商务英语写作全课程.ppt

1、1,Review-Enquiry,Dear Sirs, We refer to your advertisement in the latest issue of “The International Trade News” concerning cotton bed-sheets and pillowcases. We are one of the largest importers of textiles and have many branches in the States; we believe there is a promising market in our area for

2、moderately priced goods of the kind mentioned. Please send us your catalogue and best terms for the products. When quoting, please state your earliest shipping time, terms of payment, and discounts for the items on the estimated sheet enclosed, giving your lowest possible C.I.F. San Francisco prices

3、. If the prices are competitive, we are going to place a large initial order with you. Your prompt attention to this matter would be appreciated. Truly yours,Reply,Dear Sir: Thank you for your inquiry of June 4. We are glad to hear that you saw our advertisement in the latest “The International Trad

4、e News”. As you see, our products are enjoying a good reputation all over the world. We pride ourselves on the superior quality of our products and would be confident that they will help you expand your market. We are sending you separately a copy of our latest price list giving CIF San Francisco pr

5、ices together with an illustrated catalog for your reference. The shipment of the products could be made immediately upon receipt of a firm order. Although the prices quoted are the lowest and leave us little margin of profit, we allow a special discount of 3% on the order of one thousand bed sheets

6、 and over in order to secure your initial order. We look forward to the opportunity of being of service to you Sincerely yours,Homework,假设你是家庭用品进口商，从一位多年的顾客那里得知A公司做这方面业务已有多年。写信请该公司提供目录并报有关到岸价格、折扣及交付时间等方面的详细资料。最后表达保持长期贸易关系愿望。,Steps in Business Negotiation,Buyer,Seller,Quotation, Offer, Counter-offer,

7、Quotationreply to an inquiryan offer in simple formnotice of the pricebut in no legal sense.,Content of a Quotation,1. An expression of thanks for the enquiry 2. Details of prices, discounts and terms of payment 3. A statement or clear indication of what the prices cover 4. An undertaking as to date

8、 of delivery or time of shipment 5. The period for which the quotation is valid,Dear Sir We are very pleased to receive your enquiry of 15th January and are enclosing our illustrated catalogue and price list giving the details you asked for. Also under separate cover we are sending you some samples

9、and feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price. On regular purchases in quantities of not less than 100 dozen of individual items, we would allow you a discount of 2%. Payment is to be made by irrevocable L/C at

10、 sight.,Quotation-reply to enquiries,Because of their softness and durability, our cotton bed-sheets and pillowcases are rapidly becoming popular and after studying our prices, you will not be surprised to learn that we are finding it difficult to meet the demand. But if you place your order not lat

11、er than the end of February, we would ensure prompt shipment.We invite your attention to our other products such as table cloth and table napkins, details of which you will find in the catalog, and look forward to receiving your first order.Yours sincerelyChina National Import & Export Corp. Manager

12、,Offer,Definition An offer is a proposal made by an offerer to the offeree for concluding a contract. Once a firm offer is drawn, it cant be withdrawn in valid time. -terms of price -all necessary terms of sales,Quotation VS. OfferQuotationwritten form response to an enquiry, the price and other ter

13、msOffer:validity timequantity A firm offer can not be altered, withdrawn or revoked within its validity time.,The Main Content of an Offer Letters,1) Expressing pleasure or thanks for receiving inquiry 2) Making an offer by stating the trade terms 3) Expressing the offerers hope for an order from th

14、e offeree,A satisfactory offer will include:,a. Name of commodity, quality, quantity b. Unit price and type of currency c. packing condition and date of delivery d. terms of payment and discount e. terms of validity of the offer f. Indication of what the price covers,Non-firm offer,-“about”，referenc

15、e price” -Without engagement. 不负任何责任. -subject to prior sale 有权先售 -All quotations are subject to our final confirmation unless otherwise stated. -Our offer is subject to approval of export license.,Firm Offer,Definition a promise to sell goods at stated price, within a stated period of time.,Feature

16、s of a firm offer Clear Definite Complete final,Content of a firm offer,Quality Quantity Packing Price Shipment Payment Validity,Useful Sentences,Offer We are pleased to quote you for 1,500 dozen Mens Shirts as per the sample sent you before, at the price of USD 5.00 per piece CIF New York for promp

17、t shipment. In compliance with your request, we are now offering you 2,000 dozen magnifiers at USD 36.00 per dozen CIF San Francisco, September shipment. You will note from our fax that we are in a position to offer you 50 long tons of Tin Foil Sheets at the attractive price of 135 per long ton C&F

18、Shanghai for delivery within one month after your placing an order with us.,Conditions of an offer The above prices are understood to be on CIF Karachi basis. Discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets. Our quotation is subject to 5 % commission. Thi

19、s offer is firm (open, valid) for 5 days. We take pleasure to enclose our offer No. UE-1109 for your consideration. The price we quoted is on FOB Shanghai basis instead of on either EXW Shanghai or CIF Hong Kong basis and that our offer will be valid until August 31,2004.,Payment of the purchase is

20、to be effected by an irrevocable letter of credit in our favor, payable by draft at sight. We desire to call your attention to our special offer. You will readily understand that this offer is good only for acceptance reaching us before the end of January. In view of the heavy demand for this line,

21、we advise you to send orders as soon as possible.,Dear SirsThank you for your letter of April 5, asking for a quotation for 100 mixers.We are pleased to make the following offer, subject to your reply reaching us by May 20. Price: US62.5 each CIF New York Packing: Carton Shipment: 7 days after recei

22、pt of order Payment: with 30 days on the receipt of the advice of shipment We look forward to receiving your order and assure you that it will receive our prompt attention. Yours sincerely C.C.Manager,Offer,The kinds of offer (1),Offer Without Engagement Such offers have some reserved conditions, su

23、ch as “subject to our final confirmation”. not binding to the offerer. .,Dear Sir/Madam, Thank you for your interest in our Garment displayed at the Southeast International Trade Fair. We are sending you illustrated catalogues about those patterns you are most interested in. We are able to supply mo

24、st of them from stock. If our prices are acceptable, we trust that you will place us orders immediately. We look forward to your early confirmation. Yours faithfully,An Offer Without Engagement,A firm offer is a clear indication of the offerer to conclude business transactions according to the stipu

25、lated terms and conditions within a fixed period of time. The offer, once sent out, cannot be withdrawn or changed at all within the period of its validity. If the offer is accepted by the buyer before its expiry date, business will be established. The parties concerned will be bound by it.,Firm Off

26、er,Dear Sir/Madam, We are pleased to know from your fax of Oct. 15 that you are interested in our medicine, especial vitamin E. We make you the following firm offer: Commodity: Vitamin E 50% F.C.C. Price: USD7.00 per KG CIF Hamburg Quantity: 5000 KGS Packing: 25 KG/Drum Shipping Marks: At sellers op

27、tion Date of shipment: In November 2005 Payment: By Irrevocable L/C at sight to reach us one month before shipment, allowing transshipment and partial shipment. Insurance: To be effected by sellers for 110% of full invoice value covering All Risks. Looking forward to your earliest confirmation. Your

28、s faithfully,A Firm Offer,entire acceptance Letter of acceptance usually repeats the following items so as to avoid misunderstanding on either side. They are commodity, specifications, quality, quantity, price, shipment, terms of payment, etc. We accept (have accepted) your offer of We confirm our a

29、cceptance of your offer of *Your offer is acceptable.” / “We are accepting your offer.*,Responses to an offer,Dear Sir/Madam, Thank you for your fax of Oct. 18th offering 5000 KGs Vitamin E at USD 7.00 per KG CIF Hamburg for immediate shipment, which is paid by irrevocable L/C at sight and effected

30、by you for 110% of full invoice value covering All Risks. We are pleased to inform you that all the terms and conditions are acceptable to us. So we confirm your offer and place an order with you. Please send us a copy of your Sales Confirmation for our counter-signature, and we will have our relati

31、ve L/C established through ABC Bank once receive it. Please note that the goods must be shipped within the validity of the L/C. Yours faithfully,Entire Acceptance,Conditional acceptance/counter offer,PRICE PAYMENT TERMS SHIPMENT PACKING VALIDITY,Counter-offer,How to say “No” “We have different ideas

32、 on”,The Main Content of a Counter-offer Letter,1) Thanking the seller for his offer 2) Expressing regret at inability to accept 3) Making a counter-offer if, in the circumstances, it is appropriate 4) Suggesting other opportunities to do business together,Counter-offer should include:,-Appreciation

33、 for the incoming offer -Say “no” politely, providing good reasons: -New proposal -Persuade them to make concessions. -Positive closing,Say “no” politely:,-appear, seem, sound -be on the high side/ be a bit high -seem to be unworkable/ be out of line/ not in line with the prevailing market price -Yo

34、ur price does not impress us favorably,New proposal,(from mild to harder) Suggest Demand Request Insist,Persuade them to make concessions.,-There is a large demand in our market/at our end -Once you open up the market here, you will find it gives advantages to you. -future opportunity for cooperatio

35、n,Useful expressions for Counter-offers We find your prices are too high to be acceptable. We would very much like to place further orders with you if you could bring down your prices at least by 15%. Otherwise we can only switch our requirements to other suppliers. We regret to say that your offer

36、is not in the least encouraging. There is a big difference between your price and those of your competitors. We have been doing business with you for many years and hope that you will quote us your rock-bottom price, otherwise we can have no alternative but to place our order elsewhere. We regret to

37、 say that your price is on the high side. We do not think there is any possibility of business unless you cut your price by 20%.,In reply, we very much regret to state that our users here find your price too high and out of line with the prevailing market level. Should you be prepared to reduce your

38、 limit by, say 68%, we might come to terms. We wish you will reconsider your price and give a new bid, so that there can be a possibility for us to meet halfway. Your price does not impress us very favorably.,Your quoted price is out of line with the prevailing level. That is why we feel confident t

39、hat our suggestion of three percent off your present one is workable. Should you revise your price, say, one point five percent lower than the quoted one, we might persuade end users to conclude a deal.,Letter of Counter-offerThank you for your letter of June 25 offering us your “D. D.” brand rainco

40、ats.To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other makes. It is understood that to accept the prices you quoted would leave us little or no margin of profit on our sales. As you know Kuwait is a developing country, its pri

41、ncipal demand is for articles in the medium price range.,We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you. We would, therefore, suggest that you make some allowance, say 10% on your quoted prices so as to enable us to in

42、troduce your products to our customers. If, however, you cannot do so, then we shall have no alternative but to leave the business as it is.For your information, some parcels from Hongkong have been sold here at a much lower price. We hope you will consider our counter-offer favorably and let us hav

43、e your acceptance by Email. It may interest you to know that once you have opened up a market here, you would have every advantage of developing a beneficial trade in the Gulf.,An Offer for SWC Sugar Dear Sirs, We are in receipt of your letter of July 17, 2004 asking us to offer 50 long tons of the

44、subject sugar for shipment to India and appreciate very much your interest in our product. To comply with your request, we are quoting you as follows Commodity: Japan Superior White Crystal Sugar. Packing: To be packed in new gunny bag of 100 kgs. each. Quantity: Fifty long tons. Price: U.S. dollars

45、 One Hundred and Five per long ton, CIF Calcutta. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in New York and to be drawn at sight. Shipment: Three to four weeks after receipt of letter of credit by the first available boat sailing to Calcutt

46、a direct. Your attention is drawn to the fact that we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval. We are awaiting your immediate reply. Faith

47、fully Yours long ton =2,240 ton short ton =2,000 ton,A Counter-offer for SWC Sugar Dear Sirs, We wish to thank you for your letter of the 29th Oct. offering us 50 long tons of the captioned goods at USD 105.00 per long ton CIF Shanghai, usual terms. In reply, we very much regret to state that our en

48、d-users here find your price too high and out of line with the prevailing market level. Information indicates that the sugar of French make have been sold at the level of USD 98.00 per long ton. Such being the case, it is impossible for us to persuade our end-users to accept your price, as goods of

49、similar quality is easily obtainable at a much lower figure. Should you be prepared to reduce your limit by, say 8%, we might come to terms. It is in view of our long-standing business relationship that we make you such a counter-offer. As the market is declining, we hope you will consider our count

50、er-offer most favorably and fax us acceptance at your earliest convenience. We are anticipating your early reply. Yours faithfully,Responses to counter-offers I dare say that the prices we offer compare favorably with any quotations you can obtain elsewhere. Im afraid you wont find another company w

51、ho will give you cheaper price than ours. The difference between our price and your counterbid is wider than we can consider. Your counter-offer is much too low, especially considering the small amount of your order. I dont think I am in the right position to cut our price to that extent as required

52、. Shall I suggest that we meet each other half way?,Making concessions Wed like to decline the original offer slightly as a compromise. In view of our good co-operation over the past few years, we are prepared to accept your price. To please you as our new client, we may consider making some concess

53、ions in our price. In order to encourage business, we are prepared to make a reduction. To get business under way, we agree to take this as an exceptional case.,Offer Declined,Dear Sir/Madam, We thank you very much for your letter of June 9 quoting for your air-conditioners. As our customers are not

54、 familiar with the brand name of your products and the price you have quoted is far higher than that of other firms, it is difficult for the items to attract our customers. If we are in need in future, please kindly reduce the price as best as you can so as to facilitate our sales. Thank you for your attention to this reply. Yours faithfully,Offer Declined,Exercise. Fill in the blanks with the given words or expressions. Place per effected price in offer subject to Dear Sirs, We acknowledg