国际商务函电：Chapter 4
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国际商务函电第四章Unit04 Offers
Unit Four Offers & Quotations (报盘和报价)
Introduction
In the international business, offers can be divided into two kinds:
A firm offer (实盘)— A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are accepted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included. A non-firm offer (虚盘)— Unlike a firm offer, a nonfirm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn or changed by the sellers.
Most quotation are used by people as non-firm offers, though some with the wording “The quotation is subject to your reply here within a week” and so on function as firm offer.
国际商务函电Chapter 4 Enquiries and Replies
2009 inquiring about the possibility of selling your Men's Shirts，Gold-deer Brand in our market. In reply，we wish to inform you that we are well connected with major dealers in the line of textiles. There is always a ready market here for Men's Shirts，provided they are of good qualify and competitive in price. Therefore，we'll appreciate it if you will let us have your best firm offer and rush us samples by airmail. If your shirts agree with the lade of our market，we feel confident of placing a trial order with you.
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4.4 Focal Words & Useful Expressions (焦点词汇和实用表达)
2. Useful Expressions(实用表达) (1)steady demand There is a steady demand for computer. (2)fashionable This dress is such a good style; it will be
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4.2 Specimen Letters (样函)
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4.4 Focal Words & Useful Expressions (焦点词汇和实用表达)
2. Useful Expressions(实用表达) (1)steady demand There is a steady demand for computer. (2)fashionable This dress is such a good style; it will be
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4.2 Specimen Letters (样函)
国际商务函电：Chapter 4
Yours faithfully,
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
Example: an enquiry from a seller
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs, Thank you for your catalogue and pricelist, which we received last week. After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience.
徐美荣外贸英语函电Chapter4-所有知识点及课后答案
NotesLetter 11.offer 与quotation的区别：Offer为报盘，也就是说除了针对某种商品的价格外，还应该包括数量、交货期、支付方式等交易条件。
quotation为报价，即某种商品的价格。
2.acknowledge v. 承认或宣布收到acknowledgement n. 承认；收悉通知acknowledge receipt ofmake acknowledgement to确认收到某人来信用acknowledge确认收到某人来电报用confirmEg:我们确认收到你方十月十日的来函。
We acknowledge your letter of Oct.10.We acknowledge receipt of your letter of Oct.10We make acknowledgement to your letter of Oct.10.We have for acknowledgement your letter of Oct.10.3.date v. 加日期于；日期为；与介词of作用相同We have received your letter of Nov.18. We have received your letter dated Nov. 18.4.offer v/n 报盘offer sb sth at a price 以…价格向某人报盘offer sb firm 给某人报实盘make sb a firm offer for sth at a price 向…报实盘a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘a firm offer 实盘a non-firm offer 虚盘to accept an offer 接受报盘to confirm an offer 确认报盘to decline an offer 拒绝报盘to entertain an offer 考虑接受报盘to extend an offer 延长报盘to withdraw an offer 撤销报盘to cancel an offer 取消报盘to renew an offer 恢复报盘a combined offer 搭配报盘5.L/C letter of credit 商业信用证6.in one’s favor 以某方为受益人7.payable by draft at sight 凭即期汇票支付8.EMP 欧洲主要港口缩写为EMP，按照航运公会统一规定欧洲主要港口有：英国London（伦敦）法国Marseilles（马赛）意大利Genoa（热那亚）德国Hamburg（汉堡）荷兰Rotterdam（鹿特丹）比利时Antwerp（安特卫普）丹麦Copenhagen（哥本哈根）9.firm adj. 确定的；有效的Our offer is firm for 5 days.我方报盘有效期为五天。
函电4-6章
Firm Offer
The expre Subject to your reply reaching us by (before)… 2. Subject to your reply (acceptance) here within …days 3. This offer is firm (open, valid) for … days.
4.3 Letters for example
4.3.1: China National Import & Export corp. Hebei Road Tianjin, China September 6, 2007 Greenwood Textiles Co. , Ltd 315 Lens Road London, England Dear Sirs We acknowledge receipt of your letter dated 15 June, from which we note that you wish to have an offer from us for 50 metric tons of Peanuts, for shipment to London. In reply, we are making you, subject to your reply reaching us by September 20, Beijing time, the following offer: “ 50 metric tons of Peanuts, F.A.Q.2007 corp., at RMB￥5,300 per metric ton CIF2% London shipment during September/October. All Risks and War Risks for 110% of invoice value will be covered.” We look forward to your early reply. Yours faithfully China National Import & Export corp. Manger
商务英语函电第四章PPT课件
force majeure events.
As to terms of payment, we accept TT (30%eposit balance against copy B/L)
or LC at sight.
2I0t2i1s/3O/12K to send you a sample for test first. I will check the samples
2021/3/blanks with appropriate propositions
1.Our quotation __fo_r____ 30 tons of Shandong groundnuts is
valid __f_o_r_/i_n_ 10 days. 2.You can rest assured that the sample will prove _t_o____
2,000pcs cotton pillow cases,.
7.Our clients are interested _i_n______ your sample. 8.Most products at the fair are __o__f _____ no interest ____t_o____ us.
5
But we can provide the similar slipper for you, you can evaluate the quality. If you accept it, please tell us your Express account and the detailed address so that we can send the sample as soon as possible.
高教社2023国际商务英语函电教学课件chapter 4
We are also enclosing our latest catalogue for your reference.
Yours sincerely
Dear Mr. Smith:
We have learnt from the Bank of China, Shanghai Branch that you are one of the leading importers of canned foodstuffs. We wish to inform you that we specialize in this line, and shall be pleased to enter into direct trade relations with you.
You can also find our latest catalogue as attached. These items are newly developed models in UK market, which enjoys good popularity in your market. Please contact us for future information. Looking forward to proceed for future business relationship.
• Build your own website • B2B platform • Ground promotion • Search engines：Google、Yahoo、Yandex • Trade directory or list • Attending a trade show • Social media platforms: Facebook, LinkedIn, Twitter, Instagram
Yours sincerely
Dear Mr. Smith:
We have learnt from the Bank of China, Shanghai Branch that you are one of the leading importers of canned foodstuffs. We wish to inform you that we specialize in this line, and shall be pleased to enter into direct trade relations with you.
You can also find our latest catalogue as attached. These items are newly developed models in UK market, which enjoys good popularity in your market. Please contact us for future information. Looking forward to proceed for future business relationship.
• Build your own website • B2B platform • Ground promotion • Search engines：Google、Yahoo、Yandex • Trade directory or list • Attending a trade show • Social media platforms: Facebook, LinkedIn, Twitter, Instagram
商务函电 Chapter 4 Enquiries and Replies精品PPT课件
“how about 20 yuan?”
20.10.2020
3
Acceptance
The seller accept your counter-offer, and then you pay the flowers.
How do you call this step (the last step)?
However, we still believe that we will have chance to conclude business. We are especially interested in your No.7982 item. Could you please answer questions below?
20.10.2020
8
Sample Letter 1 General Enquiry
Dear Mr…
We are a group of consulting companies active in the field of export-import promotion and of joint ventures especially set up to provide services to China.
We have noticed that several local producers of garments are interested in entering into a joint venture agreement with Chinese firms. Also, companies importing garments from Hongkong wish to get into direct contact with producers on the Mainland. When I was in China recently I also noticed that the local demand for textiles had increased considerably in the past several years.
20.10.2020
3
Acceptance
The seller accept your counter-offer, and then you pay the flowers.
How do you call this step (the last step)?
However, we still believe that we will have chance to conclude business. We are especially interested in your No.7982 item. Could you please answer questions below?
20.10.2020
8
Sample Letter 1 General Enquiry
Dear Mr…
We are a group of consulting companies active in the field of export-import promotion and of joint ventures especially set up to provide services to China.
We have noticed that several local producers of garments are interested in entering into a joint venture agreement with Chinese firms. Also, companies importing garments from Hongkong wish to get into direct contact with producers on the Mainland. When I was in China recently I also noticed that the local demand for textiles had increased considerably in the past several years.
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the definition of an enquiry; the classification of enquiries; guidelines for writing enquiries and replies; the standard format of enquiries and replies; how to use the commom expressions in enquiries and replies.
● Source of Information: a brief mention of how you obtained your potential supplier’s name; ● Offering alluring terms: Some indication of the demand in your area for the goods which the supplier deals in; ● Making requests: Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, price list, a sample, a quotation, and so on.
We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Requirements in a general enquiry Yours faithfully,
A first enquiry
For a first inquiry — a letter sent to a supplier with whom you have not previously done business，usually, the following information should be included：
Example: an enquiry from a seller
Dear Sirs, We are honoured to be your long-term supplier for the past 5 years and we hold high value on your credit standing and ability for marketing our commodities in your area. We are writing to introduce our new drive-on trowels, a developed model with all the advantages of past models and many new improved features. We would like to invite you to visit our website for more details regarding the specifications, functions and other features of the machine for your comments and comparison with the existing ones on the market. Considering our long term successful cooperation, we would like to offer you the sole agency for this new product in your particular region, so long as your proposed terms and conditions are comparable to competitors. Your proposal is required by the end of this month in order to secure your privileged authorization. Thank you and best regards, Yours faithfully,
We are an importer of beach suits and we have engaged in this particular line of business for more than thirty years. In order to acquaint us with the material and workmanship of your products, we shall appreciate it if you will send us your catalogues, a sample book and your latest price list.
Example: general enquiry
Dear SiLeabharlann s,We have been informed by Natwest, London that you are a leading manufacturer of cotton clothes in your city and that you wish to extend your business to the British market.
Basic procedures in the conclusion of a business deal
Enquiry Offer Counter offer Acceptance Conclusion of the deal
General/specific enquiry
General enquiries: requesting pricelists, catalogues or samples only; Specific enquiries: including relevant terms and conditions for a trade including description of the product, quotation and quality requirement,etc. Difference: A general enquiry focuses on information in general terms, but specific ones focus on particular terms and conditions on particular items.
Requirements in a specific enquiry
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
1
Politeness brings you fortune.
-------- an old Chinese saying
Discuss the following questions
1) 2) 3) 4) 5) What is an enquiry？ What are the procedures involved in the conclusion of a deal? What is an offer? Who sends an enquiry, buyer or seller, or both? What is a general enquiry, and what a specific enquiry?
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs,
Thank you for your catalogue and pricelist, which we received last week.
After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience. We used to purchase this article from other sources but we now prefer to buy from your company because we understand you are in a position to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to concluding the deal with you. Yours faithfully,
● Source of Information: a brief mention of how you obtained your potential supplier’s name; ● Offering alluring terms: Some indication of the demand in your area for the goods which the supplier deals in; ● Making requests: Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, price list, a sample, a quotation, and so on.
We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Requirements in a general enquiry Yours faithfully,
A first enquiry
For a first inquiry — a letter sent to a supplier with whom you have not previously done business，usually, the following information should be included：
Example: an enquiry from a seller
Dear Sirs, We are honoured to be your long-term supplier for the past 5 years and we hold high value on your credit standing and ability for marketing our commodities in your area. We are writing to introduce our new drive-on trowels, a developed model with all the advantages of past models and many new improved features. We would like to invite you to visit our website for more details regarding the specifications, functions and other features of the machine for your comments and comparison with the existing ones on the market. Considering our long term successful cooperation, we would like to offer you the sole agency for this new product in your particular region, so long as your proposed terms and conditions are comparable to competitors. Your proposal is required by the end of this month in order to secure your privileged authorization. Thank you and best regards, Yours faithfully,
We are an importer of beach suits and we have engaged in this particular line of business for more than thirty years. In order to acquaint us with the material and workmanship of your products, we shall appreciate it if you will send us your catalogues, a sample book and your latest price list.
Example: general enquiry
Dear SiLeabharlann s,We have been informed by Natwest, London that you are a leading manufacturer of cotton clothes in your city and that you wish to extend your business to the British market.
Basic procedures in the conclusion of a business deal
Enquiry Offer Counter offer Acceptance Conclusion of the deal
General/specific enquiry
General enquiries: requesting pricelists, catalogues or samples only; Specific enquiries: including relevant terms and conditions for a trade including description of the product, quotation and quality requirement,etc. Difference: A general enquiry focuses on information in general terms, but specific ones focus on particular terms and conditions on particular items.
Requirements in a specific enquiry
Buyer’s or seller’s enquiry
Most enquiries are from a buyer to a seller since it is normally a request for an offer.
1
Politeness brings you fortune.
-------- an old Chinese saying
Discuss the following questions
1) 2) 3) 4) 5) What is an enquiry？ What are the procedures involved in the conclusion of a deal? What is an offer? Who sends an enquiry, buyer or seller, or both? What is a general enquiry, and what a specific enquiry?
Definition
An enquiry is the first step in business, usually made by the buyers without engagement, asking for information on terms and conditions of a potential deal, such as quality, specification, price, shipment, etc, for the intention of buying or selling certain kind of commodities.
Peter Johnson Sales Director
Example: specific enquiry
Dear Sirs,
Thank you for your catalogue and pricelist, which we received last week.
After checking the range of products, we find that the Printed Shirting would be the most suitable one for us. Please quote us your lowest price CIF Hamburg, inclusive of our 3% commission at your earliest convenience. We used to purchase this article from other sources but we now prefer to buy from your company because we understand you are in a position to supply large quantities at more attractive prices. Besides, we have confidence in the quality of Chinese products. We look forward to concluding the deal with you. Yours faithfully,