offer n5.4 Counter-co

8、unter-offer5.1 Enquiry Definition An , or inquiry, is a request for information and trade terms about certain commodity. Enquiries mostly are made by potential buyers or customers via letter, fax, E-mail, telegram, telex or by phone directly. Sometimes buyers or sellers may hold face-to-face negotia

9、tion to request or provide s, s, sample products, price list as well as other related material to help the potential buyers know the product well so as to decide whether to buy it or not. enquiryinkwairi n.询盘，询价，询价单inkwairi n.询盘，询价，询价单inkwairi n.询盘，询价，询价单catalogktl n.目录，目录册（簿）brochurebruu n.小册子，说明书，

10、5.1 Enquiry Definition 询盘（enquiry）也叫询价，是指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。询盘的内容可涉及：价格、规格、品质、数量、包装、装运以及索取样品等，而多数只是询问价格。所以，业务上常把询盘称作询价。询盘不是每笔交易必经的程序，如交易双方彼此都了解情况，不需要向对方探询成交条件或交易的可能性，则不必使用询盘，可直接向对方发盘。询盘可采用口头或书面形式。 5.1 EnquirynCategories general enquiryenquiry specific enquiry .5.1 Enquiryncategories

11、In a , the potential buyer may only ask for price list, catalog and samples so as to get a general understanding of the products handled by the seller. In a , some detailed information about the specific commodity such as the name, specification, quality, quantity, unit price, time of shipment, pack

12、age, terms of payment, etc. should be involved. general enquiry 普通询盘，指索取普通资料诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等 普通询盘，指索取普通资料诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等 普通询盘

13、，指索取普通资料诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等 普通询盘，指索取普通资料诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等 普通询盘，指索取普通资料诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）

14、、样品（a sample）、图片（illustrated photo prints）等 specific inquiry具体询盘（a specific inquiry）: 具体询问商品名称（the n a m e o f t h e c o m m o d i t y ） 、 规 格 （ t h e specifications）、数量（the quantity）、单价（the unit price FOB CIF）,装船期（the time of shipment）、付款方式（the terms of payment）等。5.1 Enquiry Notes simple: from long

15、time regular customersucontent detailed: from new customersu receiver: can be sent to one addressee or more addresseesu Enquiry is lack of binding forceu Enquiries can be conducted both by buyers or sellers 5.1 Enquiry Examples of enquiry sentences 1. Please quote us the best price of CFR Hong Kong

16、for 2000 pieces of Perfect woolen sweater for women at the earliest delivery. 2. As we are in the market for . , we should be pleased if you send us your best quotations. 3. we can supply embroidered linen products in large quantities in June. Enclosed are our catalog and pricelist for your referenc

17、e.5.1 Enquiry Major Points in Enquiry Letters 1. Brief, specific, clear and courteous expression 2. Source of the information 3. Some details about your own business 4. Description of your specific needs and your anticipation for a prompt reply 5. Expression of your expectation 开头：1）说明写信的目的，消息来源和感兴趣

18、的商品。 正文：2) 具体说明想了解的商品的有关细节，如商品的目录、 、 交易条件等； 3) 介绍本地对商品的需求情况等； 结尾：4) 期望；希望尽快收到报盘。5.2 Offer Definition An is the sellers promise to supply a certain commodity on d terms and conditions. purpose: Offer expresses the wishes of the seller or buyer to sell or buy a certain commodity under stated terms inc

19、luding quality, quantity, price, times of shipment, terms of payment, package and so on. offerf n.报盘，报价，发盘stipulatestpjlet vi.规定，明确要求，约定，讲明（条件）等5.2 Offer Differences between offer & quotationuQuotation refers to the unit price of certain commodity, which can be adjusted by the seller according to th

20、e market changes.uOffer not only includes the unit price of a commodity, but also contains other trade terms such as quality, quantity, delivery date, terms of payment etc.uUnlike quote, price in an offer can not be changed easily after being offered. 5.2 OfferFour basic elements in an offernAn offe

21、r is sent to one or more than one . nOffer expresses the wish to conclude a contract.nAn offer should include definite, complete, clear and final contents, such as the name of commodity, quality, quantity and specifications.nAn offer must reach the offeree and shall come into effect from the time re

22、ceived. offereefri: n.被发价（盘）人，受盘人 5.2 Offer Categories Generally, there are two types of offers according to their :u firm offer/definite offeru non-firm offer/ indefinite offer finalityfainliti n结尾,定局,终结,最后的事物,最后的言行 5.2.1 Firm offer/Definite offerDefinition A is a kind of offer that clearly express

23、es the offerers readiness in concluding a contract, which is made to a specific person or persons to express or imply a definite intention to make a contract under a clear, complete and final trade terms. firm offer实盘。有约束力的发盘。表明发盘人有肯定订立合同的意图。在法律上，实盘属于一项要约，一经发出，在有效期内，发盘人不得随意变更内容或撤销。 5.2.1 Firm offer/

24、Definite offerCharacteristics or three elements of firm offer clarity, completeness and conditions 实盘必须同时具备三个条件才能成立：u 内容必须是完整和明确的u 内容必须是肯定的，无保留条件的u 实盘必须规定有效期限。 unreserved nrz:vdadj.无保留的,完全的；坦率的 5.2.1 Firm offer/Definite offerExpiration of a firm offern Once the firm offer is accepted, it cannot be c

25、ancelled by the offerer. A firm offer can be only when one of the three following cases occurs. 1. It is declined by the buyer 2. It exceeds the term of . 3. It is before the offerees acceptance is ed. expiredikspaid adj.呼气,断气,死亡,期满,终止 validityvldt有效;效力;合法性; （正式的）认可2. 正当;正确;确实revokedrivuk vt.撤销, 取消,

26、 废除 dispatchdispt vt.派出，调遣；发送，发出n.急件，快信5.2.1 Firm offer/Definite offeru words frequently used in a firm offer firm, valid, good, open, enforce, for effective subject to reply byuExamples of offer expressions 1) We offer you firm subject to reply by 4 p.m. our time, Tuesday, 10th Sept. 2) In reply, w

27、e offer firm, subject to your reply reaching us on or before Oct. 16 for 200 metric tons of Peanut at $350 net per metric ton CIF Hong Kong. 5.2.2 Non-firm offer/Indefinite offer Definition A is an expression of wishes made by the offerer to do business with the offeree according to certain transact

28、ion terms with some reservations. 虚盘即无约束力的报盘。发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确（not clear）,或者主要条件不完备（not complete），或者不是最后的（not f i n a l ） ， 这 种 发 盘 对 发 盘 人 物 约 束 力 （ w i t h o u t engagement）。一般情况下，多数报盘均为虚盘。 non-firm offer虚盘，不确定发盘。又称非确定报价，是指不含明确意义的报价，也就是发盘人有保留地愿意按一定条件达成交易的一种表示。5.2.2 Non-firm offer/Indefi

29、nite offer Characteristics unclear incomplete with s no term of validity no binding forcereservation rezvein n. 保留意见，保留态度5.2.2 Non-firm offer/Indefinite offeruWords frequently used in a non-firm offer subject to our final confirmation subject to prior sale subject to change without notice for refere

30、nce only etc. uExamples of non-firm offer expressions 1. We offer Perfect woolen sweater for women, shipment in July, CIF London $180 apiece. 2. We offer you subject to change without notice. 3. We make you an offer subject to our final confirmation. 5.2.2 Non-firm offer/Indefinite offer A satisfact

31、ory offer should includenAn expression of thanks and prompt reply for the inquiry, if any.nDetailed description of the commodity, like name, quality, s, quantity, price, discounts, terms of payment, time of shipment, packing conditions, etc. to enable the customers to make a decision.nGood comments

32、on your commodity.nIf it is a firm offer, show a frame time during which the offer is valid; if not, remark t h e o f f e r i s m a d e w i t h o u t engagement.nAn expression of hopes for an order. specification.spesifikein n.规格，详述to the effect that大意是，含义是；大意是以便5.2.2 Non-firm offer/Indefinite offer

33、 warm note Different understandings do exist regarding firm or non-firm offer in international trade. Therefore, it is necessary for the international traders to make sure when they will be bound by their own offers or how they should interpret offers made to them. 5.2.3 Proforma Invoice: a Special

34、Offer Definition In business practices, is an invoice sent for forms sake. Unlike an ordinary invoice, it does not bind either the seller or the buyer, which is not necessarily involved in every transaction. Major purpose of proforma invoice Proforma invoice is usually used to enable the buyer to ma

35、ke the necessary preliminary arrangements such as obtaining an import license for the goods he would like to order, or to inform the buyer of the amount payable for goods to be shipped. A Model Proforma Invoce proforma invoiceprf:m 形式上的，预计的； 形式发票,估价发票,试算发票 5.2.3 Proforma Invoice: a Special Offer Why

36、 Proforma Invoice is a Special Offer?lA proforma invoice must list the major trade terms such as name of the commodity, quantity, price, shipment, terms of payment and the detailed financial information about the sellers.lSince it is issued before the conclusion of business, proforma invoice can be

37、regarded as a special offer, to serve as a formal quotation or as a price reference. Therefore, proforma invoice can serve as a special offer. n n AHE IMPORT & EXPORT CO.，LTD. ADD: 60,NONGJU RD QUTANG NANTONG JIANGSU CHINATEL: 86-513-8603269 FAX: 86-513-8603144 PROFORMA INVOICE NO: PRO-01-22 TO： LEB

38、RUN FRANCE. DATE November 10, 2009NOTE： THIS PROFORMA INVOICE IS VALID UP TO Jan.20,2010 。 Shipping Marks Commodities & Specifications Quantity Unit Price Amount LEBRUN SERIE S/S COOKWARE ( WITH BLUE RING CNF ANTWERP 1800 SETS / USD9.75 USD17,550.00 300CTNS 600 USD4.2.0 USD2520.00 SETS / 100CTNS USD

39、5.60 USD6720.00 1200 SETS / USD7.65 USD9180.00 200CTNS TOTAL USD35970.00 BAKELITE HANDLES) SAUCEPAN 5 PCS SETS CASSEROLES DIAM 20 CM X 10 CM CASSEROLES DIA 5 CASSEROLES 24 CM X 12 CM OSLO 6 SERIES 1.PAYMENT: L/C AT SIGHT 2. PACKING: EACH PACKED IN COLOR BOX, THEN IN CARTONS. 3. PORT OF LOADING : GUA

40、NGZHOU, CHINA 4. PORT OF DISPATCHING/DESTINATION: ANTWERP 5. DELIVERY: ON/BEFORE DECEMBER 28, 2009 6. OTHERS 5.3 Counter-offer Definition is a refusal of an offer. In the process of business negotiation, when a buyer or offeree is dissatisfied with certain terms and conditions in an offer, he may pu

41、t forward a new set of terms or make a conditional acceptance by changing some conditions in the offer, which is called counter-offer. 还盘是指接盘人对所接发盘表示接受，但对其内容提出更改的行为。还盘实质上构成对原发盘的某种程度的拒绝，也是接盘人以发盘人地位所提出的新发盘。因此 ，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。 Counter-offer还盘5.3 Counter-offer Content of counter-offer A cou

42、nter-offer may be directed against the price, or the terms of payment, or discount, or the means of transportation or other trade terms. In a counter-offer the offeree may make additions, limitations or modifications for his own interest. Once a counter-offer reaches the offerer, the offer he made b

43、efore is lack of binding automatically. In this sense, we may say that a counter-offer made by the former offeree is a new offer. The former offeree becomes an offerer now, and the former offerer turns to be an offeree. In the following business process, the new offeree may choose to reject, counter

44、 offer again or accept the counter-offer. 5.3 Counter-offerWhat should be included in a counter-offern Expression of your thanks for the sellers offer.nYour inability to accept the offer and the reasons for it.nYour concrete advice or amendments to certain terms or conditions.nYour hope for mutual b

45、eneficial cooperation.5.3 Counter-offerExamples of counter-offers against price or packagenWhile appreciating the good quality of your woolen sweater, we find your price is rather too high for the market we wish to supply. nThe packing of goods offered does not meet our standards. Could you use pack

46、ing which is secure against breakage?nAs the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit. In fact, we have received from another supplier in your country a much attractive offer about 10% below your price. 5.3 Counte

47、r-offer Warm tip In the counter-offer the writer should choose polite but to the point words to state your position in a reasonable way. 还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。 5.4 Counter-counter-offer Definition Although counter-offer m

48、eans the refusal of an offer, it still brings about opportunity and hope for making a deal in the future. Therefore, when the offeree (the seller or the exporter) receives a counter-offer, he has the right to agree or disagree to the terms in the new offer. Whether he agrees or disagrees, he should

49、let the buyer or importer know his intention via correspondence or telephone. The message in written or by phone call is known as a . counter-counter-offer再还盘。如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。 5.4 Counter-counter-offer Examples of counter-counter-offernA

50、lthough we are anxious to open up business with you, the price we offered is very practical, so we are sorry to say that your counteroffer is unacceptable.nIn view of our longstanding business relations, we can consider a price reduction.nYour price is acceptable, provided you increase the quantity

51、of your order to 1200 sets.5.4 Counter-counter-offer Importance of counter-offer & counter-counter- offer In business negotiation, counter-offer and counter-counter-offer are of greatest importance. The seller tries to sell his commodity at a high price with a secure term of payment, while the buyer

52、 wants to buy at a low price with a secure and early shipment. Generally the sellers quotation is often much higher than the buyers expectation. Therefore, in order to conclude a transaction, they must have a hard bargain to achieve their goal. Thus a counter-offer or counter-counter-offer, even sev

53、eral rounds of counter-counter-offer is not avoided. Those with patience and better understanding of negotiating art may win the final victory. Specimen Letters Letter 1 An Enquiry for Singer Sewing Machine nDear Sir or Madam,nWe have seen your advertisement in the October issue of “Business Week” a

54、nd we are interested in your Singer Brand sewing machines.nWe are one of the leading textile industries and we n to handle large quantities. We are now interested in further data on your products, specifically the CE-200 Sewing Machine. We would appreciate your ing us all technical and price informa

55、tion related to that model so that we could review and make further inquiries. nYours sincerely, n are in a position 能够。forward v. 转发，寄发 。Specimen Letters Letter 2 A Reply to the Enquiry for Printed Shirting Dear Sirs, We are your letter dated March 21 and, as requested, are airmailing you, ,one cat

56、alogue and two sample books for our printed Shirting. We hope they will reach you in due course and will help you to make your selection. In order to start a concrete and longstanding business relation between us, we take pleasure in making you a , our final confirmation, as follows: Art. No. 30 Pri

57、nted ShirtingDesign No. 66-3ASpecifications: 35428065 35/642 yardsQuantity: 20,000 yardsPacking: In bales or in wooden cases, at sellers optionPrice: RMB￥80 per yard CIF LagosShipment: To be made in , beginning from July, 2009Payment: to be opened 30 days before the time of shipmentWe believe the ab

58、ove will be acceptable to you and await with keen interest your trial order.Yours faithfully, in receipt of已收到 under separate cover另封，另邮寄，也可写作by separate post, by separate mail。under cover随函special offer特价盘 subject toadv. 在条件下，以为条件 three equal monthly installments 3个月分 3次平均装运By confirmed, irrevocabl

59、e L/C payable by draft at sight 在装运前30天开出保兑的、不可撤销的即期信用证。 Specimen Letters Letter 3 A Firm Offer for Phoenix Brand BicyclesDear Sirs, Thank you for your inquiry of June 16 for our Phoenix brand bicycles. At your request, we are making you the following offer subject to your reply reaching here before

60、 Sept. 15.Item # Unit Price033224 20mens US$ 26.00033326 20womens US$ 28.00043248 26mens US$ 27.00043456 26mens US$ 29.00Payment: .Delivery Date: .The above prices are on a CIF San Francisco basis. Please note that commissions are not allowed but a 5% discount applies to orders for each item exceedi