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1、外贸英语函电,Project Two Business Negotiation 项目二 磋 商 交 易,科学出版社,知识目标,对于具体的进出口交易，通过函电进行初步交易磋商一般包括询盘、报盘、还盘和接受等四个环节。其中报盘和接受是达成交易必不可少的两个基本环节。 经过询盘、报盘、还盘和接受后，一笔交易就基本达成了，但在国际贸易实践中，当事人通常还要签订正式的书面协议，如合同书、确认书等。因而这些过程中的往来函电也成为日后订立进出口合同的基础。,能够正确理解询盘信函，并根据实际情况进行报盘 能够区别一般询盘与具体询盘。 能够辨别实盘与虚盘，从而发现更多潜在客户，提高业务能力。 能够熟练地进行有效
2、报盘。,能力目标,项目二包括两个任务,Task One Writing an Offer Letter 任务1 撰写报盘信函 Task Two Writing a Reply to a Counter-offer Letter 任务2 撰写还盘信函的回函,任务 1 撰写撰写报盘信函,主要内容： 一、 知识链接 二、职场经验借鉴 三、业务初探 四、核心词汇英汉互译训练 五、核心技能训练 六、能力迁移,1. Basic Knowledge Concerning with Enquiry and Offer Written negotiations usually begin with enquir
3、ies made by buyers. Enquiry is to request the possible seller to give the information about the goods he intends to purchase as well as the information about trade conditions, especially the price of the goods, and asks the seller to make quotation. Selling and receiving enquiries are among the most
4、 important and the busiest work. Enquiries vary with their different contents, different purposes and different backgrounds. For example, a request for a catalogue and price list, for a sample, for favored price, for the products that are not available any longer, or for arrangement of a visit, etc.
5、,一、 知识链接,An enquiry is generally made up of three as follows: 1) The beginning paragraph (the first part) is where you express what you are interested in, make brief introduction of your company or state the purpose to write the enquiry. 2) In the following paragraph the specific information is aske
6、d in detail. 3) The last paragraph is for courteous close where you extend thanks and express the hope of receiving replies as soon as possible.,一、 知识链接,一、 知识链接,An offer is a promise to supply or buy goods on the terms and conditions stated. In an offer, the offeror not only quotes the price of the
7、goods he wishes to sell or to buy but also indicates all necessary terms of transactions for the offerees consideration and acceptance. An offer to an enquiry should be prompt and cover all the information asked for. A satisfactory offer will include the following:,一、 知识链接,Opening: an expression of
8、thanks for the enquiry, if any. Body: the details of offer, which are: 1) names of commodities, quality, quantity and specification; 2) details of prices, discounts and terms of payment; 3) a statement or clear indication of what the prices cover (e.g. packing, freight, and insurance); 4) packing an
9、d date of delivery; 5) the period for which the offer is valid. Closing: an expression of hope that the offer will be accepted.,一、 知识链接,2. Useful Sentences 1) We are making you an offer at your request as follows, subject to our final confirmation 2) As requested, we are offering you the following,
10、subject to goods being unsold. 3) As requested by you on August 7, 2010, we take pleasure in making you the following offer 4)This offer is firm, subject to your reply reaching us before 5 p.m. September 28, our time.,一、 知识链接,3. Writing Steps A letter aiming at making an offer usually consists of th
11、e following steps: 1) state the reasons of your letter; 2) state the specific contents of your offer(name, price of the goods or other terms); 3) give the hints(the important terms such as prices, payment terms or discounts).,二、职场经验借鉴,Letter 1 A general enquiry Dear Sirs, Catalogue of Childrens Clot
12、hing We learn from one American company of the same trade that you are producing for export childrens clothing of different sizes. We are interested in them, for there is a steady demand in our market for childrens clothing of good quality. But stocks of childrens clothing are running low so that go
13、od prices are obtained.,二、职场经验借鉴,We will be appreciative if you send us a copy of your latest catalogue, with details of your prices and terms of payment. It would be helpful if you could also forward us some small pieces as samples of the various types Should your quality be suitable and the price
14、competitive, well be ready to place an order with you. In view of the demand for your products, an immediate reply is appreciated. Yours faithfully,二、职场经验借鉴,Notes to Letter 1 1）learn from 收到的来信，从获知 He learned from his mother every month when he studied aboard. 他在国外留学的时候，每个月都收到母亲的来信。 2）demand n. 需求 s
15、teady demand 稳定的需求 large/heavy demand 大量的需求 3）stock n. 库存，现货 in stock 有现货，在库存中 out of stock 脱销，缺货 supply from stock 现货供应 a stock of 一批,二、职场经验借鉴,4）run low 变少 Our stocks are running low. 我们的存货正迅速减少。 5）appreciative adj. 感激的 It would be appreciative if you would quote us the lowest prices CIF Shanghai.
16、如贵方报CIF上海最低价，我们将非常感激。 6）terms of payment 支付方式 7）forward v. 寄送,二、职场经验借鉴,8）Should your quality be suitable and the price competitive， 如果你方质量合适且价格具有竞争力的话， 这是个倒装条件句，相当于：“If your quality is suitable and the price is competitive” , 9）place an order with sb. 与某人下订单，向某人订购 10）in view of 鉴于，考虑到 In view of the fact that all other customers have accepted this price, we can not give consideration to your counter-offer. 鉴于其他客户都已经接受此价格，我们不能考虑你们的还盘。,二、职场经验借鉴,Letter 1（译文） 一般询盘 童装目
