外贸函电第六章
外贸函电6-PPT课件
remittance
remitter （importer） （1）签约 payee （exporter）
（4）通知，付款 （2） 申请、付款
remitting bank (importer’s bank)
（3）委托
paying bank (exporter’s bank)
Procedure of remittance
Collection
Collection can be divided into Clean Collection and Documentary Collection. Documentary Collection : Documents against Payment (D/P) or Documents against Acceptance (D/A). D/P at sight D/P D/P after sight
Chapter Six
Terms of Payment
Part 1 Information related
国际商品（货物）的结算主要包括两方面内容： 1.国际贸易结算的信用工具credit instruments
2.国际贸易结算的方式modes
Bill of Exchange 汇票
1) The Parties of Bill of Exchange Payee 受款人
Remittance 汇付 Collection 托收 Letter of credit 信用证
Remittance
Remittance includes Mail Transfer (M/T), Telegraphic Transfer (T/T) and Demand Draft (D/D). Remittance is often used in payment in advance（预付货款） cash with order （随订单付现）CWO cash on delivery （交货付现） COD open account trade（记账交易）
外贸函电第6单元
An order should at least contain the following points:
1. description of the goods, such as specification, size, quantity , quality and article number (if any); ) 2. prices(unit prices as well as total prices); ( ) 3. terms of payment; 4. mode of packing; 5. time of transportation, port of destination and time of shipment etc. .
Sample letter:
Dear Sirs Thank you for your offer of 12th July sending us patterns of cotton prints. We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named: Quantity Pattern No. Prices 300 yards 72 33p per yard 450 yards 82 38p per yard 300 yards 84 44p per yard CIF Lagos Our usual terms of payment are cash against documents and we hope they will be acceptable to you. Meanwhile should you wish to make inquiries concerning our financial standing. You may refer to our bank the National Bank of Nigeria, Lagos. Please send us your confirmation of sales in duplicate. Yours faithfully
英文外贸函电课件-unit_6
➢ Opposite to acceptance is ‘Refusal’. However, even a refusal should be polite.
➢ However, legally, a firm offer is simply termed as “offer” while an offer without engagement is “an invitation to offer”.
Form 6 teams of 3-4 students each, divide tasks based on the 12 units/topic areas, search for related information
Students’ presentation, discussion, questions and answers, comments on the team work Teacher’s instruction, guidance, lead-in discussion
Business English Correspondence
I. Presentation
Introduction to reply to an inquiry letter
Letter analysis
外贸函电unit 6
你们七月十七日的来信已收悉。尽管我们很高兴地 得知你们希望成交的愿望，但很遗憾不能考虑你们 鹿特丹成本保险加运费每公吨255美元的还盘。 供你们参考，你们相邻地区的其他买主都在以我们 的报价购买，我们不得不指出你们的递价明显与现 行市场不符。市场有上扬的趋势，并且这一趋势近 期内没有改变的可能性。 鉴于上述情况,建议你们立刻接受我们每公吨270美 元的报价。
We will keep your inquiry and as soon as we are in a position to accept new orders, we will contact you by cable. 我们将记住你们的询价，一旦能接受新订单，定与 你方电报联系。 Please be assured of our continued cooperation. 请相信我方将继续合作。
Dear sirs, Thank you very much for you letter of July 17. While we appreciate your good wish to push the sales of our shirts, we are regretful to say that we are unable to entertain your counter - offer of US $ 255 per metric ton CIF Rotterdam. As our goods are ordered at our quoted price in your neighboring districts,we have to point out that your counteroffer is out of line with the ruling price. For your information, the market is on an upward trend, which will not be changed recently. Under such circumstance, we hope you will reconsider our offer of US $270 per metric ton CIF Rotterdam, and cable us as soon as possible.
Unit 6 Confirmation Acceptance《外贸英语函电》PPT课件
We appreciate your cooperation and trust that the shipment
which is to be dispatched after receipt of the relative
let us have any other inquiries of yours，as we shall be
only too pleased to meet your requirements which are
within our reach.
Yours truly，
New Words & Expressions
your earliest convenience.
We are arranging for the establishment of the relative L/C
with Bank of China，Shanghai and shall let you know by fax as
soon as it is opened.
认书
file n.档案，卷宗
arrange v.安排
urgent a.紧急的
stress v. n.强调，着重
punctual a.按时的
validity n.有效（性），有效
（期）
valid a.有效的
delay v. n.耽误，延误
detrimental（to） a.有害的
Notes
1.Although the prevailing quotations are somewhat
外贸函电课程重点_外贸函电Unit 6
Unit 6 Counter-Offer第六章还盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是英国威娜贸易公司（Wella Trading Co. Ltd.，联系地址：15 Newell Street, London, Britain，Tel：0044-20-76712345 Fax：0044-20-76767890 E-mail: wella@）进口部的经理。
最近，你公司收到广州金叶鞋业公司（Guangzhou Jinye Shoes Company，联系地址：138 Yanjiang Road, Guangzhou, China，Tel：86-20-88888888 Fax：86-20-88888889 E-mail：jinye8899@）发来的关于AMI牌鞋子的实盘。
你们对该公司的报价不满意，打算就价格方面的问题与其磋商。
现在，请代表公司拟一封还盘函。
注意信中务必包含以下内容。
1) 感谢贵公司9月1日给予我方100双AMI牌鞋子成本加保险费、运费至利物浦(Liverpool)每双40欧元的报价。
2) 很遗憾我们不能考虑按贵方价格成交，因为贵方价格与市场不一致。
同等品质的鞋子，本地的百货公司零售价格低很多。
3) 鉴于我们之间长期的贸易关系，我们愿意给你们一个还盘，希望贵方可以将价格降低10欧元。
4) 如果贵方能接受我们的还盘，我们将会考虑订购200双5) 希望贵方对我们的还盘给予认真的考虑并在北京时间2010年9月10日下午5 点前答复我方。
6) 盼佳音。
Part One Basic Knowledge Concerned1．T he Significance and Effect of Counter-offersIn international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer.Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.2. Main Contents of a Letter for Counter-OfferA satisfactory letter for counter offer generally includes the following:1) Thank the offeror for his offer, mentioning briefly the contents of the offer.2) Express regret at inability to accept the offer, giving reasons for non-acceptance.3) Make an appropriate counter-offer.4) Hope the counter-offer will be accepted and there may be an opportunity to dobusiness together.Part Two Letter-writing GuidePart Three Other Commonly Used Expressions and Sentences Expressions:1. make (sb.) a counter-offer (as follows) （向某人）还盘（如下）2. (price) on the high/ low side （价格）偏高/低3. current price / ruling price / prevailing price/the present price/ the going price 现行价格4. long-standing business relation 长期业务关系5. be in (out of) line with the market 与市场(不)一致keep with the current market 与现行市场一致6. (price) is rising/advancing/going up. (价格)在持续上扬(price) is falling/dropping/going down. (价格)在持续下降7. to entertain business at … price 按……价格成交8. give/ allow/ make/ grant a discount 给折扣9. leave …with only a small profit 使得……获利低微10. at a price …% lower than …价格比……低……%11. meet sb. half way 各让一半；折中处理12. previous quotation 先前的报价13. market is weak；market is declining 市场疲弱；市场正在下滑14. make any further reduction 再次降价，作进一步的降价15. (price) fixed at a reasonable level 定价合理16. (products) moderately/ too highly priced (产品)定价适中/过高17. (the price) has advanced …% / considerably (价格)已上涨…% /明显上涨18. a jump/slump (in price) 价格飞涨/暴跌Typical Sentences:1. Expressing regret at inability to accept the offer and giving reasons for that. (表达不能接受报盘的遗憾并说明理由)1) Unfortunately we cannot accept your offer for steel furniture. The prices you quoted are much higher than those of other manufacturers.2) We regret that your counter-offer is unacceptable to us since your counter-offerleaves us with only a small profit. We believe that the price we quoted is quite realistic.3) We have cut the price to the limit. We regret, therefore, being unable to complywith your request for any further reduction.4). Although we are anxious to open up business with you, we very much regret thatwe cannot reduce our price to the level you indicated.5) The price we quoted is quite reasonable. It has been accepted by the other buyers atyour end.6) Our price has been narrowly calculated and it is impossible to make any furtherreduction.7) I’m afraid there is no much room for further reduction. You know, the price isadvancing considerably recently.8) Your price is reasonable, but the listed payment conditions are not customary inour trade.9) Owing to heavy bookings, we can not accept fresh orders at present.10) Owing to a shortage of stock, we regret that we are unable to accept your repeatorder.11) As this is an order of substantial size, we cannot safely undertake to complete itsmanufacture in a month.2. Making a counter-offer concretely (给出一个具体的还盘)1) We would suggest that you make some allowance, say 10%, on your quoted pricesso as to enable us to introduce your products to our customers.2) You must reduce your price by 2% otherwise business is impossible.3) We are sorry that the difference/gap between our price and your counter-offer is toowide. The best we can do is 5% off.4) Our counter-offer is well founded and workable. We can also offer a 10% discountfor orders over 10,000 pieces.5) We do not see any advantage in your quotation, and would like to know whetheryou have any better price to offer.6) May we suggest that you could make some allowance on your quoted prices thatwould help to introduce your goods to this market.7) I regret that your terms are unsatisfactory and unless you can amend those termswe will have to place our order elsewhere.8) It is in view of our long-standing business relations that we make you such acounter-offer.Part Four Sample LettersSample 1: Buyer’s Counter-offerNotes:1. figure 这里指数字，即价格2. say 8% 这里是Let’s say 8%的简化，意思相当于for example，即“比方说8%”。
外贸英语函电第六章 Letter of credit
卖方收到有关的信用证后，首先应做一次详细的审核，看信用证 中规定的条款是否与销售合同（销货确认书）所订条款完全一致 。如在信用证中发现差异或先前未见到的特殊条款，而卖方又不 能同意，则应通知买方予以修改。当然，如果买方发现信用证中 有需要修改的地方，也可以要求修改。通常的手续是，买方首先 征得卖方同意，然后通知开证行修改信用证。
6.3.2 Sample Letters of Declining to Extend L/C（谢绝延展信用证的函电范例）
本章小结
国际贸易最普遍使用的支付方式是信用证（L/不可撤销的跟单信 用证、循环信用证、备用信用证和背对背信用证。本单元主要讲 不可撤销的跟单信用证。
In practice, the request for L/C amendment and/or extension is generally made by telex or FAX.
6.3.1 Sample Letters of Discussing to Extend L/C According to S/C（根据销售合 同延展信用证的函电范例）
6.1.2 Sample Letters of Discussing the Issuance of L/C According to S/C（根据销售合同开立信用证函 电范例）
6.2 Letters about Amending the L/C
If any discrepancies or some unforeseen clauses to which the seller does not agree are found in the L/C, the seller should ask the buyer to make amendment. Sometimes an expected situation with regard to supply, shipping, etc. may arise. In this case, an amendment to the original L/C will also be required.
《世纪商务英语——外贸函电》参考书6
Unit 6 Acceptance and Confirmation第六章接受与确认Part Three Other Commonly Used Expressions and SentencesTypical Sentences1．With reference to the faxes exchanged between us in the last few days, we are pleased to have been able to finalize the following transaction with you. (关于过去几天里我们之间的传真往来，我们很高兴终于可以与贵公司达成以下交易。
)2．In reply, we confirm to sell you… on the following terms and conditions. (作为答复，我们确认向贵方按下列条件出售……)3．We hope this initial deal will result in future transactions between us. (我们希望这次首次试订将会引领我们两公司之间将来的贸易往来。
)4．As a result of the exchange of letters between us, we have now come to the conclusion. (通过双方信函往来，现已达成交易。
)5．It is only in view of our long established business relationship that we accept your counter-offer. (只是鉴于双方长期的业务关系，我们才接受贵方的还盘。
)6．A good beginning makes a good ending. We hope that from now on we will enjoy business relations that are profitable to both of us. (好的开端带来好的结果。
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Language Points
11. without delay 迅速，毫不耽误的 without any delay with the least possible delay e.g. We hope you will make shipment upon receipt of pur extension of the L/C without further delay. 12. pave v. 铺（设）；筑（路） pave the way to 为…铺平道路 e.g. Some roads are paved with wooden blocks, some with slabs of stone.
Letter 4 An initial order
Language Points
1. transaction n. 交易；生意 • transact v. 办理，处理（业务）， 做交易 e.g. We have concluded a number of transactions with you in the past few years. e.g. We wish to transact with the exporters of jewellery in South Africa. 2 .enable v. 使（人）能够 • enable sb to do sth 使（人）能够 做某事 • enable sth. 使某事成为可能 e.g. To enable us to ship the goods in time, you will have to open the L/C in the prescribed time.
Language Points
7. conformity n..符合；一致 be in conformity with 与…相一致；依照 be in conformity to be in accordance with be in agreement with • conform v. 符合；使一致 e.g. Your proposal is not in conformity with our arrangements.
enclosed 作表语时，常倒装置于句首
e.g. Enclosed is the duplicatioon of our countersigned sales contract.
Language Points
3. for one’s file 供某人存档；供…存查 • for one’s records供某人存档；供…存查 • to complete one’s records 供某人存档/归档 • be on file 存档；归档 e.g. Here is our file on the ge Points
5 .execute v. 执行 • execution n 执行；履行 e.g. We believe you will do your utmost to execute our first order as it will lead to a series of transactions between us. 6. satisfactorily ad. 令人满意地；符合要求地 • satisfactory adj. e.g. Special attention has been paid to its packing, which we trust will prove satisfactory in every respect to your clients.
Letter 3 Sending a S/C with countersignature
Language Points
1. duly adv. 及时的 e.g.All your instructions have been duly acted upon. 2. book n. 帐簿；v.把…记载入册；预定 • to book one’s order= to accept sb’s order • to book with sb. sth. = to place with sb an order
Letter 2 Acknowledgement of an order
Language Points
1. counter-signature n. 会签 e.g. We have duly counter-signed the contract and are returning one copy for your file. 2. enclose v. ( with, herewith, in) e.g. We enclose a copy of our catalogue for your reference.
Language Points
3. duplicate v.n. 重复；使再发生 e.g. We have some stock left， and shall be able to meet your requirements if you wish to duplicate your last order.
就是对附件有关问题作一说明（对附件本身或其前因后果 加以解释，即附件数量，为什么寄送附件、要求对方做出 什么样的反应等。）这种信可简可繁，可长可短，由写信 人自己掌握。一般来说，老客户之间只要看到附件就明白 了，这时的说明信可短一点，而给新客户的说明信则可详 细一点。
Analyzing the letter
Language Points
8. set forth 陈述；阐明；陈列；提出 e.g. Please see to it that the stipulations set forth in the relative L/C are in exact accordance with the terms of the contract. 9. subsequent amendments随后的修改（信用证） 10. arrage v. 安排，筹备，后接介词for arrage for sb to do sth arrage for dth to do sth e.g. I have arranged for a car to pick the trade delegation up at the airport.
Analyzing the letter
• • • • Paragraph One: acknowldging the order Paragraph Two: sending the S/C Paragraph Three: reminding politely Paragraph Four: close with a wish for future dealings.
Letter 1 Acceptance of a counter counteroffer
Language Points
1.approach v. 与…接洽 e.g. Several buyers have approached us for the supply of peanuts. 2. finalize v. 把最后定下来（之交易搞定） 3. protracted adj 拖延的，延长的
Language Points
6. put the deal through • to conclude a transaction • to close the deal/ bargain • to conclude the business with sb. • to come to terms with sb • to come to business with sb. • to transact business with sb.
Language Points
4.it is understood that 不用说；不言而喻的； • Needless to say that • It goes without saying that 5. covering 涉及..的， 有关…的，包括…的 e.g. We shall be pleased if you will send us your favorable quotation covering your pianos.
Chapter Six
Acceptance &Orders
Writing Steps
A satisfactory order letter should include : 1. express pleasure in receiving the offer; 2. confirm the conclusion of the business and point out the full details of article number, quantity, specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer; 3. hope for further orders;
Language Points
4. order n. 订单 fresh/ new order 新订单 initial order 初次订单 trial order 试订单 outstanding/ pending order 未完成订单 to cancel/ withdraw an order 取消订单 to turn down an order 拒绝订单 to decline an order 谢绝订单 to fulfill/ carry out an order 执行订单 to execute an order 履行订单