实用外贸英语4市公开课金奖市赛课一等奖课件.pptx

Unit TwoInquiries and Offer第1页第1页Inquiry and Reply In international business activities,making inquiries is the initial stage of business negotiations between the buyers and sellers.The purpose of which is to seek a supply of products,services or relative information.在国际商务活动中，询盘是买卖双方商务洽谈第一步，其目的在于寻求货源，服务或取得相关信息。Usually,the buyers make inquiries without any engagement to get information about the goods to be ordered.The sellers,however,can also make inquiries to get information about the goods to be sold,without any engagement,too.普通来说，询盘往往由买方提出，以得到想购货品情况，但不承担任何义务。同时，卖方也能够提出询盘，以取得所售商品信息，当然也不承担任何义务。第2页第2页 The information wanted by the buyers or the sellers usually includes the following elements:买方或卖方所要理解主要信息包括下列内容：The supply of commodities 货源情况The price 价格The packing 包装The catalogue 产品目录The delivery date 交货期Terms of payment 支付条款Other terms concerned 其它条款第3页第3页 Inquiries can be made orally or in written form.If the written form is adopted,the person who makes inquiries should remember to consider carefully to which regions the inquiries are to be sent and how many suppliers or purchasers are to be approached in one and the same region.Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.询盘既能够口头进行，也能够书面形式进行。如采用书面形式，询盘人应认真考虑向哪些地方发出询盘以及在同一地域要与多少供货商或购货商联系。若考虑不周，将对以后交易产生不良影响。第4页第4页 When writing enquiry letter to your counterpart,there is no need to choose words and phrases carefully to draw the readers attention.A request for a price list or catalogue can be made in a single sentence.A request for a quotation of price and other trade terms may need a little longer description,which should be clear and exact.But remember there is no need for long,over-polite phrases and still less humbleness.向对方发询盘时，无需太讲究措辞来吸引对方注意。索取价格表或目录只需一句话即可；要求提供报价和其它贸易条款时，所需阐明较长，其阐明必须清楚，准确。但是应当记住，不要使用过度冗长或过度客气词语，更不要有自卑感。第5页第5页 Having received the enquiry letter,the receiver should study it with caution and reply the enquiry letter as soon as possible,telling them whether you could sell or buy.如是收到询盘，收件人应认真研究并尽快予以回复，告诉对方你能否买或卖。If in oral form,especially when the business relations have been established between the buyers and sellers,the inquiries and replies will be very easy and simple.What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.如采用口头形式，尤其是已建立起业务关系后，买卖双方询盘及回复将非常容易和简朴，所需要注意仅仅是依据上面提到细节，双方进行友好和含有诚意洽谈而已。第6页第6页Offer and Counter-offer In many types of business,it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods,without waiting for an enquiry.But when the supplier has received an enquiry from the buyer and decided to sell the goods,he should make an offer to the buyer.在许多业务中，供货商不等待询盘而直接向老客户和其它也许对其商品感兴趣客商报盘。然而，当供货商收到买方询盘并决定向买方发售货品时，供货商就应报盘。第7页第7页 It should be pointed out that offer is different from quotation.Quotation is just an indication of price without contractual obligation,and it is subject to change without previous notice.We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer to be bound in case of acceptance.So offer is a definite commitment on the part of the supplier.应该指出是，报盘不同于报价。报价只是报价格，不包含契约性义务，而且不需要预先通知便可更改报价内容。我们应知道，向一个或一个以上特定人提出订立协议提议，假如十分明确并表明报价人在得到接受时承受约束旨意，即组成报盘。因此，报盘是指供货商做出一个明确而必定义务承诺。第8页第8页 In business activities,when making an offer,orally or in written form,the following elements are usually included:在商务活动中，报盘时，无论是口头还是书面形式，应包括下列内容：The name,price,quality and quantity of the goods 商品名称，价格，质量和数量The date of delivery or time of shipment 交货期或装船期 The terms of payment 支付条款The validity of the offer 报盘有效期Other terms concerned,such as packing,insurance,discount.其它相关条款，如包装，保险，折扣。第9页第9页 When a supplier promise to sell the goods at a stated price within a stated period of time,the offer made by him is called a firm offer.But if an offer has the limitative sentence that is a non-firm offer.当供货商承诺在限定期间内以限定价格发售商品时 这种报盘称为实盘。但当报盘中有限定性语句时，那就是虚盘。Such as：The offer is subject to our final confirmation.以我方最后确认为准。This offer is subject to the import license obtained.以我方取得尽快许可证为准。But if an offer has the limitative sentence,such as“Our offer is subject to your reply reaching us not later than September 10,.”that is also a firm offer.但是，假如报盘中有限定性语句如“我方报盘以你方九月十日前复到有效。”那是实盘。第10页第10页 It should be noted that a firm offer is capable of acceptance,and once it has been accepted it cannot be withdraw and the offerer should perform the obligations stipulated in it.应当注意是，实盘能够被接受，并且一旦被接受就不能撤消，发盘人必须履行实盘中所要求义务。It is known that a reply to an offer which purports to be an acceptance but contains additions,limitations or other modifications is a rejection of the offer and constitutes a counter-offer.So a counter-offer means a partial rejection of the original offer,and it is also means a counter proposal put forward by the buyer/offeree.大家知道，对于即使表示接受报盘，但在回复中有附加条款，限定条款或其它内容时，则被视为回绝该项报盘并构成还盘。因此，还盘意味着对最初报盘部分否认，同时也包括着买方或受盘人提出新条件。第11页第11页 In practical business negotiations,the buyer may not agree on the price,packing,shipment or payment,etc.He may state his own terms instead.Such alterations indicate that business has to be negotiated on a renewed basis.Such being the case,the original offerer or the seller now become the offeree and is entitled to accept or refuse.In the later case,he may make another counter-offer of his own.This process can go on for many a round until the transaction is concluded or called off.在实际业务洽谈中，买方可能不同意卖方或发盘人提出价格，包装，装运，支付条款等条件，而提出自己条件。这么变动表明，生意需要在新基础上进行谈判。在此种情况下，原来发盘人或叫做卖方现在则变成了受盘人，他有权接受或拒绝；拒绝时，他可能做出另一个还盘。这么过程可能进行好几轮，直到成交或被取消。第12页第12页 Sometimes,the sentence“Accept your offer subject to the following alterations”may be used in answering an offer.Although the word“accept”is used,in fact,the offer is still rejected,because the offer does not agree to the whole offer.回复报盘时，也许会使用“接受你方报盘，但须做下列修改。”这样句子。尽管使用了“接受”二字，但事实上该报盘仍被回绝了，由于受盘人并没有同意发盘人提出所有报盘内容。In making a counter-offer,the party concerned should express regret at inability to accept,explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.还盘时，应对不能接受报盘表示歉意，要阐明不能接受理由；同时，要提请对方注意未来尚有做生意机会。第13页第13页Incoterms 国际贸易术语解释通则 Sending goods from one country to another,as part of a commercial transaction,can be a risky business.If they are lost or damaged,or delivery does not take place for some other reason,the climate of confidence between parties may degenerate to the point where a law suit is brought.Therefore,above all,sellers and buyers in international contracts want their deals to be successfully completed.作为商业交易一部分，把货品从一国运至另一国也许是件冒险事。假如货品丢失或损坏，或因某种原因没有运到，买卖双方间信任就会下降，也许会严重到引起法律纠纷。因此，对签署国际协议买卖双方来说，最主要是成功完毕交易。第14页第14页 If,when drawing up their contract,buyer and seller have some commonly understood rules to specifically refer to,they can be sure of defining their respective responsibilities simply and safely.In so doing they eliminate any possibility of misunderstanding and subsequent dispute.买卖双方在制定协议时，假如有理解一致详细规则可供参考，他们就必定能简朴，可靠地拟定各自责任。这样做双方就能够排除也许产生误解以及由此引起纠纷。第15页第15页 The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade.Thus,the uncertainties of different interpretations of such terms in different countries can be avoided or at least reduced to a considerable degree.国际贸易术语解释通则目标在于为外贸业务中使用最普遍贸易术语提供一套国际解释通则。因此，可避免或尽也许降低不同国家对贸易术语不同解释所造成不确定性。注：1936年国际商会制订出一套贸易术语解释通 则。为了使这些通则符合正在使用国际贸易做法，以后在1953，1967，1976，1980，1990和对通则进行了修订和增补。对国际贸易术语解释通则修改考虑了关税保护区发展，电子商务发展，商务活动中电子通讯使用增加以及运输方式改变。版通则对全部术语说明均比原通则愈加简朴明了。第16页第16页 The terms have been grouped in four basically different categories:Group E:EXW _ Ex Work 工厂交货Group F:FCA _ Free Carrier 货交承运人 FAS _ Free Alongside Ship 装运港船边交货 FOB _ Free on Board 装运港船上交货Group C:CFR _ Cost and Freight 成本加运费 CIF _ Cost,Insurance and Freight 成本，保险费加运费 CPT _ Carriage Paid To 运费付至 CIP _ Carriage and Insurance Paid To 运费和保险费付至Group D:DAF _ Delivered At Frontier 边境交货 DES _ Delivered Ex Ship 目港船上交货 DEQ _ Delivered Ex Quay 目港码头交货 DDU _ Delivered Duty Unpaid 未完税交货 DDP _ Delivered Duty Paid 已完税交货 第17页第17页 第一组（E组）：卖方在自己地点（工厂或仓库）将货品交付买方。不必办理出口报关手续，也无需签署运送和保险协议。第二组（F组）：卖方将货品交至由买方指定承运人。但无签署运送和保险协议责任。第三组（C组）：由卖方签署运送协议，但不承担货品从装运地启运后（交给承运人或货品装船后）所发生货品丢失或损坏风险及额外费用。第四组（D组）：卖方必须承担将货品运往指定进口国交货地点一切风险和费用。第18页第18页 我国进出口贸易中惯用贸易术语有FOB,CFR和CIF三种。FOB基本含义：卖方在协议要求装运港 将货品装到买方指定船上，并承担货品装上船为止一切费用和风险。CFR基本含义：卖方负责租船订舱，按期在装运港将符合协议要求货品装上运往商定目的港船上。支付正常运费，并承担货品装船前一切费用和风险。还承担货品装船后及时发出装船告知义务。CIF基本含义：卖方负责租船订舱，负责办理保险，按期在装运港将符合协议要求货品装上运往商定目的港船上。支付正常运费及保险费，并承担货品装船前一切费用和风险。第19页第19页 从这三种价格术语解释能够看到，这三种惯用价格术语都是装运港交货，买卖双方风险划分都是以货品装上船为界线，但主要区分是买卖双方办理手续和支付费用不同。其主要异同点以下：价格术语 风险 手续 费用承当装船后风险租船订舱办理保险支付目的港运费支付保险费 FOB买方买方买方买方买方 CFR买方卖方买方卖方买方 CIF买方卖方卖方卖方卖方第20页第20页