PPT5商务英语

1、1. understand the difference between firm offer and non-firm offer and grasp their relative expressions.2. Be familiar with the terms & conditions involved in an offer and be able to write them independently.3. Be able to make an offer in the form of quotation. 4. Be able to make concessions and

2、 attacks politely and reasonable when writing counter-offers. Notes request n. 要求，请求要求，请求 后接后接for或或that 引起的同位语从句（虚拟语气）引起的同位语从句（虚拟语气） eg.We note your request for samples. 得悉你方对样品的需求。得悉你方对样品的需求。 We note your request that we (should) send you generous samples. 得知你方需要我方寄大量的样品。得知你方需要我方寄大量的样品。eg. There is

3、 little or no demand at present for this article. 这种商品目前很少或没有需求。这种商品目前很少或没有需求。 This article is in great demand.这种商品需求很大。这种商品需求很大。 There is a strong demand for your printing machines. 你方印刷机需求量很大。你方印刷机需求量很大。 The buyer demanded punctual shipment of the goods. 买主要求该货如期装运。买主要求该货如期装运。 The buyer demands of

4、 the seller to ship the goods within a week. 买方要求卖方一周内装运。买方要求卖方一周内装运。 Chinese version of the letter:“Lenovo” Brand Computer“Forever” Brand BicycleUS$.per keg CFR Lagos CN￥10/dozen CIF Hongkongn Stg15 per piece CIFC5% London NFNNFNFFNFAs requested, we make an offer for the following goods, subject to

5、 our final confirmation.We understand that there is a strong demand for EVA luggage in your market. Attached is our quotation sheet No.555 for your consideration.We offer you Jasmine Tea at CN￥1, 125 per kilo CIF Kobe for shipment within next week.Thank you for your inquiry for Galvanized Iron Sheet

6、. Now we are making an offer as below and are looking forward to your order.This offer is subject to the goods being unsold and to our receiving your reply. I. About the letter:The word “ counter-offer” more often implies an alteration in the price or other terms and conditions. At any rate, a count

7、er-offer can be made either by an exporter or by an importer. The letter given in this lesson is a counter-offer made by the importer. As a matter of fact, there is seldom a case in which an offer is accepted straight-forwardedly without price haggling or further exchange of letters and cables after

8、 an offer is made. In making a counter-offer the writer would have to explain why the offer is unacceptable and at what price or on what terms business can be done.Lesson 11Chinese version : Lesson 11Chinese version : （A）还盘）还盘艾丽西亚：艾丽西亚：感谢你的电子邮件和样品。特告知，我方客户对你样品的试感谢你的电子邮件和样品。特告知，我方客户对你样品的试用结果非常满意，但现在仍

9、有些犹豫。用结果非常满意，但现在仍有些犹豫。经过仔细研究和比较其他同类产品，我们发现你方的报价偏经过仔细研究和比较其他同类产品，我们发现你方的报价偏高。我联系中国另一家公司的琳恩女士，她给我的价格是：高。我联系中国另一家公司的琳恩女士，她给我的价格是：货号货号HC13097每双每双0.65美元。请查看附件。还有大量的从美元。请查看附件。还有大量的从香港来的类似的设计的拖鞋在此地畅销，出售价格比你的报香港来的类似的设计的拖鞋在此地畅销，出售价格比你的报价低价低10%。除非价格能够符合市场水平，就很难说服我们的客户向你购除非价格能够符合市场水平，就很难说服我们的客户向你购买。如果你的产品价格符合我

10、的预算，我会向你下订单。买。如果你的产品价格符合我的预算，我会向你下订单。实际上，试订的有竞争力的价格经常会导致高市场份额并在实际上，试订的有竞争力的价格经常会导致高市场份额并在将来产生巨大的利润。我们希望你会考虑这个因素，等待你将来产生巨大的利润。我们希望你会考虑这个因素，等待你的回复。的回复。商祺商祺/杰瑞米杰瑞米Lesson 11 ChineseLesson 11 Chinese version : version : （B）答复）答复杰瑞米：杰瑞米：谢谢你的电子邮件。谢谢你的电子邮件。如果你考虑一下质量，价格每双如果你考虑一下质量，价格每双0.75美元美元FOB福州真的是最福州真的是最

11、优惠的。有许多更便宜的产品优惠的。有许多更便宜的产品,但如果你看我们的产品，你就但如果你看我们的产品，你就可以看到差异。我们的产品是用可以看到差异。我们的产品是用EVA而不是而不是EVA边角料做的。边角料做的。EVA边角料根据材料混合节约成本边角料根据材料混合节约成本10%至至15%，但鞋子容，但鞋子容易坏，我们只用最好的材料和最熟练的技工。此外，你可能易坏，我们只用最好的材料和最熟练的技工。此外，你可能已经看到了我们的样品，我们的包装设计、印刷都很好，这已经看到了我们的样品，我们的包装设计、印刷都很好，这也花了我们很多，所以我们很难做任何降价。也花了我们很多，所以我们很难做任何降价。然而，为

12、了和你们开展业务，我们准备降低价格：货号然而，为了和你们开展业务，我们准备降低价格：货号HC13097每双每双USD0.71，货号，货号HC13097每双每双USD0.81。其他条件不变。其他条件不变。如果你还怀疑的话，先试订如果你还怀疑的话，先试订20GP比较一下？我们深信靠质比较一下？我们深信靠质量来说服你，让你相信我们的产品物有所值。量来说服你，让你相信我们的产品物有所值。商祺商祺/艾丽西亚。艾丽西亚。降低降低 偏高偏高/偏低偏低 还盘还盘 原始品牌代工订单 原始品牌代工订单 原始品牌代工订单原始品牌代工订单畅销畅销 相信相信 CBCCBMuch as we would like to

13、start our business with you(Although we are desirous of doing business with you), we are regretful that we can not reduct the price to the level you required, as we have cut our price to the limit after careful /exact/accurate calculation.After careful study on our market condition, in order to meet

14、 fierce competition, we think you must reduce your price by 10% otherwise business is impossible.We regret to tell you that the price you quoted for plastic handbags are out of line with the ruling market at our end.Our counter offer for the subject goods is USD125, subject to your reply reaching he

15、re before 12:00 Wednesday our time. (valid until Wednesday our time).We take the pleasure of enclosing our Proforma Invoice covering 1000 bicycles to the following specifications in triplicate. Kindly telex us so that we can proceed with the preparation of shipment after you obtain import license. F

16、rom: ArneJense To: Sent: Nov 25, 2007 Dear Arne Jense,Please dont push us too hard. As you know, owing to the rising cost of materials and the appreciation of Renminbi Yuan, prices have gone up a lot and the price I offer you is quite competitive. Lets compromise to USD 0.78 per pair for both Fail F

17、ascia and Animal ORDER. Thats the best we can do. But youd place these two orders together. I need these quantity added to convince financial department to accept such a low price.Attached the P/I for your confirmation. For JCP Penny order, I need your detailed information, and then will offer you t

18、he final price. But frankly speaking, its near the cost of production, and difficult for us to make some concession.Best regards,Alicia,China Oriental Footwear Import & Export Corp.Lesson 12ChineseLesson 12Chinese version : version : （A）商议续订单的价格）商议续订单的价格 艾丽西亚：艾丽西亚：我很高兴地告诉你，从我很高兴地告诉你，从“东风东风”号轮卸下的号轮卸下的24000双拖鞋双拖鞋已经抵达状况良好，正在畅销。我们想续订已经抵达状况良好，正在畅销。我们想续订50000双。双。“FailFascia”他们会买他们会买2x40高柜，和上次一样，但高柜，和上次一样，但目标价格是目标价格是0.78美元。请按这个价格给我形式发票以及新美元。请按这个价格给我形式发票以及新的动物拖鞋订单的形式发票。的动物拖鞋订单的形式发票。对于大订单，今天我跟经理谈了，他说这个时期如果给出一对于大订单，今天我跟经