修改版外贸英语函电电子教案

修改版外贸英语函电电子教案第一页，共482页。外贸英语函电UnitTenUrgingEstablishmentofL/CUnitElevenL/CAmendment&ExtensionUnitTwelveShipmentUnitThirteenInsuranceUnitFourteenConclusionofBusiness上一页第二页，共482页。FunctionsofBusinessLetters

UnitOneIntroductiontoBusiness

Letters(商务信函概论)

toinform,whichreferstoconveyingthevastamountofinformationneededtoday-to-dayoperationsofthebusiness;

toinfluence,whichmeansthatmessagesincludedinabusinesslettershouldalsoinfluencethereader’sattitudesandfunctions.

第三页，共482页。CriteriaforBusinessLetters

A.COURTESYInourletters,weshouldalwayskeepinmindthepersonwearewritingto,seethingsfromhisangle,visualizehiminhissurroundings,seehisproblemsanddifficultiesandexpressideasintermsofhisexperience.

B.CORRECTNESSCorrectgrammar,punctuationandspellingarebasicrequirementsforbusinessletterwriting.Also,weshouldchoosethecorrectleveloflanguageanduseaccurateinformationanddatainourletters.

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第四页，共482页。CriteriaforBusinessLetters

C.CLARITYWeshouldfirstidentifywhatwewanttoexpressandthenexpresstheideainplain,simplewordsandformats.

D.COMPLETENESSOurlettersshouldincludeallthenecessaryinformationanddata.

E.CONCISENESSWeshouldwriteinthefewestpossiblewordswithoutsacrificingcompletenessandcourtesy.

F.CONCRETENESSOurwritingshouldbevivid,specificanddefinite.G.CONSIDERATIONThelettersyousendoutmustcreateagoodimpresson.

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第五页，共482页。TheGeneralProceduresforBusinessLetterWriting:

1.

Determineourpurposeofwritinga certainletter.

2.Identifywhothereadersare.

3.Organizethemessage,whichistobe containedintheletter.

4.Writeadraft.

5.Polishthewriting.

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第六页，共482页。ElementsofBusinessLettersandTheirPositionsintheLetter:

UnitOneIntroductiontoBusiness

Letters(商务信函概论)LetterheadReferenceNumberDateInsideAddressParticularAddressorAttentionLineSalutation

SubjectLineorCaption___________________________________________________

______________________________________________________________________________________________________ComplimentaryCloseSignatureIECBlockPostscriptBodyoftheletter第七页，共482页。Aletterheadgenerallycontainsthefollowinginformation:

Thenameofthefirm

Itsaddressandpostalcode

Faxnumber

Internetaddress

Telephonenumber

Telegraphicandtelexaddress

E-mailaddress

Trademarkorabriefslogan,etc.

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第八页，共482页。EASTERNTEXTILESIMP.&EXP.CO.,LTD.34297ShangchengRoad,Shanghai,ChinaTel:6606811Fax:6507631Http://E-mail:bcxbcx@21ExampleoftheFormatsofaLetterhead:

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第九页，共482页。ExamplesoftheFormatsofReferenceNumber:

Yourref:ALMOurref:5511/TL

DearSirs,

DearSirs,Yourref:ALM

DearSirs,WerefertoyourletterofNovember12,2004,ref.TY1160…

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十页，共482页。ExamplesoftheFormatsofDate:

24thMarch,2004

March24th,2004

24March,2004

March24,2004

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十一页，共482页。ExamplesoftheFormatsofInsideAddress:Ms.CeciliaGreenSalesManagerABCCompany123BerryDriveMinneapolis,MN55106U.S.A.

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十二页，共482页。ExamplesoftheFormatsofParticularAddressorAttentionLine:ChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023People’sRepublicofChinaAttention:Mr.Wang,ExportManager

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十三页，共482页。ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GCompany24MadisonAvenueColumbus,OH43004U.S.A.AttentionofPualYangBiddle,Sawyer&Co.,Ltd.HaddenHouseFitzroyStreetLondon,SW825DY,EnglandAttentionofExportDepartmentMr.H.A.Donnan,please

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十四页，共482页。ExamplesoftheFormatsofSalutationandCorrespondingComplementaryClose:SalutationClose

DearSirs,DearSir,DearMadams,DearMadam,DearSirorMadam,Faithfullyyours,Yourscordially,(formal)Gentlemen:Yourstruly,Trulyyours,(formal)Sir,Madam,Respectfullyyours,Yoursrespectfully,DearMr.Morgan:DearJohn:DearMissGreen:DearMrs.Smith:DearMs.White:MydearMrs.(orMiss.)Bush:

Sincerelyyours,Yourssincerely,(lessformal)

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十五页，共482页。ExamplesoftheFormatsofSubjectLineorCaption:

Subject:Proposeddelayofthedelivery

Re:Proposeddelayofthedelivery

Inre:InvoiceNo.1120

SUBJECT:ACCOUNTNO.689

UnitOneIntroductiontoBusiness

Letters(商务信函概论)Proposeddelayofthedelivery第十六页，共482页。ExamplesoftheFormatsofSignature:Yoursfaithfully,(signature)CathyKurtzMarketingManagerYoursfaithfully,THEINTERNATIONALTRADINGCOMPANY

(signature)CathyKurtzMarketingManager

UnitOneIntroductiontoBusiness

Letters(商务信函概论)第十七页，共482页。ExamplesoftheFormatsofEnclosure:1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAs

StatedEnc:1B/L1certificateAttachments:2Enc.

UnitOneIntroductiontoBusiness

Letters(商务信函概论)1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAs

StatedEnc:1B/L1certificateAttachments:2Enc.1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAs

StatedEnc:1B/L1certificateAttachments:2Enc.1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAs

StatedEnc:1B/L1certificateAttachments:2Enc.1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAs

StatedEnc:1B/L1certificateAttachments:2Enc.1Enc.Encls:2commercialinvoicesEnc.1AttachmentEnclosureAs

StatedEnc:1B/L1certificateAttachments:2Enc.第十八页，共482页。FullBlockFormat:

UnitOneIntroductiontoBusiness

Letters(商务信函概论)

LetterheadDate:____________

InsideAddress__________________________________

Salutation:

__________________________________________

________________________________________________________________________________________________________________________________________________________________________ComplimentaryClose,SignatureBody第十九页，共482页。Semi-blockFormat:

UnitOneIntroductiontoBusiness

Letters(商务信函概论)Letterhead

Date:____________

InsideAddress____________________________

Salutation:

________________________________________________________________________________________________________________________________________________________

ComplimentaryClose,Signature

Body第二十页，共482页。ConventionalFormat:

UnitOneIntroductiontoBusiness

Letters(商务信函概论)Letterhead

__________________________________________________________________________________________________________________________________________________________________________

ComplimentaryClose,

SignatureInsideAddress____________________________

Salutation:Date:___________Body第二十一页，共482页。IndentedFormat:

UnitOneIntroductiontoBusiness

Letters(商务信函概论)

LetterheadDate:___________InsideAddress___________________________Salutation:_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

ComplimentaryClose,SignatureBody第二十二页，共482页。UnitTwoEstablishingBusinessRelations

(建立贸易关系)ObjectivesIntroductionWords&ExpressionsExercisesKeystoExercises第二十三页，共482页。Objectives

UnitTwoEstablishingBusinessRelations(建立贸易关系)通过本章的学习，帮助学生掌握:寻找潜在客户的方法要求与对方建立贸易关系的书信的撰写要求建立贸易关系的书信的回复第二十四页，共482页。IntroductionChannelsthroughwhichinformationcanbeobtained:

UnitTwoEstablishingBusinessRelations(建立贸易关系)ChamberofCommercebothathomeand abroadBanksTradedirectoriesofvariouscountriesand regions CommercialCounselor’sOffice ExhibitionandtradefairsNewspapers,magazinesandothermedias第二十五页，共482页。IntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations:

UnitTwoEstablishingBusinessRelations(建立贸易关系) thesourceofinformation theintentionofwritingthisletter abriefintroductionofone’sowncompany, including:

thebusinessscope,credit standingorfinancialpositions,products andservicesthatcanbeprovided,etc.第二十六页，共482页。IntroductionWritingprinciplesinlettersaimingatestablishingbusinessrelations:WriteshortletternomorethanonepageInpolitelanguage,withcourteousandsincereattitudeDirecttothepointattheveryfirstparagraphSaysomethinghighaboutyourcompanyListsomewell—knowcustomers,ifanyExpressclearlyyourdesireofcooperation

UnitTwoEstablishingBusinessRelations(建立贸易关系)第二十七页，共482页。Words&ExpressionsEmbassyCommercialCounsellor’sOffice

商务参赞:使馆中负责同驻在国外贸部门进行联系和交涉的外交人员，一般由派遣国外贸主管部门派出。

Enamelware/in’æməlwɛə/Porcelainware/’pↄ:slin/Longton,shortton,metricton

1长吨=1.01605公吨=1016.046KG=2240磅=1.12短吨1短吨=0.907吨=2000磅=907KG

IndustryIndustrious勤奋的

UnitTwoEstablishingBusinessRelations(建立贸易关系)第二十八页，共482页。Liner

是定期定航线的货船，在国际贸易中很常见，跟charter相反，charter是包船/包机的意思。

ship是一般的大船的意思，小孩在码头上看到有大船过来都会用这个词，但在国际贸易中，一般变型为shipment，shipping来使用。steamer

由steam（蒸汽）引申而来，就是蒸汽驱动的船，一般是也是货轮。

tramp

是不定期航行的货船，跟liner有区别。By-law,by-product,by-workSemi,demi,hemi,hemisphereLine,agency,associates,office与head，home,branch,services连用第二十九页，共482页。KeenTheyareratherkeentopurchaseChinesegoods.Pleasequotekeenprice.Competitionisverykeen.Keensmell

UnitTwoEstablishingBusinessRelations(建立贸易关系)第三十页，共482页。InterestWehavenointerestincottongoods.Weareveryinterestedintextilegoods.Someofourfriendswhoprofessinterestforyourporcelainwarehaveapproachesusforoffersonthefollowing:Thissuggestionismadeintheinterestofallpartiesconcerned.Weagreeto60daystimeL/Cprovidedyoupayinterestfortheperiodintervening.第三十一页，共482页。InvolveYourdelayinshippingtheorderedgoodshasinvolvedusinunnecessaryexpenses.Theamountinvolvedissmall,thequestionistheprinciple.第三十二页，共482页。InquiryWewillmakeinquiriesaboutthebusinesspossibilitiesofthisnewproductofyours.WeacknowledgereceiptofyourletterofMay30enquiringforalarmclocks.

enqurie第三十三页，共482页。OweHeoweshissuccesstochance.Weoweyournameandaddressto…Ourcompanyowethebankalargesumofmoney.Thereisstillabalanceof$1,000owingus.第三十四页，共482页。InformPleaseinformusofthemarketsituationonyourside.Pleasebeinformedthatwehavealreadysentthesamplesrequired.Keepmeinformedof/that…第三十五页，共482页。MarketWeareinthemarketforwool.Wewillcontactyouassoonasthenewcropcomestothemarket.Wearetryingtofindamarketforthisarticle.Thereisagoodmarketforthesearticles.第三十六页，共482页。ApproachWeshallapproachthedepartmentconcernedonthismatter.Oneofourclientsapproachesuswithanorderfor100tonwhitesugar.Asthemanufactureofyourorderisapproachingcompletion,youarerequestedtoopenL/Cwithoutanyfurtherdelay.第三十七页，共482页。LineJustalinetoinformyouthatwehavetodayopenedanL/Ctocoverourpurchase…Wehavebeenformanyyearsinthechemicalline.Theirchieflineistheimportofoilseeds.Wewillwritetoyouagainalong(on)theselines.Wedon’tthinkwecanfallinlinewithyourviews.Yourpriceisquiteinline,butthetimeofshipmentistooextended.第三十八页，共482页。EncloseWeareenclosing(herewith)ourcommercialinvoiceinduplicate.Pleaserefertothepricelistenclosedin(herewith)ourletterofAugust5.第三十九页，共482页。CoveringThesubjectcargowillbereadyforshipmentinafewdaysandwearelookingforwardtoyourcoveringL/C.第四十页，共482页。AppreciateThepricehasappreciated.Weshallappreciateditifyouwillmakeusafirmofferfor…Wewillappreciateyourdifficultiesincopingwithcompetitions.第四十一页，共482页。PurposeThegoodsneededareformedicalpurposes.TodosthonpurposeOnpurposetodosth第四十二页，共482页。TouchWhenweareagaininapositiontosupply,weshallnotfailtogetintouchwithyou.Itisgenerallyfeltthatthepricehastouchedthebottom.Thissteamertouchesat…Thisdevelopmenttouchedoffanalterationofworkingplan.第四十三页，共482页。UsefulExpressionsofEstablishingBusinessRelations

A:Yourcompanyhasbeenkindlyintroducedtousby….Welearnthrough…that…Bycourtesyof…Welearnfrom…that…Ontherecommedationof…

UnitTwoEstablishingBusinessRelations(建立贸易关系)第四十四页，共482页。B:Wewishtointroduceourselvestoyouasa….Wetakethelibertyofwritingtoyouwithaviewtobuildingupbusinessrelationshipwithyourfirm.Ourlinesaremainly……fallwithinourbusinessactivities.Wehavebeeninthisline….第四十五页，共482页。C:Wearewillingtoenterintobusinessrelationswithyou.Weexpressourdesireto….Wearenowwritingyoufor….Wearedesirousof…第四十六页，共482页。D:Welookforwardtoreceiving…Hopetoreceive…Yourearlyreplyisappreciated.Weareanticipatingyouranswer.第四十七页，共482页。UsefulExpressionsofReplyingA:Thankyoufor…Thankyouforyourinterestin…Wehavereceived…YourletterofAugust8hasbeenreceivedwiththanks.第四十八页，共482页。B:Yourwishofestablishingbusinessrelationscoincideswithours.Thisisalsoourdesire.Weshallbeverygladtoenterintobusinessrelationswithyou.第四十九页，共482页。C:Wearesendingyouourcatalogandpricelist…Weshallbegladtohaveyourspecificenquiry.Weavailourselvesofthisopportunitytoexpressourthankstoapproachyoufortheestablishmentoftraderelationswithyou.第五十页，共482页。SampleLetterⅠDearSirs,Wehavelearnt

fromtheChaseBank(大通银行)thatyouareoneoftheleading

importersoftoolsandinstrumentsinyourarea.Wetaketheliberty

ofwritingthisletter

toyoutoexpress

ourwishesto

enter

into

businessconnectionswithyou.

Ourcompanyhas

specializedintheexportoftoolsandinstrumentsformanyyears.Togiveyouageneralideaofourproducts,wehavesentyouourcatalogueunderseparatecover.Weshallprovideyouwithfurtherinformationonyourspecificinquiry.Wearelookingforwardtoyourearly

reply.

Yoursfaithfully,

UnitTwoEstablishingBusinessRelations(建立贸易关系)第五十一页，共482页。SampleLetterⅡDearSirs,Wethankyouforyourletterofthe8ththismonthandshallbepleasedtoenterintobusinessrelationswithyou.Asrequestedwearesendingyoubyanothermailourlatestcataloguesandpricelistsofourexport.Ifyoufindbusinesspossible,pleasewritetous.Yourssincerely第五十二页，共482页。Exercise1、我们从贵国在纽约的ABC公司得知你公司的地址。现特去函与你公司建立业务关系。2、我公司专门出口中国药品，这些产品质优价廉。3、附上目录和价目表各一份，供你们参考。4、如有兴趣，请立即与我们联系。5、盼早复。第五十三页，共482页。AnswerDearSirs，WelearnyournameandaddressfromtheABCCompanyinNewYork.Nowwearewritingtoestablishbusinessrelationswithyourcompany.WespecializeintheexportofChinesedrugs,whichareofhighqualityandatcompetitiveprice.Weencloseacatalogueandapricelistforyourreference.Ifyouareinterested,pleasecontactuswithoutdelay.Wearelookingforwardtoyourearlyreply.Yourssincerely,

第五十四页，共482页。UnitThreeInquiries(询盘)ObjectivesIntroductionExpressions

ExamplesKeystoExercises第五十五页，共482页。ObjectivesUnitThreeInquiries(询盘)通过本章的学习，帮助学生掌握:询盘的定义及种类询盘信函的撰写询盘信函中常用的专业词汇及句型第五十六页，共482页。IntroductionAninquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.

Definitionofaninquiry:UnitThreeInquiries(询盘)第五十七页，共482页。IntroductionInaGeneralInquiry(一般询价),theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpecificInquiry(具体询价),theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.

Generallyspeaking,inquiriesfallintotwocategories:aGeneralInquiryandaSpecificInquiry.UnitThreeInquiries(询盘)第五十八页，共482页。Introduction1. Statethesourceoftheinformationandmakeaself-introductionatthebeginningoftheletter.2. Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc..3. Endtheletterbyexpressingtheexpectationforanearlyreply.Thefollowingstructuremaybereferredtoinwritinganinquiry:UnitThreeInquiries(询盘)第五十九页，共482页。Writingprinciplesofinquiryletters

openyourbooktopage55WritingprinciplesofrespondinglettersUnitThreeInquiries(询盘)第六十页，共482页。PillowcasePromisingModeratelyIrrevocableL/CDurabilityPromptshipReliabletheCustomsUnitThreeInquiries(询盘)Words&Expressions第六十一页，共482页。TariffQuotaRegulationBindingAcrylicsweaterGarmentQuotationMillUnitThreeInquiries(询盘)Words&Expressions第六十二页，共482页。DeliverySuperiorCrystalGunnySurveyChamberofcommerceofTokyo,JapanUnitThreeInquiries(询盘)Words&Expressions第六十三页，共482页。RangeAfullrangeofsamplesAfullrangeofshippingdocumentsThereisonlyanarrowrangeofprices.Inregardtowoollensweaters,stockisavailableinallsizes,pricesrangingfromRMB×××to×××peryard.UnitThreeInquiries(询盘)Words&Expressions第六十四页，共482页。TermItisnotourpracticetoaccepttermL/C.Thisatechnicalterm.TherightsoftheagentareclearlydefinedinTermNo.7oftheAgreement.Wecannotdobusinessonyourterms.UnitThreeInquiries(询盘)Words&Expressions第六十五页，共482页。DiscountThehighestdiscountwecanallowonthisarticleis10%.Manyarticlesarereportedtobesellingatadiscount.Off-gradequalitiesarenowatadiscount.Yourdesignbeingoutdated,yourproductisatadiscountinthisdistrict.UnitThreeInquiries(询盘)Words&Expressions第六十六页，共482页。BillscanbeeasilydiscountedinLondon.Wediscounttheinformation,whichseemstobesomewhatexaggerated.Discount&commission

区别前者是卖方给买方的折扣后者是卖方给代理商或中间商的佣金第六十七页，共482页。ExamineThegoodswerecarefullyexaminedbeforeshipment.Theissuingbankshallhaveareasonabletimetoexaminethedocuments.Weareenclosingherewithacatalogueandapricelistforyourexamine.UnitThreeInquiries(询盘)Words&Expressions第六十八页，共482页。Inviteone’sattentiontosth.

drawone’sattentiontosth.directone’sattentiontosth.WewishtocallyourattentiontotheshipmentofourOrderNo.45.

UnitThreeInquiries(询盘)Words&Expressions第六十九页，共482页。AppealWetrustthisnewproductofourswillappealtoyourmarket.Theyappealtothepublictohelpthedistressedchild.

UnitThreeInquiries(询盘)Words&Expressions第七十页，共482页。CustomTheysayitistheircustomtodoso.Welookforwardtoyourcontinuedcustom.TheCustomsCustomhouseCustomcar;CustomshoesUnitThreeInquiries(询盘)Words&Expressions第七十一页，共482页。Duty和Tariff的区别Dutymeanstaxtobepaidforimporting.Tariffmeansbothtaxtobepaidforimportingandtaxtobepaidforexporting.UnitThreeInquiries(询盘)Words&Expressions第七十二页，共482页。CaptionWearepleasedtoadviseyouthatthecaptionedgoodswereshippedyesterday.WehavenotedyourletterofAugust5undertheabovecaption.UnitThreeInquiries(询盘)Words&Expressions第七十三页，共482页。Pleasebeassuredthat(of)

Pleasebeassuredthatwewilladheretothecontact.UnitThreeInquiries(询盘)Words&Expressions第七十四页，共482页。PromptWelookforwardtoyourpromptreply.Pleasemakeusanofferforpromptshipment.UnitThreeInquiries(询盘)Words&Expressions第七十五页，共482页。RequestRequestsbtodosthAtsb’srequestAttherequestof

UnitThreeInquiries(询盘)Words&Expressions第七十六页，共482页。运输方式和相应的Incoterms2000术语EXW工厂交货（…指定地点）FCA货交承运人（…指定地点）FAS船边交货（…指定装运港）FOB船上交货（…指定装运港）CFR成本加运费（…指定目的港）CIF成本、保险费加运费（…指定目的港）CPT运费付至（…指定目的地）CIP运费、保险费付至（…指定目的地）UnitThreeInquiries(询盘)Words&Expressions第七十七页，共482页。运输方式和相应的Incoterms2000术语DAF边境交货（…指定地点）DES目的港船上交货（…指定目的地）DEQ目的港码头交货（…指定目的港）DDU未完税交货（…指定目的地）DDP完税后交货（…指定目的地）UnitThreeInquiries(询盘)Words&Expressions第七十八页，共482页。UsefulExpressionsWeknowyourcompanythroughthecourtesyof…Weareacompanydealingin…Wewritetoinformyouthatweareinterestedin…Wehavepleasureininformingyouthat…第七十九页，共482页。Ifyoucanquoteusafirmofferfor…weshallappreciateit.Wewillbepleasedtohaveyouroffer…Yourquotationforthefollowingwillbehighlyappreciated.第八十页，共482页。Wewouldlikeverymuchtocooperatewithyou.Wefeelconfidentthat…Shouldyourprice…weintendtoplacealargeorderwithyou.Weappreciateyourcooperation.第八十一页，共482页。Exercise1、我们从纽约ABC股份有限公司得知你公司是贵国主要的出口商。2、我们非常感兴趣进口你们的货物，贵方如能寄给我们目录、样品簿，甚至有可能寄送样品的话，我们将不胜感激。3、请给我们详细的有关信息，如CIF上海价、折扣及支付条件。4、我们希望这将是我们双方长久获利的贸易关系的良好开端。第八十二页，共482页。AnswerDearSirs,WelearnfromABCCo.Ltd,NewYorkthatyouarealeadingexporterinyourcountry.Weare,atpresent,verymuchinterestedinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.第八十三页，共482页。

PleasegiveusdetailedinformationofCIFShanghaiprices,discounts,andtermsofpayment.WehopethiswillbeagoodstartforalongandprofitablebusinessrelationshipbetweenusTrulyyours,第八十四页，共482页。UnitFourOffers&Quotations

(报盘和报价)ObjectivesIntroductionNewWords&Expressions

KeystoExercises第八十五页，共482页。ObjectivesUnitFourOffers&Quotations(报盘和报价)

1.报价与报盘的含义

2.报盘的种类及其各自的含义

3.报盘和报价信的撰写

通过本章的学习，帮助学生掌握:第八十六页，共482页。IntroductionAnofferisaformalpresentationofthegoodstobesuppliedonthetermsspecifiedthereinforthebuyer’sacceptance.

Definitionofanoffer:UnitFourOffers&Quotations(报盘和报价)第八十七页，共482页。Introduction

Afirmoffer

(实盘)—Afirmofferisadefinitepromisetosellgoodsatthestatedprices,usuallywithinastatedperiodoftime.Thetermsstatedinafirmofferisbindingonthesellersiftheyareacceptedbythebuyerswithinitsvalidity.Inafirmoffer,anexactdescriptionofthegoods,thetimeofshipmentandthemodeofpaymentshouldbeincluded.

Anon-firmoffer(虚盘)—Unlikeafirmoffer,anon-firmofferisnotbindinguponthesellers.Inotherwords,anon-firmoffercanbewithdrawnorchangedbythesellers.Intheinternationalbusiness,offerscanbedividedintotwokinds:UnitFourOffers&Quotations(报盘和报价)第八十八页，共482页。Introduction

Aquotationisnotan“offer”inthelegalsense.Itisjustanindicationofpricewithoutcontractualobligationandsubjecttochangewithoutpreviousnotice.Thedifferencebetweenanofferandaquotation:UnitFourOffers&Quotations(报盘和报价)第八十九页，共482页。Introduction1.Opentheletterbyexpressingthanksfortheinquiry,ifany.2.Explainthedetailsofbusinessconditions,suchasnameofcommodities,quality,quantity,specifications,unitprice,typeofcurrency,packingcondition,dateofdelivery,termsofpayment,discount,ect..3.Endtheletterinthewaythatencouragestheinquirerstoplaceanorderorgiveanearlyreply.Asatisfactoryletterconcerninganofferorquotationcanbewritteninthefollowingway:UnitFourOffers&Quotations(报盘和报价)第九十页，共482页。GroundnutWalnutmeatApricotkernelsChestnutCashewkernel/nutPistachiosWaterchestnuthazelnutNewWords&Expressions第九十一页，共482页。ShelledEntertainCounterofferDeerskinLeatherConcreteWaistbeltImperative(比necessary语气重，接that引起的从句，虚拟语气)NewWords&Expressions第九十二页，共482页。NewWords&Expressionsfirmadj.(报盘等)确定的，有效的 firmoffer实盘 Theofferisfirm.(=Theofferisafirmoffer.)

本报盘为实盘。 Theofferisfirmfor10days.(=Theofferisopen/valid/goodfor10days.)本报盘有效期十天。 firmadv.有效地；确定地 Weofferyoufirm1000m/tsofcocoabeanasfollows:现报一千公吨可可豆实盘如下： firmv.上升TheLondonstockmarketfirmedupabit. 伦敦股市略有上升。

第九十三页，共482页。NewWords&Expressions afirmoffer实盘，是外贸业务用语，一般都规定有效期，即有时间的限制。以下短语和句子都是表示实盘的用语： Thisofferissubjecttoyourreplyhereby5p.m.ourtimeFriday,October15.此盘以你方答复于10月15日星期五，我方时间下午5点到达为有效。 Thisofferissubjecttoyourreplyherewithinsevendays.此盘以7天内回复为有效。 Ourofferisfirm(valid,good,open)forfivedays. 我方报盘有效期为5天。第九十四页，共482页。NewWords&Expressionsacceptancen.接受 Wesuggestyoufaxusyouracceptancewiththeleastpossibledelayasthem