国际商务函电第六章Unit06 Non-firm Offers教学提纲.ppt

1、Unit Six Non-firm Offers (虚盘),Objectives,Introduction,New Words & Expressions,Exercises,Keys to Exercises,Objectives,Unit Six Non-firm Offers (虚 盘),1. 虚盘的含义 2. 虚盘信的基本写法 3. 虚盘信中的核心词汇及句型,通过本章的学习，帮助学生掌握：,Introduction,Non-firm offers are offers with reservation clause.,Definition of non-firm offers:,Uni

2、t Six Non-firm Offers (虚 盘),e.g. (1)We offer without engagement (2)The offer is subject to our final confirmation etc.,Introduction,Unit Six Non-firm Offers (虚 盘),1. Open the letter by expressing thanks for the inquiry, if any. 2.Provide details of quantity, quality, price, discount, payment, packin

3、g and so on. 3. Express the hope for a favorable reply.,A letter in which a non-firm offer is made can be written in the following structure:,敬启者： 我们收到你方9月9日关于我方自行车的询盘。 按你方要求，现航空另行邮寄一份产品目录和两套我们产品的样品书。我们希望他们将如期到达你方且帮助你方做出选择。 为了我们之间开始交易，我们高兴地向你方报盘如下，此报盘以我方最后确认为准。 商品品名：“天使”牌自行车 规格：FSE-18，黑色和灰色各一半 数量：30

4、00台 价格：温哥华成本加运费每台38.5美元 装运：分两批货每批1500台，2002年10月开始 包装：木箱 付款方式：不可撤消的、保兑的即期信用证 每次订购超过1000台，允许10%折扣。 我们相信你方会接受以上条款且殷切等待你方试订货。 谨上,Sample Letter ,Unit Six Non-firm Offers (虚 盘),敬启者： 兹收到贵方3月8日来函且愿意与贵方在平等互利的基础上建立贸易关系。 根据贵方要求，我方高兴地报盘如下，此盘无约束力。 商品：“菊花”牌浴巾 规格：TW022 数量：27000打 价格：到纽约未加保费、运费含5%佣金每打22美元 包装：一盒装一打，一

5、箱装二十个盒子 付款方式：不可撤销的、保兑的即期信用证 装运：分三个月，每月平均装运，从2004年4月开始 我方相信，贵方会同意以上条款。市场价格很有可能会上涨，并且这次世贵 方尽早订货的好机会。 我方期待贵方尽快答复。 谨上,Sample Letter ,Unit Six Non-firm Offers (虚 盘),敬启者： 感谢你方3月5日来函及随函附寄的真丝浴衣样品。 我们有一客户对你方样品非常满意且出价纽约成本加保险费、运费每打42.25美元。由于我们的客户对进口该商品必须得到权力机关的的批准，因此请尽快寄形式发票一式四份以便获得我方客户的确认。我们获得必要的进口许可证是没有问题的。当

6、该许可证被子批准的时候，我们将开立以你方为受益人的信用证。 感谢贵方在该方面的密切合作。 谨上,Sample Letter ,Unit Six Non-firm Offers (虚 盘),敬启者： 感谢你方对购买3000打真丝浴衣感兴趣。根据你方3月7日来函要求，我们很高兴随函附寄一式四份形式发票。 顺告， 我方报盘是净价，没有佣金且以我方最后确认为准。由于你方要买的商品非常畅销，我们建议立即办理必要的事项。 期待尽快收到你方的好消息。 谨上,Sample Letters ,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,1. no

7、n-firm offer Non-firm offer虚盘，是外贸业务用语，一般没有有效期，没有约束力。以下短语都是表示虚盘的用语： subject to our final confirmation 以我方最后确认为准 subject to goods being unsold 以货物尚未售出为有效 subject to prior sale 以先售为条件 subject to change without notice 不经通知可以改变 an offer without engagement (obligation)无约束性的报盘,Unit Six Non-firm Offers (虚 盘

8、),New Words & Expressions,2. proforma invoice 形式发票，是为了形式上的需要而由卖方出具给买方的一种发票，对买卖双方均无约束力，仅作为参考报价，便于买方办理一些必要的进口手续。除非另有说明，形式发票上所列价格往往要由卖方予以最后确认。 We hope the enclosed proforma invoice will help you to apply for the foreign exchange needed. 希望所附的形式发票将有助于你方申请所需外汇。 Complying with the request in your letter o

9、f April 26, we take pleasure in enclosing you our Proforma Invoice in quadruplicate. 根据你方4月26日来函要求，我方高兴地随函附寄一式四份形式发票。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,3.import license 进口许可证，采用进口许可证制度来管制进口的国家，进口某些商品时，进口商需要持形式发票向本国发证部门申请许可，在确实取得许可证后，买方才能进货。 As our import license is valid until A

10、ugust 31, the goods should in no case reach us after it. 我们的进口许可证有效期到八月三十一日止，货物必须在此之前到达我方。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,4. benefit v. 有益于，得益 We think that close cooperation between us will benefit business. 我们认为我们之间的密切合作有益于我们的业务。 You will benefit form investing in China. 你们

11、将在中国投资中获益。 benefit n. 利益，好处 It is to our mutual benefit to conclude this transaction. 达成此交易对我们双方都有好处。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,It will be of benefit to us to appoint a sole agent in that area. 在那个地区指定一独家代理对我们有利。 beneficial adj. 有益的，有帮助的 Constant contact is beneficial to

12、 the promotion of friendship as well as business. 频繁接触对促进友谊及业务都有帮助。 It is beneficial to you to come to an agreement at an early date. 早日达成协议对你方是有益的。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,5. cooperation n. 合作 We look forward to your close cooperation in promoting this new product. 在推

13、销这项新产品中，我们期望你方的密切合作。 Thank you for your cooperation. 感谢合作。 cooperate v. 合作 It is necessary that we cooperate closely. 我们双方紧密合作很有必要。 cooperative adj. 合作的 Thanks for your cooperative efforts. 感谢你方的努力合作。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,6. trial order 试订单 We await with keen intere

14、st your trial order. 我们殷切地等待贵方试订货。 We suggest your placing a trial order to see how it goes. 我方建议你方试订货了解此货怎么样。 注意区别：fresh order/new order 新订货；initial order 首批订货,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,7. be satisfied with 对满意 We are sure that you will be quite satisfied with our servi

15、ces and the excellent quality of our goods. 我们确信贵公司必定会对本公司的服务及优良的产品质量甚感满意。 We regret to say that our clients are not satisfied with the quality of your products. 抱歉地告知我们的客户对贵方产品的质量不满意。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,8. assorted adj. 各式各样的，搭配好的 Please supply in a assorted colo

16、rs: 4 pieces each of pink, yellow and blue per dozen. 请按花色搭配供应：每打粉红色、黄色和蓝色各四件。 assortment n. 花色品种，各种各类的聚合,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,9. bid n. 出价，递盘 make a bid for sth. 为某物出价 Other clients have made a bid about 5% higher than yours for the same goods. 对于同样商品，其他客户的出价比你方的要高

17、百分之五。 bid v. 递盘，出价 bid (a price) for sth. 为某物出价 We bid US $ 68.2 per set CIF New York for 2,000 sets of your sewing machines. 关于两千台缝纫机，我方递价是每台成本加运费加保险费纽约68.2美元。,Unit Six Non-firm Offers (虚 盘),New Words & Expressions,10. approval n. 赞成，认可，批准 Your early approval of our sample will facilitate our arran

18、ging production accordingly. 望早日认可我方样品，以便我方相应地安排生产。 approve v. 赞成，批准，认可 Once our customer approves of the sample, we can get from him a large order. 一旦我方的客户认可该样品，我方能够从他那里获得大量订单。 The authorities have approved their plan of introducing another production line. 权力机构批准他们再引进一条生产线的计划。,Unit Six Non-firm Of

19、fers (虚 盘),New Words & Expressions,11. enjoy fast sales (货物)畅销 类似的表达方式还有： The goods have commanded a good market. The goods are selling fast. The goods are most popular with customers. The goods can find a good (ready) market. 货物非常畅销(受客户欢迎)。,Unit Six Non-firm Offers (虚 盘),Exercise Exercise Exercise

20、Exercise ,Exercises,Unit Six Non-firm Offers (虚 盘),Exercise Translate the following terms and expressions,Into Chinese: 1. Commercial Counselors Office 2. CCPIT( China Council for the Promotion of International Trade) 3. China Export Commodities Fair 4. get in touch with sb 5. the best quotation Int

21、o English: 1. 目前 2. 卖完 3. 从某处获得 4. 预计要做某事 5. 联系某人,Unit Six Non-firm Offers (虚 盘),Exercise Choose the best answer to complete each of the following sentences:,1. Please _ us for the articles listed in the enclosed inquiry. A. quote B. offer C. send D. make 2.We are pleased to enclose a _ quotation sh

22、eet for adjustable wrenches(扳钳). A. detailing B. detailed C. details D. detail 3. In the _ , we would ask to send the replacement to us as soon as possible. A. mean time B. meantime C. time D. occasion 4. They have sold _ their whole stock of frozen fish. forward B. up C. out D. short,Unit Six Non-f

23、irm Offers (虚 盘),Exercise Choose the best answer to complete each of the following sentences:,5. We have obtained your name and address _ CCPIT. A. for B. form C. to D. in 6. We have _ the manufacturers for required goods with the least possible delay. A. got contacted with B. got contacted C. conta

24、cted with D. contacted 7. There is a great demand in Europe for leather gloves _ high quality. A. for B. to C. at D. of 8. We expect _ large orders from Europe in the near future. A. receive B. to receive C. to receiving D. being received,Unit Six Non-firm Offers (虚 盘),Exercise Choose the best answe

25、r to complete each of the following sentences:,8. We expect _ large orders from Europe in the near future. A. receive B. to receive C. to receiving D. being received 9. You have supplied _ and we would be glad if you could quote for the following products we are to purchase on a lager scale. A. us f

26、or enamelware (搪瓷器) B. us on enamelware C. us with enamelware D. enamelware with us 10. _ this moment, we can not supply first grade ginger(姜)form stock. A. At B. For C. In D. From,Unit Six Non-firm Offers (虚 盘),Exercise ,1. As the price quoted by us is reasonable, (我们相信你方能够接受). 2. The prices listed

27、 in our proforma invoice (均为新港交货价). 3. (一俟获得进口许可证)，please fax us so that we can get the goods ready.,Unit Six Non-firm Offers (虚 盘),Exercise ,4. (这是我方最优惠的报盘)，which you can not obtain elsewhere. 5. In order to promote the development of our business, (我们决定按大连交货价向你方报盘). 6. Unless otherwise stated, the

28、 above offer (以先售为条件).,Unit Six Non-firm Offers (虚 盘),Exercise Translate the following sentences into Chinese:,1. Our all-cotton bed sheets have become very popular on the world market because of their durability and reasonable price. It is difficult for us to meet the increasing demand at present.

29、2. Production has been discontinued because of a strike. But once we resume production, we shall contact you without any delay. 3. At this moment, we are not in position to supply you with peanut oil. Once it is available, we shall send you the best quotation. 4. The financial standing of this firm

30、is fully expected to improve. 5. The garments for promotion were sold out within a few hours after they were displayed.,Unit Six Non-firm Offers (虚 盘),Exercise Translate the following sentences into English:,1. 按照你方要求,我们已修改了样品的颜色。 2. 一旦有新货，我们一定与你联系。 3. 由于原材料短缺，生产已停止。一旦恢复生产即与你方联系。 4. 请告知目前你们可供的数量是多少？

31、 5. 这一货号已售完，所以暂时无法报价。,Unit Six Non-firm Offers (虚 盘),Exercise Translate the following sentences into English:,6. 作为这一行业多年的经销商，我们肯定能为你们获得最优惠的价位。 7. 我方期望的是你方能报丝绸女衬衫的最低价。 8. 现寄去我们全部瓷器的综合目录一份，估计你们会对价格、质量和图案样式均感满意。 9.如果你方可以供应我们所要的货，请报我方最低价实盘。 10.现告知，由于行市有变，5月4日的报价更改为每公吨2800美元。,Unit Six Non-firm Offers (虚

32、 盘),Exercise 5 Translate the following letter into English in a proper form:,敬启者： 感谢贵方6月6日来函。 按贵方要求，我方现报虚盘如下： 可立即装运2000桶“狮”牌油漆，上海离岸价每桶12.5美元。 该报盘以我方最后确认为准。 随函附寄一些样品书及传单供贵方参考。 鉴于贵方是我方的老朋友，我方报最好价格， 希望贵方接受并尽早传真确认。 谨上,Unit Six Non-firm Offers (虚 盘),Exercise Exercise Exercise Exercise ,Keys to Exercises,

33、Unit Six Non-firm Offers (虚 盘),Exercise ,A. 1. 商务参赞处 2. 中国国际贸易促进委员会 3. 中国出口商品交易会 4. 联系某人 5. 最低报价 B. 1. at this moment 2. sell out 3. obtain.from 4. Expect to do 5. contact sb.,Unit Six Non-firm Offers (虚 盘),Exercise Choose the best answer to complete each of the following sentences:,1. Please _A_ us

34、 for the articles listed in the enclosed inquiry. A. quote B. offer C. send D. make 2.We are pleased to enclose a _B_ quotation sheet for adjustable wrenches(扳钳). A. detailing B. detailed C. details D. detail 3. In the _B_ , we would ask to send the replacement to us as soon as possible. A. mean tim

35、e B. meantime C. time D. occasion 4. They have sold _C_ their whole stock of frozen fish. forward B. up C. out D. short,Unit Six Non-firm Offers (虚 盘),Exercise Choose the best answer to complete each of the following sentences:,5. We have obtained your name and address _B_ CCPIT. A. for B. from C. t

36、o D. in 6. We have _D_ the manufacturers for required goods with the least possible delay. A. got contacted with B. got contacted C. contacted with D. contacted 7. There is a great demand in Europe for leather gloves _D_ high quality. A. for B. to C. at D. of,Unit Six Non-firm Offers (虚 盘),Exercise

37、Choose the best answer to complete each of the following sentences:,8. We expect _B_ large orders from Europe in the near future. A. receive B. to receive C. to receiving D. being received 9. You have supplied _C_ and we would be glad if you could quote for the following products we are to purchase

38、on a lager scale. A. us for enamelware (搪瓷器) B. us on enamelware C. us with enamelware D. enamelware with us 10. _A_ this moment, we can not supply first grade ginger(姜)form stock. A. At B. For C. In D. From,Unit Six Non-firm Offers (虚 盘),Exercise ,1. As the price quoted by us is reasonable, we trus

39、t the above will be acceptable to you(我们相信你方能够接受). 2. The prices listed in our proforma invoice are all made on FOB Xingang basis (均为新港交货价). 3. As soon as you get the Import License(一俟获得进口许可证)，please fax us so that we can get the goods ready.,Unit Six Non-firm Offers (虚 盘),Exercise ,4. This is our b

40、est offer (这是我方最优惠的报盘)，which you can not obtain elsewhere. 5. In order to promote the development of our business, we have decided to make you an offer on FOB Dalian basis(我们决定按大连交货价向你方报盘). 6. Unless otherwise stated, the above offer is subject to prior sale (以先售为条件).,Unit Six Non-firm Offers (虚 盘),Exercise ,1. 我们的全棉床单经久耐用而且价格合理，在世界市场上已十分畅销，故我们目前已很难满足日益增长的需求。 2. 因工人