商貿(mào)英語(王玉環(huán) 賴艷 主編)課件習(xí)題答案Chapter_5

1、Chapter Five新編外貿(mào)英語教程新編外貿(mào)英語教程Enquiry and OfferContentsTeaching ObjectivesText AnalysisSpecimen LettersChapter FiveSkill TrainingExercises新編外貿(mào)英語教程 Teaching ObjectiveUpon completion of this chapter, you willnUnderstand what is enquiry and how to make enquiriesnUnderstand what is an offer and how to mak

2、e offers nIdentify the differences between a firm offer and a non-firm offernKnow what is counter-offer and how to make counter-offersnWrite fluent English letters on enquiry, offer and counter-offerIntroduction to the Chapterl Focus of the chapter Learn what is enquiry, offer, counter-offer and cou

3、nter-counter-offer, as well as how to write enquiry, offer and counter-offer letters. Make clear firm offer and non-firm offer.l Teaching methods Theoretical illustration & practical writing of enquiry, offer, counter-offer and counter-counter-offer letters. Introduction to the Chapter Trade neg

4、otiation is the most important procedure in international trade, which may be conducted through correspondence, e.g. letters, fax, e-mail, or face-to-face talk. No matter which way is chosen for the negotiation, four stages, i.e., enquiry, offer, counter-offer and counter-counter-offer, acceptance a

5、re generally involved before signing a contract, which can be fully expressed in the following figure. Introduction to the Chapter Major Procedures in Business Negotiation Business NegotiationenquiryOffer Counter-offerAcceptance Contract Introduction to the Chaptern詢盤詢盤是商務(wù)洽談中真正的第一步。往往由買方向賣方詢問具體商品的信息

6、，如價(jià)格、規(guī)格等基本交易條件，也可以只是打聽對(duì)方最新價(jià)格及目錄，但由于詢盤不局限于買方向賣方詢盤，因此，賣方也可寫詢盤信，主動(dòng)詢問對(duì)方對(duì)什么商品感興趣，交易條件如何。n報(bào)盤報(bào)盤也稱報(bào)價(jià)，是賣方將某種商品按一定的交易條件，包括名稱、數(shù)量、價(jià)格、裝運(yùn)、包裝、付款方式等向買方表達(dá)成交的愿望。報(bào)盤有一個(gè)重要內(nèi)容，就是有無報(bào)盤有效期，據(jù)此報(bào)盤可分為實(shí)盤和虛盤，也稱為有效發(fā)盤和無約束力發(fā)盤。n還盤還盤是在雙方為簽訂合同而進(jìn)行的談判期間，一方對(duì)另一方的前一報(bào)盤做出的反應(yīng)。還盤意味著自動(dòng)拒絕前一報(bào)盤，這個(gè)拒絕既可以是全部拒絕，也可以是對(duì)其中一項(xiàng)或幾項(xiàng)不甚滿意，提出自己的意見，交易中將之視為新的報(bào)盤。 Intr

7、oduction to the Chapter Picture 1 Face-to-face Business Negotiation Introduction to the Chapter Picture 2 Business Negotiation Text AnalysisnIntroduction to the Chaptern5.1 Enquiry n5.2 Offern5.2.1 Firm Offern5.2.2 Non-firm Offern5.2.3 Proforma Invoice: a Special Offer n5.3 Counter-offer n5.4 Counte

8、r-counter-offer5.1 Enquiry Definition An , or inquiry, is a request for information and trade terms about certain commodity. Enquiries mostly are made by potential buyers or customers via letter, fax, E-mail, telegram, telex or by phone directly. Sometimes buyers or sellers may hold face-to-face neg

9、otiation to request or provide s, s, sample products, price list as well as other related material to help the potential buyers know the product well so as to decide whether to buy it or not. enquiryinkwairi n.詢盤，詢價(jià)，詢價(jià)單inkwairi n.詢盤，詢價(jià)，詢價(jià)單inkwairi n.詢盤，詢價(jià)，詢價(jià)單catalogktl n.目錄，目錄冊(cè)（簿）brochurebruu n.小冊(cè)子，

10、說明書，5.1 Enquiry Definition 詢盤（enquiry）也叫詢價(jià)，是指交易的一方準(zhǔn)備購買或出售某種商品，向?qū)Ψ皆儐栙I賣該商品的有關(guān)交易條件。詢盤的內(nèi)容可涉及：價(jià)格、規(guī)格、品質(zhì)、數(shù)量、包裝、裝運(yùn)以及索取樣品等，而多數(shù)只是詢問價(jià)格。所以，業(yè)務(wù)上常把詢盤稱作詢價(jià)。詢盤不是每筆交易必經(jīng)的程序，如交易雙方彼此都了解情況，不需要向?qū)Ψ教皆兂山粭l件或交易的可能性，則不必使用詢盤，可直接向?qū)Ψ桨l(fā)盤。詢盤可采用口頭或書面形式。 5.1 EnquirynCategories general enquiryenquiry specific enquiry .5.1 Enquiryncategor

11、ies In a , the potential buyer may only ask for price list, catalog and samples so as to get a general understanding of the products handled by the seller. In a , some detailed information about the specific commodity such as the name, specification, quality, quantity, unit price, time of shipment,

12、package, terms of payment, etc. should be involved. general enquiry 普通詢盤，指索取普通資料諸如：目錄（a catalogue）、價(jià)目表或報(bào)價(jià)單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等 普通詢盤，指索取普通資料諸如：目錄（a catalogue）、價(jià)目表或報(bào)價(jià)單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等

13、普通詢盤，指索取普通資料諸如：目錄（a catalogue）、價(jià)目表或報(bào)價(jià)單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等 普通詢盤，指索取普通資料諸如：目錄（a catalogue）、價(jià)目表或報(bào)價(jià)單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等 普通詢盤，指索取普通資料諸如：目錄（a catalogue）、價(jià)目表或報(bào)價(jià)單（a price-list or quotation she

14、ets）、樣品（a sample）、圖片（illustrated photo prints）等 specific inquiry具體詢盤（a specific inquiry）: 具體詢問商品名稱（the n a m e o f t h e c o m m o d i t y ） 、 規(guī) 格 （ t h e specifications）、數(shù)量（the quantity）、單價(jià)（the unit price FOB CIF）,裝船期（the time of shipment）、付款方式（the terms of payment）等。5.1 Enquiry Notes simple: from

15、longtime regular customersucontent detailed: from new customersu receiver: can be sent to one addressee or more addresseesu Enquiry is lack of binding forceu Enquiries can be conducted both by buyers or sellers 5.1 Enquiry Examples of enquiry sentences 1. Please quote us the best price of CFR Hong K

16、ong for 2000 pieces of Perfect woolen sweater for women at the earliest delivery. 2. As we are in the market for . , we should be pleased if you send us your best quotations. 3. we can supply embroidered linen products in large quantities in June. Enclosed are our catalog and pricelist for your refe

17、rence.5.1 Enquiry Major Points in Enquiry Letters 1. Brief, specific, clear and courteous expression 2. Source of the information 3. Some details about your own business 4. Description of your specific needs and your anticipation for a prompt reply 5. Expression of your expectation 開頭：1）說明寫信的目的，消息來源

18、和感興趣的商品。 正文：2) 具體說明想了解的商品的有關(guān)細(xì)節(jié)，如商品的目錄、 、 交易條件等； 3) 介紹本地對(duì)商品的需求情況等； 結(jié)尾：4) 期望；希望盡快收到報(bào)盤。5.2 Offer Definition An is the sellers promise to supply a certain commodity on d terms and conditions. purpose: Offer expresses the wishes of the seller or buyer to sell or buy a certain commodity under stated terms

19、 including quality, quantity, price, times of shipment, terms of payment, package and so on. offerf n.報(bào)盤，報(bào)價(jià)，發(fā)盤stipulatestpjlet vi.規(guī)定，明確要求，約定，講明（條件）等5.2 Offer Differences between offer & quotationuQuotation refers to the unit price of certain commodity, which can be adjusted by the seller accordi

20、ng to the market changes.uOffer not only includes the unit price of a commodity, but also contains other trade terms such as quality, quantity, delivery date, terms of payment etc.uUnlike quote, price in an offer can not be changed easily after being offered. 5.2 OfferFour basic elements in an offer

21、nAn offer is sent to one or more than one . nOffer expresses the wish to conclude a contract.nAn offer should include definite, complete, clear and final contents, such as the name of commodity, quality, quantity and specifications.nAn offer must reach the offeree and shall come into effect from the

22、 time received. offereefri: n.被發(fā)價(jià)（盤）人，受盤人 5.2 Offer Categories Generally, there are two types of offers according to their :u firm offer/definite offeru non-firm offer/ indefinite offer finalityfainliti n結(jié)尾,定局,終結(jié),最后的事物,最后的言行 5.2.1 Firm offer/Definite offerDefinition A is a kind of offer that clearly

23、 expresses the offerers readiness in concluding a contract, which is made to a specific person or persons to express or imply a definite intention to make a contract under a clear, complete and final trade terms. firm offer實(shí)盤。有約束力的發(fā)盤。表明發(fā)盤人有肯定訂立合同的意圖。在法律上，實(shí)盤屬于一項(xiàng)要約，一經(jīng)發(fā)出，在有效期內(nèi)，發(fā)盤人不得隨意變更內(nèi)容或撤銷。 5.2.1 Fir

24、m offer/Definite offerCharacteristics or three elements of firm offer clarity, completeness and conditions 實(shí)盤必須同時(shí)具備三個(gè)條件才能成立：u 內(nèi)容必須是完整和明確的u 內(nèi)容必須是肯定的，無保留條件的u 實(shí)盤必須規(guī)定有效期限。 unreserved nrz:vdadj.無保留的,完全的；坦率的 5.2.1 Firm offer/Definite offerExpiration of a firm offern Once the firm offer is accepted, it can

25、not be cancelled by the offerer. A firm offer can be only when one of the three following cases occurs. 1. It is declined by the buyer 2. It exceeds the term of . 3. It is before the offerees acceptance is ed. expiredikspaid adj.呼氣,斷氣,死亡,期滿,終止 validityvldt有效;效力;合法性; （正式的）認(rèn)可2. 正當(dāng);正確;確實(shí)revokedrivuk vt

26、.撤銷, 取消, 廢除 dispatchdispt vt.派出，調(diào)遣；發(fā)送，發(fā)出n.急件，快信5.2.1 Firm offer/Definite offeru words frequently used in a firm offer firm, valid, good, open, enforce, for effective subject to reply byuExamples of offer expressions 1) We offer you firm subject to reply by 4 p.m. our time, Tuesday, 10th Sept. 2) In

27、reply, we offer firm, subject to your reply reaching us on or before Oct. 16 for 200 metric tons of Peanut at $350 net per metric ton CIF Hong Kong. 5.2.2 Non-firm offer/Indefinite offer Definition A is an expression of wishes made by the offerer to do business with the offeree according to certain

28、transaction terms with some reservations. 虛盤即無約束力的報(bào)盤。發(fā)盤人沒有肯定的訂立合同的意旨，例如反映在發(fā)盤內(nèi)容不明確（not clear）,或者主要條件不完備（not complete），或者不是最后的（not f i n a l ） ， 這 種 發(fā) 盤 對(duì) 發(fā) 盤 人 物 約 束 力 （ w i t h o u t engagement）。一般情況下，多數(shù)報(bào)盤均為虛盤。 non-firm offer虛盤，不確定發(fā)盤。又稱非確定報(bào)價(jià)，是指不含明確意義的報(bào)價(jià)，也就是發(fā)盤人有保留地愿意按一定條件達(dá)成交易的一種表示。5.2.2 Non-firm offe

29、r/Indefinite offer Characteristics unclear incomplete with s no term of validity no binding forcereservation rezvein n. 保留意見，保留態(tài)度5.2.2 Non-firm offer/Indefinite offeruWords frequently used in a non-firm offer subject to our final confirmation subject to prior sale subject to change without notice fo

30、r reference only etc. uExamples of non-firm offer expressions 1. We offer Perfect woolen sweater for women, shipment in July, CIF London $180 apiece. 2. We offer you subject to change without notice. 3. We make you an offer subject to our final confirmation. 5.2.2 Non-firm offer/Indefinite offer A s

31、atisfactory offer should includenAn expression of thanks and prompt reply for the inquiry, if any.nDetailed description of the commodity, like name, quality, s, quantity, price, discounts, terms of payment, time of shipment, packing conditions, etc. to enable the customers to make a decision.nGood c

32、omments on your commodity.nIf it is a firm offer, show a frame time during which the offer is valid; if not, remark t h e o f f e r i s m a d e w i t h o u t engagement.nAn expression of hopes for an order. specification.spesifikein n.規(guī)格，詳述to the effect that大意是，含義是；大意是以便5.2.2 Non-firm offer/Indefini

33、te offer warm note Different understandings do exist regarding firm or non-firm offer in international trade. Therefore, it is necessary for the international traders to make sure when they will be bound by their own offers or how they should interpret offers made to them. 5.2.3 Proforma Invoice: a

34、Special Offer Definition In business practices, is an invoice sent for forms sake. Unlike an ordinary invoice, it does not bind either the seller or the buyer, which is not necessarily involved in every transaction. Major purpose of proforma invoice Proforma invoice is usually used to enable the buy

35、er to make the necessary preliminary arrangements such as obtaining an import license for the goods he would like to order, or to inform the buyer of the amount payable for goods to be shipped. A Model Proforma Invoce proforma invoiceprf:m 形式上的，預(yù)計(jì)的； 形式發(fā)票,估價(jià)發(fā)票,試算發(fā)票 5.2.3 Proforma Invoice: a Special O

36、ffer Why Proforma Invoice is a Special Offer?lA proforma invoice must list the major trade terms such as name of the commodity, quantity, price, shipment, terms of payment and the detailed financial information about the sellers.lSince it is issued before the conclusion of business, proforma invoice

37、 can be regarded as a special offer, to serve as a formal quotation or as a price reference. Therefore, proforma invoice can serve as a special offer. n n AHE IMPORT & EXPORT CO.，LTD. ADD: 60,NONGJU RD QUTANG NANTONG JIANGSU CHINATEL: 86-513-8603269 FAX: 86-513-8603144 PROFORMA INVOICE NO: PRO-0

38、1-22 TO： LEBRUN FRANCE. DATE November 10, 2009NOTE： THIS PROFORMA INVOICE IS VALID UP TO Jan.20,2010 。 Shipping Marks Commodities & Specifications Quantity Unit Price Amount LEBRUN SERIE S/S COOKWARE ( WITH BLUE RING CNF ANTWERP 1800 SETS / USD9.75 USD17,550.00 300CTNS 600 USD4.2.0 USD2520.00 SE

39、TS / 100CTNS USD5.60 USD6720.00 1200 SETS / USD7.65 USD9180.00 200CTNS TOTAL USD35970.00 BAKELITE HANDLES) SAUCEPAN 5 PCS SETS CASSEROLES DIAM 20 CM X 10 CM CASSEROLES DIA 5 CASSEROLES 24 CM X 12 CM OSLO 6 SERIES 1.PAYMENT: L/C AT SIGHT 2. PACKING: EACH PACKED IN COLOR BOX, THEN IN CARTONS. 3. PORT

40、OF LOADING : GUANGZHOU, CHINA 4. PORT OF DISPATCHING/DESTINATION: ANTWERP 5. DELIVERY: ON/BEFORE DECEMBER 28, 2009 6. OTHERS 5.3 Counter-offer Definition is a refusal of an offer. In the process of business negotiation, when a buyer or offeree is dissatisfied with certain terms and conditions in an

41、offer, he may put forward a new set of terms or make a conditional acceptance by changing some conditions in the offer, which is called counter-offer. 還盤是指接盤人對(duì)所接發(fā)盤表示接受，但對(duì)其內(nèi)容提出更改的行為。還盤實(shí)質(zhì)上構(gòu)成對(duì)原發(fā)盤的某種程度的拒絕，也是接盤人以發(fā)盤人地位所提出的新發(fā)盤。因此 ，一經(jīng)還盤，原發(fā)盤即失效，新發(fā)盤取代它成為交易談判的基礎(chǔ)。 Counter-offer還盤5.3 Counter-offer Content of cou

42、nter-offer A counter-offer may be directed against the price, or the terms of payment, or discount, or the means of transportation or other trade terms. In a counter-offer the offeree may make additions, limitations or modifications for his own interest. Once a counter-offer reaches the offerer, the

43、 offer he made before is lack of binding automatically. In this sense, we may say that a counter-offer made by the former offeree is a new offer. The former offeree becomes an offerer now, and the former offerer turns to be an offeree. In the following business process, the new offeree may choose to

44、 reject, counter offer again or accept the counter-offer. 5.3 Counter-offerWhat should be included in a counter-offern Expression of your thanks for the sellers offer.nYour inability to accept the offer and the reasons for it.nYour concrete advice or amendments to certain terms or conditions.nYour h

45、ope for mutual beneficial cooperation.5.3 Counter-offerExamples of counter-offers against price or packagenWhile appreciating the good quality of your woolen sweater, we find your price is rather too high for the market we wish to supply. nThe packing of goods offered does not meet our standards. Co

46、uld you use packing which is secure against breakage?nAs the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit. In fact, we have received from another supplier in your country a much attractive offer about 10% below your p

47、rice. 5.3 Counter-offer Warm tip In the counter-offer the writer should choose polite but to the point words to state your position in a reasonable way. 還盤是在雙方為簽訂合同而進(jìn)行的談判期間，一方對(duì)另一方的前一報(bào)盤做出的反應(yīng)。還盤意味著自動(dòng)拒絕前一報(bào)盤，這個(gè)拒絕既可以是全部拒絕，也可以是對(duì)其中一項(xiàng)或幾項(xiàng)不甚滿意，提出自己的意見，交易中將之視為新的報(bào)盤。 5.4 Counter-counter-offer Definition Although

48、 counter-offer means the refusal of an offer, it still brings about opportunity and hope for making a deal in the future. Therefore, when the offeree (the seller or the exporter) receives a counter-offer, he has the right to agree or disagree to the terms in the new offer. Whether he agrees or disag

49、rees, he should let the buyer or importer know his intention via correspondence or telephone. The message in written or by phone call is known as a . counter-counter-offer再還盤。如果另一方對(duì)還盤內(nèi)容不同意，還可以進(jìn)行反還盤（或稱再還盤）。還盤可以在雙方之間反復(fù)進(jìn)行，還盤的內(nèi)容通常僅陳述需變更或增添的條件，對(duì)雙方同意的交易條件毋需重復(fù)。 5.4 Counter-counter-offer Examples of counter

50、-counter-offernAlthough we are anxious to open up business with you, the price we offered is very practical, so we are sorry to say that your counteroffer is unacceptable.nIn view of our longstanding business relations, we can consider a price reduction.nYour price is acceptable, provided you increa

51、se the quantity of your order to 1200 sets.5.4 Counter-counter-offer Importance of counter-offer & counter-counter- offer In business negotiation, counter-offer and counter-counter-offer are of greatest importance. The seller tries to sell his commodity at a high price with a secure term of paym

52、ent, while the buyer wants to buy at a low price with a secure and early shipment. Generally the sellers quotation is often much higher than the buyers expectation. Therefore, in order to conclude a transaction, they must have a hard bargain to achieve their goal. Thus a counter-offer or counter-cou

53、nter-offer, even several rounds of counter-counter-offer is not avoided. Those with patience and better understanding of negotiating art may win the final victory. Specimen Letters Letter 1 An Enquiry for Singer Sewing Machine nDear Sir or Madam,nWe have seen your advertisement in the October issue

54、of “Business Week” and we are interested in your Singer Brand sewing machines.nWe are one of the leading textile industries and we n to handle large quantities. We are now interested in further data on your products, specifically the CE-200 Sewing Machine. We would appreciate your ing us all technic

55、al and price information related to that model so that we could review and make further inquiries. nYours sincerely, n are in a position 能夠。forward v. 轉(zhuǎn)發(fā)，寄發(fā) 。Specimen Letters Letter 2 A Reply to the Enquiry for Printed Shirting Dear Sirs, We are your letter dated March 21 and, as requested, are airm

56、ailing you, ,one catalogue and two sample books for our printed Shirting. We hope they will reach you in due course and will help you to make your selection. In order to start a concrete and longstanding business relation between us, we take pleasure in making you a , our final confirmation, as foll

57、ows: Art. No. 30 Printed ShirtingDesign No. 66-3ASpecifications: 35428065 35/642 yardsQuantity: 20,000 yardsPacking: In bales or in wooden cases, at sellers optionPrice: RMB￥80 per yard CIF LagosShipment: To be made in , beginning from July, 2009Payment: to be opened 30 days before the time of shipm

58、entWe believe the above will be acceptable to you and await with keen interest your trial order.Yours faithfully, in receipt of已收到 under separate cover另封，另郵寄，也可寫作by separate post, by separate mail。under cover隨函special offer特價(jià)盤 subject toadv. 在條件下，以為條件 three equal monthly installments 3個(gè)月分 3次平均裝運(yùn)By c

59、onfirmed, irrevocable L/C payable by draft at sight 在裝運(yùn)前30天開出保兌的、不可撤銷的即期信用證。 Specimen Letters Letter 3 A Firm Offer for Phoenix Brand BicyclesDear Sirs, Thank you for your inquiry of June 16 for our Phoenix brand bicycles. At your request, we are making you the following offer subject to your reply

60、reaching here before Sept. 15.Item # Unit Price033224 20mens US$ 26.00033326 20womens US$ 28.00043248 26mens US$ 27.00043456 26mens US$ 29.00Payment: .Delivery Date: .The above prices are on a CIF San Francisco basis. Please note that commissions are not allowed but a 5% discount applies to orders for each item excee