外贸函电6
外贸函电课件_6_还价
•质量 质量：使用优质棉花 质量
Quality: the cotton used is superior quality
made of high-quality / topquality cotton 这里不合适使用 made from
•价格 价格：FOB广州，按照不同式样，每件从18美元到 价格 45美元不等 Price: FOB Guangzhou US$ 18 to 45 per piece according to various designs.
第五章 练习题答案
请根据下面的内容，完成一封发盘信。 您好，作为对您1月5日询盘的回复，我们给您一个 实盘报价（firm offer），… Dear Sirs, In reply to your inquiry of January 5, we’re giving you a firm offer,
第六章 练习题
请将下面8句话译成英语。 1. 2. 3. 4. 5. 除非你方减价5%，否则我们无法接受报盘。 如果你的报价比这还高，我们宁愿放弃这桩生意。 这是我方的最低价格，我们不能再让了。 我们已经把价格压到接近生产成本了。 我方报价基于合理利润，并不是漫天要价。
6. 这是我们目前能够供应的最大数量。 7. 如果你们不能全额供货，请至少给我们一 半。 8. 今年我们可以多订700条牛仔裤。
五、第六章重点词汇
accept v. 接受，承兑 accept your offer 接受报价 accept your draft 承兑汇票 acceptance n. 接受，承兑
contribute v. 捐献；有助于；投稿 contribute money 捐款 contribute to sth对某事有所贡献 contribute to a literary journal 文学期刊投稿 contribute to 有助于 attribute to 归结于
外贸函电_Unit 6国际贸易中的订购与确认
Unit Six
Section 2: Specimen Letters
We appreciate … and assure you that your order will receive our most carefully attention. Yours sincerely,
Unit Six
However, we are unable to deliver the goods at the shipment date stipulated by you in your order due to …. We would like to do business with you but it is necessary for you to give us a little more time.
Unite 6:
Order and Acceptance
Unit Six
学习目标
了解国际贸易中的订购与确认的基本知识； 掌握订购单内容及进口商订购信函的写作要 点、基本内容； 掌握出口商的接受订单信函和拒绝订单信函 的写作要点、基本内容； 掌握订购信函、确认信函的常用表达，能够 根据业务情境准确撰写订单信函、接受订单信 函和拒绝订单信函。
Note
1. satisfactory 2. item 3. invoice 4. all risks 5. irrevocable L/C available by draft at sight 6. urgently
Unit Six
Section 2: Specimen Letters
Letter 2 A seller replies to accept an order 思考： What does the seller require about L/C?
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6acceptance_and_order
4) to confirm one's order 确认订单 We are glad to confirm our cable order dispatched this morning as follows. 兹乐意确认今早拍发的电报订单如下 5)to order sth.at a price按……价格订购 price按……价格订购 We have received your catalogue and price list, and now we order the following goods at the prices named. 已收到贵方产品目录和价格表.现按所示 价格订购下列货物.
We are enclosing our Purchase Confirmation No.2009No.2009-308 in duplicate for your signature. Please sign and return one copy for our file. file. Upon receipt of your confirmation, an L/C will be issued. issued. Sincerely yours,
6) to place one's order elsewhere 向别处订购 谢谢贵方自行车报价,但遗憾的是,贵方 价格对此市场来说过高,我们不得不向别 处订购. Thank you for your quotation for bicycle, but we regret that we have to place our order elsewhere as your prices are too high for this market.
本文是关于订货的信函,客户对订货满意, 会续订货因为彼此都有所了解.首先应表 达己方有续订的愿望,然后写明按照上次 条款再订若干该类产品,希望对方早日满 足要求等.
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
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%”。
外贸函电第六章
真通知你方。 由于我方急需此货，我方认为有必要重申在信用证有效期内按时
装运的重要性，装运方面的任何延误都将给我方以后的交易带来损失。
谨上，
Specimen Letters（样函2）
• 见教材p98(letter 6-1)
不管是合同还是确认书，一般都是一式两份，经过双方签字(会签)，各 执一份，据以执行，这种行为在进出口业务中，称之为签订合同。
6.2 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;
（2）对所订货 Our products are selling well in many areas。）
（3）保证对订 单迅速、 认真地处理
We appreciate the business you have been able to give us and assure you that your order will receive our most careful attention. （感谢你公司照顾我们这笔交易，我们保证一定慎重 办理贵方订单。）
外贸函电第六单元作文
外贸函电第六单元作文
《关于外贸函电第六单元的那些事儿》
嘿呀，咱今儿个就来说说这外贸函电第六单元哈。
我记得之前有一次啊，我和一个国外客户联系，那真是给我折腾得够呛。
当时我们正在谈一笔买卖，那产品呢，就是咱这儿特有的一些小玩意儿，可精致了。
我满心欢喜地给那客户发邮件，把咱这产品的各种优点夸了个遍，就盼着他能赶紧下单呢。
结果呢，等了好几天都没见回复，可把我急得哟，就像热锅上的蚂蚁一样，团团转呐。
我就心想，这是咋回事啊，难道是我的邮件出啥问题啦？我各种检查啊，看看是不是有啥错别字啊，语句不通顺啥的。
检查了好几遍，觉得也没啥毛病啊。
然后我又想，是不是人家客户忙得没顾得上看呢。
嘿，我这心里七上八下的，过了好一阵儿，还是没动静。
哎呀妈呀，我这急得不行了，干脆又发了一封邮件过去，还小心翼翼地措辞，那语气别提多客气啦，就差没给他跪下来求他回我邮件了。
嘿，你还别说，这回没多久就收到他回复啦，原来啊，他之前是出差去了，刚回来看到邮件。
我这悬着的心呐，可算是落下来了。
你说这外贸函电啊，有时候真的得有点耐心，有点细心，不然一个不小心，可能就出岔子咯。
咱可得把这第六单元好好研究研究，以后别再出现这种让人着急上火的事儿啦。
哈哈，这就是我关于外贸函电第六单元的一个经历，还挺逗吧！。
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and they returned around 350 kg of caking products to our company.
We made careful inspections of them and
8.调查 9. make an investigation 10. 采取正确的措施
11. 冷藏柜
Case 2 浙江华达化学有限公司在接到日本Kayaku贸易公
司的投诉后即着手调查此事。在向日本Kayaku贸 易公司致歉的同时，寄去了替代产品，同时答应 了Kayaku公司要求在10月用冷藏箱装运物的要求， 并确保同样的事情不会再发生。 Key Points 1. 收到投诉 2.寄出替代品
to hear that… 2. We have received your letter of …complaining about… 3.We have made investigation on the matter and found that we did make a mistake in packing. 4. On going into the matter we find that …
外贸英语函电
石如璧
Review:
1. 灯具配件 2.at your end 3. have the goods insured
4. 投保一切险
5.代表我方 6.发票金额
7. refund the premium
8.debit note 9.draw on us for the amount
4. We have taken delivery of …you sent us, but on
examination, we regret to find out that…were in a very damaged condition. 5. We will appreciate it if you could look into the matter, and let us know your disposal… 6.We have to a 7. Would you kindly let us know if you will take them back? 8 . Please look into the matter at once and take urgent measures to ensure that nothing like this will happen in the second and the third lots.
our order No.2348 and shipped per S.S.Orient” arrived in unsatisfactory condition.
After carefully examining the goods received,one
of our important clients, Kita-Nippon Electric Cable Ltd. found that 7 packages of DCP had been caked.
1. arrive in…condition 2. make a complaint 3.cake
4. caking lump
5. ask …for replacement 6.return …to
7. take sth back
8.make an inspection 9. make an investigation 10. take measures
6. We apologize for causing you a good deal of
explain what is wrong. State your reasons for being dissatisfied and ask for explanations. Refer to the inconvenience caused, suggest how the matter should be put right.
Exercises
1. We are writing to asking you A. 调查这批货物结块的原因 B. 采取正确的步骤 2. The complaints receives relate to A. 红星轮装来的鞋子 B. 第233号订单的电灯配件 3. We have no choice but A. 把货品退给你们或者换货。 4. After unpacking the consignment we find A.这批产品没有用冷冻柜运输 。
Kayaku Trading Co.
1078 East Street Okayama, Japan October 24,2005 Zhejiang Huada Chemical Co.,Ltd. 233 Fenghua Road Ningbo 315000 China Dear Mr.Zhang, We regret having to inform you that DCP covered by
confirmed the caking lumps in all returned products. As the goods are quite unsuited to the needs of our customers, we have no choice but to ask you to take them back and replace them.
In order to prevent the same trouble in the future,
may we ask you to make an investigation and take proper measures. Meanwhile, we would like to request your shipments during October to be made by reefer containers( now only shipments during June and September are made by reefer containers). We highly appreciate your cooperation and export further development of business between us.
在对华达公司发来的DCP进行检查后发现7包产品
有结块现象并退货。于是Kayaku公司的科林.迈耶 先生与华达公司经理张斌联络有关退货及换货事宜， 并要求采取正确措施防止同样问题出现及十月份的 装运要用冷冻柜。 Key Points 1. DCP 产品结块 2.客户要求退货
Useful Expressions
Useful Expressions
1. complain about 2. apologize to sb for sth 3. arrange for
4. replacement
5. dispatch
Useful Sentences
1.We have received your letter of …and regret
Best regards,
Colin Meyer
Notes
1. cake V.结块 As temperatures dropped, the wet snow caked. 随着温度的下降，潮湿的雪结成了块。 泥土在他的鞋上结成块了。 Mud caked on his shoes. 2. inspection n.检查，检验 Customers inspection 海关检查，验关 Export inspection 出口检 Receiving inspection 验收，进料检验 经过仔细的检验，发现那是假的。 On closer inspection， it was found to be false.
Chapter 7 Complaints and Claims
Case 1
浙江华达化学有限公司（Zhejiang Huada Chemical Co., Ltd)是一家专门生产并出口过氧化 物的跨国公司，总部设在美国。公司主要产品为 DCP，该产品熔点比较低，融化后比较容易结块， 从而会影响后续产品的质量，所以对运输和包装 的要求很高。 日本Kayaku Trading 贸易公司（Kayaku Trading Co.) 是一门专门从事化工品进口的公司， 与浙江华达化学有限公司有着长期的业务往来。 某天，日方公司的客户
Replacement N. 代替，代替物
Free replacement 免费调换 We will send a replacement of 100 sets of
colour TV receiver for Black White Tv receiver . 我们将给贵公司发100台彩色电视机来调换黑白电 视机 我们希望贵公司发来的货物与样品完全一致，恕 不接受任何替代品。
Review:
1. arrive in unsatisfactory condition 2. make a complaint 3.结块
4. caking lump
5. ask …for replacement 6.return …to
7. take sth back
3.be unsuited 不适合于，不适应
我们很遗憾地告知，贵公司对短暂的索赔不适合国际保险