Unit 2(函电与单证 大连理工出版社).ppt

Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Click to edit Master title style,Unit 2,Enquiry,Offer and Counter-offer,询盘，报盘和还盘,BUSINESS LETTERS,商务函电,大连理工大学电子音像出版社,大连理工大学出版社,0,introduction,1,Lesson 4 General Enquiry,2,Lesson 5 Specific Enquiry,3,Lesson 6 Firm Offer,4,Lesson 7 Counter-offer,Unit 2,Enquiry,Offer and Counter-offer,询盘，报盘和还盘,5,Sumup,背景介绍,询盘是商务洽谈中真正的第一步。往往由买方,做出，,向卖方询问具体商品的信息，如价格、规格等基本交易条件，也可以只是打听对方最新价格及目录，但由于询盘不局限于买方向卖方询盘，因此，卖方也可写询盘信，主动询问对方对什么商品感兴趣，交易条件如何；报盘也称报价，是卖方将某种商品按一定的交易条件，包括名称、数量、价格、装运、包装、付款方式等向买方表达成交的愿望。报盘有一个重要内容，就是有无报盘有效期，据此报盘可分为实盘和虚盘，也称为有效发盘和无约束力发盘；还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。,询盘要点：,开头：,1,）说明写信的目的，消息来源和感兴趣的商品。,正文：,2),具体说明想了解的商品的有关细节，如商品的目录、,价格,、,交易条件等；,3),介绍本地对商品的需求情况等；,结尾：,4),期望；希望尽快收到报盘。,报盘要点：,开头：,1,）感谢对方的询盘；,正文：,2),具体介绍商品：名称、质量、数量和规格；,3),进一步介绍商品的价格、优惠条件、贸易术语和装运等；,4),如果是实盘，说明报盘的有效期；,结尾：,5),期望；希望报盘能得到对方接受。,还盘要点：,开头：,1),感谢对方的报盘；,正文：,2),全部或部分拒绝对方报盘的态度及原因；,3),向卖方提出建议，说明自己能接受价格、优惠条件等；,结尾：,4),期望；希望还盘能得到接受，表达合作的希望等。,每封信件的具体内容会有变化，需要根据实际情况加以调整。,0,introduction,1,Lesson 4 General Enquiry,2,Lesson 5 Specific Enquiry,3,Lesson 6 Firm Offer,4,Lesson 7 Counter-offer,5,Sumup,Unit 2,Enquiry,Offer and Counter-offer,询盘，报盘和还盘,Lesson 4,General Enquiry,一般询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,Specimen 1 General enquiry,Specimen 2 Reply to the Above,1.TEXT,Lesson 4,General Enquiry,一般询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,2.Arm yourself,1.,learn fromthat,be given to understandthat,从,得知,获悉,e.g.,从贵方,6,月,21,日信中得悉，贵方对我们的盒式磁带录音机感兴趣。,We learned from your letter of June 21 that you are interested in our tape recorder.,2.,for export,供出口的,e.g.,获悉你方有一批待出口的纺织产品。,We are informed that you have a stock of textile products for export.,similar expressions:note that,be informed that,get to know that,get,information fromthat,e.g.,从你处,10,月,3,日来信获悉这项业务属于你方经营范围。,We learn from your telegram of October 7 that the goods lie,within the scope of your business.,similar expressions:for sale,，,for shipment,e.g.,我们有许多货物待售。,We have a lot of goods for sale.,我们已经准备好了待装运的货物。,We have already got the goods ready for shipment.,3.,illustrated,adj.with explanatory or decorative features,有,插图的，,有说明的,e.g.,随附的插图商品目录里，有我公司的最新几类产品。,There are the latest types of products mentioned in the enclosed,illustrated catalogue.,n.illustration,插图，说明，说明书,v.illustrate,说明,4.,for your information,消息供你方参考,e.g.,消息供你方参考，最近我方以此条件和日本的出口商成交了一笔,贸易。,For your information,we have recently concluded with a,Japanese exporter a transaction on the terms.,similar expressions,：,for your reference;for your consideration,e.g.,现寄一些样品供你方参考，并期待你方的试订。,We are now sending some samples for your reference and,looking forward to your trial order.,e.g.,目前我们对中国的工艺品感兴趣，很向获得你方关于这些产品的,插图目录和报价。,At present,we are interested in Chinese arts and crafts,we,would appreciate your illustrated catalogues and quotations,about these products.,产品的包装里都有说明书。,There are illustrations in the package of the products.,5.,a steady demand,稳定需求,e.g.,我方市场对这样的产品有稳定的需求。,There is a steady demand for such kind of products in our,market.,目前对这种商品没有需求。,There is no demand for the goods.,demand,需求,sth,.has a great demand,sth,is in great demand,e.g.,对中国茶叶的需求很大,.,Chinese tea is in great demand.,Or:There is a great demand for Chinese tea.,Demand for Chinese tea is great.,句式：,The demand foris rising/going up/growing/increasing/brisk /active/steady/strong/great/large/big/high/heavy/important.,对,.,的需求上升，增加，活跃,The demand foris going down/low/lessening/Soft/declining/down/weak/smalletc.,对,需求下降，减少,v.demand,要求,句式,:demand for,demand that,demand of,sb,.to do,sth,.,6.,of high quality,优质的,7.,appeal to,attract,，,be attractive or interesting to,sb,.,吸引，有吸引力，引起兴趣,e.g.,商品包装应既吸引顾客的钱包又能吸引顾客的眼睛,.,The package of the goods should appeal to not only the,purse but also the eyes.,high,可以由,good,fine,superior,better,取代,(,反义词,:bad,low,inferior,worse),e.g.,我们可供应优质的羊毛。,We can supply wools of high quality.,我们可供应的羊毛质量很好。,Wools we supplied are of high quality.,*sale n.,销售,trial sale,试销,push sales,推销,expand sales with,sb,.,expand business,与,扩大业务,enjoy fast sale,畅销,enjoy good sale,e.g.,感谢你方在推销我方产品方面所做的努力。,Thank you for your efforts in pushing the sale of our products.,由于价格合理，质地优良，我们的棉布销售很好。,Our Cotton enjoys fast sales for reasonable price and fine quality.,我们商品在你方市场上很畅销。,Our goods are enjoying fast sale in your market.,e.g.,相信我们的新产品对贵方市场具有吸引力。,We trust our new products will appeal to your market.,这种产品的靓丽色彩吸引了我。,The bright color of the goods appeals to me.,8.,discount,n.a reduction on the selling price of something,折扣,allow/give/provide/grant a 5%discount,给予,5%,的折扣,quantity discount,数量折扣,e.g.,对于金额超过,1000,美元的订货，我们给予,20%,的折扣,.Well give a 20%discount on the order of over USD$1,000.,句式：,sell at a discount,折价出售,get/offer a discount,得到折扣,cash discount,现金折扣,value discount,价值折扣,e.g.,如你方订购超过,5,，,000,美元，我们愿意给你方,3%,的特殊折扣。,We would like to allow you a special discount of 3%if your order,exceeds USD$5,000.,现金付款，我们给予九折优惠。,We give 10%discount for cash payment.,9.,rely on,rest assured,放心,e.g.,你尽可放心，我们对于以后的询价予以即时处理的。,You can rely on our prompt attention to your future,enquiry.,rely on,sb,.,信赖,e.g.,你尽可放心，我们有能力供货给你方。,You can rely on our ability to supply you.,你尽可放心，我们会及时装船。,You can rely on the fact that we will ship the goods in time.,Lesson 4,General Enquiry,一般询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,3.Main points,Specimen 1,a.source of information and interest in the goods,b.detailed requirements(catalogue,price,samples),c.introduction of market and price,d.expectation of early reply,Specimen 2,a.receipt of the enquiry,b.details of meeting requirements(sending catalogue,price,samples),c.favorable terms and best attention,Chinese Version,信件一,太平洋贸易有限公司,英国伦敦皇后大道,32,号,上海阳光纤维制品有限公司,中国上海淮海路,20,号,敬启者,:,事由,:,中国玩具,我们从中国贸易指南上的广告获悉贵方生产供出口的中国玩具。我们对贵方的产品非常感兴趣。,请尽快惠寄附有图片的商品目录和最新的价目表，顺带惠赐样品。,我们获悉贵方能够以吸引人的价格供应大量的产品。供你方参考，本地区对高品质的中国玩具有稳定的需求。销量不会特别高，但是款式新颖的设计会获得好价格。等候即复,(Signature),爱伦,.,格兰仕,(,女士,),谨上,2006,年,10,月,10,日,抄送,:,经理,信件二,上海阳光纤维制品有限公司,中国上海淮海路,20,号,太平洋贸易有限公司,英国伦敦皇后大道,32,号,敬启者,:,事由,:,中国玩具,感谢你方,10,月,10,日的询盘以及你方对我公司产品的关注。,随函附上几本带插图的商品目录和一份有关你方询问的细节的价目表。另邮一些各种款式的样品，清晰地展示我们产品的质量和精湛的工艺。相信当你方看到产品的时候，会认为我公司的产品能引起最挑剔的买主的兴趣。,对于,1000,件以上的订单，我们会给予,5%,的折扣。请尽可放心，我们会即时处理你方的订单的。,上海阳光纤维制品有限公司,(,签名,),查理,销售经理,谨上,2006,年,10,月,21,日,谨上,Lesson 4,General Enquiry,一般询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,4.Make yourself skilled,I Basic Training,1.Translate the following expressions into Chinese:,illustrated catalogue,a steady demand,selective buyer,general enquiry,high quality,fashionable designs,craftsmanship,quantity discount,有插图的商品目录,稳定的需求,挑剔的买主,一般询盘,优质,款式新颖的设计,精湛的工艺,数量折扣,Choose the best answer:,1)Also under separate cover we are sending you a full,range,of goods _.,a.of export b.for export c.export to d.export,2)We would like to _ you a discount _ 5%,if your order exceeds USD$1,000.,a.give/to b.give/of c.allow/to d.allow/of,3)Our products will appeal _ your market.,a.for b.to c.on d.in,4)We _ Mr.Smiths that you are in the market of woolen mixed blanket.,a.get information about b.learn from,c.inform d.are given to understand,5)We are offering you goods _ very high quality.,a.at b.of c.with d.for,b,d,b,b,b,6)You can _ our best attention to your specific,requirements.,a.rely b.replay on c.rely on d.lie on,7)Please send us your _ catalogue,together with samples you can let us have.,a.illustrate b.illustrated c.illustrating d.illustration,8)Thank you for your letter of October 20,_ for Oilseeds.,a.inviting b.expecting c.enquiring d.asking,9)There is a _ for Chinese cotton in our market.,a.great need b.increasing need c.steady demand d.risen demand,10)_,we are interested in building suitable and lasting trade relations throughout the world.,a.As you informed b.For your confirmation,c.You informed d.For your information,c,b,c,c,d,II.Improving Training,Translate the following sentences into English:,1),我公司对贵公司的款式新颖的待出口的棉布很感兴趣。,(be interested in,for export),2),从你方,8,月,30,日信中得悉，你方对我方的新产品感兴趣。,(learn fromthat),3,）现随函寄去我方的最新商品插图目录，以及你方想要的一些样品。,(illustrated catalogue),4,）我们有一批优质的羊毛衫待售。,(of high quality,for sale),We are interested in your fashionable cotton piece goods which are for export.,We learned from your letter of August 30 that you are interested in our new products.,We are enclosing our latest illustrated catalogue and pricelist,together with some samples you ask for.,We have a stock of woolen sweaters of high quality for sale.,5,）应你方要求，现另寄我方冬季价目表一份以供参考。,(as requested,for your information),6,）我们要求的货物应经久耐用、色彩鲜艳，这样才能吸引顾客。,(appeal to),7,）你方尽可放心，我方的产品能够满足你方市场的需要。,(rely on,meet the need of),8,）供你方参考，如订购超过,5,000,美元，我们愿意给你方,3%,的特殊折扣。,(for your information,allow a special discount),As requested,we are now sending under separate cover our winter pricelist,for your informationThe goods we require should be durable in quality,bright in color so as to,appeal to the customers.,You can rely on the fact that our product will meet the need of your market.,For your information,we would like to allow you a special discount of 3%on,the order of over USD$5,000.,III.Letter-writing practice:,Translate the following letter into English:,先生,:,从纽约的托马斯,HP,公司处，获悉贵公司生产各类手工制人造皮革手套，我公司是中国专营这类产品的进口商之一,我公司对你们的产品很感兴趣。本地区对高品质手套有稳定的需求,尤其是款式新颖、色彩鲜艳的产品。如贵公司所报价格有竞争性的话，我公司打算订购,5,000,套。,请惠寄贵公司的手套插图目录一份，详述有关价目与付款条件。如蒙早日回信，不胜感激。,谨上,Dear Sirs,We learn from Thomas H.P.of New York that you are producing hand-made gloves in a variety of artificial leathers.We are one of the importers in China dealing with this type of goods,and we are quite interested in your products.There is a steady demand here for gloves of high quality,especially those in the brighter colors and of fashionable designs.If you can give us a competitive quotation,we will consider an order of 5,000 pieces.Will you please send me a copy of your glove catalogue,with details of your prices and terms of payment.We will appreciate your early reply.,Yours faithfully,IV.More exercises,1.Fill in the blanks with proper forms of given words:,interest illustrate appeal demand rely,attractive enquiry export discount sale,1)We would like to mention that if your price is _ and delivery date acceptable,we shall place our order with you immediately.,2)We are _ in your cotton piece goods,and are in the market for it.We hope to receive your enquiry at an early date.,3)While thank you for your letter of March 5,we regret to inform you that the item you are _ for is in short supply.,4)We are mainly _ Chinese electronics.We have recently concluded a transaction of$10,000 on the terms of D/P at sight.,attractive,interested,enquired,exporting,5)We have to do a lot of advertising with your goods to push the _.,6)The product _ to your market is our latest one.,7)Thank you for you repeat order,as usual,you can _ on us to effect the shipment well before your required schedule.,8)Your quotation is too high and out of line with the prevailing market level,we ask you for a 5%_.,9)The pamphlet enclosed not only provides you with the necessary information about the machine,but also _ the ways of operating them.,10)In order to comply with the _ of their buyers,many suppliers have been doing business on D/P or D/A basis.,sales,appealing,rely,discount,illustrates,demands,2.Correct the mistakes in the following sentences:,1)We shall place a large order for Ladys blouse from you,if the time of,delivery is acceptable to us.,2)We are enclosing you our catalogue under separate cover.,3)Regarding walnut meats,we would inform you that the few parcels we have at present are under short supply elsewhere.,4)Through the courtesy of Mr.Smiths,we are giving to understand that your are leading importer of electronic goods in your area.,5)We are interested in your rice and do not find your offer of beans interested.,from,改为,with,enclosing,改为,sending,under,改为,in,giving,改为,given,句末的,interested,改为,interesting,6)Should your price be found competitive and delivery date accepting,we intend to place a large order with you.,7)Please rely on us that we will give prompt attention in your enquiry.,8)At request,we are enclosing you our latest price list for your reference.,9)We are informed that you are able to supply large quantities of this product on attractive prices.,10)We have quoted our prices so low that they should appeal in your market.,accepting,改为,acceptable,in,改为,to,At request,改为,As requested,on,改为,at,in,改为,to,3.Complete the following sentences in English:,1)We should be obliged if you would _.,a.,立即给我们寄样品,b.,告知我方你处市场行情,c.,报女式衬衫的最低价,2)We should appreciated it if you will _.,a.,随函附有插图的商品目录,b,有兴趣购买我公司的茶叶,c,介绍你公司的其他产品,3)We are sending you under separate cover _.,a.,你方询盘的样品,b,两本关于我们产品的小册子,c,有关商品的价目单,a.send us samples immediately,b.inform us of your market,c.give us the lowest price for ladies blouse,a.enclose an illustrated catalogue,b.be interested to purchase our tea,c.introduce your other products,samples you enquired for,b.two pamphlets about our products,c.the pricelist for relative commodities,Unit 2,Enquiry,Offer and Counter-offer,询盘，报盘和还盘,0,introduction,1,Lesson 4 General Enquiry,2,Lesson 5 Specific Enquiry,3,Lesson 6 Firm Offer,4,Lesson 7 Counter-offer,5,Sumup,Lesson 5 Specific Enquiry,具体询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,1.TEXT,Specimen 1 Specific enquiry,Specimen 2 Reply to the above,Lesson 5 Specific Enquiry,具体询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,2.Arm yourself,1.,recommend,v.suggest,推荐，建议,n.recommendation,推荐，建,议,e.g.,由托马斯先生推荐，我们很高兴地获悉你方经营这一业务。,On the recommendation of Mr.Thomas,we are glad to learn that you handle this line.,我们将史密斯先生，我们销售部经理，推荐给你方,.,We recommend you Mr.Smith,our sales manager.,句式：,recommend,sth,to,sb,.,recommend,sb,.to do,sth,.,recommend doing,sth,recommend that,e.g.,史密斯先生建议我们就轻工业产品建立业务关系。,Mr.Smith recommended that we enter into business relations for,the supply of light industrial products.,由于我们不生产这个产品，我们向你们推荐,101,型,.,As we do not produce this type anymore,we recommend type No.,101 to you.,2.,quote,v.give price for,报价,e.g.,我们希望你方给我们报棉布的最低价。,We hope that you could quote us the lowest price for cotton.,请报,100,公吨成本加运费价,Please quote us 100 metric tons CFR price.,n.quotation,报价，报价单,句式：,quote,sb,.a price for,sth,.,quote,sth,.,quote a price for,sth,.,quotation sheet,报价单,make a quotation for,sth,.,make a quotation of a price,e.g.,请立即报我拉各斯到岸价,.,Please give me the lowest quotation CIF Lagos.,Or:Please quote me the most favorable price CIF Lagos.,报价的写法：,currency+unit price+unit+price terms,e.g.,USD$1,000 per ton CIF London,3.,CIF,Cost,Insurance and Freight,成本，保险费加运费（俗称“到,岸价”）,FOB Free on board,装运港船上交货（俗称“离岸价”）,CFR Cost and Freight,成本加运费,指在装运港当货物越过船舷时卖方即完成交货卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险及由于各种事件造成的任何额外费用即由卖方转移