商务英语写作chapter.ppt

外语教学与研究出版社外语教学与研究出版社 Chapter 3 1 外语教学与研究出版社外语教学与研究出版社 商务英语写作商务英语写作商务英语写作商务英语写作Unit Three EnquiriesUnit Three EnquiriesObjectives To learn ways of making an inquiry.To learn useful terms and expressions for making inquiries.To practice writing letters of inquiry.2 外语教学与研究出版社外语教学与研究出版社 Procedures of business transaction InquiryOffer Counter-offer Acceptance Sign the contract3 外语教学与研究出版社外语教学与研究出版社 What is an inquiry?lIn international trade,inquiries are usually made by the buyers to get information about the goods to be ordered.4 外语教学与研究出版社外语教学与研究出版社 商务英语写作商务英语写作商务英语写作商务英语写作Unit Three EnquiriesUnit Three Enquiries介绍介绍 如果一个商人想购买某种商品，他就会发出询如果一个商人想购买某种商品，他就会发出询问，以获得服务或相关该商品的相关信息。这种情问，以获得服务或相关该商品的相关信息。这种情况下，他就是一个买者或可能成为买者。有些公司况下，他就是一个买者或可能成为买者。有些公司就是通过写询问函来开始他们的业务的。询问可通就是通过写询问函来开始他们的业务的。询问可通过书信、传真、电子邮件、电话或面对面进行。询过书信、传真、电子邮件、电话或面对面进行。询问意味着买方愿意与卖方做生意。问意味着买方愿意与卖方做生意。5 外语教学与研究出版社外语教学与研究出版社 the name of goodsqualityquantity terms of priceterms of payment time of shipment packing methods,etc.If possible,tell the reader where you learnt of his company or its products.Generally an inquiry includes many parts:商务英语写作商务英语写作商务英语写作商务英语写作Unit Three EnquiriesUnit Three EnquiriesUseful InformationUseful Information6 外语教学与研究出版社外语教学与研究出版社 商务英语写作商务英语写作商务英语写作商务英语写作Unit Three EnquiriesUnit Three Enquiries写作规则写作规则 在发出询问时，确保将自己的意思表达清晰以在发出询问时，确保将自己的意思表达清晰以避免获得错误的信息。通常情况询问包括以下几个避免获得错误的信息。通常情况询问包括以下几个部分：商品名、质量、数量、价格条款、支付条款、部分：商品名、质量、数量、价格条款、支付条款、装运时间、包装方式，等等。如果可能的话，告诉装运时间、包装方式，等等。如果可能的话，告诉对方你是从哪里获得有关其公司及产品信息的。对方你是从哪里获得有关其公司及产品信息的。在写询问函时要表示出你的礼貌来，用诸如在写询问函时要表示出你的礼貌来，用诸如“请请”或或“不禁感激不禁感激”等词语表述。等词语表述。7 外语教学与研究出版社外语教学与研究出版社 General Plan for Direct Order1.Begin directly with the objective,indicating a general inquiry about products.2.Include specific requests or questions about the products or services.3.If a number of questions are involved,list the questions by numbers or bullets,or leave space between questions.4.End with goodwill words adapted to each particular situation.8 外语教学与研究出版社外语教学与研究出版社 Useful Sentence Patterns p49-50l1.Would you please/Could you please/Will you please?l2.We are interested in/We are in the market forl3.We will appreciate it very much if9 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl1.We are interested in/in the market for/potential buyers of/considering buying/ready to purchase your mens shirts displayed in your showroom.我们对你方货品展览室里我们对你方货品展览室里陈列的男式衬衫很感兴趣。陈列的男式衬衫很感兴趣。10 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl2.Your advertisement in the latest issue of China Foreign Trade interests us,and we would like to receive full details of your commodities.我们对贵方在最新一期我们对贵方在最新一期中国对外贸易中国对外贸易上上所刊登的广告很感兴趣，并希望得知该商品所刊登的广告很感兴趣，并希望得知该商品的详细情况。的详细情况。11 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl3.Please send us five copies of your latest catalogues at your earliest convenience.请尽早寄来最新目录请尽早寄来最新目录5份。份。12 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl4.Perhaps at the same time you could quote us your lowest/best/prevailing/competitive prices for the above-mentioned goods.也许与此同时你方能报给我们也许与此同时你方能报给我们上述商品的最低价。上述商品的最低价。13 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl5.If terms and delivery date are satisfactory,we should expect to place regular/trial/large/considerable/substantial orders with you.如果交易条件和交货日期合意的话，相信我如果交易条件和交货日期合意的话，相信我们会定期向你方订货。们会定期向你方订货。14 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl6.Please advise if you are able to offer this product,packaging and price FOB China port and CIF Chicago.请告知你方是否能供应这种商品，包括包装、请告知你方是否能供应这种商品，包括包装、FOB中国港口和中国港口和CIF芝加哥的价格。芝加哥的价格。15 外语教学与研究出版社外语教学与研究出版社 More Samples lOn page 43-4516 外语教学与研究出版社外语教学与研究出版社 ExerciseExerciseExerciseExercise17 外语教学与研究出版社外语教学与研究出版社 Exercise II A on page 52 lReached lItems lMarketable lSamples lAdvise lRemit lMail lExpect 18 外语教学与研究出版社外语教学与研究出版社 Exercise III on page 53lRearrange the order to make it a complete inquiry.ld b a f e c19 外语教学与研究出版社外语教学与研究出版社 Exercise 1 on page 51lDiscuss with your classmates whether there are any problems in the following letter A.20 外语教学与研究出版社外语教学与研究出版社 Dear sir:I am very interested in your display of stainless-steel cutlery after I visited your stand at the Paris Trade Exhibition last month.I would be grateful if you could send me your catalogue of this products and your price list.Would you also send me a quotation for mild steel sheet,CIF Shanghai?Please let me know your terms of payment and the time required for delivery after receive the order.If terms and delivery time are satisfactory,we are hoping to place regular orders with you.21 外语教学与研究出版社外语教学与研究出版社 OffersOffers22 外语教学与研究出版社外语教学与研究出版社 Procedures of business transaction lInquiry 询盘询盘lOffer 报盘、报价报盘、报价lCounter-offer 还盘还盘lAcceptance 接受接受lSign the contract 签合同签合同23 外语教学与研究出版社外语教学与研究出版社 What is offer/reply?lAn offer is the sellers promise to supply goods on stipulated terms(协定的条款).lAn offer can be made in reply to an inquiry or made voluntarily with a view to expanding business.24 外语教学与研究出版社外语教学与研究出版社 商务英语写作商务英语写作商务英语写作商务英语写作Unit four Offers and Counter OffersUnit four Offers and Counter Offers介绍介绍 报盘，就是卖方为签署合同而向买方提出的报盘，就是卖方为签署合同而向买方提出的一种建议。收到报盘后，买家应予以答复。他可一种建议。收到报盘后，买家应予以答复。他可接受或拒绝此报盘。如买家认为报盘中任何条件接受或拒绝此报盘。如买家认为报盘中任何条件无法接受，可提出无法接受，可提出还盘还盘(counter-offer)，就价格、，就价格、包装、数量或交货日期提出异议，并提出己方条包装、数量或交货日期提出异议，并提出己方条件。卖方对此还盘可进行再次还盘。件。卖方对此还盘可进行再次还盘。25 外语教学与研究出版社外语教学与研究出版社 Types of offerlA firm offer(实盘)is a definite promise to sell goods at fixed price within a stated period of time.lA non-firm offer(虚盘)is an offer without engagement.The details of offer may change in certain situations.In this case,it is subject to(以为准)confirmation by the seller after being accepted by the buyer.(此报盘须得到卖方最后确认为准)26 外语教学与研究出版社外语教学与研究出版社 An efficient offer will include:1.An expression of thanks for the inquiry 2.Name of goods,quality or specification,quantity,details of prices,discounts,terms of payment,time of shipment and packing conditions so as to enable the buyer to make a decision3.A brief introduction to the goods4.An expression of hopes for an order27 外语教学与研究出版社外语教学与研究出版社 商务英语写作商务英语写作商务英语写作商务英语写作Unit four Offers and Counter OffersUnit four Offers and Counter Offers写作规则写作规则 在写商业书信时长期合作的老客户询价时，发盘在写商业书信时长期合作的老客户询价时，发盘可相当简要，做到礼貌直接即可。一份令人满意的报可相当简要，做到礼貌直接即可。一份令人满意的报价单应包括：价单应包括：对询盘表示感谢；对询盘表示感谢；商品名称、质量、数量及规格；商品名称、质量、数量及规格；详细说明价格及价格所包含的内容；详细说明价格及价格所包含的内容；说明付款条款；说明付款条款；装运期、交货时间和包装情况；装运期、交货时间和包装情况；报价的有效期报价的有效期(如是实盘如是实盘)；结尾表示希望该报价对方能接受结尾表示希望该报价对方能接受28 外语教学与研究出版社外语教学与研究出版社 Useful Sentence Patterns p50-51l1.We acknowledge with thanks the receipt of l2.Thank you for your inquiry of(date)l3.As requested,we are submitting our quotation/sending you our catalogue.l4.We are certain 29 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl1.We have received/are in receipt of/acknowledge/wish to thank you for your inquiry dated March 20,2015.你方你方2015年年3月月20日的询日的询盘已收悉。盘已收悉。30 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl2.We are enclosing/mailing to you/sending you with this letter/attaching to this letter our illustrated catalogue and export prices.随函附寄给贵方我们的产品插图随函附寄给贵方我们的产品插图目录及出口报价单。目录及出口报价单。31 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl3.We are pleased to forward you the samples of our products with their quotations and discounts for your reference.很高兴寄去我们产品的样品、价格和折扣率，很高兴寄去我们产品的样品、价格和折扣率，供你方参考供你方参考。32 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl4.We shall make delivery of the goods upon receipt of/immediately after we receive/as soon as we have/shortly after we receive/once we receive your order.一旦收到你方订单，我们将立即发货。一旦收到你方订单，我们将立即发货。33 外语教学与研究出版社外语教学与研究出版社 Patterns and Substitutionsl5.In reply to/In response to/With respect to/With reference to your letter dated October 17 inquiring about our“Zhonghua”pencils,we are sending you the samples you requested under separate cover.复你方复你方10月月17日询问我日询问我“中华中华”牌铅笔的牌铅笔的函，我们将另寄去你方所需的样品。函，我们将另寄去你方所需的样品。34 外语教学与研究出版社外语教学与研究出版社 More samples lOn page 45-4635 外语教学与研究出版社外语教学与研究出版社 Sample ReplyDear Sirs,We are in receipt of your letter dated March 22 and,as requested,are airmailing you,under separate cover,one catalogue and two sample books for your Printed Shirting.We hope they will reach you in due course and will help you in making your selection.敬启者：敬启者：3月月22日函已收悉，根据请求现另封航寄我印花细日函已收悉，根据请求现另封航寄我印花细布的目录本一册和样本二册，希望贵方收到后有助布的目录本一册和样本二册，希望贵方收到后有助于选货。于选货。36 外语教学与研究出版社外语教学与研究出版社 In order to start a concrete transaction between us,we take pleasure in making you a special offer,subject to our final confirmation,as follows:为在我们之间开始具体业务，现特作出下列优惠报盘，为在我们之间开始具体业务，现特作出下列优惠报盘，以我方确认为准：以我方确认为准：37 外语教学与研究出版社外语教学与研究出版社 Art.:No.81000 Printed ShirtingDesign:No.72435-2ASpecifications:30X36Quantity:18,000 yardsPacking:In bales or in wooden cases,at sellers optionPrice:US Dollar 200 per yard C.I.F.Lagos商品：商品：81000号印花细布号印花细布花色：第花色：第72435-2A号号规格：规格：30 X 36数量：数量：18000码码包装：打包或装木箱，由卖方选择包装：打包或装木箱，由卖方选择价格：每码价格：每码200美元，成本加保险费运费到拉各斯价美元，成本加保险费运费到拉各斯价38 外语教学与研究出版社外语教学与研究出版社 Shipment:To be made in three equal monthly installments,beginning from June 2014Payment:By confirmed,irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment交货：由交货：由2014年年6月分三个月三次平均装运月分三个月三次平均装运付款：装船前付款：装船前30天开出保兑的不可撤销的信用证见天开出保兑的不可撤销的信用证见票即付票即付39 外语教学与研究出版社外语教学与研究出版社 We trust the above will be acceptable to you and await with keen interest your trial order.Yours faithfully,希望以上能为贵方所接受，等待贵方来试订。希望以上能为贵方所接受，等待贵方来试订。谨上谨上40 外语教学与研究出版社外语教学与研究出版社 ExerciseExerciseExerciseExercise41 外语教学与研究出版社外语教学与研究出版社 Matching lInquiry lOfferlNegotiationlNon-firm offerlSpecific inquirylFirm offerlCommission lTrial orderlInvoice l谈判谈判l试订单试订单l具体询盘具体询盘l报盘报盘l发票发票l实盘实盘l佣金佣金l询盘询盘l虚盘虚盘42 外语教学与研究出版社外语教学与研究出版社 Exercise I B on page 51lPoint out the problems in this letter and try to improve it.lNo expression of thankslIncomplete informationlImpolite and arrogant lInappropriate complimentary close43 外语教学与研究出版社外语教学与研究出版社 Improved versionDear Mr.Wang:Thanks for your letter dated October 5.As requested,we are sending you our catalogue and price list for the complete range of stainless-steel cutlery.Our mild steel sheet(1.4m X 1.4m)sells at$369 CIF Shanghai.Regular orders will enjoy discount between 2%-5%.Delivery is usually made 10 days after orders are received.Your early orders are expected.Sincerely,Jerry Smith44 外语教学与研究出版社外语教学与研究出版社 Exercise IIB on page 52lFill in the blanks with the given words.lThank lQuotelExclusivelValidlOfferlPlacelorder45 外语教学与研究出版社外语教学与研究出版社 国际贸易货运术语缩略词国际贸易货运术语缩略词AbbreviationMeaningCIFCost,insurance,freight到岸价到岸价FOBFree on board离岸价离岸价CPTCarriage paid to运费付至运费付至CFRCost and Freight成本加运费成本加运费CIPCarriage and Insurance Paid to运费、保险运费、保险费付至费付至46