外贸英语函电Unit 3 询盘和回复ppt课件.pptx

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1、Unit 3 Enquiries and Replies 询盘和回复,目的: 了解询盘的基本写作技巧和回复。 交易磋商的一般程序分为“询盘”、“发盘”、“还盘”和“接受”或“拒绝”几个环节。 询盘（Enquiry）又称询价，是指买方或卖方向对方询问以价格为中心的各种相关的交易条件，包括一般询价（General Enquiry）和具体询价（Specific Enquiry）。,1,3.1 Classification and Content of Enquiries,Definition: A Request for Informationgeneral enquiries (一般询盘) for

2、 general information：information about various goods : 目录(a catalogue)、价目表或报价单(a price-list or quotation sheets)、样品 (a sample)、图片(illustrated photo prints)specific enquiries (具体询盘) for specific information：具体询问商品名称(the name of the commodity)、规格(the specifications)、数量(the quantity)、单价(the unit price

3、FOB CIF),装船期(the time of shipment)、付款方式(the terms of payment),2,几个重要的价格术语,FOB ： “Free on Board”船上交货价， 后接装运港名称，表示卖方在装运港交货，交货之前的所有费用和风险都由卖方承担；当货物装上船后，风险随即转移给了买方，且之后的费用（包括运费）等皆由买方承担。又称离岸价。CNF或CFR：“Cost and Freight”成本加运费，后接目的港名称，表示卖方要承担包括到目的港的运费，风险自货物装船后转移给了买方。CIF：价格术语“Cost, Insurance and Freight”成本、保险加

4、运费，后接目的港名称，表示卖方要承担包括到目的港的运费和保险费，风险自货物装船后转移给了买方。又称到岸价。,3,3.2 Writing Skills of Enquiries,4,5,catalogue n. 商品目录册 the latest catalogue 最新目录 illustrated catalogue 附有说明书（插图）的目录 list 货单 brochure 小册子 leaflet 单页的商品说明书 pamphlet 小册子 the full details of .的全部细节all necessary information 所有必要的信息,6,7,quote v 报价， 与

5、介词for连用quotation n报价，与动词make，send，give，cable，fax连用，后接介词for，但当买方提及卖方报价时一般用介词of quote sb. a price for sth. quote sb. for sth. quote sb. a price quote a price quotation of your companyPlease quote us your most favorable price CIF Seattle for the above goods, including our 5% commission. 请就上述货物向我方报CIF西雅

6、图最优惠价，含佣金5%。,8,9,discount n 折扣 a special discount 特别折扣 cash discount 现金折扣 trade discount 同业折扣，商业折扣 quantity discount 数量折扣 at a discount 削价，降价，无销路的 to give (allow, make, grant) sb. a discount 打折扣We agree to give you 15% discount provided you order 100,000 sets. 我方同意给你方百分之十五的折扣，但你方得订购十万套才可以。In view of

7、 our long-standing relationship, we agree to allow you a discount. 考虑到我们长期的关系, 我方同意给你方折扣。,10,佣金（commission）是卖方或买方付给中间商为其对货物的销售或购买提供中介服务的酬金。中间商通常为经纪人或代理人，但在实际业务中，凡是为招揽生意、促进交易提供服务的企业或个人，都可能称为佣金的收受者。折扣（discount）是卖方按照原价给买方以一定的减让。佣金，习惯上应先由卖方收到全部货款后，再支付给中间商。折扣一般可由买方在支付货款时预先扣除。,佣金 VS. 折扣,11,明佣的表示方法有三种：一是用文

8、字说明。 如：USD 100 per M/T CIF London including 3% Commission二是直接在贸易术语后面加上Commission的缩写字母“C”和所付的佣金率。 如：USD 100 per M/T CIF C 3% London三是绝对数表示。 如：Pay commission USD100 per M/T,佣金,12,一是用文字来说明表示。 如: USD 100 per M/T FOB Dalian including 2% discount二是用绝对数来表示。 如: Discount USD 200 Per M/T三是在贸易术语中加注“D”(Discount

9、)或“R”(Rebate)和折扣率来表示。 如: CIF D 2% 新加坡 或 CIF R 2% 伦敦,折扣,13,14,3.2 Writing Skills of Replies,15,16,17,18,19,20,形式发票: 是在没有正式合同之前，经双方签字或盖章之后产生法律效力的充当合同的文件，它包括产品描述，单价，数量，总金额、付款方式、包装、交货期等。形式发票本来只是在客户确认了价格并下了定单之后卖方所做的使对方再次确认的发票，但在没有正式合同之前形式发票即是合同。“Proforma”是拉丁文，它的意思是“纯为形式的” 。所以单从字面来理解，Proforma Invoice 是指纯为

10、形式的、无实际意义的发票。这种发票本来是卖方在推销货物时，为了供买方估计进口成本，假定交易已经成立所签发的一种发票。实际上，并没有发出货物的事实，正因为如此，这种发票也被称之为“试算发票”。,21,Specimen Letter1 - General Enquiry,Dear Sirs,We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you wish to export pu

11、re silk garments to our market. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years history and high reputation. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderat

12、e. We would be obliged if you will send us some samples with the best terms at your earliest convenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION,Specimen Letter2 - A Reply,Dear Sirs,We take pleasure to acknowledge receipt of your letter of January 20, from which we learn that you are inter

13、ested in bringing silk garments to the New York market. We are enclosing our quotation sheet covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery will be within 30 d

14、ays after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor. This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this particular offer has la

15、psed.Yours faithfully,CHINA NATIONAL TEXTILES IMP. & EXP. CORP.SHANGHAI HOME TEXTILES BRANCH,Letter of Credit (难点),信用证（Letter of Credit, L/C)是指由银行（开证行）依照（申请人的）要求和指示或自己主动，在符合信用证条款的条件下，凭规定单据向第三者（受益人）或其指定方进行付款的书面文件。即信用证是一种银行开立的有条件的承诺付款的书面文件。 在国际贸易活动，买卖双方可能互不信任，买方担心预付款后，卖方不按合同要求发货；卖方也担心在发货或提交货运单据后买方不付款。

16、因此需要两家银行做为买卖双方的保证人，代为收款交单，以银行信用代替商业信用。银行在这一活动中所使用的工具就是信用证。 信用证是银行有条件保证付款的证书，成为国际贸易活动中常见的结算方式。按照这种结算方式的一般规定，买方先将货款交存银行，由银行开立信用证，通知异地卖方开户银行转告卖方，卖方按合同和信用证规定的条款发货，银行代买方付款。,24,请开立一个20吨苹果的信用证，金额为2万美元。Please open an L/C covering twenty tons of apples for the amount of USD 20,000.今早，我们经由花旗银行开立了一个以你方为受益人的信用证

17、。 We opened an L/C in your favor through the Citi Bank this morning.付款方式以不可撤销即期信用证支付，并以我方为受益人。Payment is to be made by irrevocable L/C at sight to be opened in our favor.我们要求以不可撤销信用证凭即期汇票支付，在装运前30天开出。We require payment by irrevocable L/C payable by draft at sight to be opened 30 days before the time

18、 of shipment .我们支付方式是保兑的，不可撤销即期信用证，凭全套装运单据支付。Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.,Useful Expressions and Sentences,25,By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one mont

19、h before shipment, and remain valid for negotiation in China till the 15th day after shipment.,以你方为受益人的100保兑的、不可撤销的、凭即期汇票支付的信用证必须在装运前一个月开到卖方，并在装船后15天内在中国议付有效。,26,Specimen Letter 3 - A Specific Enquiry,Dear Sirs,We learn with pleasure from your letter of April 12, 2004 that you are exporters ofChines

20、e blanket cover and are willing to establish business relations with us. At present, we are interested in blanket cover and shall be pleased if you will send us by airmail sample books and all necessary information on blanket cover, so as to acquaint us with material and workmanship of your supplies

21、. Meanwhile, please quote us the lowest price CIF London, inclusive of our 3% commission, stating the earliest date of shipment. Should your price be found competitive and delivery time acceptable, we shall place a large order with you.Yours truly, Leon Allen,Specimen Letter 4 - A Reply to the Above

22、,Dear Sirs,Thank you very much for your letter of April 28, 2004. We are pleased to send you samples and all the necessary information on blanket cover under separate cover.At your request, we are delighted to make you an offer, subject to your final confirmation, as follows:Commodity: “Golden Cock”

23、 Brand Blanket Cover No.21Size: 180cm200cmColor: All kinds of colorsQuantity: 1 000 piecesPrice: GBP 20 each piece CIF London inclusive of 3% commissionShipment: During August/September,Payment: By 100% confirmed, irrevocable L/C in our favor payable by draft at sight to reach the sellers one month

24、before shipment, and remain valid for negotiation in China till the 15th day after shipment.You will realize from the catalogue we sent you, our blanket cover is a perfect combination of warmth, softness and easy care. We are sure that you can get benefit from our products.We look forward to your pr

25、ompt reply.Yours faithfully,Baicu,Specimen Letter 5 - A Specific Enquiry,Dear Sirs,We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enquired about their quality. Provided quality and price are satisfactory there are prospects of

26、 good sales here. But before placing an firm order, we should be glad if you would send us, on fourteen days approval, a selection of mens and womens raincoats. Any of the items unsold at the end of the period, and which we decide not to keep as stock, would be returned at our expense. We look forwa

27、rd to hearing from you soon.Sincerely yours,Anderson,30,Specimen Letter 6 - A Reply to the Above,Dear Anderson,Thank you for your letter of 10th March. We are gratified to receive your requestfor men and womens raincoats on approval. As we have not previously done business together, perhaps you will

28、 kindly agree to supply either the usual trade references, or the name of a bank to which we may refer. As soon as these enquiries are satisfactorily settled, we shall be happy to send you the items you mention in your letter. We sincerely hope this will be the beginning of a long and pleasant business association. We shall do our best to make it so. Best wishes, Marry,