商务写作写作课件 写作5.2 Microsoft PowerPoint 演示文稿

1、Firm Offers A firm offer is made when a seller promises to sell goods at a stated price, usually within a stated period of time. The promise may be express, as when it takes the form of a letter; or it may be implied, as when it takes the form of a quotation that contains the words” For acceptance w

2、ithin seven days”, or similar qualifying words. Like a quotation without qualifying words, a firm offer is not legally binding, even when made expressly, but unlike such a quotation a firm offer is capable of acceptance and once it has been accepted it cannot be withdrawn. Although a firm offer is n

3、ot binding until accepted, no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time.,发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。 发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。二者的区别一定要清楚，因为不仅是它们的表达方式

4、不同，更重要的是它们的法律效力是不一样的。 实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.一项实盘必须具备： 1) 发盘的内容和词句必须肯定，不能用大约（about），参考价（reference price）等摸棱两可的词。 2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。 3) 发盘中不能有保留条件

5、如：以我方最后确认为准 subject to our final confirmation 以货物的未售出为准 subject to goods being unsold,虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘: -Without engagement. 不负任何责任. -subject to prior sale 有权先售 -All quotations are subject to our final confirmation un

6、less otherwise stated. 所作报价,除特别注明外,须经我方确认后方能生效. -Our offer is subject to approval of export licence. 出口许可证准许签证,我方报价才有效.,A typical firm offer will include the following: (1) An expression of thanks for the enquiry, if any; (2) Name of the goods, quality, quantity, and specifications, details of price

7、s, discounts, terms of payment, packing and date of delivery; (3) The validity of the offer; (4) Favorable comments on the goods themselves; (5) An expression of hopes for an order.,Dear sir (A Firm Offer) We were very pleased to receive your enquiry of July 2 and now confirm our cabled offer of thi

8、s morning, as follows: “Two hundred and fifty-six pounds per thirty-six meter piece f. o. b. Manchester” . We must stress that this offer is firm for three days only because of the heavy demand for the limited supplies of this velvet in stock. The material is of the very finest quality and we can as

9、sure you that so far as quality goes you have nothing at all to fear from the similar materials of other manufacturers either in this country or abroad. We feel sure you will realize that our quoted price is very reasonable, but we are anxious to do what we can to help you to establish your new busi

10、ness and are prepared to allow you a special first-order discount of3% if payment of the account is made within one month. If you decide to accept our offer, kindly cable your acceptance. Yours faithfully,Counter-Offers When a buyer rejects a quotation or other offer, he should write and thank the s

11、eller for his trouble; explain for reason for rejection and state his own terms and conditions to the seller. The letter of counter-offer should cover the following points. (1) thank the seller for his offer, (2) express regret at inability to accept, (3) state reasons for non-acceptance, (4) make a

12、 counter-offer if ,in the circumstances, it is appropriate; (5) suggest that there may be other opportunities to do business together.,(A Counter-offer) (answer) 23 August 1999 Dear sir Thank you for your letter of August 18 quoting for the cotton underwear. We appreciate the good quality of these g

13、arments, but unfortunately your prices appear to be on the high side even for garments of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range. We like the quali

14、ty of your goods and also the way in which you have handled our enquiry and would welcome the opportunity to do business with you. May we suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers? If you cannot do so, then we mu

15、st regretfully decline your offer as it stands. Yours faithfully,Dear Sirs (T) We are very pleased to receive your enquiry of 2nd July and confirm our fax of this morning, as follows: “Fifty-five pounds thirty-six yard piece F.O.B. Liverpool subject to your reply here within one week” We must stress

16、 that this offer is firm for one week only because of the heavy demand for the limited supply of this velvet in stock. The material is of the finest quality and we can assure you that so far as quality goes you have nothing at all to fear from the similar materials of other manufacturers either in t

17、his country or abroad. We feel sure you will realize that our quoted price is very reasonable, but we are anxious to do what we can to help you to establish your new business and are prepared to allow you a special discount of 3% if your order exceeds 5, 000. If you decide to take advantage of our o

18、ffer, kindly fax your acceptance. Yours faithfully,4. Prices of raw materials _ steeply since our offer of July 30. A. rose B. have risen C. have rosed D. to have risen 5. We are afraid that the recent exceptionally heavy demand for fur _ impossible to promise delivery within one month after receipt

19、 of letter of credit A. is B. has made C. makes it D. makes 6. We shall advise you _ we are able to supply the goods again. A. as B. while C. as soon as D. until 7. As fur garments are in great demand, we do not usually grant any discount _ you could place an order for any than 5,000. A. until B. un

20、less C. besides D. except,Tick off the one that fits into the following sentences correctly: Our shipping advice was mailed to you ten days ago and you no doubt_ by now. A. received B. will receive C. will have received D. have had received 2. A 3% discount was granted only_ your order exceeds 5,000

21、. A. depends on B. for condition that C. on condition that D. on that 3. _ an order for more than 5,000, we would allow a special discount of 3% A. In case B. In case that C. In the case D. In the case of,Fill in the blanks with the following words or expressions be ready to, considering, lower ones

22、 prices, keen competition, come to business, see ones way clear, keep sb posted of, on the high side, at this price, satisfy 1.Your price is found to be_. 2.We shall try our best to _your requirements. 3.Please_ the demand and supply position on your market. 4.Im glad weve_ on price 5.There is no po

23、ssibility of doing business_. 6.If your order is large enough, we _reduce our price by 2 percent. 7.I understand some countries are actually_ 8.We cannot _to accept your proposal for May shipment. 9._the quality, I should say the price is reasonable. 10.No doubt yours is of a high quality, but still

24、, there is_ in the market.,Dear sir We are sorry to lean from your letter of 23rd August that you find our prices too high. We do our best to keep prices as low as possible without sacrificing quality. Considering the quality of the goods offered we do not feel that the prices we quoted are at all e

25、xcessive, but bearing in mind the special character of your trade, we have decided to offer you a special discount of 4% on a first order . We make this allowance because we should like to do business with you if possible, but we must stress that it is the furthest we can go to help you. At least ho

26、pe this revised offer will now enable you to palace an order. Yours faithfully,1.请报拟购大量中国红茶的每吨价格及支付条款 A: Please let us know at about what price per ton and upon what terms of payment you are able to deliver quantities of China Black Tea. B: Please let us know at what price per ton and upon what term

27、s of payment you are able to deliver quantities of China Black Tea. 辨析”按.价格”用at (the price of),不能与about并用,二者取一即可.如: We can offer you 200 metric tons of walnuts at (the price of) 800 per M/T C而动词deduct是”减去”或”从口除”的意思,它的常用结构为deduct.from例如: You may deduct your 2% commission from the sum. (2) We have ded

28、ucted 5% from the total amount for expenses.,请告知你处的现行价格. A: Please advise the price ruling at your side. B: Please advise the price ruling on your side. 辨析“在你处”用on your side(用介词on不用at)表达,也可以用at your end或in your place.不过注意其介词搭配关系.例如: Please keep us informed of the rapid development of our business at

29、 your end. (2) Please keep us posted of any change in situation in your place.,为了达成这笔交易,我方将减价5% A: In order to close this deal, we shall reduce our price to 5%. B: In order to close this deal, we shall reduce our price by 5%. 辨析动词reduce表示”减少,减低多少百分比”时,后接用介词by而不是to.在外贸书信中, 表示”减少”或”降低”除用动词reduce外,还可用其

30、名词reduction,不过要注意介词 与其搭配的用法.例如: Buyers ask for a reduction in price. (2) Buyers ask for a reduction of 25 per ton. (3) Business is impossible unless you make a 2% reduction on the quotation. (4) Business is impossible unless you reduce your price to a competitive level.,很明显这种不断增长的需求将导致价格上涨. A: It is

31、 obvious that such a growing demand will result from a price increase. B: It is obvious that a growing demand will result in a price increase. 辨析 “导致”用result in(用介词in而不是from)表达,也可用lead to表达.如: The present situation that supply exceeds demand will lead to a decrease in price. (2) There is not any dou

32、bt that the damage to the goods result from poor packing.,我们觉得很难减价5%,因为原料的成本运费都在上涨. A: We find it be difficult to cut down our price by 5%, because the freight and the cost of raw materials are going up. B: We find it difficult to cut down our price by 5%, because the freight and cost of raw materia

33、ls are going up. 辨析原句中it充当形式宾语,后所接的宾语补足语中应该去掉系动词be,直接用形容词difficult就行了.在外贸书信中,常见动词+it(形式宾语)+不定式句式.如: We think it premature for us to discuss the question of agency at the present stage. (2) We deem it to your advantage to buy this item for a trial sale in your market. (3) We feel it our duty to remin

34、d you of this matter. (4) We consider it essential to make these points clear before the conclusion of business. (5) Your failure to open the L/C in time will make it impossible for us to deliver the goods within the period stipulated in the contract.,Translate the Following into English: 提高百分之八 (2)

35、 设法接受还盘 (3) 许多的询价单 (4) 出教高的价格 (5) 达成交易 (6) 印度才打进市场不久,价格比较低. (7) 众所周知有的国家实际上正在消价抛售. (8) 如果不是为了我们之间的友好关系,我本来不考虑以这个价格报实盘. (9) 作为友谊的表示,我们接受对方对5000千克核桃仁的还盘,即单价以每千克25镑. (10) 你们的价格上涨了,比去年几乎上涨了10%,这样的价格使我们无法销售.,Key raise the price by 8% see one s way clear to accept a counter-offer a crowd of enquiries do b

36、etter (pay higher price) come to business (terms) India has just come into the market with a lower price. As everybody knows some countries are actually lowering their prices. If it werent for our good relations, we couldnt consider making you a firm offer at this price. As a token of friendship, we

37、 accept your counter-offer for 5,000 kilos of walnut-meat, at 25 per kilogram. (10) Your price has gone up, Its almost 10% higher than last years. It would be impossible for us to make any sales at such a price.,Sales letters Direct advertising, in the form of letters to a selected group of readers,

38、 is an effective way to promote sales. Such sales letters should appeal to the potential customer. They could: Arouse the readers attention; Create desire to make use of your offer; Convince him that these products or services are the best ones for him; Activate him to place an order.,Sample 1: Dear

39、 sirs We are taking the liberty of sending you with this letter a copy of our current price list for plastic handbags. The high quality of our products is well known and universally acknowledged and we are confident that a trial order would convince you that, at the prices quoted, the goods we are o

40、ffering are excellent value for money. From all list prices we allow a trade discount of 35% and a further special discount of 5%, making 40% in all, on orders received on of before 31st May. Under pressure of rising costs we shall not find it possible to extend these favorable terms beyond that dat

41、e, so why not take advantage of them now and send us an immediate order. We are offering you goods of the very highest quality on unusually generous terms and would welcome the opportunity to serve you. Yours faithfully,To arouse attention The following examples are some of successfully written begi

42、nning in sales letters: Would you like to reduce your rising domestic fuel costs? (appeal to economy) Why not enjoy the colorful spring by joining the flying Horse Tourist Group after a completely busy winter? (Appeal to pleasure) Just imagine how comfortable you are when you stretch our those tired

43、 limbs on our newly developed White Cloud water bed. (Appeal to comfort) To create interest and desire (Once you have successfully attracted your readers attention, you can then persuade him to buy what you are trying to sell.) Samples: How can we guarantee your mohair rugs? These rugs have been mad

44、e from carefully selected wool. The silken hair we used is at least 10 inches long. As you know, the longer the raw wool, the greater the strength of the yarn. In addition, it is hardwearing and does not soil easily. You will find that the consignment supports our claim to sell the best rugs of this

45、 kind at a reasonable price at any time, to any person. ( stress the carefully selected raw materials and their length . As to the description of low price, it is subordinated,Our recent researches and tests have showed that rooms with our newly developed Energy Savers stay warmer and require 20 per

46、cent less fuel than those rooms of the same size without the usage of the savers. The new savers are popular because they are able to store and reflect heat in a much more efficient way. Read the enclosed brochure, you will find that the self-stick backing makes them easy to install yourself. ( Emph

47、asize the fact that less fuel brings more heat and then offer the easy way in installing.) To offer conviction (You may supply the details and evidence necessary to convince the reader that your product or service will provide the promised benefits. The following examples will show you how to use the different types o