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1、商务英语函电,作者：方宁,责任编辑：钟仲南 出版日期：2009年9月 IDPN：308-2009-009 课件章数：10,Chapter III Enquiries，Offers，Counteroffers and Acceptances,Learning Aims (学习目标)： 在本章中，学生将了解商务谈判中的四个主要环节询盘、报盘、还盘和接受的适当知识。 通过该章的学习，学生将具备撰写询盘、报盘、还盘和接受的信函的能力。,What is our learning aims in this chapter?,什么是询盘（Enquiry）?,定义：询盘是商务洽谈中真正的第一步。往往由进口商做
2、出，向出口商询问具体商品的详细信息，尤其是价格信息，对双方 没有约束力。 Definition: An enquiry is the first real step in business negotiationIt is usually made by the importer to seek detailed information about specific goods, in particular their prices，which does not legally bind both parties,写询盘信时应遵循以下原则：,1.信的开头应告诉收信人你进行询盘的信息来源。 2.
3、询盘信必须礼貌、简短、切中要点，但切勿使用过分客套、谦卑的言词。 3.具体说明你所要询问的内容。,什么是报盘（Offer）?,定义：报盘也叫报价，是出口商将某种产品按一定的交易条件向进口商表达成交的愿望。 Definition： An offer also known as quotation is an expression of will from the exporter to sell particular goods under the terms and conditions stated,Offer,Firm offer (实盘),Non-firm offer (虚盘),1. 如
4、果买方发出了询盘，应对买方的询盘 表示感谢。 2. 说明商品名称、质量、数量及规格。 3. 价格条款、折扣、佣金条件、付款条件等。 4. 包装方式及交货日期。 5.（对于实盘而言）报盘的有效期。,报盘信通常包括以下内容：,什么是还盘（counter-offer）?,定义：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作出的反应。 Definition: A counter-offer is an offer made in response to a previous offer by the other party during negotiations for a fina
5、l contract,1.对报盘人表示感谢。 2.对不能接受报盘表示遗憾。 3.说明不能接受的理由。 4.进行还盘。 5.敦促受盘人接受还盘。,还盘信通常包括以下各点：,什么是接受（acceptance）?,定义：接受是谈判中的最后一个环节，是受盘人在报盘有效期 内无条件地接受报盘所有条件的行为。 Definition: Acceptance is the last step in business negotiation, which means the offeree accepts all the terms stated in the offer unconditionally dur
6、ing the validity period,Letter 1 Enquiry (询盘),Letter 2 Offer (报盘),Letter 3 Offer (报盘),Letter 4 Counter-offer (还盘),Letter 4 Counter offer（还盘）,Letter 5 Acceptance（接受）,Vocabulary,Business negotiation 商务谈判 Information 信息，情报，消息 Bind 约束 Source 源头；出处 Identity 身份 Humble 卑下的，谦逊的 Offer 报价，报盘 Offeror 发盘人 Offer
7、ee 受盘人 Firm offer 实盘 non-firm offer 虚盘 Commodity 商品 Quantity 数量 Specification 规格，规范 Terms of payment 付款条件 Commission 佣金 Discount 折扣 Packing 包装（方式）,19. counter-offer 还盘，还价 20. Regret 遗憾，抱歉，歉意 21. Inability 不能 22. Acceptance 接受 23. Unconditionally 无条件地 24. Validity period 有效期 25. Manufacture 制造，加工 26.
8、 Handicraft article 手工工艺品 27. Variety 种类，多样化 28. Major 较大的，主要的 29. Brocade handbag 锦缎手袋 30. Illustrated catalogue 带有图片的目录 31. CIF：Cost，Insurance and Freight 到岸价格 32. Competitive 有竞争力的（价格） 33. Order 订单，订货 34. Prompt 即时的,Vocabulary,35. Article 商品 36. Irrevocable 不可撤销的 37. Documentary 跟单的 38. Acceptabl
9、e 可接受的，合意的 39. Client 顾客，客人或主顾 40. Receipt 收到 41. Inform 通知，告诉，获悉， 告知 42. end-user 终端客户,43. Aware 明白的，意识到的 44. Dealer 商人 45. Keen competition 激烈的竞争 46. Anticipate 预期，期望 47. Standard price 标准价格 48. Purchase 购买，购买的东西 49. Profitable 有利可图的，产生利润的；有利的,Exercises,IFill in the following blanks Enquiry is usu
10、ally made by the _ It indicates their intention to buy goods，inquires the _ if they can supply and asks them to make an _There are different ways of making an enquiry，both orally and in _ formIf it is the first dealing between the two sides it is necessary for the buyers to inquire _ the quantity，va
11、riety，delivery time，etcIn detailOn the other hand，if they have established business _，they may do it _ a simpler way We find the _ you quoted rather _ the high side To _ up the trade，we counter-offer _ _ As the market is _，we recommend your immediate _. Please _ us your competitive prices for the fo
12、llowing items _ reference to your offer of December 24, we accept all the terms and conditions.,Exercises,IFill in the following blanks 7. We are pleased to confirm acceptance of your offer _ 2,000 metric tons of walnuts _ US1,900 permt CIF _ your request，we take pleasure _ sending you herewith a co
13、py of our illustrated catalogue We would make you the following offer，subject _ our final _ Since considerable business has been done _ this price we trust that it will also be acceptable _ you As regards “Great Panda” Brand pencils，we hope you will place a trial order _ us _ at least 2,000 gross We
14、 have established an irrevocable letter of credit _ your favor with the Bank of China，Ningbo We are awaiting your revised draft _ keen interest,Key for exercise I,buyers；sellers；offer；written；about；relations；in price；on step；as follows declining；acceptance Quote,6. With 7. for；at 8. At；in 9. to；conf
15、irmation 10. at；to 11. with；for 12. In 13. with,Exercises,IITranslate the following sentences into Chinese We shall be very glad to place our order with you if your quotation is competitive and delivery date is acceptable 如你方报价具有竞争性且交货期合适，我们将很高兴向你方订货。 We hope you will quote us competitive CIF Liverp
16、ool for Printed Shirting 希望向我方报具有竞争性的印花细布成本保险费加运费利物浦价 We shall appreciate it very much，if you will quote us your lowest price for Groundnuts 如蒙报花生最低价，将非常感谢。,Exercises,IITranslate the following sentences into Chinese 4. We make you the following offer subject to your reply reaching us before September 24. 现报盘如下，（此盘）以你方在9月24日前答复有效。 5. Th
