商务英语函电Lesson4
商务函电Unit 4
Letter 6
Reply to an Importer
4.urge “竭力推荐或力陈某事物” 竭力推荐或力陈某事物” 竭力推荐或力陈某事物
urge sb. to do sth. 劝告某人做某事
5.as… as possible —asap
“尽可能 地” 尽可能…地 尽可能
e.g. You must finish your work as soon as possible.
Letter 1
An Enquiry for IBM-Compatible PCs
3. terms of payment “支付条款，支付方 支付条款， 支付条款
式”
4. Should your computers be of good quality and…
Should用于 / in case 后 ， 可以省略 / in 用于if 可以省略if 用于 case，将主语与动词倒置，表示“万一” ，将主语与动词倒置，表示“万一” e.g. If you should change your mind, do let me know. =Should you change your mind, do let me know.
书”
7. in advance “提前，预先” 提前， 提前 预先” e.g. The rent must be paid in advance.
Letter 5
Reply to the Enquiry from a Customer Abroad
1.enclosed please find… “随信附上 随信附上…” 随信附上 = We enclose… e.g. Enclosed please find three copies of our latest catalog. 2.draw one’s attention to “让某人注意 让某人注意…” 让某人注意 e.g. She drew my attention to an error in the report.
unit 4商务英语函电
Unit 4 counter-offer1.we regret that……2.we regret to say/state that…….3.we note/find with regret that…4.much to our regret5.we feel/are sorry/regretful that…e to terms/business 达成协议，成交7.close a deal/bargain 达成协议，成交8.reduce…by (reduce\decline\cut) 降低了…..9.reduce…to 降低到….10.make are reduction of 降低…..11.declining market 行情下跌的市场，市场疲软12.strengthening/advancing market 行情上升的市场，市场活跃13.weak market 行情下跌的市场，市场疲软14.strong/active market 行情上升的市场，市场活跃15.direct your attention to 着眼于…16.prices are fixed on a reasonable level 价格定位合理17.prices are in line with the current/ prevailing market level 价格与现行市价相符合18.prices are out of line with current/ prevailing market level 价格与现行市价不相符合19.prices (can’t) match/ match up to the current market level 价格与现行市价（不）相符合20.prices are favorable/ workable/ acceptable/ reasonable/ suitable/ competitive 价格优惠/能做的开/接收/合理/何时/具有竞争性21.prices are unfavorable/ unworkable/ unacceptable/ unreasonable/ unsuitable/uncompetitive22.see one’s way clear to do = be able to do = be in a position to do 能够做….23.with a view to doing = in order to do 为了…24.in view of 鉴于25.cover (the increasing) cost 弥补上升的成本26.cover the rise in the cost 弥补上升的成本27.freight cost 运输成本bor cost 劳动力成本29.export cost 出口成本30.increase in freight rate 运费的上升31.increase/ rise in price 价格的上升32.reduction in price 价格的降低33.request for lower price 降价的要求34.request for reducing price 降价的要求35.ask for lower price 要求降价36.in reply 此复37.reply to the letter of April 6 回复4月6号的信38.in this case 在这种情况下39.persuade our customers to accept your prices 劝说我们的顾客接受你们的价格40.even though/ if 即使41.be prepared to do 愿意做….42.prepare to do 准备做…43.result in = lead in 导致44.result from 由于，源自45.market share 市场份额46.market share with great profit 高利润的市场份额47.decline price reduction 拒绝降价48.meet the competition 与其他报价竞争pete with other dealers 与其他经销商竞争50.point out 指出51.make the profit margin thin (thin, narrow, small, little, low) 使利润薄52.leave sb with thin profit margin 留给…薄利润53.bring sb thin profit margin 带给…薄利润54.include thin profit margin 包含薄利润55.sb earn thin profit margin 赚取薄利润56.recommend sb sth 推荐某人某物57.on the recommendation of 在…推荐下58.take A as a substitute for B 用A代替B59.substitute A for B 用A代替B60.replace B by/ with A 用A代替B61.be similar to 与…相似62.the same as 与…相似63.take/ have/ catch/ lose the opportunity to do 利用/拥有/抓住/丢失机会去做…64.make concession on price 做出降价让步65.consider sth = take sth into consideration 考虑某事66.be anxious to do 急切希望做….67.be anxious about/ for sth 担忧….68.meet you half way 折中处理69.agree with sb 同意某人70.agree to do sth 同意做某事71.agree on sth 对…达成协议72.refer to 谈论，涉及73.take effect = affect = put… into practice 生效74.sudden rise/ increase 突然上升75.continual rise/ increase 持续上升76.steady rise/ increase 稳定上升77.frequent rise/ increase 频繁上升78.sharp rise/ increase 急剧上升79.economies in the directions 周边的经济80.stand firmly in the market 站稳市场81.on the earliest date 早日。
商务英语函电第四章
4. valid adv. 有效的，确定的 类似的有：good, open 或 valid This offer remains valid/firm until the end of this month. 该报盘保留于月底有效。 We are prepared to keep our offer open until the end of this month. 我们准备保留报盘到月底有效.
Regards, Arne Jense
Hong Kong Ltd. Purchasing Shenzhen Office: 5th Floor, Block C,F 3.8 Building Tianjing Tianan Cyber Park, Jiansha District Shenzhen, China [t] +86-987654321
1. sample n. 样品 通常需要技术部确认的样品有: 初样(头样) initial sample，proto sample 尺寸样measurement sample/size sample 确认样confirmation sample 产前样pre-production sample 大货船样production sample 此外还有testing sample, fit trial sample 试 穿样，counter sample回样等。
Chinese version of the letter： （A）
（A）要求提供样品 艾丽西亚： 我们对你方的人字拖鞋很感兴趣。 请报数量10,000/50,000/100,000 双拖鞋的价格。 可否提供2双拖鞋用于测试？如果可行，请由顺丰快递 寄上每款规格4码的样品2双，邮费预付。 TRF081174 TRF081175 TRF081150 TRF081175 TRF081176
《商务英语函电》第四章
首次订单 新订单
trial order
试订单
repeat order
续订单
duplicate order
重复订单
place an order with sb. for sth.
carry out /execute /fill /fulfil an order
accept an order
向某人订购某物 执行订单 接受订单
An order or a letter
placing an order
Article Number Specifications
Quantity Quality Unit Price & Total Value Shipment Packing Payment Insurance Order Number and Date Names and Addresses of Both Parties Other Specific Conditions
Practice
I. Translate the following expressions from English into Chinese:
1. first order 首次订单
3. Item No. 货号，产品标号
5. be up to 符合，达到
2. proforma invoice 形式发票
• Dear Sirs, • Tennis Rackets • Thank you for your quotation of December 20 for the ___s_u_b_j_e_ct___
goods. Both the quality and the prices you offered are __a_c_c_e_p_ta_b_l_e_ and we decide to order 3,000 pieces ____f_r_o_m____ you as per the particulars ___e_n_c_lo_s_e_d__.
《商务英语函电教程》Unit 4发出要求与拒绝邀请
Guidelines for Writing
1. A letter of offer or quotation
A letter of offer or quotation is usually composed of the following three parts: (1). An expression of thanks for the enquiry, if any; (2). Details of the goods, prices, discounts or commissions, terms of payment, the time of delivery, the time period in which the offer is valid; (3). An expression of the offer will be accepted.
A firm offer will include the following:
a. An expression of thanks for the endities, quality, quantity, and specifications; c. Details of prices, terms of payment, commissions, or discounts, if any; d. Packing and date of delivery; e. The validity of the offer; f. An expression of hope that the offer will be accepted. (optional)
In practical international business, there are two kinds of offers:
函电(unit4询盘)PPT教学课件
express clearly your requirements
• Plor …
• We shall be grateful if you would send us your catalogue, price list and samples.
2. how to write an enquiry.
if it is a first enquiry, state the source of the information and make a self-introduction at the beginning of the letter.(参见上一单元) state your interest/market conditions. express clearly your requirements. encourage an early reply. (参见上一单元)
Unit 4 enquiries and replies
Objectives:
• Know the basic knowledge of enquiries. • Know how to write an enquiry letter. • Master typical sentences and expressions.
(一般询盘和具体询盘)
In a general enquiry, the buyer may only request some general information such as a catalogue,price list,samples,illustrated prints and so on.
1. introduction:
An enquiry is a request for information. In international trade, most enquiries are
商务英语函电第四章
and followers Goodwill
The History and Development of Business English
Response
Origin
Business English Correspondence can trace its roots back to the development of the English language and the emergence of international trade
02
Writing Skills for Business English
Response
Writing Principles
Accuracy Brevity Clarity Courtesy
Ensure that all information you provide is accurate and precise Do not use approximations or guides
Use active voice
Use the active voice to make your writing more consensus and direct Avoid using passive voice unless necessary
Organize your thoughts well
Use of formal meetings and closures
Knowledge and recommendation of business partners' work
Official Language
Use of personal language to maintain a formal tone
《商务英语函电教程》Unit 4发出要求与拒绝邀请
Specimen Letter-1 (An Offer based on Enquiry) SHENZHEN NEW CENTURY TRADING CO., LTD
Rm 818, 3 Building Ease, SEG Science & Technology Park
Huajiang North Road, Shenzhen, China 518028 E-mail:Helen@ Tel: 86-755-30113998 September 30, 2007 The NILE TRADEING CO., LTD 161 Pyramid Street Alexandria.Egypt Dear Sirs, Replying to your enquiry of May 13 for a supply of our crockery, we are pleased to quote as follows: Teacups ＄56 per hundred Tea Plates ＄40 per hundred Teapot, 1-litre ＄3 each
These prices include packing and delivery, but crates are charged for, with an allowance for their return in good condition. We can deliver from stock and will allow you a discount of 5%, but only on terms ordered in quantities of 500 or more. In addition, there would be a cash discount of 2% on total cost if payment were made within two months from date of invoice. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Yao Da-ming
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illustrated catalogue
插图目录
discount 折扣; 打折扣
delivery date 装运期
contact
联系；与……联系
workable 做得开的，可行的
Text
Exercises
4 An Enquiry for Men’s and Ladies’ Sports Wear
A. to
B. in
C. for
D. at
1
2
3
4
5
• 6. We want to acquaint ourselves ________ the supply
position of steel products.
A. to
Байду номын сангаас
B. at
C. for
D. with
• 7. Should your price be competitive and delivery date _____,
A. on
B. at
C. under
D. for
• 3. There is always a great demand for your goods, if they are good in quality and competitive ______ prices.
A. at
B. in
C. of
D. under
__p_o_s_iti_o_n_ to accept fresh orders. 3. __R_e_g_a_r_d_in_g__ your enquiry, we will make you an offer later. 4. Please _e_n_c_l_o_se___ the latest catalogues and sample books
A. buy
B. buying C. to buy D. to buying
• 9. As _________, we are sending you a sample book and our
latest price lists.
A. request B. requested C. require D. required
• 10. ____________ our catalogues for your reference.
A. Enclosing
B. Please find enclose
C. Enclosed please find D. Enclosure
1
2
3
4
5
1. This article is of special __in_t_e_r_e_st___to us. 2. We take pleasure in informing you that we are in a
Content Words
4 An Enquiry for Men’s and Ladies’ Sports Wear
• Dear Mr. Lee, • We are interested to buy large quantities of
Men’s and Ladies’ Sports Wear and should be grateful if you would give us a quotation per dozen CIF Sydney. • In order to acquaint us with the material and workmanship of your products, Please send us your catalogues, samples and price list. • If your prices are workable and the delivery date is acceptable, we intend to trade with you.
启运
NOTES
FCA Free Carrier 货交承运人
Group F
运费未付
FAS
Free Alongside Ship 船边交货
水
FOB Free On Board
上
CFR Cost and Freight 成本加运费
运 输
Group C CIF Cost Insurance and Freight 成本、保险费加运费
4 An Enquiry for Men’s and Ladies’ Sports Wear
Content Words
Words and Expressions
a large quantity of 大量的 enquiry 询盘；询价
CIF = Cost, Insurance and Freight 成本、保险加运费
we intend to place an important order with you.
A. acceptable
B. of acceptable
C. is acceptable
D. being acceptable
• 8. We recommend _________ a small quantity for trial.
large quantities of • If your price is workable, we will buy large quantities of your Christmas Trees.
Incoterms 2010 （国际贸易术语通则2010）
Group E EXW Ex Works 工厂交货
NOTES
in order to • “目的、结果”的表达： • to • in order to • in order that • so that • so as to
NOTES
acquaint 使···了解/熟悉 • acquaint sb. with sth. 使某人熟悉某物 • sb. be acquainted with sth. 某人了解某物 =be familiar with sth. • In order to acquaint you with our products, we will show you our samples. • 我们非常了解你们的新产品。 We are well acquainted with your new products.
Text
Exercises
• 1. Please ______ us if you need any help.
A. contact with
B. make contact
C. contact
D. contact to
• 2. We intend to make an enquiry _____ your toys.
Content Words
4 An Enquiry for Men’s and Ladies’ Sports Wear
Exercise I
• Choose the best answers.
Exercise II
• Fill in the blanks with the given words.
Exercise III
回扣是指经营者为了销售或者购买商品，在帐外暗中给予交易对象或有 关人员财物的行为。
NOTES
contact n. /v. 联系；与……联系 • contact sb. / make contact with sb. • If you are interested in our products, pls contact us asap. • 类似表达： • approach sb. for sth. / get in touch with sb. • 如果你们有任何需要，请随时联系我们。 Please feel free to contact us if you need any help.
• Check and see whether the following sentences are correct.
Exercise IV
• Translate the following letter into English.
Exercise V
• write a letter of enquiry.
Text
Exercises
NOTES
a large quantity of 大量的 • We purchased large quantities of Toys last year. • We are interested to buy a large quantity of Black Tea.
• 4. It will be ________ if you will send us samples by airmail.
A. appreciate it
B. appreciate
C. appreciated
D. appreciates
• 5. We would like to make an enquiry ________500 cases of Cleaning Powder.
Content Words
D.Wilson & Co.想要购买 大量的男式和女式运动
衫，故致函环球贸易有
限公司，希望能得到对
方的商品目录、报价和 样品等。
环球贸易有限公司收到 D.Wilson & Co.的来函后， 马上给对方回信，表示
已按要求寄送了带插图 的目录和价目表等。
Text
Exercises
运费已付 CPT Carriage Paid To 运费付至