Unit2(函电与单证大连理工出版社).ppt

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1、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,Unit 2 Enquiry,Offer and Counter-offer询盘，报盘和还盘,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

2、、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：

3、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。,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 po

4、ints,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

5、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.,3.illustrated adj.with explanat

6、ory 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 con

7、cluded with a Japanese exporter a transaction on the terms.,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.,6.of high quality 优质的 7.appeal to attract，be attractive or interesting to sb.吸引，有吸引力，

8、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.,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

9、 the order of over USD$1,000.,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.,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

10、 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 replySpecimen 2 a.receipt of the enquiry b.details of meeting requirements(sending catalogue,price,samples)c.favorable terms and best attenti

11、on,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

12、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 point

13、s,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,4.Make yourself skilled,I Basic Training1.Translate the following expressions into Chinese:illustrated catalogue a steady demand selective buyer general enquiry high quality fashionable designs craftsmanship quantity discoun

14、t,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.export2)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.allo

15、w/of3)Our products will appeal _ your market.a.for b.to c.on d.in4)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 understand5)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

16、 best attention to your specific requirements.a.rely b.replay on c.rely on d.lie on7)Please send us your _ catalogue,together with samples you can let us have.a.illustrate b.illustrated c.illustrating d.illustration8)Thank you for your letter of October 20,_ for Oilseeds.a.inviting b.expecting c.enq

17、uiring d.asking9)There is a _ for Chinese cotton in our market.a.great need b.increasing need c.steady demand d.risen demand10)_,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

18、,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 fa

19、shionable 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

20、.,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 winte

21、r pricelist for your information.,The 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 o

22、ver 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 Ne

23、w 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

24、 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 blank

25、s with proper forms of given words:interest illustrate appeal demand rely attractive enquiry export discount sale1)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 f

26、or 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

27、,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

28、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 ba

29、sis.,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 i

30、nform 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w

31、ith,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 la

32、test 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 f

33、ollowing 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.inf

34、orm 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 productsc.the pricelist for relative commodities,Unit 2 Enquiry,Offer and Count

35、er-offer询盘，报盘和还盘,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,

36、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.,2.

37、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,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,4.sh

38、ipment n.dispatch(of goods)装运，装船，装运的货物，装运期 e.g.请尽快装运。Please expedite shipment as soon as possible.我们已收到由“东方轮”运来的货物。We have received the shipment ex s.s.“Dong Fang”.n.shipping 装运 shipping advice 装船通知 shipping agents 装运代理 shipping marks 唛头 shipping space 舱位,5.urgent reply 急复 be in urgent need of 急需 e.

39、g.我方市场急需一批高品质的食品加工机。Our market is in urgent need of a stock of food processors of high class.,6.give you information about 详细说明，提供信息，让详细了解 e.g.在我们的报价单里，详细地向你方提供我方各类产品的优惠价格。In our price list,we give you information about the favorable prices of variety of our products.7.as to about,as for 关于 e.g.对于金额

40、超过500美元的交易，我们会给予2%的折扣。As to the transaction with an amount exceeding$500,we will give a 2%discount.关于采取分装，对我们双方都有好处。As to partial shipment,it would be to our mutual benefit.,8.be sure believe 对相信、肯定 be sure that be sure of e.g.请你方相信我方的货物会十一月前装运完毕。You can be sure that our goods should be shipped befo

41、re the end of November.请相信我们与你们的密切合作。You may be sure of our close cooperation with you.,9.expand v.spread out,extend 扩大 expand sales 扩大业务 e.g.我们希望我们双方在将来不断扩大的贸易中 继续合作。We hope we two could continue our cooperation in the expanding business in the future.n.expansion 扩大 expansion of business 扩大贸易10.tri

42、al adj.attempted or advanced on a provisional or experimental basis 尝试的，试验的；临时的 trial order 试订 trial sale 试销 e.g.我们可以考虑向你们试订货500打男式衬衫。We can consider booking with you a trial order for 500 dozen Mens shirts.,Lesson 5 Specific Enquiry 具体询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm

43、yourself,Main points,Make yourself skilled,3.Main points,Specimen 1 a.receipt of letter b.detailed requirements(catalogue,price,terms,shipment)c.introduction of market and request for competitive price d.expectation of early replySpecimen 2 a.receipt of the enquiry b.details of meeting requirements(

44、sending catalogue and samples etc.)c.more information about goods d.expectation of trial order,Chinese Version,信件一(和第一课的信件二连接)敬启者:感谢你公司8月25日的来函，很高兴获悉你方生产各类鞋子。我们对你公司在信里推荐的休闲鞋，尤其是刺绣拖鞋和棉布鞋感兴趣。请惠寄一份有插图的商品目录和样品，进一步提供有关的信息，并给我们报CIF利物浦最低价,说明最早的船期。优质的休闲鞋很受欢迎。相信提到的几类价格适中的产品在我地销路良好。如你们的报价有竞争力，我方将考虑5,000双鞋的订货。

45、盼急复 谨上,信件二 敬启者:感谢你方9月1日的询盘。随函附上的带插图的商品目录和样品详述你方特别感兴趣的两类鞋。图片可以让你方详细了解我们正在出口的其他休闲鞋。关于我方的贸易条件，请参考商品目录的第8页，随函给你方报利物浦成本、保险加运费价，船期10月，我们通常要求不可撤消的即期信用证。刺绣拖鞋和棉布鞋是我们的最新产品。由于它们质优价廉，请相信我们的产品能够帮你方扩大市场。期待你方的试订。谨上,Lesson 5 Specific Enquiry 具体询盘,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself

46、,Main points,Make yourself skilled,4.Make yourself Skilled,I Basic Training1.Fill in the blanks with proper forms of the given words:quote 1)We should be grateful if you would _ us for walnuts.2)As the prices _ are low and likely to rise,we would advise you to place your order without delay.3)We sho

47、uld be pleased if you would send us the lowest _ for the following items.,quote,quoted,quotation,expand 1)There is a possibility that the production will be _ on large scale in the second quarter next year.2)We are looking forward to _ business with you.3)We are in hope of continuing our cooperation

48、 for further _ of our business.recommend 1)On the _ of Mr.Smiths,we are glad to learn that you handle this line.2)Your are _ to us by Thomas Jackson,and we are interested in your digital watch.3)We now _ that you buy a small quantity for trial.,recommend,recommendation,recommended,expanded,expanding

49、,expansion,state1)We are a _-operated corporation handling exclusively the export and import of chemicals.2)We are sending you our list of price and a pamphlet of samples,_ the high quantity of our products.3)As _ in our letter of July 5,we will arrange shipment on receipt of your L/C.ship1)Please q

50、uote us competitive price for 3 tons of bitter apricot for _ in September.2)We invite your attention to the fact that the goods should be _ before the end of November.3)We have received the goods _ by motor vessel.,stated,state,stating,shipped,shipment,shipped,2.Choose the best answer:1)We shall app