国际贸易实务第02章.ppt

Chapter 2Inquires and Offers,2.1 Background InformationInquires may be made by letter,email,telegram,telex or fax or even by telephone or through face-to-face talk to ask for information on prices,quantities and other relative details concerning a certain product.An inquiry means possible sales opportunity.Therefore,it must be replied earnestly and enthusiastically.An offer may either be firm or non-firm.An offer may be made in reply to an inquiry or made voluntarily with a view to expanding business.An offer may be made of letter or cable.If it is made by cable,a letter or confirmation will often follow it up.,(1)An expression of thanks for the inquiry,if there is previous 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 decision;(3)The period for which the offer is valid if it is a firm offer;otherwise,a remark to the effect that the offer is made without engagement;(4)A brief introduction to the goods;(5)An expression of hopes for an order.,A letter of efficient offer will include the following:,2.2 Situational Conversation Section1:InquiryAt the Shanghai Trade Fair,a Britain buyer Smith(S),is inquiring the prices at a stand.A salesman Mr.Yang(Y)meets him.Mr.Smith:Good Morning.Im Tom Smith form Fashion&Health Textiles Import and Export Corporation of Liverpool.Here is my card.Mr.Yang:Thank you.Im Yang Jun,sales representative of Shanghai Meili Textiles Factory.Nice to meet you.,Mr.Smith:Likewise.Im very interested in your cotton bed-sheets and pillowcases.I have seen your exhibits and catalogue.They are attractive.Here is a list of requirements.Id like to have your lowest quotations,CIF Liverpool.Mr.Yang:Thank you for your inquiry,Mr.Smith.These are brand-new products of ours.Im quite sure that they would be the best-selling ones of ours this year.Mr.Smith:Good.Im thinking of trying some out.Mr.Yang:Im glad to hear that.Wed be only too pleased to explore this possibility of new business with you,Mr.Smith.Would you let us know what quantity you require so as to enable us to work out the offer?Mr.Smith:OK,I will do that.Could you give me an indication of the price?Mr.Yang:Here are our latest FOB price sheets.All the prices on the sheets are subject to our final confirmation.Mr.Smith:For how long does your quotation price remain open?Mr.Yang:15 day.And the size of your order?,Mr.Smith:That will depend on your price.If your price is favorable,we can place an order immediately.Mr.Yang:Well,actually,from the price sheets,you will find our prices are very competitive.You know,the prices of materials have gone up sharply.But the prices of our products havent changed much.Mr.Smith:Im pleased to hear that.How long will it take you to deliver the goods?Mr.Yang:Usually we deliver the goods within 2 months after receipt of the covering letter of credit.Mr.Smith:Terrific.But I cannot make the decision by myself.I will call my head office in Britain and consider the price carefully.I will come back to you tomorrow.All right?Mr.Yang:Right.See you tomorrow.,Section 2:OfferMr.Yang:Its been one year since our first meeting in Shanghai Trade Fair.How are you getting on?Mr.Smith:Fine,thank you.Im here for your offer for curtains.Mr.Yang:Our curtains are known for their fine quality and beautiful designing,all exquisitely made and moderately priced.Mr.Smith:Thats true.Im especially interested in your IMBM 3 series.Can you give the offer on them?Mr.Yang:Certainly.Which do you prefer,FOB or CIF?Mr.Smith:Id like to have your lowest quotation CIF Shanghai.Mr.Yang:Wait a minute.Well have it worked out very soon.Have a cup of coffee,please.(after counting)Oh,now I have the offer ready for you.Here is our detailed price sheet for IMBM 3 series CIF Shanghai.Mr.Smith:What about the terms of payment?Mr.Yang:Letter of credit available by sight draft.,Mr.Smith:OK.Actually,its said that the Indians have offered a lower price for similar products.Mr.Yang:Well,Mr.Smith,as a stable client of us,you know that our offer is always based on the prevailing international market price.And speaking of lower price,you must be aware that the quality of products is more important.Mr.Smith:Yeah,I know.So is your offer a firm one or one subject to final confirmation?Mr.Yang:Oh,a firm one,which remains valid for a week.Mr.Smith:OK.,2.3 Email Communication Letter 1:An Inquiry of CurtainsDear Sirs,We are a leading distributor in curtains in the city of New York.Our customers have expressed interest in your velvet curtains Art No.19 and 25 and required about their quality.Provided quality and price are satisfactory there are good prospects of good sales here,but before placing a firm order we should be glad if you would send us your price-lists and samples of such product concerned.You are kindly requested to quote the FOB Shanghai.We look forward to your early reply.Yours faithfully,Letter 2:A Non-firm Offer of Curtains Dear Sirs,We thank you very much for your letter of June 30,asking for our velvet curtains.In compliance with your request,we included in this letter our quotation sheet for velvet curtains Art No.19 and 25.The respective quantities are quoted on the basis of FOB Shanghai.This offer is subject to our final confirmation.As to the relative samples,we have dispatched then to you by separate airmail.The Chinese velvet curtains are of good quality and have fine workmanship and look good.They are moderately priced,which is known to all.You will certainly agree to that when you have examined our samples and quotation sheet.As our stocks are low and the demand is heavy,it is hoped that you will send us your orders as early as possible.If you need any further information about our products,please do not hesitate to let us know by return.Awaiting your esteemed favors and orders.Yours faithfully,2.4 Practical SkillsSkill 1:Explanatory Notes on Technical Terms 1.inquire vt.询问；查究；问明vi.询问；查究；询价(1)to inquire the way(2)to inquire somebodys telephone number(3)to inquire of somebody about something(4)to inquire about a person(5)Please inquire for a free 115 page picture catalogue.2.offer vt.提供；出价；试图 n.提议；出价；意图 vi.提议；出现；献祭；求婚to offer for 对报价to make an offer for 对报盘(报价)firm offer 实盘 non-firm offer 虚盘to forward an offer(or to send an offer)寄送报盘,to get an offer(or to obtain an offer)获得报盘to cable an offer(or to telegraph an offer)电报(进行)报价offer and acceptance by post 通过邮政报价及接受to accept an offer 接受报盘to entertain an offer 考虑报盘to give an offer 给报盘to submit an offer 提交报盘3.stipulate vi.规定；保证 vt.规定；保证(1)Contract stipulate that partial shipment is unallowed,so please amend l/c accordingly.(2)All credits must stipulate an expiry date for presentation of documents for payment,acceptance or negotiation.(3)Credits should stipulate the type of insurance required and,if any,the additional risks which are to be covered.,4.specification n.规格；说明书；详述technical specification 技术说明 product specification 产品规格design specification 设计细节 standard specification 标准规范 quality specification 质量说明书 process specification 加工标准requirements specification 要求说明 performance specification 性能说明material specification 原材料明细表(1)All the parts were machined to the specification.(2)Each combination die,assorted with the press machine,can complete all punching procedures of window frame and window sash of one specification.,5.prevailing international market price 国际通行的市场价格(1)Our price is in line with the prevailing/ruling international market.(2)As the prevailing price in the international market is fluctuating drastically,our offer remains valid for only one week.If you accept them,please let us have your reply as soon as possible.6.workmanship n.手艺，工艺；技巧(1)The German cameras are chiefly characterized by their workmanship and durability.(2)All our products are guaranteed against defects in materials and workmanship for a period of one year.,Skill 2:Useful Expressions 1)For buyers(1)Could you tell me the price of the product?(2)We are very interested in Chinese carpets.Wed like to make an inquiry.(3)If your prices are favorable and if I can get the commission I want,I can place the order right away.(4)I hope you will make us the best offer CIF New York.(5)We have got stacks of orders waiting to be filled.(6)Those items are in the most demand on domestic markets.(7)Would you please quote me your lowest prices for the goods?(8)Id like to know your availability of the products and the terms of sales,such as mode of payment,delivery,discount,etc.(9)How long will you keep your offer open?(10)I wonder whether there are any changes in you price.,2)For sellers(1)Here is our quotation.(2)It is always our practice to supply high quality goods at reasonable price.(3)We can vary the colors according to the buyers requirements.(4)Here are the catalogue and the paper books and they will give you a rough idea about products.(5)We have a small lot on hand.(6)We are experienced in importing of machine tools.(7)The prices we offer compare favorably with the quotations you can get elsewhere.(8)We will let you have the offer tomorrow.(9)The goods you are inquiring for are out of stocks.(10)Could you give me some idea about your prices?,第二章 询盘与报盘,一、背景知识询盘是指以信函、电子邮件、电报、传真，甚至是电话或当面洽谈的形式要求了解某一产品的价格、数量和其他有关细节。询盘意味着可能的销售机会，因此，收到询盘，应该非常认真积极地做出答复。报盘有实盘和虚盘之分。如果是实盘，一俟买方接受，卖方则对交易负有责任；如果是虚盘，买方接受后还必须以卖方确认为准。为了避免以后的争议，报盘是实盘还是虚盘必须是非常清楚的。报盘可以是对询盘的回复或者是为了扩大贸易由卖方主动发出。报盘可以以信函或电报形式发出。如果以电报形式发出，通常还会有一封信予以确认。一封好的报盘信函要包括以下几点：(1)对以前的询盘表示感谢。(2)给出商品的名称、质量或规格、数量、价格详情、折扣、付款方式、装船期、包装条件，从而使买者能做出决定。(3)如果是实盘，则必须说明报盘的有效期；如果是虚盘，则必须说明其无约束性。(4)给出商品的简介。(5)表达希望收到正式订单的愿望。,二、情景对话 对话1：询盘在上海商品交易会上，英国采购商史密斯正在一个展位前询价，销售人员杨先生接待了他。史密斯先生：早上好。我是利物浦时尚健康纺织品进出口公司的史密斯，这是我的名片。杨先生：谢谢。我是杨俊，上海美丽纺织品厂的销售代表。很高兴见到您。史密斯先生：我也是。我对贵厂生产的纯棉床单和枕套很感兴趣。我已经看过你们的展品和目录，它们很具有吸引力。这是我的需求清单。我想知道你方最低的报价，利物浦到岸价。杨先生：感谢您的询盘。这些都是我们的最新产品，我相信它们会成为我们今年最畅销的产品。史密斯先生：很好。我正考虑试试。杨先生：对此我很高兴。我方非常乐意与您一起开创这笔生意的合作机会。您能否告诉我您的需求量以方便我们做出相应的报价？史密斯先生：好的，可以。你能不能给我一些关于价格的提示？,杨先生：这是我们最新的离岸价清单。上面所有的报价都需以我方最后确认的为准。史密斯先生：你们的报价有效期是多长？杨先生：15天。您的订货量呢？史密斯先生：这要根据您的报价而定。如果价格很优惠，我们可以立即下订单。杨先生：其实看了我们的价格清单，您就会发现我们的价格实际上非常有竞争力。您要知道，原材料价格已经大幅上扬，而我们的产品价格并未做出大幅调整。史密斯先生：我很高兴听到这些。你们需要多久才能交货？杨先生：通常我们会在收到信用证后两个月内交货。史密斯先生：很好。可是我做不了主，我会向英国总部打电话汇报并认真考虑你们的价格。明天我再回来找你，可以吗？杨先生：好的，明天见。,对话2：报盘杨先生：去年上海交易会之后，我们已经一年没见了，你还好吗？史密斯先生：很好，谢谢。我来是想了解你们对窗帘的报盘。杨先生：我们的窗帘以物美质优、做工精细、价格合理而闻名。史密斯先生：的确如此。我对你们的IMBM 3系列产品很感兴趣。你能给我报个价吗？杨先生：当然可以。那么按什么价格报盘，离岸价还是到岸价？史密斯先生：希望贵方报成本加保险费、运费到上海的最低价。杨先生：等一会儿，我们马上把它算出来，先请喝杯咖啡。(计算之后)现在，我已准备好为你报盘了。这是IMBM 3系列上海到岸价的详细清单。史密斯先生：有什么支付条件？杨先生：即期信用证支付。史密斯先生：好的。实际上，我听说印度商人对同类产品报价更低。杨先生：史密斯先生，作为我们的老客户，你知道我们报盘一直是根据当下的国际市场价格进行的。说到价格更低的问题，你应该清楚产品质量才是更重要的。,史密斯先生：是啊。那么你们的报价是实盘还是需要经过最终确认的？杨先生：实盘。有效期一周。史密斯先生：好的。三、邮件往来 邮件1：窗帘询盘执事先生：我们公司是纽约最大的窗帘贸易商之一。我方客户对贵公司的19号和25号天鹅绒窗帘感兴趣并询问其质量。如果质量和价格都令人满意，我方将有很好的销售前景。如贵方能在我方下正式订单之前给我方邮寄有关产品的价格表和样品，我方将非常感激。请给我方报上海离岸价。惠盼早复。敬上,邮件2：报窗帘虚盘执事先生：感谢贵方6月30日来函询问我公司生产的天鹅绒窗帘。按照你方的请求，我们随信寄去19号和25号天鹅绒窗帘的报价单。我们对不同的订购数量分别报出上海离岸价，此报盘以我方最后确认的为准。关于相关样本，我们已经另行航邮给贵方。中国产天鹅绒窗帘质量上乘，做工精细，美观大方，而且众所皆知其价格适中。在你们看过我们的样品和报价单之后，相信你们会深有同感。由于我们的现货不多，而且市场需求量很大，所以希望贵公司尽可能提前交来订单。如需要更多关于我们产品的资料，请立即回信告诉我们。殷盼惠示并订购我们的商品。敬上,四、实用技能 技能1：专用术语解释1.inquire vt.询问；查究；问明vi.询问；查究；询价(1)问路。(2)询问某人的电话号码。(3)向某人询问某事。(4)询问有关某人的情况。(5)欢迎查阅我们的115页的图片目录。2.offer vt.提供；出价；试图 n.提议；出价；意图 vi.提议；出现；献祭；求婚to offer for 对报价to make an offer for 对报盘(报价)firm offer 实盘 non-firm offer 虚盘to forward an offer(or to send an offer)寄送报盘to get an offer(or to obtain an offer)获得报盘,to cable an offer(or to telegraph an offer)通过电报(进行)报价offer and acceptance by post 通过邮政报价及接受to accept an offer 接受报盘to entertain an offer 考虑报盘to give an offer 给报盘to submit an offer 提交报盘3.stipulate vi.规定；保证 vt.规定；保证(1)合约规定不可分批装船，请修改信用证。(2)一切信用证均须规定一个交单付款、承兑或议付的到期日。(3)信用证应规定所需保险的类别以及相应投保的附加险别。4.specification n.规格；说明书；详述technical specification 技术说明 product specification 产品规格design specification 设计细节 standard specification 标准规范 quality specification 质量说明书 process specification 加工标准,requirements specification 要求说明 performance specification 性能说明material specification 原材料明细表(1)所有部件都按照规格予以加工的。(2)与该压床配套的每个组合冲模，可完成一种规格的窗框和窗扇的全部冲压工序。5.prevailing international market price 国际通行的市场价格(1)我们的价格与现行世界行情是一致的。(2)由于当前国际市场价格大幅波动，我们的有效期只有一周，如果贵方接受他们，请尽快让我们知道贵方的答复。6.workmanship n.手艺，工艺；技巧(1)德国相机的主要特点是工艺精湛，经久耐用。(2)我们所有的产品都享有一年的材料与制作瑕疵担保。技能2：语言技巧1.买方用语(1)你能告诉我这个产品的价格吗？(2)我们对中国地毯非常感兴趣，我们想做个询盘。,(3)如果你方价格优惠，而且接受我方佣金，我可以马上订货。(4)希望你能给我方纽约到岸价的最优惠价格。(5)我们有大量订单要处理。(6)这些产品在国内市场需求量很大。(7)你能报给我这些产品的最低价格吗？(8)我想了解你们的供货能力以及付款条件、装运条件和折扣等销售条件。(9)你方报盘有效期多长？(10)不知你们的价格有没有变化？2.卖方用语(1)这是我们的报价单。(2)提供高质量、价格合理的产品是我们的一贯做法。(3)颜色多种多样，可根据买方要求而定。(4)这是目录和样本书，你看了可对我们的产品有一个大概的了解。(5)我们手头上有一小批货。(6)我们在机床进口方面很有经验。,(7)我们所报的价格与你从别处获得的报价相比，是较为便宜的。(8)我们明天给你报价。(9)你询问的商品目前无货。(10)请你们提出一个估价好吗？,