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1、商贸英语王玉环赖艳主编课件习商贸英语王玉环赖艳主编课件习题答案题答案5ContentsTeaching ObjectivesText AnalysisSpecimen LettersChapter FiveSkill TrainingExercises新编外贸英语教程 Introduction to the Chapter Picture 2 Business Negotiation Text AnalysisnIntroductiontotheChaptern5.1Enquiryn5.2Offern5.2.1FirmOffern5.2.2Non-firmOffern5.2.3Proforma
2、Invoice:aSpecialOffern5.3Counter-offern5.4Counter-counter-offer5.1 Enquiry Definition An , or inquiry, is a request forinformation and trade terms about certaincommodity.Enquiries mostly are made by potentialbuyers or customers via letter, fax, E-mail,telegram,telexorbyphonedirectly. Sometimesbuyers
3、orsellersmayholdface-to-facenegotiationtorequestorprovides,s,sampleproducts,pricelistaswellasotherrelatedmaterialtohelpthepotentialbuyersknowtheproductwellsoastodecidewhethertobuyitornot.enquiryinkwairin.询盘，询价，询价单inkwairin.询盘，询价，询价单inkwairin.询盘，询价，询价单catalogktln.目录，目录册（簿）brochurebruun.小册子，说明书，5.1 En
4、quiry Definition 5.1 EnquirynCategoriesgeneralenquiryenquiryspecificenquiry.5.1 EnquiryncategoriesIna,thepotentialbuyermayonlyaskforpricelist,catalogandsamplessoasto get a general understanding of the productshandledbytheseller.Ina,somedetailedinformationaboutthespecificcommoditysuchasthename,specif
5、ication,quality,quantity,unitprice,timeofshipment, package, terms of payment, etc.shouldbeinvolved.generalenquiry普通询盘，指索取普通资料诸如：目录（acatalogue）、价目表或报价单（aprice-listorquotationsheets）、样品（asample）、图片（illustratedphotoprints）等普通询盘，指索取普通资料诸如：目录（acatalogue）、价目表或报价单（aprice-listorquotationsheets）、样品（asample）、
6、图片（illustratedphotoprints）等普通询盘，指索取普通资料诸如：目录（acatalogue）、价目表或报价单（aprice-listorquotationsheets）、样品（asample）、图片（illustratedphotoprints）等普通询盘，指索取普通资料诸如：目录（acatalogue）、价目表或报价单（aprice-listorquotationsheets）、样品（asample）、图片（illustratedphotoprints）等普通询盘，指索取普通资料诸如：目录（acatalogue）、价目表或报价单（aprice-listorquotatio
7、nsheets）、样品（asample）、图片（illustratedphotoprints）等specificinquiry具体询盘（aspecificinquiry）:具体询问商品名称（thenameofthecommodity） 、 规 格 （ thespecifications）、数量（thequantity）、单价（theunit price FOB CIF）,装船期（the time ofshipment）、付款方式（thetermsofpayment）等。5.1 Enquiry Notessimple:fromlongtimeregularcustomersucontentdet
8、ailed:fromnewcustomersureceiver:canbesenttooneaddresseeormoreaddresseesuEnquiryislackofbindingforceuEnquiries can be conducted both by buyers orsellers5.1 Enquiry Examples of enquiry sentences1. Please quote us the best price of CFR HongKongfor2000piecesofPerfectwoolensweaterforwomenattheearliestdel
9、ivery.2.Asweareinthemarketfor.,weshouldbepleasedifyousendusyourbestquotations.3. we can supply embroidered linen products inlargequantitiesinJune.Enclosedareourcatalogandpricelistforyourreference.5.1 Enquiry Major Points in Enquiry Letters1.Brief,specific,clearandcourteousexpression2.Sourceoftheinfo
10、rmation3.Somedetailsaboutyourownbusiness4.Descriptionofyourspecificneedsandyouranticipationforapromptreply5.Expressionofyourexpectation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。5.2 Offer DefinitionAnisthesellerspromisetosupplyacertain commodity
11、on d terms andconditions.purpose: Offer expresses the wishes of thesellerorbuyertosellorbuyacertaincommodityunder stated terms including quality, quantity,price, times of shipment, terms of payment,packageandsoon.offerfn.报盘，报价，发盘stipulatestpjletvi.规定，明确要求，约定，讲明（条件）等5.2 Offer Differences between offe
12、r & quotationuQuotation refers to the unit price of certaincommodity,whichcanbeadjustedbytheselleraccordingtothemarketchanges.uOffer not only includes the unit price of acommodity, but also contains other trade termssuchasquality,quantity,deliverydate,termsofpaymentetc.uUnlike quote, price in an off
13、er can not bechangedeasilyafterbeingoffered.5.2 OfferFour basic elements in an offernAnofferissenttooneormorethanone.nOfferexpressesthewishtoconcludeacontract.nAnoffershouldincludedefinite,complete,clearand final contents, such as the name ofcommodity,quality,quantityandspecifications.nAnoffermustre
14、achtheoffereeandshallcomeintoeffectfromthetimereceived. offereefri:n.被发价（盘）人，受盘人5.2 OfferCategoriesGenerally,therearetwotypesofoffersaccordingtotheir:ufirmoffer/definiteofferunon-firmoffer/indefiniteofferfinalityfainlitin结尾,定局,终结,最后的事物,最后的言行5.2.1 Firm offer/Definite offerDefinitionA is a kind of off
15、er that clearlyexpressestheofferersreadinessinconcludingacontract,whichismade toaspecificperson orpersonstoexpressorimplyadefiniteintentiontomakeacontractunderaclear,completeandfinaltradeterms.firmoffer实盘。有约束力的发盘。表明发盘人有肯定订立合同的意图。在法律上，实盘属于一项要约，一经发出，在有效期内，发盘人不得随意变更内容或撤销。5.2.1 Firm offer/Definite offer
16、Characteristics or three elements of firm offer clarity,completenessandconditions实盘必须同时具备三个条件才能成立：u内容必须是完整和明确的u内容必须是肯定的，无保留条件的u实盘必须规定有效期限。unreservednrz:vdadj.无保留的,完全的；坦率的5.2.1 Firm offer/Definite offerExpiration of a firm offern Oncethefirmofferisaccepted,itcannotbecancelledbytheofferer.Afirmofferca
17、nbeonlywhenoneofthethreefollowingcasesoccurs.1.Itisdeclinedbythebuyer2.Itexceedsthetermof.3.Itisbeforetheoffereesacceptanceised. expiredikspaidadj.呼气,断气,死亡,期满,终止validityvldt有效;效力;合法性;（正式的）认可2.正当;正确;确实revokedrivukvt.撤销,取消,废除dispatchdisptvt.派出，调遣；发送，发出n.急件，快信5.2.1 Firm offer/Definite offeru words freq
18、uently used in a firm offerfirm,valid,good,open,enforce,foreffectivesubjecttoreplybyuExamples of offer expressions1)Weofferyoufirmsubjecttoreplyby4p.m.ourtime,Tuesday,10thSept.2) In reply, we offer firm, subject to your replyreachingusonorbeforeOct.16for200metrictons of Peanut at $350 net per metric
19、 ton CIFHongKong.5.2.2 Non-firm offer/Indefinite offerDefinitionAisanexpressionofwishesmadeby the offerer to do business with the offereeaccordingtocertaintransactiontermswithsomereservations.虚盘即无约束力的报盘。发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确（notclear）,或者主要条件不完备（not complete），或者不是最后的（notfinal） ， 这 种 发 盘 对 发 盘
20、人 物 约 束 力 （ withoutengagement）。一般情况下，多数报盘均为虚盘。non-firmoffer虚盘，不确定发盘。又称非确定报价，是指不含明确意义的报价，也就是发盘人有保留地愿意按一定条件达成交易的一种表示。5.2.2 Non-firm offer/Indefinite offer Characteristics unclearincompletewithsnotermofvaliditynobindingforcereservationrezveinn.保留意见，保留态度5.2.2 Non-firm offer/Indefinite offeruWords freque
21、ntly used in a non-firm offersubjecttoourfinalconfirmationsubjecttopriorsalesubjecttochangewithoutnoticeforreferenceonlyetc.uExamples of non-firm offer expressions1.WeofferPerfectwoolensweaterforwomen,shipmentinJuly,CIFLondon$180apiece.2.Weofferyousubjecttochangewithoutnotice.3.Wemakeyouanoffersubje
22、cttoourfinalconfirmation. 5.2.2 Non-firm offer/Indefinite offerA satisfactory offer should includenAnexpressionofthanksandpromptreplyfortheinquiry,ifany.nDetailed description of the commodity, like name,quality,s,quantity,price,discounts,terms of payment, time of shipment, packingconditions,etc.toen
23、ablethecustomerstomakeadecision.nGoodcommentsonyourcommodity.nIfitisafirmoffer,showaframetimeduringwhichtheofferisvalid;ifnot,remarktheofferismadewithoutengagement.nAnexpressionofhopesforanorder. specification.spesifikeinn.规格，详述totheeffectthat大意是，含义是；大意是以便5.2.2 Non-firm offer/Indefinite offer warm n
24、oteDifferent understandings do exist regardingfirm or non-firm offer in international trade.Therefore, it is necessary for the internationaltraderstomakesurewhentheywillbeboundbytheirownoffersorhowtheyshouldinterpretoffersmadetothem. 5.2.3 Proforma Invoice: a Special Offer DefinitionInbusinesspracti
25、ces,isaninvoice sent for forms sake. Unlike an ordinaryinvoice,itdoesnotbindeitherthesellerorthebuyer,whichisnotnecessarilyinvolvedineverytransaction. Major purpose of proforma invoiceProforma invoice is usually used to enable thebuyertomakethenecessarypreliminaryarrangementssuchasobtaininganimportl
26、icenseforthe goods he would like to order, or to inform thebuyeroftheamountpayableforgoodstobeshipped.A Model Proforma Invoceproformainvoiceprf:m形式上的，预计的；形式发票,估价发票,试算发票5.2.3 Proforma Invoice: a Special Offer Why Proforma Invoice is a Special Offer?lA proforma invoice must list the major tradetermssu
27、chasnameofthecommodity,quantity,price, shipment, terms of payment and thedetailedfinancialinformationaboutthesellers.lSince it is issued before the conclusion ofbusiness,proformainvoicecanberegardedasaspecialoffer,toserveasaformalquotationorasa price reference. Therefore, proforma invoicecanserveasa
28、specialoffer. 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-01-22 TO： LEBRUN FRANCE. DATE November 10, 2009NOTE： THIS PROFORMA INVOICE IS VALID UP TO Jan.20,2010 。 Shipping Marks Commodities & Specifica
29、tions 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 SETS / 100CTNS USD5.60 USD6720.00 1200 SETS / USD7.65 USD9180.00 200CTNS TOTAL USD35970.00 BAKELITE HANDLES) SAUCEPAN 5 PCS SETS CASSEROLES DIAM 20
30、 CM X 10 CM CASSEROLES DIA 5 CASSEROLES 24 CM X 12 CM OSLO 6 SERIES 1.PAYMENT:L/CATSIGHT2.PACKING:EACHPACKEDINCOLORBOX,THENINCARTONS.3.PORTOFLOADING:GUANGZHOU,CHINA4.PORTOFDISPATCHING/DESTINATION:ANTWERP5.DELIVERY:ON/BEFOREDECEMBER28,20096.OTHERS5.3 Counter-offer Definitionis a refusal of an offer.
31、In theprocessofbusinessnegotiation,whenabuyerorofferee is dissatisfied with certain terms andconditionsinanoffer,hemayputforwardanewsetoftermsormakeaconditionalacceptancebychanging some conditions in the offer, which iscalledcounter-offer.还盘是指接盘人对所接发盘表示接受，但对其内容提出更改的行为。还盘实质上构成对原发盘的某种程度的拒绝，也是接盘人以发盘人地位
32、所提出的新发盘。因此，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。Counter-offer还盘5.3 Counter-offer Content of counter-offerAcounter-offermaybedirectedagainsttheprice,orthetermsofpayment,ordiscount,orthemeansoftransportation or other trade terms. In acounter-offerthe offeree may make additions, limitations ormodificationsforhi
33、sowninterest.Onceacounter-offerreachestheofferer,theofferhemadebeforeislackofbindingautomatically.Inthissense,wemaysaythatacounter-offer madebytheformer offeree is a new offer. The former offereebecomesanofferernow,andtheformeroffererturnstobe an offeree. In the following business process, thenewoff
34、ereemaychoosetoreject,counterofferagainoracceptthecounter-offer.5.3 Counter-offerWhat should be included in a counter-offernExpressionofyourthanksforthesellersoffer.nYourinabilitytoaccepttheofferandthereasonsforit.nYourconcreteadviceoramendments tocertaintermsorconditions.nYourhopeformutualbeneficia
35、lcooperation.5.3 Counter-offerExamples of counter-offers against price or packagenWhile appreciating the good quality of your woolensweater,wefindyourpriceisrathertoohighforthemarketwewishtosupply.nThe packing of goods offered does not meet ourstandards. Could you use packing which is secureagainstb
36、reakage?nAsthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusa very small margin of profit. In fact, we havereceived from another supplier in your country amuchattractiveofferabout10%belowyourprice.5.3 Counter-offerWarm tipInthecounter-offerthewritershouldchoosepolit
37、ebuttothepointwordstostateyourpositioninareasonableway. 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。5.4 Counter-counter-offer DefinitionAlthoughcounter-offermeanstherefusalofanoffer,itstillbringsaboutopportunityandhopeformakingadealinthefuture
38、.Therefore,whentheofferee (the seller or the exporter) receives acounter-offer, he has the right to agree ordisagreetothetermsinthenewoffer. Whetherheagreesordisagrees,heshouldletthebuyerorimporterknowhisintentionviacorrespondence or telephone. The message inwritten or by phone call is known as a .c
39、ounter-counter-offer再还盘。如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。5.4 Counter-counter-offer Examples of counter-counter-offernAlthough we are anxious to open up businesswithyou,thepriceweofferedisverypractical,sowearesorrytosaythatyourcounterofferisunacceptable.n
40、Inviewofourlongstanding business relations,wecanconsiderapricereduction.nYourpriceisacceptable,providedyouincreasethequantityofyourorderto1200sets.5.4 Counter-counter-offer Importance of counter-offer & counter-counter- offerInbusinessnegotiation,counter-offerandcounter-counter-offer are of greatest
41、 importance.Thesellertriestosellhiscommodityatahighpricewith a secure term of payment, while the buyerwantstobuyatalowpricewithasecureandearlyshipment. Generally the sellers quotation is oftenmuchhigherthanthebuyersexpectation.Therefore,inordertoconcludeatransaction,theymust have a hard bargain to a
42、chieve their goal.Thusacounter-offerorcounter-counter-offer,evenseveral rounds of counter-counter-offer is notavoided.Thosewithpatienceandbetterunderstanding of negotiating art may win the finalvictory.Specimen Letters Letter 1 An Enquiry for Singer Sewing Machine nDearSirorMadam,nWehaveseenyouradve
43、rtisementintheOctoberissueof“BusinessWeek”andweareinterestedinyourSingerBrandsewingmachines.nWeareoneoftheleadingtextileindustriesandwento handle large quantities. We arenow interested in further data on your products,specifically the CE-200 Sewing Machine. We wouldappreciateyouringusalltechnicaland
44、priceinformationrelatedtothatmodelsothatwecouldreviewandmakefurtherinquiries.nYourssincerely, n areinaposition能够。forwardv.转发，寄发。Specimen Letters Letter 2 A Reply to the Enquiry for Printed ShirtingDearSirs,WeareyourletterdatedMarch21and,asrequested,areairmailingyou,onecatalogueandtwosamplebooksforou
45、rprintedShirting.Wehopetheywillreachyouinduecourseandwillhelpyoutomakeyourselection.Inordertostartaconcreteandlongstandingbusinessrelationbetweenus,wetakepleasureinmakingyoua,ourfinalconfirmation,asfollows:Art.No.30PrintedShirtingDesignNo.66-3ASpecifications:3542806535/642yardsQuantity:20,000yardsPa
46、cking:Inbalesorinwoodencases,atsellersoptionPrice:RMB￥80peryardCIFLagosShipment:Tobemadein,beginningfromJuly,2009Payment:tobeopened30daysbeforethetimeofshipmentWebelievetheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.Yoursfaithfully,inreceiptof已收到underseparatecover另封，另邮寄，也可写作byse
47、paratepost,byseparatemail。undercover随函specialoffer特价盘subjecttoadv.在条件下，以为条件threeequalmonthlyinstallments3个月分3次平均装运Byconfirmed,irrevocableL/Cpayablebydraftatsight在装运前30天开出保兑的、不可撤销的即期信用证。Specimen Letters Letter 3 A Firm Offer for Phoenix Brand BicyclesDearSirs,ThankyouforyourinquiryofJune16forourPhoen
48、ixbrandbicycles.Atyourrequest,wearemakingyouthefollowingoffersubjecttoyourreplyreachingherebeforeSept.15.Item#UnitPrice03322420mensUS$26.0003332620womensUS$28.0004324826mensUS$27.0004345626mensUS$29.00Payment:.DeliveryDate:.The above prices are on a CIF San Francisco basis. Please note thatcommissio
49、nsarenotallowedbuta5%discountappliestoordersforeachitemexceeding1,000.Ourbicyclesarewell-knownandenjoypopularityfortheirsolidframe,reasonableprices,andattractivedesignbothindomesticandinternationalmarket.Ifyouareinterestedinothermodels,pleaserefertothe.Welookforwardtoyourorder.Yoursfaithfully,Byirre
50、vocableLetterofCreditinsellersfavor以卖方为受益人的不可撤销的信用证Within90daysafterreceiptofyourorder在收到你方订单90天之内enclosedillustratedcatalogue随附彩色目录单Specimen Letters Letter 4 A Non-firm Offer for Canvas wooden Folding ChairsGentlemen:WeyourletterdatedMay15.Wetakepleasureinmakingyou,thefollowingoffer:Article:Canvasw
51、oodenFoldingChairsPrice:$5.00perpc.Quantity:1,000pcs.TimeofShipment:DuringMay/June,2008Package:2pcstoacarton,3cartonstoawoodencaseShipment:WithintwomonthsafterreceiptofyourL/CPayment:Byconfirmed,irrevocableletterofcreditpayablebydraftatsightinourfavorforTheofferaboveissubjecttoourfinalconfirmation.W
52、eareawaitingyourpromptreply.Yourssincerely,acknowledgereceiptof确认收到asperyourrequest按照贵方要求CFRLagosCFR拉 各 斯 价 Cost +Freight成本+运费价thefullinvoicevalue发票总金额，全部发票价格Specimen LettersLetter 5 Buyers Counter-offer for Tin Foil SheetsDear Sirs, Tin Foil SheetsWe have received your letter of the 20th and thanks
53、 for your offering us 50 long tons of at US$ 228 per long ton CFR Hong Kong, .In reply, we are so regretful to state that our end-users here find your price and much higher than the prevailing market level. Information indicates that some parcels of Japanese make have been sold at the level of US$ 2
54、20 per long ton.Such being the case, we can not see our way clear to entertain your offer as material of similar quality is easily obtainable at a much lower figure. Should you be prepared to reduce your limit by, say, 8%, we might come to terms. It is in view of our long-standing business relations
55、hip that we make you such a counter-offer. If you see any chance to do better, please let us know. On account of a limited supply at present, and in a view of our longstanding business relationship, we hope you will consider our counter-offer most favorably and cable us acceptance . We are looking f
56、orward to your early reply.Yours faithfully, inst.是instant的缩略形式，表示本月。thecaptionedgoods标题项下的货物captioned:adj.标题项下的，标题所说的usualtermson/underusualterms在通常条件下，按照惯例onthehighside很高，偏高atyourearliestconvenience尽早Specimen LettersLetter 6 Sellers Counter-Counter-Offer for Dell Latitude E ComputerDearSirs,DellLa
57、titudeEComputerWehavereceivedyourletterofMarch6thatthepriceofferedbyusforDellLatitude E computer is found to be on the high side and should bereducedtoU.S.$930perset.We much regret to say that your counter-offer is not in keeping with thecurrentmarketanditistoolowtobeacceptable.Inthesedays,wehaverec
58、eivedalotofinquiriesfrombuyersinotherareasandwebelieveourpriceisfixedatareasonablelevel.Tobefrankwithyou,ifitwerentforourgoodrelations,wewouldnthaveconsideredmakingyousuchatthepriceofU.S.$960perset.Therefore,wecantsatisfyyourcounter-offerforthetimebeing.However,ifyouincreasethequantityofyourfirstord
59、ertoabove1000sets,we may reduce our price by 2.5%, i.e. U.S.$936 per set. This is our .Wehopeyouwouldacceptthispriceandlookforwardtoyourorderatanearlytime.Yourssincerely,afavorablefirmoffer特惠实盘rockbottomprice最低价格Skill Training 1. Useful Sentence Patternsn1)Acustomerofourshasmadeanenquiryforhand-made
60、leathergloves.Pleasetelluswhatyoucanofferinthisline.我们的一个客户询购手制真皮手套，请告知是否有供应。n2)Pleasemakeusafirmofferfor2,000MinoltaCamerasModel10-FCIFVancouver.请报2,000台美能达相机,型号10-FCIF温哥华实盘。n3)Wedliketoofferyou200“Goodbaby”Brandbicyclesat$40perset.我们愿向你报200辆“好孩子”牌自行车，每台$40。n4)Ifyoucanincreasethequantityofyourorder
61、,wellbeabletomakeyouabetterquotation.如果你们能增加订货数量，我们就可以报更好的价格.n5)Ourofferisvalid/good/available/open/firm/effectivefor3days.我方报盘有效期为3天。Skill Trainingn6)Ourofferiskept/heldvalid/good/available/open/firm/effectivefor3days.同上n7) This offer is subject to your acceptancewithin 3days.同上n8)Thisofferissubjec
62、ttoyouracceptancereachingusbeforeOctber1.本报盘以你方10月1日前回复有效。n9)ThisofferexpiresonOctober1.本报盘10月1日到期。n10)Hereisalistofmyrequirements.Idliketohaveyourlowestquotations,FOBTianjin.这是我方所需的商品，我想知道贵方天津到岸价的最低价。Skill Trainingn11)Intermsofquality,Idontthinkthatthegoodsofotherbrandscancomparewithours.就质量来说，我认为其
63、他品牌的商品不能与我方商品相提并论。n12)Ourpricesaremorefavorablethanthoseofferedbyothermanufacturerswhichcanbeseenfromourquotation Of course， all the prices are subject to our finalconfirmation我们的价格和其他制造商开价比较，是十分优惠的。这一点你们从我方报价单里就能看到。所有价格当然要经过我方确认后方始有效。n13)Ihavejustreceivedinstructionsfromourhomeoffice.Your payment t
64、erms are acceptable to us, but the newquotation,theythink,isstillonthehighside.我刚刚从公司总部接到指令，你方的付款条件可以接受，但是你方新报价格仍然偏高。Skill Trainingn14)TheofferismadewithoutengagementAllorderswillbesubjecttoourwrittenacceptance这一报价不具有约束力，所有定单必须以我方书面接受为准。n15)Ourpriceisbasedonareasonableprofit,notonwildspeculation,tha
65、tistosay,itcomesinlinewiththeprevailingmarket.我方报价是以合理的利润为根据的，而不是漫天要价，也就是说符合当前市场的价格水平。Skill Training2. Situational Conversationn 1）Making an InquiryMs. Yang Lan, general manager of HangzhouElectronicProductsImp.&Exp.Corporation,aimstoestablishbusinessrelationshipwithMr.Smith,generalmanagerofFarEastI
66、ndustrialCorporation of America. They two meet at theShanghaiImp.&Exp.CommoditiesFair.Skill Training2. Situational Conversation 1）MakinganInquirynS:Wearesuppliersofmachinetoolsofvarioustypes.Ithinkyourenduserswillbeinterestedinsomeofournewtypes.nY: We are thinking of ordering some new special kinds
67、ofmachine tools. We would be interested in your products iftheyarethetypeswewant.nS:Wealsotakeordersformachinetoolsmadeaccordingtospecifications.nY:MayIhaveanindicationofyourprice?CanIhaveyourpricelist?nS:Yes,ofcourse.Ourpricescomparemostfavorablywithquotationsyoucangetfromothermanufacturers.Thepric
68、eissubjecttoourconfirmation.Skill Training2. Situational Conversationn2）MakingaFirmOffernNowMs.YangLanandMr.Smithbegintogetdowntothebrasstacks.nS:Ibelieveyouhaveseenoursamplemachinetoolsinourshowroom.MayIknowwhatparticularitemsyouareinterestedin?nY:Ihaveseenyoursamplesandstudiedyourcatalogs.Ithinkso
69、meoftheitemswillfindareadymarketinChina.nSkill TrainingnS:WhencanIhaveyourfirmorder?nY:Letssettlethepricesbeforeplacinganorder.Ihopeyouwillgiveusyourbestoffer.nS:Wouldyoutellusthequantityyourequiresoastoenableustoworkouttheoffer?nY:Ifweorder1000setsofCOME+machinetools,whatsthebestpriceyouwillgivethe
70、n?nS:Whatbasisarewetoofferon,FOBorCIF?nY:IwouldliketohaveyourlowestquotationCIFShanghai.Skill TrainingnS: Wait a minute. Ok, the price for COM E+machinetoolsis$900persetCIFShanghai.Thesize of order is 1000 sets, and the date ofdeliveryisJuly.nY:Howlongdoesyourcurrentofferremainvalid?nS: Our offer is
71、 firm, and remains open for oneweek.Hereisthequotationsheet.nY: Ok, we will give you a reply as soon aspossible.nS:Thankyouverymuch.Hopetherewillbegoodnews.Skill Training2. Situational Conversationn3) Making a counter-offernS:Ms.Yang,whatsyourideaoftheprice?nY:Thebestwecandois$820perset.nS: I am afr
72、aid thats impossible. You can notexpectustoreduceittothatextent.nY: I think you are well informed about theprevailing market. Some Spanish firms areofferingthesameatmuchlowerprices.Skill TrainingnS:Pricecannotbetakenseparatelyfromquality.Acomparisonofthequalityofourproductswiththatofrivalgoodswillsh
73、owyouthatoursisfarsuperior.nY: It is true that yours are of better quality. Butyourpriceisstillonthehighsideevenifwetakethequalityintoconsideration.Howaboutmeetingeachotherhalfway?nS:Well,Iwillhavetothinkaboutitandgiveyouareplyassoonaspossible.nY:Ok,takeyourtimeplease.Skill Training3. Technical Term
74、sn1.bid递盘，买方发盘n2.CIF:Cost,InsuranceandFreight到岸价n3.CFR:CostandFreight成本加运费价n4.closebusiness成交n5.confirmedL/C保兑信用证n6.counter-offer还盘n7.counter-counter-offer再还盘n8.enquiry/inquiry询盘，询价n9.firm/definiteoffer实盘,确盘Skill Trainingn10.FOB:FreeonBoard离岸价n11.generalenquiry一般询盘n12.irrevocableL/C不可撤消的信用证n13.L/CLe
75、tterofCredit信用证n14.non-firm/indefiniteoffer虚盘n15.offer报盘,发盘n16.offeree收盘人n17.offerer发盘人n18.proformainvoice形式发票n19.quote/quotation报价Skill Trainingn20.repeatorder续订货（单）n21.revocableL/C可撤消的信用证n22.rockbottomprice最低价n23.salestermsandconditions销售条件n24.sightL/C即期信用证n25.specificenquiry具体询盘n26.specification规
76、格n27.specialoffer特价盘n28.trialorder试订货（单）Exercises1. Complete the Following Dialogues. 1)A:IdliketohaveyourlowestquotationCIFHongkong.nB:_().n2)A:Isthisafirmoffer?nB:_().n3)A:Wouldyouliketogiveusadiscount?nB:Wewillgive2%discount_().n4)A:Ifyou_().nB:Ourquotationisrealistic,sowecannotacceptyourcounter-
77、offer.Pleaseinformusthequantityneededsothatwecanmakeanoffer.Pleaseinformusthequantityneededsothatwecanmakeanoffer.请告知所需数量以便我方报价此盘为实盘，以你方在本月底前答复有效Thisisafirmoffer,subjecttoyourreplyreachingusbytheendofthismonth.如你方所定数量达到1000台Ifyoucanraisetheorderto1,000.Ifyoucanraisetheorderto1,000.降价5%，我方将立即订货reduce
78、thepriceby5%,wewillplaceanorderimmediately.Exercisesn5)A:Itisnopossibleforustomakeanysalesatthisprice.nB:$950persetis_()n6)A:Yourpriceisfound_()sowecannotacceptit.nB:Yes,ourpriceisalitterhigherbutyoushouldtakequalityintoconsideration.n7)A:Weareinterestedinyournewproduct.Couldyousendusanofferatyourea
79、rliestconvenience?nB:Sure.Wemakethefollowingfirmofferatyourrequest,_().是我方的最低价格，也是贵方能得到的最好价格ourlowestpriceandalsothebestpriceforyou.比日本货高出30%)30%higherthanthatofJapanesemake.以5天内复到有效subjecttoyourreplyreachinguswithin5days.Exercises8)A:Weregrettosaythatyourquotationisoutofthelinewiththeprevailingmark
80、et.nB:_(n9)A:Wecannotseeourway_().nB:Iamregretfultosaythatisalreadythebestpricewecanofferyou.n10)A:Couldyoushowusyourfavoritetermsofpayment?nB:Asagreed,wepreferto_().考虑到我们的长期合作关系，我方愿降价5%)Inviewofourlongstandingrelationship,wewouldliketoreduceourpriceby5%.接受你方9月10日的还价toacceptyourcounter-offerdatedSep
81、t.10th.toacceptyourcounter-offerdatedSept.10th.以我方为受益人的、即期的、不可撤销的信用证theconfirmed,irrevocableL/Cpayablebydraftatsightinourfavor Exercises2. Translate the Following Sentences into Chinese.Atyourrequest,weareofferingyouthefollowingitems.Thisofferwillremainopenfor3days.2.Weliketoknowthatyoucanofferinthi
82、slineaswellasyoursalesterms,suchasmodeofpayments,delivery,discount,etc.3.Some of our customers have recently interest in your pure and carpets and are enquiring the quality and the price根据你方要求，我方给你方提供以下商品，这一报价有效期为三天。根据你方要求，我方给你方提供以下商品，这一报价有效期为三天。我们想了解一下你们在这方面的供货能力、付款、装运和折扣等销售我们想了解一下你们在这方面的供货能力、付款、装运
83、和折扣等销售条件。条件。目前我们的一些客户对你们纯地毯很感兴趣，并询问其质量和价格。目前我们的一些客户对你们纯地毯很感兴趣，并询问其质量和价格。4.The offer holds good until 5 oclock p.m. 30th of June, 2009, Beijing time.5.In order to start the concrete business between us, we are glad to make you a special offer, subject to our final confirmation. Exercises该盘在北京时间该盘在北京时
84、间2009年年6月月30日下午日下午5点前答复有效。点前答复有效。为了开展双方间的具体业务，我们很高兴向你方报特盘，以我方最后确认有为了开展双方间的具体业务，我们很高兴向你方报特盘，以我方最后确认有效。效。 Exercises3. Translate the Following Sentences into English.1.我方很高兴就如下商品向你方特殊报价，希望不久能收到你方的试订单。2.如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。3.如果您的定单大的话，我方将给特价优惠待遇.We are glad to give you some special off
85、er for the following items. We hope well receive your trial order soon.If you reduce the price of quotation sheet dated Sept. 3 by 3%, we are desirous of accepting your offer.If your order is large in quantity，we will consider giving you preferential treatment by offering a special price. Exercises4
86、.按照国际市场惯例，我方报价有效期为3天。5.能否尽快报给我方CIF利物浦价？According to the international market practices, our offer (quotation) will be valid (good, effective) for (within) 3 days.Can you make an offer CIF Liverpool at your earliest convenience?Exercises4. Translate the following business letter into Chinese then wri
87、te a reply letter. nDearSirandMadam,nWewereimpressedbytheselectionofsweatersthatweredisplayedonyourstandattheMenswearExhibitionthatwasheldinChicagolastmonth.nWearealargechainofretailersandlookingforamanufacturerwhocouldsupplyuswithawiderangeofsweatersfortheteenagemarket.nAsweusuallyplaceverylargeord
88、ers,wewouldexpectaquantitydiscountinadditiontoa20%tradediscountoffnetlistprices,andourtermsofpaymentarenormally30daysbillofexchange,documentsagainstpayment.nIftheseconditionsinterestyou,andyoucanmeetordersofover1000garmentsatonetime,pleasesendusyourcurrentcatalogueandprice-list.Wehopetohearfromyouso
89、on.nYoursfaithfully, Suggested Answer 1) Translationn尊敬的先生/女士，n你方在上个月芝加哥男装展展摊上所展出的毛衫给我们留下了深刻印象。n我方是一大型零售连锁商，正在寻找能为青少年市场供应不同种类毛衫的制造商。n由于我方订单量大，我们希望能在标价20%折扣之外再给予数量折扣，我方的付款方式通常为见票后30天内付款交单。n如果贵方对此感兴趣，并且能够满足单次订单量1000以上，请邮寄你方当前目录和价目单。盼速回复。n诚挚问候 2) Reply letternDearSirs,nThankyouforyourenquiryofsweaters.
90、Wehavepleasureinsendingyouacopyofthecatalogueandsamplesofthefull range of colors. Enclose please find our illustratedcatalogueandpricelist.nAs you may be aware, we are a large manufacturingcorporation handling various sweaters for youngsters.Therefore,weareinagoodpositiontoserveourcustomerswiththemo
91、streliablequalityofthekindsyousuggested.And also we can make products according to the givendesignsinlargequantities.nFor regular purchase in quantities over 1,000 we wouldallowadiscountof5%.Ifyouplacealargeorder,youmayenjoythequantitydiscount.nWe invite your attention to our other products and look
92、forwardtoyoureceivingyourfirstorder.nYourssincerely,Exercises 5. Situational WritingnMr.LireceivedanofferfromMr.Smith,whichliststhe quotation for Phoenix Bicycles. Mr. Li thinksthequotationisonthehighside.Onereasonisthat the price of the same models droppedrecently.Therefore,heasksfora5%reductionoft
93、hequotedprice.IfOk,hewillorder2,000items.WritealettertoMr.Smithtostateyouropinion.SuggestedAnswer Answer to the situational writingnDearSirs,nWehavereceivedyourletterofApril4forPhoenixBicycles.nThey are indeed quite popular in the world market currently.However,wefindthecurrentquotationratherhigh.We
94、refertoapurchase in our region in October 2005 for 2000 mens andwomensbicyclesofthesamebrandandsimilarsizesandmodels.Thosemodelswerepriced4%lowerthanyourpresentoffer.Also,retail prices for bicycles have dropped by 2% in the last year.Acceptanceofyourofferwillmakeyourbicycleslesscompetitivewithothers
95、toresinourarea.nHowever, with a view of establishing a steady, longstandingrelationship between us, we suggest that you consider a 5%reductioninyourinitialprice.Inthatevent,wewillbeabletoplaceanorderfor2,000itemsbyJuly30.Allothertermsareacceptable.nWelookforwardtoyourpromptreply.nYoursfaithfully, Su
96、pplementTranslate the following letter into English.n敬启者：n感谢贵公司8月1号寄来的询盘函，该函及所附的样品均已收悉。n基于贵公司每年100，000双的需求量，我方报盘如下：n价格：CIFLondon每双25美元n包装：塑料袋，外包纸板箱n支付：即期的，不可撤销的，保兑的信用证n交货：收到订单后的90天内，即11月、12月船期n我们可向贵公司保证，此种价格是基于上述数量的最低价。其他技术性事项可参阅我公司的商品手册。n如有其他问题，请多多指点。n你真诚的.n附件：商品手册一本Suggested Answer Answer to the s
97、upplement writingnDearSirs,nWehavereceivedyourenquiryofAugust1togetherwiththeattachedsampleforwhichwethankyou.nOnthebasisof100000pairsannualrequirementweofferyouasfollows:nPrice:US$25CIFLondonperpairnPacking:inplasticbagsouter-packedincardbordcartonsnPayment:byirrevocableconfirmedsightL/CnDelivery: during November/December 90 days after receipt of yourorder.nWecanassureyouthatthispriceisthelowestpriceaccordingtotheabovequantity. Youmayrefertoourcatalogueregardingtheothertechniqueitems.nPleasedonothesitatetoaskusifyouhaveanyproblems.nYoursfaithfully,nnEncl:acopyofcatalogue
