外贸函电chapter 3 Enquiries and Offers.ppt

1、Chapter 3 Enquiries and Offers,Chapter 3 Enquiries and Offers,Contents Teaching Objectives Teaching Focus Teaching Methods Contents of Lecture,Chapter 3 Enquiries and Offers,Teaching Objectives Nature and characteristics of enquiries and offers How to write a satisfactory letter of enquiries and off

2、ers Elements of enquiries and offers Language points,Chapter 3 Enquiries and Offers,Teaching Focus Contents of letters of enquiries and offers Requirements of firm and non-firm offers Words, expressions and sentences Usual practice,Chapter 3 Enquiries and Offers,Teaching Methods Lecture Presentation

3、 Group discussion tutorial,Chapter 3 Enquiries and Offers,Contents of Lecture,Chapter 3 Enquiries and Offers,Enquiries 1. Categories -General enquiries: general information, not immediate business -Specific enquiries: immediate business if offer is acceptable,Chapter 3 Enquiries and Offers,I. Enquir

4、ies 2. General Requirement Short and to the point Ask questions directly Express your good will of cooperation later if an immediate sale is not possible.,Chapter 3 Enquiries and Offers,I. Enquiries 3. Contents of Enquiries: What to ask? -Product (catalogues, samples, etc.) -Price (price terms, comm

5、ission etc) -Payment method (payment terms) -Delivery (date/place of delivery etc.),Chapter 3 Enquiries and Offers,A Letter of Enquiry (询价信）一般询价信写四或五段 1) Source of information 2) Reason for Enquiry 3) Asking for information of the product you want : price, list, and catalogue 4) Giving references 5)

6、 Further Business,Chapter 3 Enquiries and Offers,Replies to Enquiries a.Enquiries - Replies From an old customer state firstly how much you appreciate it. From a new customer state firstly you are glad to receive it/ express lastly your expectation of cooperation. b.writing principles: complete: ans

7、wer all the questions courteous prompt,Chapter 3 Enquiries and Offers,Sample Letters-General Inquiry 1 Dear Sirs or Madam: We learn from Ditta Fratelli of Rome that you are producing for export hand-made gloves in a variety of natural leathers. There is steady demand here for gloves of high quality

8、and although sales are not particularly high, good prices are obtained.,Chapter 3 Enquiries and Offers,Would you please send me a copy of your glove catalogue, with details of your prices and terms payment. I should find it most helpful if you could also supply samples of the various skins of which

9、the gloves are made. Yours faithfully,Chapter 3 Enquiries and Offers,Sample Letters-Specific Inquiry 2 Dear Sirs or Madams: Iron Nails We are interested in purchasing large quantities of Iron Nails of all sizes and should be grateful if you would,Chapter 3 Enquiries and Offers,give us a quotation pe

10、r metric ton CFR Lagos, Nigeria. It would also be appreciated if samples and brochures could be forwarded to us. We used to purchase this article from other sources but we now prefer to order from your corporation,Chapter 3 Enquiries and Offers,because we are given to understand that you are able to

11、 supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to hearing from you by return. Yours faithfully,Chapter 3 Enquiries and Offers,Sample Letters-Specific Inquiry 3 Dear Sirs or Madams: We have the pleasure in noting fro

12、m your letter of 2nd April that, as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us. This happens to coincide with our desire.,Chapter 3 Enquiries and Offers,At present, we are interested in Printed Shirting and shall be pleased to receive

13、 from you by airmail catalogues, sample books and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies.,Chapter 3 Enquiries and Offers,Meanwhile please quote us your lowest price CIF Vancouver, inclusive of our commission, stating the

14、 earliest date of shipment. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.,Chapter 3 Enquiries and Offers,We trust you will give us an early reply. Yours faithfully,Chapter 3 Enquiries and Offers,I. Enquiries 4. Language Points for eac

15、h paragraphs 1) Opening SentencesWe were given your name by.You have been recommended to us by.Your articles have been recommended to us by.has been kind enough to give us your address.,Chapter 3 Enquiries and Offers,I. Enquiries 4. Language Points for each paragraphs 2) Reasons for EnquiryWe need /

16、are in the market for.We have received many enquiries from our customers for.Our stocks of .are running low.We would like to expand our range of.We have a considerable demand here for.,Chapter 3 Enquiries and Offers,I. Enquiries 4. Language Points for each paragraphs 3). Ask for information A. How t

17、o ask? -Would you please / We should be grateful / obliged if -Would you send us a copy of ,Chapter 3 Enquiries and Offers,I. Enquiries 4. Language Points for each paragraphs 3) Ask for information B. Ask for Quote and quotation -Would you please quote for your -We wish to have your quotations for -

18、Please send us your lowest quotations for the following:,Chapter 3 Enquiries and Offers,I. Enquiries 4. Language Points for each paragraphs 3) Ask for information Quote and quotation -Would you please quote your lowest prices for CIF Hong Kong, inclusive of our 2% commission, stating the terms of pa

19、yment and earliest date of shipment,Chapter 3 Enquiries and Offers,I. Enquiries 4. Language Points for each paragraphs 3) Ask for information Quote and quotation -Please send us your best offer indicating packing, -We will be glad to receive your offers of,Chapter 3 Enquiries and Offers,I. Enquiries

20、 4. Language Points for each paragraphs 4) Giving ReferencesInformation about our company can be got from.For information about our company please refer to/contact.Should you wish to make any enquiries about us, please write to.We shall be pleased to provide the usual trade references.,Chapter 3 Enq

21、uiries and Offers,I. Enquiries 4. Language Points for each paragraphs 5) Further Business if the goods come up to our expectations, we would expect to be place regular order. If the samples meet with our approval, we intend to place substantial orders. If your prices are competitive and your goods u

22、p to standard, we shall order on a regular basis. If you can let us have a competitive quotation, we trust business will result.,如何提高询价还盘技巧 “询价”是采购人员作业流程上的必要阶段。在接到公司采购任务或请购单、了解目前库存状况及采购预算后，最重要的就是寻找和联络供应商，同时发送“询价”。但如何提高“询价反馈”，高效达成采购任务呢？ 1、填写“询价单”时，尽可能将产品规格、型号、数量等信息填写完整，运用合适的专业术语。一方面可以提高您询价的真实性，另一方面可以

23、让供应商清楚的了解您的需求，进行及时合理的报价反馈 2、您可以在“询价单”中选择“手机短信”进行询价：将您的询价内容发送到对方手机上，或短信留言提醒对方查看您的询价。第一时间将询价信息传达给目标供应商，得到关注，迅速获得报价反馈,3、您可以使用在线工具随时与供应商取得联系，进行询价和报价。 1)如果您感兴趣的供应商“正在网上”，您可立即向对方进行“询价”，即时取得反馈信息！ 2)如果您经常保持在线，供应商就可以随时、方便的找到您，与您交流沟通，详细了解需求，互相发送图片或文件，进行在线询价和报价！,Chapter 3 Enquiries and Offers,II. Offers 1. Def

24、inition An offer from an individual or firm to another is a declaration that he or it is willing to sell or buy a certain amount of specified goods, at specified price under specified terms.,Chapter 3 Enquiries and Offers,II. Offers Categories of offers: firm offer: the offer is valid with a certain

25、 time limit 实盘：卖方在提出成交的各种条件后还规定了该盘的有效期(term of validity)，若买方在的效期内全部接受卖方条件，则可达成交易，若有效期限一过, 则该盘自动失去效力。 non-firm offer: the offer without engagement. 虚盘：卖方提出的各项贸易条件，经过买方承诺后，并不能达成交易，需经卖方确认后该盘才有效。,Chapter 3 Enquiries and Offers,II. Offers 2. Requirements A. The offeree (受盘人) must be specified There can b

26、e more than 1 offeree, but they must be specified. An offer without a specified offeree can only be regarded as an invitation to make an offer (non-firm offer).,Chapter 3 Enquiries and Offers,II. Offers 2. Requirements B. The offeror must show his intention to conclude a contract and abide by the co

27、ntract. This can be shown by offer, quote or specify the valid date.,Chapter 3 Enquiries and Offers,II. Offers 2. Requirements The offer must be definite, final, without any reserve. It must definitely state the 6 necessary conditions of the sale. (quality, price ,quantity, package, delivery, paymen

28、t).,Chapter 3 Enquiries and Offers,II. Offers 2. Requirements D. The offer must reach the offeree,Chapter 3 Enquiries and Offers,II. Offers 3. The Content of a Satisfactory Offer -An expression of thanks for the enquiry, if any; -Names of commodities, quality, quantity and specifications -Details of

29、 prices, discounts and terms of payment,Chapter 3 Enquiries and Offers,II. Offers 3. The Content of a Satisfactory Offer -A statement or clear indication of what the prices cover -Packing and date of delivery -The period for which the offer is valid,Chapter 3 Enquiries and Offers,II. Offers 4. Langu

30、age Points -We make you firm offers for -We offer you .at RMB 1800 net per M/T -The offer is firm for 3 days -We offer firm as follows -Firm offer, non-firm offer.,Chapter 3 Enquiries and Offers,Exercise Please quote us your price for 200 metric ton of steel sheets CFR Qingdao, stating the specifica

31、tions. Our price of/quotation for fountain pens is RMB30 per dozen FAS.,Chapter 3 Enquiries and Offers,III. Exercise 3. Please find enclosed a copy of catalogue with pictures. 4. We are likely to place a large order with you.,Chapter 3 Enquiries and Offers,III. Exercise As regards payment terms, we

32、require irrevocable L/C payable by draft at sight. Should your prices be competitive and delivery date acceptable, we would place an order with you.,Chapter 3 Enquiries and Offers,III. Exercise 7.The buyer requires the sell to ship 10,000 metric ton of phosphate within a weeks time. 8. We are sendin

33、g you herewith our quotation list as per your enquiry No. 15 and looking forward to your confirmation.,Chapter 3 Enquiries and Offers,III. Exercise 9. Please quote us your best/lowest/most favourable price CIF Shanghai, inclusive of our 3% commission,Chapter 3 Enquiries and Offers,III. Exercise 10.

34、We appreciate your enquiry of 16 March and make you our offer as follows: 4,000 dozens of working gloves at RMB40CIF Singapore for shipment during August/September. Payment shall be made by irrevocable L/C payable by draft at sight. The above offer is subject to our final confirmation.,Chapter 3 Enq

35、uiries and Offers,IV. Supplementary Reading 1 Asking for Proforma Invoice Dear Sirs, We have a client who requests us to obtain from you a Proforma Invoice for the following:,Chapter 3 Enquiries and Offers,“SHUANGLEE” Brand Household Scissors Model No. 1. Please send us your CIF Proforma Invoice in

36、quadruplicate for 1,000 dozen of the above article the soonest possible so as to enable us to get our clients confirmation.,Chapter 3 Enquiries and Offers,There is no question of our obtaining the Import License. As soon as the said license is approved, an L/C will be opened in your favour. Your clo

37、se cooperation will be highly appreciated. Yours faithfully,Chapter 3 Enquiries and Offers,IV. Supplementary Reading 2 Sending Proforma Invoice Dear Sirs, In compliance with your mail request dated 12 October, we have much pleasure in handing you herewith our proforma invoice in quadruplicate,Chapte

38、r 3 Enquiries and Offers,For your information, our offer usually remains open for about a week only. Seeing that our Household scissors are enjoying fast sales, we suggest that you take all necessary steps without delay.,Chapter 3 Enquiries and Offers,We anticipate the pleasure of hearing from you b

39、efore long. Yours truly, About: 5% more or less; approximately: 2%,Chapter 3 Enquiries and Offers,V. Supplementary Exercise 事由:缝纫机 本公司是拉各斯最大的缝纫机进口商之一,我们经营各种牌号的缝纫机已有二十余年了。 我们热切地希望与你公司建立业务关系，发展我们两国之间的贸易。,Chapter 3 Enquiries and Offers,隋函附上第205号询价单一纸，盼望你方早日给我们报拉各斯到岸价，包括我们的佣金5，报价时请讲明最早交货期和可供数量。为了便于我们了解你

40、们产品，请你们立即航邮目录本10份。 倘若你们报价具有竞争性的话，我们打算订购500台。 如蒙早日复信，不胜感激。,Chapter 3 Enquiries and Offers,V. Supplementary Exercise-Answer Dear Sirs, Sewing Machine Our company is one of the largest importer of sewing machines in Lagos, handling various brands for more than 20 years.,Chapter 3 Enquiries and Offers,W

41、e are desirous of establishing business relations with you to develop trade between our two countries.,Chapter 3 Enquiries and Offers,Please find enclosed our enquiry No. 303. We are looking forward to your earliest quotations CIF Lagos, inclusive of our 5% commission, specifying the soonest delivery date and quantity available. To acquaint us with your products, would you please send us immediately 10 copies of catalog