外贸函电课件83712033.ppt

1、Business English Correspondence外 贸 英 语 函 电,主 讲：肖 晶,Course Introduction,1.Why to learn the course? ? What is international trade It is the exchange of goods 2. Technological advances(engine capacity, brake system); 3. Available options. I will send you a copy of my report as soon as its complete. Res

2、pectfully yours,Hints:,a. Itemize and list the specific facts you want b. Enclose a self-addressed, stamped envelope c. Suggest a way in which you can be replied (to give sb. in return 答谢),P45 enquiry for Chinese cotton piece goods 1. How does the writer know this Chinese companys information? 2. Wh

3、at does the importer ask for? Note: a typical reply to others self-introduction. a promise to order,P46 enquiry for Digital Cameras Outline: (1) tell the intention (2) special questions (3) justify the intention Note: a typical letter between at least acquaintance no promise to order,P48 enquiry for

4、 textiles Note: a self-introduction and enquiry itemize a list of products the sender be famous,P49 enquiry for cosmetics Note: enquiry note enclosed,Exercise:P56 2. Hints Price: lowest, popular, best, market, list, Including=inclusive of Conjunctive mode used for “如果” Air= by airmail, Enclosing sth

5、=sth enclosed,Exercise 4 Please quote us your favorite price CIF Shanghai, inclusive of your 2% commission. If your price be found competitive, we plan to order 300,000yards of Cotton Cloth. One of your customers is interested in your Qingdao Haier refrigerator. Please offer CIF London for 400 sets

6、to be delivered in April. To acquaint you with your products, we are sending you 5 copies of catalogue and 2 sample books. As a reply to your inquiry of April 28, we are enclosing hereto your latest price list for your reference.,Unit 4 (1)Quotation and Sales letters (2) Offer and Counter-offer,Quot

7、ation,1. Term: a suggestion to supply goods on the terms stated. It havent legal power. 2. Outline a. thank the reader b. answer questions c. offer further assistance d. promote order e. end courteously,Sales letter,Solicited letter=quotation 1. Term: the letter sent to definite enquirer about the p

8、roducts or services. 2. Guideline a. answer promptly, directly, clearly and accurately b. explain features c. include sales appeals d. end courteously,Unsolicited letter 1. Term: the letter sent to possible clients who have not written to you at all. It is a kind of direct-mail marketing. 2. Outline

9、 a. to arouse attention b. to create interest and desire c. to offer conviction d. to motivate action,a. to arouse attention with a question, an instruction a quotation Examples Would you like to reduce you rising domestic fuel costs?appeal to economy Why not enjoy the colorful spring by joining the

10、 flying Horse Tourist Group after a completely busy winterappeal to pleasure,Just imagine how comfortable you are when you stretch out those tired limbs on our newly developed White Cloud water bed.appeal to comfort Shakespeare says that envy is a green-eyed monster. You are fortunate to choose supe

11、r diamond from us at 30% discount.-quotation,b. to create interest and desire by making sth. attractive and necessary Are you attracted by these expressions? Our products are the best on the market Our products are the latest ones in the world.,Which feature of mobile phone does seller use to attrac

12、t reader? Our mobile phone weighs only 1 ounce. It is as heavy as a flashlight. As to its size, the dimensions are 3 by 2 by 1/4 inchesonly slightly bigger than a playing card. That is why people prefer to bring one wherever they go. Why not have one immediately? It will easily fit your jacked pocke

13、t.,c. to offer conviction with evidence Use our fast microwave for two weeks absolutely free.-offer a free trail what does the seller offer to the customers? If you find the model machine unsuitable to your needs, we will replace your order or refund you,d. to motivate actions with firm tone Come an

14、d buy right now since a special discount of 15% will only be offered for a monthlimit the offer by setting a deadline how does the seller encourage readers purchase? those who order by October 5 will receive 100 oriental-Design Christmas cards free.,unsolicited letter,Dear Sirs, Have you ever though

15、t how much time your typist wastes in taking down your letter? It can be as much as a third of the time he spends on letter. Why not record your dictation-on our Stenogram. You will be surprised how much it costs. For fifty-two weeks in the year your Stenogram works hard for you. You cant ever give

16、it too much to do. And all for less than an average months salary for a secretary.,Your homework: 1-10 from Class 2Which other features of a stenogram can attract the reader?,You unique after-sale service contract ensures lasting operation at the peak of efficiency. Some of your business friends are

17、 sure to be using the Stenogram. Ask them about it before you place the order, or if you prefer, we will arrange a demonstration up to your day and time.,a follow-up,Dear sirs, Many thanks for giving us a chance to demonstrate our Stenogram for you last week. I was pleased that you saw quickly how t

18、o operate this Stenogram to meet your own need. I have taken the liberty of preparing a printing format based on the copy you gave me and I would like to assist your secretary to develop your own printing format for repetitive needs. Please let me know if you need any more information to come to dec

19、ision.,Please quote us your favorite price CIF Shanghai, inclusive of your 2% commission. If your price be found competitive, we plan to order 300,000yards of Cotton Cloth. One of your customers is interested in your Qingdao Haier refrigerator. Please offer CIF London for 400 sets to be delivered in

20、 April. To acquaint you with your products, we are sending you 5 copies of catalogue and 2 sample books. As a reply to your inquiry of April 28, we are enclosing hereto your latest price list for your reference. -P56 exercise 2,Offer,1. Term: The promise to supply goods on the terms stated. Its alwa

21、ys make by the seller and the reply to the enquiry. 一方向另一方提出出售商品的各项交易条件,并愿意按此条件与对方达成交易订立合同的行为. 2. Classification a. non-firm offer b. firm offer,a. non-firm offer It plays the role of quotation in legal sense. It is indicated by sending prints, such as ads. It is made without engagement. (offer sb.

22、without engagement) It is subject to the sellers final confirmation. - the goods being unsold.,Outline (1) thank the enquiry (2) claim non-firm offer (3) answer questions (4) promote the order (5) end courteously,Samplenon-firm offer of Green Beans,Dear Sirs, Green Beans In reply to your letter of J

23、une 5, we have pleasure in offering, subject to our final confirmation (without engagement, non-firmly ), the captioned goods as follow. Commodity: green Beans Quality: 300 metric tons Price: US$/mt FOB New York Packing: ordinary second-hand gunny bags We hope this offer will be of interest to you,

24、and look forward to hearing from you soon.,b. firm offer The promise to sell goods at a stated price within a stated period of time.一方向另一方提出在某一时期以某一价格出售商品的各项交易条件,并愿意按此条件与对方达成交易订立合同的行为.,Features: (1) It is sent to one or limited buyer. The one sent to many potential buyers is called sales letter. (2)

25、 The content should be complete,definite and terminal. 内容完整,明确, 终局性的.(没有保留条款) (3) The seller promise to obey the offer firmly. 发盘人表明订约意图并受其约束.发盘人向受盘人表示,在得到有效接受时,双方可按发盘的内容订立合同,发盘中通常有有效期,在有效期内,不得更改或反悔.,being accepted firm offer contracted obligation ? Once it has been accepted it cannot be withdrawn.,

26、This offer is (is kept)(will remain) effective/ open/ valid/ firm for a week from October 1, 2007. This offer should be withdrawn if not accepted within 15 days. This offer expires on August 8. =this offer is valid on or before August 8=this offer is valid before August 7. This offer must be withdra

27、wn if not accepted within 3 days. We offer you firm 30 days on FOB Dalian basis. This offer is firm subject to your reply- reaching here before / reaching us by / which will reach us by ,*Point out which is the expression of firm offer. Our offer is subject to prior sale. Our offer is subject to cha

28、nge without notice. We make you, subject to your acceptance before the end of this month, the under-mentioned offer.,Outline:,a. an expression of thanks for the enquiry, if any; b. name of commodities, quality, quantity, and specifications; c. details of prices, terms of payment, commissions, time o

29、f delivery, or discount, if any; d. packing and date of delivery; e. the validity of the offer f. the hope for order,Counter-offer,1.Term: it will be renewal of unacceptable terms or conditions in the offer. seller=offerer buyer=offeree buyer=offerer seller=offeree 受盘人收到发盘后,经过比价,对发盘内容不同意或不完全同意向发盘人提出

30、修改建议而进一步洽谈交易.一经还盘,原发盘失效,发盘人不再受其约束,改变价格, 支付条件,改变贸易术语,提高折扣等. 2. Outline: (1)expression of thanks for the offer (2) the reasons for not being able to accept in an appropriate way. (3) suggestion of other opportunities to cooperate. (4) expression of hopes for order,We regret to say we can not accept yo

31、ur offer because your price is to high. Will you please make a reduction of 10%? If you can, we are thinking of placing a ready order with you. Unfortunately we are not in a position to accept your offer since another supplier in your market offered us the similar article at a price 3% lower.,Dear S

32、irs, Thank you for your enquiry of September 28, 2003 and we are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows: Article: ART, No.bs-12 Cotton Bed sheets Price: VSD136 per dozen CIF New Yor

33、k Packing: in cartons of 12 dozen,Shipment: to be effected not later than the end of October Payment: by confirmed, irrevocable L/C, payable by draft at sight. Insurance: to be effected for 11% of the total invoice value covering All Risks and War Risk. We are looking forward to your early order. Si

34、ncerely yours,Unit 5 Order and Replies,Customer order letter Tenable terms Outline of writing Order form Replies,1. Customer order letter,A. Order the buyers demand of supplies from the seller at the stated terms and conditions. B. Customer order letter letter sent by the customer to make an order i

35、n the valid time of the counter offer,2. Tenable terms,A. Requirement one B. Requirement two C. Requirement three,A. Requirement one,Order must be made by the offeree. The seller is not willing to effect the transaction on the stated terms with another else.,B. Requirement two,Contents of order must

36、 be line with the offer Table-1,C. Requirement three,Order must be made in the time of validity Exceptions to LATE ORDER: late order be accepted by seller promptly late order can catch seller in normal situation and not be refused by the seller,3. Outline of writing,A. Opening: Use direct language i

37、n the first sentence. Eg. We order the following goods Eg. Im interested in your sample. Order, purchase, confirm, ship, etc. Please send us.(T) Look for, wonder if, etc. We look for your Model A(F),B. Body:describe what you want exactly.,I order 10 dozen cashmere sweaters, small, US$120 per dozen o

38、n CIF Amoy basis. Packing: each in polybag, a dozen in carton. Payment: by irrevocable L/C at sight opened in Bank of China Delivery:within 40 days after receipt of order,Name of commodity Specification:quantity,size Unit price Packing Payment Delivery: date and shipping address,C. Closing,Express h

39、ope for delivery Eg. Prompt delivery will be most appreciated Eg. We are pleased to receive the goods ordered as soon as possible.,Sample,Dear sir, I order 10 dozen cashmere sweaters, small, US$120 per dozen on CIF Amoy basis. Packing: each in polybag, a dozen in carton. Payment: by irrevocable L/C

40、at sight opened in Bank of China Delivery: within 40 days after receipt of order. Prompt delivery will be most appreciated Sincerely yours, Purchase manager: William Smith (authorized signature),4. Order form,It is got from seller or formed by the buyer. It is clearer than the letter.,5. Replies,Rep

41、lies to the order acknowledgement, acceptance, substitute, rejection, etc. A.Acknowledgement It offers the information of the seller receiving the letter. It lets the customers know exactly what is being done about the order.,Does the seller accept the order? We have pleasure in receiving your order

42、. It is being under preparation. We will keep you advised of the relative development.,B. Acceptance (1) thanks for the order Thank you for your May 21 order for Shark shirts. As you requested, we will (2) confirmation of details, especially delivery date The goods are being filled and are expected

43、to reach your final address before December 15. (3) resell products, service and business The red ticket attached to each unit clearly explains how the wake-up alarm works-even if the electric power fails.,When the first order reaches you, we feel confident that you will come to know the exceptional

44、 value by using these machines. Thank you for your repeat order which, as usual, is receiving our immediate attention, you can rely on us to effect the shipment well before your required schedule. We realize your needs of the goods for your coming spring sales and shall arrange for dispatch accordin

45、gly. We advise you with pleasure that we have this day sent by the North Railway to your final address, freight paid, the captioned goods.,Letter of Regret,1. Reasons of Writing (1) The buyer is a poor credit risk (2) The buyers order arrives with incomplete information We would like to grant an acc

46、urate order by your adding the sizes on the enclosed form.,(3) The company, local, or government regulations involving production, sales, or distribution might be violated As soon as we receive the authorized approval from your local government , we will deliver your order for the materials which ar

47、e usually prevented from entering your city due to the religious regulations.,(4) The merchandise requested is not handled or stocked by the seller We have recently adopted a new design for making the performance of the equipment more efficient. The present supplies of raw materials are being used f

48、or earlier orders (heavy commitments) (5) Filling the order may prove unprofitable because of the limited quantity order, the distance to be shipped to, or modification requested. We have to delay your order until the revised one reaches the minimum volume we have established.,We should think about:

49、 What does he feel if be refused? What kind of explanation is acceptable? What alternatives might be offered? How about reduce the barriers in the future?,2. Outline (1) Delayed openingfind the positive opening that will place the message in its correct communication context (2) Explanationexplain c

50、learly to the reader the benefits associated with your business system. (3) Resaleinclude the same kind of resale material (4) Positive closeend the letter by telling the reader exactly what to do and where to go to complete the purchase.,Poor example:,Dear Sirs, Your letter together with the order

51、form has been referred to our department today. Unfortunately, the Walkmans you requested are unavailable at present. According to our file records, the ABC Corp. stocks the ones you need. May we suggest that you place your order there. Thank you for your interest in our merchandise. Faithfully your

52、s,Unit 6 Contract and Confirmation,Part 1 Contract 1. Terms It refers to an agreement establishing, modifying and terminating the civil rights and obligations between subjects of equal footing, that is, between natural persons, legal persons or other organizations. It is a promise protected by law.

53、It must have General Provisions.,The 8 General Provisions: (1) title or name and domicile of the parities (当事人的名称或姓名和住址) (2) contract object (标的) (3) quantity (数量) (4) quality (质量) (5) price or remuneration (价款或者报酬) (6) time limit, place and method of performance (履行期限、地点和方式) (7) liability for breac

54、h of contract (违约责任) (8) methods to settle disputes (解决争议的方法),2. Requirement on expressions (1) be accurate may约定当事人的权力，可以做什么 shall 约定当事人的义务,应当做什么 must 用于强制性义务,必须做什么 may not/shall not 用于禁止性义务,不得做什么 The parties hereto shall, first of all, settle any dispute arising from the contract by friendly negot

55、iations. Should such negotiations fail, such dispute may be referred to the Peoples Court having jurisdiction on such dispute for settlement.,(2) Be formal,(3) Be technical a. Daily usage: defect, remedy, force majuere/Act of God, damage and/or loss, etc. hereafter referred to us in witness whereof

56、for and on behalf of,(4) be repeated This agreement is made and entered into by and between Party A and Party B. For and in consideration of mutual covenants and agreements contained herein, the parties hereby covenant and agree as follows: The parties have agreed to vary the Management on the terms

57、 and subject to the conditions contained herein.,ships and vessels licenses and permits charges, fees, costs and expenses any and all any duties, obligations or liabilities the partners, their heirs, successors and assigns control and management of the partnership applicable laws, regulations, direc

58、tives, and rules,(5) be Latin agent and litem Pro bono lawyer Pro rate tax rate,3. Content,Purchase Contract No. CFT-909 Date: Address: 1009, 1st Floor, International Building, Louis Street, New York, USA,(1) Title (2) Preamble date and place of signing,The buyer: The seller: Xx Company, ltd. USA. International Building, New York, USA A corporation duly organized and existing under the laws of USA. This contract is ,signing parties and their nationalities, principal place of business or residence address each parties authority recitals,Name of commodity and specifica