外贸英语函电课件

外贸英语函电InternationalTradeCorrespondenceContentsReview

Introductionofenquiry

Introductionofoffer

SpecimenlettersA4123SpecimenlettersB5REVIEWQ:Throughwhatchannelscanthenamesandaddressesofthefirmstobedealtwithbeobtained?●Banks●ChambersofcommerceinforeigncountriesTradedirectory●CommercialCounselor’sofficeoftheChineseEmbassyinforeigncountries●BusinessHouseofthesametrade●Advertisement●Exposition/Tradefairandexhibition●BusinesspartnersREVIEWQ:Whatinformationusuallyincludedintheletterof“firstenquiry”?●Abriefmentionofhowyouobtainedhisname●Ageneralintroductionofyourowncompany●Someindicationofthedemandsforthegoodswhichhedealsin●Detailsofwhatyouwouldlikehimtosendyou(acatalogue,apricelist,samples,etc)●AclosingsentencetoroundofftheenquiryIntroductionBrieflyspeaking,ifabuyerintendstomakeapurchaseofsomegoods,hemustoftenwriteletterstogetinformation.Nowadays,mostcompaniesuseprintedenquiryformsinsteadofletters.

Enquirymeanstheactofaskingquestionsinordertogettheinformation.Itisusuallymadebythebuyerandmainlyfocusesontheprice.IntroductionWhenmakinganenquiry,beginwithaquestionorquestionsyouwanttoask.Yourreceiverthenknowatoncewhatyourenquiryisabout.cataloguepricelistquotationsampleestimateIntroductionA“firstenquiry”informatthebeginningoftheletter:howyouobtainedhisnameandaddress

somedetailedinformationofyourownbusinessbusinessscopequantitiesneededusualtermsoftradeanyotherinformationthatcontributestothesuppliertodecidewhathecandoforyou.Customersoflong-standingorrepeatorders—verysimple(byphone,printedform,postcard)IntroductionAnenquiryismadetoobtaintheinformationneeded.Itshouldbebrief,

reasonable,specificandcourteous.Ifyouwanttoreceivetheinformationyouwantasquicklyaspossible,you’dbettersendthelettertothecompanyratherthantoacertainperson.Writingprinciplesofenquiry●Totellwhereyoulearnedthecompanyanditsproducts●Todescribeyourspecificneedsbutwithno

promiseofbookingproposedproducts●Tostresstheimportanceofyourneededinformationandtrytoflatteryourreceiverforgettingmoreinformation.Writingprinciplesofenquiry●Ifanyqueries,askthereceivertogiveyouadefinitereply.●Ifanunfamiliarreceiver,trytopersonalizeyourletterliketheonebetweenfriends.●Usecourtesywords.Writingprinciplesofresponding●Ifyoucanmeetalltherequirementsofthebuyer,lethimknowASAP.●Ifyoucanonlymeetpartoftherequirements,tellhimfirstwhatyoucandoforhimandthenexplainwhyyoufailtodo.●Ifyoucannotmeetanyoftherequirements,first,expressyourthanksfortheenquiryandthenyourapology.Writingprinciplesofresponding●Tryyourbesttopleaseyourpotentialbuyersbyofferingtheservicesasmuchasyoucan.●Letyourreceiverfeelthesincerityandheart-feltdesireotherwisetheywillbedepressedatyourhelplessness.●Whensendingtheliterature,inyourrepliedletters,onlymentionthebuyer’sinterestedpart.Ifnecessary,trytointroducemoreaboutyourcompanyandyourproducts.Usefulexpressions--priceactualprice实际价格favorableprice优惠价格averageprice平均价格legalprice法定价格base/basicprice基价，底价lump-sumprice总价格bedrockprice最低价格pricegouging价格欺诈bottomprice最低价格pricesupport价格补贴ceilingprice最高价格retailprice零售价bidprice买方出价unitprice单价offeredprice买方出价wholesaleprice批发价closingprice收盘价格targetprice目标价格currentprice市价，时价tenderprice投标价格Usefulexpressionsaveragequantity(平均数量)correspondingquantity(相应数量)estimatedquantity(预计数量)maximum/minimumquantity(最大/小数量)moderatequantity(中等数量)reasonablequantity(相当数量)shipmentquantity(可装箱数量)averagequality(平均质量)above/belowtheaveragequality(平均质量以上、以下)best/top/top-notch/first-rate/first-class/prime/tip-topquantity(上等、顶级质量)Usefulexpressions—sampleaspersample(按照样品)fullrangeofsample(全套样品)freesample(免费样品)outturnsample(到货样)randomsample(随机取样)representativesample(代表性样品)samplebook(样品册)samplepad

(样品簿)samplepost(样品邮寄)sampleforreference(参考样品)sampleinvoice(样品发票)INCOTERMS2010InternationalRulesfortheInterpretationofTradeTerms2010INCOTERMS2010arearrangedintothefollowingtwodistinctgroupsAnymodeoftransport:EXW(exworks)工厂交货FCA(freecarrier)货交承运人CPT(carriagepaidto)运费付至目的地CIP(carriageandinsurancepaidto)运费/保险费付至目的地DAT(deliveredatterminal)目的地或目的港集散地交货DAP(deliveredatplace)目的地交货DDP(delivereddutypaid)完税后交货INCOTERMS2010INCOTERMS2010arearrangedintothefollowingtwodistinctgroupsSeaandinlandwaterwaytransportonly:CFR–CostandFreight

成本加运费

CIF–Cost,InsuranceandFreight

成本保险加运费FAS–FreeAlongsideShip

装运港船边交货FOB–FreeOnBoard

装运港船上交货IntroductionGenerallyspeaking,anoffertoanenquiryfromaregularcustomerisnormallyfairlybrief,andneedn’tbemorethanpoliteanddirect.Anofferisareplytoanenquiryfromacustomer.Alltheinformationshouldbewrittenclearlyintheoffer.Thiscanberegardedasthefirststepinbusinessnegotiation.Introduction

AsatisfactoryquotationAnexpressionofthanksfortheenquiry

detailsofpricesPricescover(freight,insurance,discount,commission)

theperiodforwhichthequotationisvalidifitisafirmofferNamesofthegoods,quality,quantityorspecificationsStatementorclearindicationoftermsofpaymentTimeofshipmentDateofdeliveryPackingconditionsAnexpressionofhopethattheofferwillbeacceptedClassificationOffer

Non-firmOffer

FirmOffer

◆Whenasellerpromisetosellgoodsatastatedpriceusuallywithinacertaintimelimit.

◆

Thefollowingshouldbegiven:thedescriptionofthegoods,theunitprice,quantity,specifications,thetimeofshipment,themodeofpayment,thedetailedinformationofthegoods,etc.(sample)containfeweritemssometermsmustbereservedas“subjecttoourfinalconfirmation”toavoidpossibledisputesinthefuture.PayattentionAfterreceivingtheofferthebuyershouldhavearesponsetoit.Hehastherightofacceptanceorrefusal.Ifthebuyerfindsanytermsorconditionsintheofferunacceptable,hecannegotiatewiththeselle