大学生 商务函电 第4章 PPT
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实用商务英语函电课件-Unit 4
A brief introduction to offers and counter-offers—A counter-offer
Writing tips: 1. The letter begins by thanking the recipient for his offer. 2. The letter should express regret at inability to accept the statements and provide the recipient with detailed and reasonable reasons for nonacceptance.
A brief introduction to offers and counter-offers—An offer
An offer, a clear indication of the seller’s willingness to enter into an agreement under specified terms, normally includes a closing date. Definite contents and full details of the commodity are also preferred in an offer, and words like about, and reference price are not recommended accordingly. What’s more, terms and conditions under which an offer is made include items like commodity, specifications, quantity, quality, price, discounts, delivery date, shipping costs, and payment terms.
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.
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.
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:
商务函电 Chapter 4 Enquiries and Replies精品PPT课件
“how about 20 yuan?”
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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?
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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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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?
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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.
原创 商务函电 课件总结 Chapter 4 offers
Chapter 4 offersPoints for Attention:出口商通常在两种情形下写发盘函：1.直接向客户发盘，要多考虑发盘的完整性和吸引力。
2.收到客户询盘后作出答复，针对性更重要，必须做到有的放矢，以买方感兴趣或者符合对方要求的商品货号为中心。
例如，对方在询盘函中已经说明需要立即出运的商品，那么对于库存断档的商品再做激励性介绍，恐怕也收效甚微。
Types of Offer1.从报盘人的身份来分：买方报盘，卖方报盘。
买方报盘: bid/buying- offer卖方报盘: selling-offer2.从报盘形式来分：口头报盘，书面报盘两种。
3.从报盘先后顺序来分：主动报盘A Volunteer Offer对询盘信的答复A Reply to an Inquiry4.报盘从法律责任上来分：有约束力的报盘offer with engagement无约束力的报盘offer without engagementOffer with engagement---formal offer/ effective offer/firm offerOffer without engagement ---- free offer/ non-firm offerFirm offeran offer with engagement. usu. in written form, may not be withdrawn, or amended for a specific period of time.A satisfactory firm offer should meet 4 requirements:No ambiguous words: 忌用…大约（about）‟，…参考价（reference price）‟等词。
2) Complete trade terms:包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。
商务日语函电第4课 邮件的格式ppt课件
8、正文〔本文〕：每行的内容不要写得太长，尽量做到不用移 动翻页条就能看到全文。文章原那么上靠左，在段落中途适 当
的换行，每个内容之间最好空出一行，以便于阅读。 9、署名〔署名〕：填入寄件人的姓名、联络方式。同时还要填
入地址、号码、号、本人公司的主页网址，以便对 方运用邮件以外的方式也能联络到。
第一单元 商务文书的格式
第四课 邮件的格式
邮件
电子邮件又称E－mail，它是英文Electronic mail的 简写，是利用计算机网络进展信息传输的一种现代化 通讯方式。E－mail与传统函件相比，具有速度快、 价钱低、可同时传送文本、图像、声音、动画等多种 信息的特点。
商务邮件也有比较固定的格式、礼节和运用方法。 作为商务人士就需求掌握邮件的制造、管理、回复、 以及发送方法。
6、收件人称号〔送信先の名前〕：假设收件人是公司，有时可 能几个人共用一个邮箱，因此最好写清楚收件公司的称号、 部门的称号、职位、姓名。
7、应付语〔挨拶文〕：假设是长期业务往来的客户，只需简短 的应付语即可，例如「いつもお世話になっております。田 中商事の中村です。」等等。要留意的一点是，假设给初次 往来的客户发邮件，需求较特点就是要简单。 2、对于正式的恳求、致歉函件最好不要采用邮件方式。 3、件名是邮件的主题和中心，要求一看到件名就能知 道邮件的大体内容。 4、对于邮件的行文，最好一行控制在30-35字左右。 这样有利于对方阅读。即对方不需求挪动光标，就可 以看到全文。 5、一定要有署名，其中包括公司称号、、地址、 本人姓名、所属部门、联络、、邮件地址。
邮件的组成部分
1、发件人〔宛先〕：这里需求填入对方的邮件地址。 2、抄送CC〔Carbon Copy〕:抄送是同时发给多个人邮件时常用
的换行，每个内容之间最好空出一行，以便于阅读。 9、署名〔署名〕：填入寄件人的姓名、联络方式。同时还要填
入地址、号码、号、本人公司的主页网址，以便对 方运用邮件以外的方式也能联络到。
第一单元 商务文书的格式
第四课 邮件的格式
邮件
电子邮件又称E－mail，它是英文Electronic mail的 简写，是利用计算机网络进展信息传输的一种现代化 通讯方式。E－mail与传统函件相比，具有速度快、 价钱低、可同时传送文本、图像、声音、动画等多种 信息的特点。
商务邮件也有比较固定的格式、礼节和运用方法。 作为商务人士就需求掌握邮件的制造、管理、回复、 以及发送方法。
6、收件人称号〔送信先の名前〕：假设收件人是公司，有时可 能几个人共用一个邮箱，因此最好写清楚收件公司的称号、 部门的称号、职位、姓名。
7、应付语〔挨拶文〕：假设是长期业务往来的客户，只需简短 的应付语即可，例如「いつもお世話になっております。田 中商事の中村です。」等等。要留意的一点是，假设给初次 往来的客户发邮件，需求较特点就是要简单。 2、对于正式的恳求、致歉函件最好不要采用邮件方式。 3、件名是邮件的主题和中心，要求一看到件名就能知 道邮件的大体内容。 4、对于邮件的行文，最好一行控制在30-35字左右。 这样有利于对方阅读。即对方不需求挪动光标，就可 以看到全文。 5、一定要有署名，其中包括公司称号、、地址、 本人姓名、所属部门、联络、、邮件地址。
邮件的组成部分
1、发件人〔宛先〕：这里需求填入对方的邮件地址。 2、抄送CC〔Carbon Copy〕:抄送是同时发给多个人邮件时常用
《商务英语函电教程》Unit-4发出要求与拒绝邀请
An offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror’s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.
➢ A counter offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the offeree.
➢ The offeree may show disagreement to the price, or packing, shipment and state his own terms instead.
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A firm offer will include the following:
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, or
✓To learn usual steps for making an offer and a counter-offer
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1. Offers
An offer is a reply made by a seller to the enquiry by a buyer. It has also been the practice that a seller voluntarily makes an offer to his regular customers or new customers who may have interests in his products without waiting for an enquiry.
➢ A counter offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the offeree.
➢ The offeree may show disagreement to the price, or packing, shipment and state his own terms instead.
2021/6/4
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A firm offer will include the following:
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, or
✓To learn usual steps for making an offer and a counter-offer
2021/6/4
2
1. Offers
An offer is a reply made by a seller to the enquiry by a buyer. It has also been the practice that a seller voluntarily makes an offer to his regular customers or new customers who may have interests in his products without waiting for an enquiry.
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Types of Offer 1.从报盘人的身份来分：买方报盘，卖方报盘。 从报盘人的身份来分：买方报盘，卖方报盘。 买方报盘: bid/buying买方报盘: bid/buying- offer 卖方报盘: selling卖方报盘: selling-offer 2.从报盘形式来分：口头报盘，书面报盘两种。 从报盘形式来分：口头报盘，书面报盘两种。 3.从报盘先后顺序来分：主动报盘A Volunteer Offer，对询盘信 从报盘先后顺序来分：主动报盘A Offer， 的答复A 的答复A Reply to an Inquiry 4.报盘从法律责任上来分： 报盘从法律责任上来分： 有约束力的报盘offer 有约束力的报盘offer with engagement 无约束力的报盘offer 无约束力的报盘offer without engagement Offer with engagement---formal offer/ effective offer/firm offer engagement---formal offer/firm Offer without engagement ---- free offer/ non-firm offer offer/ non-
虚盘的表示
• • • The quotation is effective while stocks last. Subject to prior sale. Subject to our final confirmation.
鼓励对方订货并保证供货满意
• We hope you will agree that our prices are very competitive for these good quality clothes and we look forward your initial order. • As we have been receiving a rush of orders now, we would advise you to place your order as soon as possible. • This favorable offer will not be repeated for some time, and we accordingly look forward to an early order from you. • Any orders you place with us will be processed promp，费用和利润三大要素。 包括成本，费用和利润三大要素。
成本(cost)包括生产成本 加工成本，采购成本。 成本(cost)包括生产成本，加工成本，采购成本。 包括生产成本， 费用(expenses/charges)包括 包括： 费用(expenses/charges)包括： 1. packing charges包装费 charges包装费 10.银行费用 10.银行费用 banking charges 2. warehousing charges 仓储费 11.出口运费 11.出口运费 freight charges 3. inland transport charges 国内运输费 12.保险费 insurance premium 12.保险费 4. certification charges 认证费 13.佣金 13.佣金 commission 5. port charges 港区港杂费 6. inspection charges 商检费 7. duties and taxes 捐税 8. Interest 垫款利息 9. operating charges 业务费用
“商品” 商品”
• goods: 在商务英语中泛指货物 • items: 指前面所提到的商品或货物 • article: 指某一种商品而且有不同的规格 • cargo: 指已装上运输工具、准备运走的货物 指已装上运输工具、 • commodity: 比较正式用语，尤其指一个国家的主要商品 比较正式用语， • consignment: 指定单或合同项下的一批货物 • merchandise: 泛指商品，不特指某一商品，不可加不定冠 泛指商品，不特指某一商品， 词，没有复数形式
由卖方按发票金额的110%投保伦敦货物协会险A 由卖方按发票金额的110%投保伦敦货物协会险A险。 110%投保伦敦货物协会险
实盘有效期的表示
• • • Subject to your reply reaching us by / before… The quotation is for acceptance with two weeks. This offer is firm (open, valid, Good) for… days.
Chapter 4 offers
Points for Attention:
出口商通常在两种情形下写发盘函： 出口商通常在两种情形下写发盘函： 1.直接向客户发盘 要多考虑发盘的完整性和吸引力。 1.直接向客户发盘，要多考虑发盘的完整性和吸引力。 直接向客户发盘， 2.收到客户询盘后作出答复 针对性更重要， 2.收到客户询盘后作出答复，针对性更重要，必须做到 收到客户询盘后作出答复， 有的放矢， 有的放矢，以买方感兴趣或者符合对方要求的商品货号 为中心。 为中心。 例如，对方在询盘函中已经说明需要立即出运的商品， 例如，对方在询盘函中已经说明需要立即出运的商品， 那么对于库存断档的商品再做激励性介绍，恐怕也收效 那么对于库存断档的商品再做激励性介绍， 甚微。 甚微。
虚盘——发盘人所作的不肯定交易的表示 虚盘——发盘人所作的不肯定交易的表示。凡不符合实盘所具备的上 发盘人所作的不肯定交易的表示。 述三个条件的发盘，都是虚盘。 述三个条件的发盘，都是虚盘。 虚盘无须详细的内容和具体条件，也不注明有效期。它仅表示交易的 虚盘无须详细的内容和具体条件，也不注明有效期。 意向，不具有法律效力。出现下列一类的词句者，皆为虚盘： 意向，不具有法律效力。出现下列一类的词句者，皆为虚盘： -Without engagement. 不负任何责任。 不负任何责任。 -subject to prior sale 有权先售 -All quotations are subject to our final confirmation unless otherwise stated. 所作报价,除特别注明外，须经我方确认后方能生效. 所作报价,除特别注明外，须经我方确认后方能生效. -Our offer is subject to approval of export license. 出口许可证准许签证，我方报价才有效。 出口许可证准许签证，我方报价才有效。
Specimen Letter 1
Dear Sirs, Men’s Shirts and Men’s Jackets We acknowledge receipt of your letter dated 10 this month, (from which we note that you wish to have our firm offer for both Men’s Men’ Shirts and Men’s Jackets CFR Rotterdam). Men’ Rotterdam). We are making you an offer for 5,000 dozen of Men’s Shirts at Men’ RMB98. RMB98.00 net per piece CFR Rotterdam or any other European Main Ports for shipment during March/ April, 2001. This offer is 2001. firm, firm, subject to your reply reaching us on or before February 5, our time. time.
交易条件（价格，规格，数量，包装，装运，付款，保险） 交易条件（价格，规格，数量，包装，装运，付款，保险）
• For the …….., the best price is ……per set… • The minimum quantity is one 20’FCL（full container load） and （ ） with the purchase of two or more containers, the price is reduced by 2%. • Delivery is to be made within 45 days after receipt of order. • All these blankets are packed in plastic bags. • Our usual terms of payment are made by confirmed irrevocable Sight L/C. • The insurance shall be effected by the seller covering the invoice value plus 10% against Institute Cargo Clauses(A).保险
vs.虚盘 实盘 vs.虚盘
实盘——发盘人（Offerer） 实盘——发盘人（Offerer）按其提供的条件以达成交易目的的明确 发盘人 表示。实盘具有法律效力，受盘人(Offeree)一旦在有效期限内接受实 表示。实盘具有法律效力，受盘人(Offeree)一旦在有效期限内接受实 盘上的条件和内容，发盘人就无权拒绝售货。 盘上的条件和内容，发盘人就无权拒绝售货。 一项实盘必须具备以 下几个条件： 下几个条件： 1) 发盘的内容和词句必须肯定，不能用‘大约（about）’，‘参考价 发盘的内容和词句必须肯定 不能用‘大约（about） 内容和词句必须肯定， price） 等摸棱两可的词。 （reference price）’等摸棱两可的词。 2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量 发盘的内容明确完整 其内容应包括商品品质（Quality）， 内容明确完整， ），数量 Quantity），包装（Packing），价格（Price）， ），包装 ），价格 ），装运 （Quantity），包装（Packing），价格（Price），装运 Shipment），支付（Payment） 有效期(Validity )等 ），支付 （Shipment），支付（Payment）,有效期(Validity )等。 3) 发盘中不能有保留条件如：以我方最后确认为准 subject to our 发盘中不能有保留条件 不能有保留条件如 final confirmation 以货物的未售出为准 subject to goods being unsold