外贸函电第五讲报价、销售函、报盘及还盘课件

Unit4Quotations,SalesLetter,FirmOfferandCounterOffers

报价、推销信、报盘及还盘

Unit4–Part1QuotationsandOffers

Objectivesofthispart:Understandthequotationandgrasptherelativeexpressions.Understandthedifferencebetweenfirmofferandnon-firmofferandgrasptheirrelativeexpressions.Befamiliarwiththeterms&conditionsinvolvedinanofferandbeabletowritethemindependently.2QuotationAquotationisapromisetosupplygoodsonthetermsstated.It,however,isnotlegallybinding

asafirmofferifthesellerlaterdecidesnottosell.3Offer

Therearetwokindsofoffers:

firmoffer(实盘)andnon-firmoffer(虚盘)

Afirmoffer

ismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepted,itcannotbewithdrawn.4Non-firmofferareusuallymadebymeansofsendingcatalogues,pricelist,andquotations.(Itcanbeunderstoodasquotation.)5DifferencebetweenQuotationandOffer

Whenquoting,thesellercangiveonlythepriceofthegoods

hewishestosell.Butwhenoffering,thesellershouldgiveallnecessarytermsofsalesforthebuyer’sconsideration.61.QuotationsAreplytoanenquiry1.1Aquotation(offer)usuallyinclude:Commodity/DescriptionSpecification(产品规格、产品型号)QuantityUnitPricePacking(measurement)（包装、尺寸）ShipmentPaymentInsurance81.2关于报价（quotation）的两种处理方式：第一种：陈述式Structure:Step1

:

beginning.Thanksfortheenquiryandsendthequotation.Step2:

themainpartofthequotation.Listallthenecessaryinformation,suchascommodity,price,shipment,quantity,ect.Step3

:

ending.Showexpectationoforder.9第二种：报价表式(即：单独做一份报价单，随函附寄给客人。)Structure:Step1

:

beginning.Thanksfortheenquiry.Step2:

tostatetheenclosedquotationsheet.Step3

:

ending.Showexpectationoforder.101.3WritingSkillsofQuotationPleasereferto1-3!11Specimenletter1Analysis

DearSirs,WethankyouforyourenquiryofAugust22andarepleasedtosendyouourquotationforthegoodsyourequiredasfollows:12ShowthanksforenquiryCommodity:……….Size:………Weight:……..……….Shipment:………..13Statedetailedinformationregardingprice,shipmentandothernecessaryinformation.Youarecordiallyinvitedtotakeadvantageofthisattractivequotation.WeareanticipatingalargeorderfromtheUnitedStates,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourorder.Yoursfaithfully,14Expressthewishofthequotationbeingaccepted.152.OffersAlsoareplytoanenquiry2.1Anofferwillincludethefollowing:1)Thebeginning:anexpressionofthanksfortheenquiry;

thevalidityoftheoffer.2)Themainparts:Nameofcommodities,quality,quantity,andspecification;

Detailsofprices,termsofpayment,commissions,ordiscounts,ifany;Packinganddateofdelivery3)Close162.2TheWritingSkillsofFirmOffersThebeginningofanoffer:

(Itusuallyincludestheoffer’svalidity)

开始报盘，通常一起注明该盘有效期例如：(p.73)InreplytoyourletterofJuly14,wearegivingyouanoffer,subjecttoyourreplyhereby5p.m.ourtime,Tuesday,August5,asfollows(validity):17(p.74)Inreplytoyourinquiry,

wetakepleasureinmakingyouanofferasfollows,providedyourreplyreacheduswithin7daysfromtoday(validity):(p.75)Nowwearemakingyouanofferasfollows:………Thisofferissubjecttoyourreplyhereonorbefore25thAugust.(validity)18Themainpartofanoffer产品描述、产品名称

CommodityDescription产品规格、产品型号

Specification19Quantity(1)重量(weight)公斤

(

)

公吨

(

)

长吨(longton)(≈1016kg)短吨(shortton)(≈907kg)(2)数量(number)件()双()套()20kilogram(KG)metricton(M/T)piecesetpair(3)长度(length)米(

)英尺()英寸(

)码()(4)面积(area)平方米()(5)体积(cubic)立方米

()(6)容积(capacity)公升()

加仑()

21meteryardinchfootsquaremeter,m2cubicmeter,m3litergallonPrice--MajorWorldCurrencies

dollar (美国)

US$(加拿大)

Can$(香港)

HK$(澳大利亚)

A$

(新加坡)

S$(新西兰)

NZ$(中国台湾)新台币NT$NewTaiwandollar 22Pound（sterling）

(英国)镑￡(或￡Stg)Renminbi/Yuan(中国)人民币，元(RMB￥)Yen

(日本)日元￥Won (朝鲜、韩国)元

WEuro （欧盟国家)元€23Packing塑料袋（plasticbag、polybag)纸箱（carton）木箱（woodencase）板条箱（crate）麻袋（gunnybag)布袋（sack）（clothbag）牛皮纸袋（kraftpaperbag）24铁桶（irondrum）塑料桶（plasticdrum）木桶（cask）捆（bundle）包（bale）25每件衬衫要用塑料袋包装，每一打装一纸箱，每4个纸箱装1板条箱。

Eachshirtshouldbepackedinplasticbag,onedozentoacarton,4cartonstoacrate.26ShipmentDelivery/shipment:beeffectedbyseafromU.S.AwithinonemonthafterreceiptoftheL/C.将在收到信用证之日算起一个月内从美国装船。Thesegoodsshouldbeshippedwithinonemonth.这些货应在一个月内装运。Pleaseship/deliver

thegoods(effectthedelivery)withinoneweek.请在一周之内装运。27PaymentPleasepayby….Pleasemake/effectthepaymentby….请用……方式付款。关于支付方式是信用证的表达，请见PPTUnit3—Page26、27.28InsuranceInsurance:tobeeffectedbythebuyer//coveringAllRisk//for110%oftheinvoicevalue//asperChinaInsuranceClauses.由买家

根据中国保险条例，按发票金额的110%投保综合险。2930

Unit4–Part2SalesLetterThePurposeofWritingSalesLetters:toexpandbusinessbysellingaparticularkindofgoodsorservicetoselectedtypesofcustomers.topersuadethereaderstobuywhatyouaretryingtosell.31Asaleslettershouldhavethefollowingtwofactors:(1)Offertheinformationaboutproducts(2)Arouseinterestandstimulatedesireforbuying32ProductsCustomersCompetitorsAIDAPrinciple(1)catchthereader’sAttention(2)arousetheirInterest

(3)stimulatetheirDesire(4)inducetheirActionofpurchase.33Writeraletterwiththefollowingpoints：

推销新款电脑桌质量上乘,价格合理,颜色多样尽快交货,支付方式有利34DearSirs,Weareverygladtointroduceournewcomputertablesthatareuniquenotonlyinstyle,colorbutalsomoderateinprice.Wecansendyouapricelistandsamplesofournewproduct,whichcanenableyoutotestonitsqualityandcomparethemwithothers.Forownersofoldfashionablecomputertable,ourproductisnodoubtasoundchoicewhichmakeyourlifemorecomfortable.Atthesametime,wecanofferpreferabletermsofpaymentandsupplyourproductsassoonaspossible.Welookforwardtoyourreply.Yoursfaithfully,JohnSmith36

Unit4–Part3CounterOffers

1.IntroductionAcounterofferismadewhena(potential)buyerfindsthetermsandconditionsintheofferisunacceptableorasanattempttogainmorefavorableterms.372.AimsandkeypointsKnowthedefinitionofcounteroffer.Understandthestructuresofwritingcounterofferletter.Mastersomeusefulwords,expressionsandsentencesofacounterofferletter.382.1WhatisCounter-offer?Thebuyermayshowdisagreementtotheprice,orpacking,orshipmentandstatehisowntermsinstead.Theeffectofacounterofferisthattheoriginalofferisnolongervalid,andthenowoffereebecomestheofferorasthecounterofferbecomesthenewoffer.39Acounterofferrefusesaportionofanofferorabid,butsuggestsachangeorchanges.

还盘（counter-offer），又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。还盘既是受盘人对发盘的拒绝，也是受盘人以发盘人的地位所提出的新发盘。Itapproximatesa“yes-but”declaration.“Thankyouforyourletterof….Iappreciatetheexceptionalqualityofyourproductandthewayinwhichyouhavehandledmyinquiry,butyourpricesaretoohighevenforthisquality.”402.2StructureoftheCounter-offerLetterThankthesellerforhisoffer,mentionbrieflythecontentoftheoffer；Expresstheinabilitytoaccepttheoffer;Statethereasonsfornon-acceptance;Makeacounterofferif,inthecircumstance,itisappropriate;Hopethecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogether.2.3WritingSkills42写作步骤表达方式1）ThankingthesellerforhisofferWewishtothankyouforyourletterof…Thankyouforyouroffer(quotation)byfaxof(date)for…Inreplyto……………43写作步骤表达方式2）ShowingyourregretfornotbeingabletoaccepttheofferWeregrettosay…Whilewethankyoufor…Regretfully…Wedon’tdenythat….However,…..However,wewouldgiveoursuggestionofanalterationof…..44写作步骤表达方式3）StatingthereasonsfornotbeingabletoaccepttheofferAsthemarketisdeclining…Ourcustomersfindittoohightoaccept.Yourpriceismuchhigherthantheaverage.Asourcustomersurgentlyneedthegoods,…..Thecurrentpaymenttermcostsusagreatdeal.45写作步骤表达方式4）Statingyourownidea，includingtermsandconditionsacceptable，etc.Ifyoureduceyourpriceby…Areductionof3%willhelpuspromotetheproduct.Incaseyoucanreducetheminimumto2000setsforeachorder,…..Wesuggestthatyouaccept……Wewouldliketoaskyoutoshiftyourdeliverytimefrom…to….46写作步骤表达方式5）Wishingthesellertoacceptyourcounter-offer,urgingthesellertoacceptearly,andmentioningthe