《尝试凭样推销》PPT课件

1、Unit 4 Quotations, Sales LetterOffers 74x84英寸 Weight: 4lbs 重量：4磅 Colour: yellow, brown, green assortment 黄色,棕色,绿色等各色搭配 quantity: 1,000 pcs. 数量：1000件 Price: US $40,00 per piece CIF Montreal 价格:蒙特利尔到岸价每件40美元 Shipment: October 装船日期:十月 You are cordially invited to take advantage of this attractive quota

2、tion. We are anticipating a large order from the United States, and that will cause a sharp rise in price. 请接受这难得有的报价.我方预计美国方面将有一个大的订单,这会引起价格猛涨. We look forward to receiving your order . 期盼收到贵方的订单. Yours faithfully, 谨上,Reply,Dear Sirs, 敬启者： “White Rabbit” Brand Woolen Mixed Blanket “白兔”牌混纺毛毯 Thank y

3、ou for your quotation of August 24 for 1,000 pieces of the captioned goods. 感谢贵方8月24日上述1000件货物的报价. We immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets. The prices you quoted, however are found too much on the high side. ABC comp

4、any, one of our customers, told us that they would possibly order 2,000 pieces of the goods, provided that you can reduce your price to US $38,00 per piece. ABC is one of the leading importers in our country, so there is a good chance of finalizing an order with them if present the price can be lowe

5、red to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market. 我方立即与客户取得了联系,他们表现出极大的兴趣,因为市场对此毛毯的需求正在增长,然而,我方发现贵方报价偏高.如果贵方每件商品能降到38美元的话,我方客户ABC公司将有可能订购2000件,ABC公司是本国最大的进口商之一,如果贵方能降低报价满足他们的要求,便能抓住获得他们订单的极好机会.我方亦希望贵方能利用此机会,并将从不断扩大的市场中受益

6、. We are most anxious that you will do your utmost to reduce the price and we await your reply with great interest. 我方恳请贵方尽最大努力降低价格,并急盼收到贵方的回复. Yours faithfully, 谨上,Notes,1.woolen mixed blanket 混纺毛毯 2.pcs. 是pieces的缩写; piece的缩写为pc. 3.We are anticipating a large order from the United States,我们预计美国方面将有

7、一个大的订单到来, anticipate vt. 盼望,期望,后接名词,动名词或that引导的从句 We anticipate your acceptance. 盼望你方接受. We anticipate receiving your early reply. 盼你方早日回复. We anticipate that fresh supplies will arrive next month. 我们预计新货将于下月到来. anticipate与expect的区别: 这两个动词都表示预期某事将发生,但有所不同.在意思上,anticipate所预期的一般都指可喜的事,expect则不一定. We a

8、nticipate (or: expect) our products will be a quick seller in your market. The firm expects heavy losses in this year. (一般不用anticipate) 在结构上,除两个动词都可以用名词及that从句为宾语外, anticipate后面可接动名词,不可接不定式, expect则可接不 定式,不可接动名词. We anticipate shipping the goods next week.=We expect to shipping the goods next week.我

9、们期盼下周装货. expect还可接”名词或代名词+不定式”够成的复合宾语, anticipate则不可. 正: We expect the shipment to arrive in a few days. 我们预期装运的货物将于日内到达. 误: We anticipate the shipment to arrive in a few days. 4. a sharp rise in price 价格急剧上涨 5. the captioned goods 标题项下的货物(这里指” White Rabbit” Brand Woolen Mixed Blanket) 类似的表达法还有: the

10、 subject article (goods) the goods (article) mentioned in the subject line 6. growing demand 增长的需求 a large demand 大的需求 a great demand 很大的需求 latent demand 潜伏需求 overfull demand 过多需求 demand and supply 供与求; 供求,7. on the high side (指价格) 偏高,We regret to say that we cannot accept your offer, as your price

11、is found (to be) on the high side. 谦告你方由于价格偏高,我们不能接受你方报盘. 类似的表达方式还有: Your price is a bit high. 你方价格有点高. Your price is a too high. 你方价格太高. Your price is rather stiff. 你方价格相当高. Your price is excessive. 你方价格过高. Your price is prohibitive. 你方价格令人望而却步. 注意: out of line with the market(与市价不一致), unreasonable

12、(不合理), unworkable (不可行), impracticable(行不通),infeasible(行不通), unrealistic(不现实 )等如果出自买方 之口,往往指价格偏高,如果出自卖方之口,则往往指价格偏低(on the low side). 8. provided conj. 假若;倘使;假如;以为条件(与that连用) We will send you an order for 5,000 metric tons, provided that you can ship in May. 如果你方能在5月份装船,我们将订购5000吨. 9. Finalize an ord

13、er with them 接受他们的订单,2.Sending a Quotation 寄送报价,Dear Sirs, 敬启者： We thank you for your Enquiry List No.303 and enclose our Quotation No.104 for the captioned goods. 感谢贵方第303号询价单,现随函附寄我方第104号标题项下的货物的报价. We have sent you our latest illustrated catalogue today by parcel post. Their attractive designs an

14、d the reasonable prices at which we offer them will, we hope, convince you that our toys are really good value. Provided we receive your order by 15 May, we make you a firm offer for delivery by the end of June at the price quoted. 我方已寄发了最新的附有插图的目录表,我希望这些商品诱人的设计,合理的价格能使贵方相信他们具有很高的价值.若5月15号前收到贵方订单,我方

15、将按所报价格,发7月底交货的报价. On orders for 500 pieces or more we allow a special discount of 4%and look forward to receiving your order. 如果每次订购500或500件以上,我方将给4%的折扣,期盼贵方的订单. Yours faithfully, 谨上 Enc. Quotation No.104 附件:第104号报价,3. Buyer Asks for Quotation and Seller Replies买方要求报价及卖方回复,DEC. 4, 2004 (2004年12月4 日）

16、 FAX TO: C.C. Corporation Ltd. 008524929189 C.C.有限公司 008524929189 ATTN: SALES DEPAREMENT 送至:销售部 WE ARE A JOINT VENTURE COMPANY, REGISTERED IN SHENZHEN SPECIAL ECONOMIC ZONE, CHINA, SPECIALIZED IN SUPPLYING DRILLING EQUIPMENT FOR BOTH ONLAND AND OFFSHORE OILFIELD. WE ARE INTERESTED IN PURCHASING 8 SE

17、TS OF LINCOLN WELDING UNITS, DETAILED IN ATTACHMENT. WE WOULD LIKE TO GET YOUR QUOTATION FOR THESE UNITS. 本公司是在中华人民共和国深圳经济特区注册的一家合资企业,主要供应陆地及近海油田钻探设备.我方想购买8台”林肯牌焊机部件,详见附件.我方希望收到贵方关于这些部件的报价. YOUR PROMPT REPLY IS GREATLR APPRECIATED. 十分感谢贵方早日回复. THANKS 合营企业公司 joint venture corporation 合伙公司;合营公司 joint

18、capital 合资 joint stock 合资,合股 equity joint venture 合资经营 cooperative venture=contractual joint venture (按合同规定进行的)合资经营企业 wholly foreign venture 外国独资经营企业;外国独资经营 2. registered adj. 注册的,登记的,挂号的 registered capital 注册资本 registered trademark 注册商标 registered certificate of stock=registered stock 记名股票 register

19、ed check 记名支票 registered security 记名证券 registered bongs 记名债券 registered mail 挂号邮件 registered post 挂号邮件,挂号信 registration n. 注册,登记 place (country, district) of registration 注册地点(国家,城市) registration fee 注册费,登记费 registration procedures 注册(登记)手续 register vt. n. 注册,登记,挂号 3. irrevocable credit 不可撤销的信用证 cre

20、dit=letter of credit 信用证 4. in favour of (or: in sbs favour) 以为抬头,以为受益人 这是外贸业务术语,尤指把信用证开给某人名下. We open an irrevocable Letter of Credit No.123 in favour of Chain National Metals And Minerals Import (2)告知收到(信件,礼物等) It is universally acknowledged that the quality of our goods is of firstgrade. 大家一致公认我方

21、产品的质量是一流的. We acknowledge the receipt of your letter of September 15. 我们收到了你方9月15日的来电. 3. trial order 试订(货) 4. popularize vt. 普及 ;推广,2. Trying to Sell with sample-Promotion of U.S. Dollar Bank Note Checker 尝试凭样推销-推销美元验钞机,Dear sirs, 敬启者： DBC3 U.S. Dollar Bank Note Checker has an excellent security le

22、vel against so called “Super Dollars” issued after 1988(1988,1990,1993). DBC3型美元验钞机具有优秀的安全水准以对付1988年以后(包括1988,1990,1993)发行的所谓”超级美元”. According to the Test Report from the authorized counterfeit department of German Bank and the Russian Authority, DBC3 recognized all counterfeits (More than 2,000 cou

23、nterfeits including over 700 Super Dollars). 德国银行权威防伪部门及俄国有关当局的检验报告表明DBC3型验钞机可识别所有伪钞(即2000多种伪钞,其中包括700多种超级美元). DBC3 can recognize New 100 U.S. Dollars in 1996 by using “New EPPOM ”. DBC3 型验钞机使用了新的芯片后可以识别1996年新版美元. DBC3 display total bills and amount and indicates denomination of recognized bank note

24、. DBC-3 型验钞机可显示所识别的钞票的总张数,总金额和票面值. Specifications,Specifications subject to change without notice. 规格以变更为准,恕不通知 How about letting us bring our machine in for a demonstration? I will call your secretary and see if I can make an appointment with you. 能否允许我方带上验钞机前来演示,我方将于贵方秘书预约. Yours sincerely, 谨上,Not

25、es,1. bank note checker 验钞机 2. Supper Dollars 超级美元(一种美钞) 3. counterfeit a. 伪造的,假冒的 n. 伪造品 4. EPPOM 芯片 5. denomination n. (钱币等的)单位,面值 6. face up 正面朝上 7. length ways 竖向放入 8. errorcode 错误代码,Offer 报盘,1.Offer an Electronic Calculators 电子计算器报盘 Dear sirs, 敬启者： In reply to your letter of July 14, we are giv

26、ing you an offer, subject to your reply here by 5 p.m. our time, Tuesday, August 5, as follows: 兹答复贵方7月14日来函,现报盘如下,此报盘以我方时间8月15 日星期二下午5时前收到答复为有效 Commodity: Electronic Calculators 商品:电子计算器 Specifications: As per attached list 规格:参阅附件 Packing: As per the buyers option 包装:由买方选择 Quantity: 3,000 pieces 数

27、量:3000件 Price: US$ 9.00 net per CIF Lagos 价格: 成本,保险,运费拉各斯价每件9美元净价 Shipment: September/October, 2004 装船日期:2004年9月或10月 Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment. 支付条件:由装船前30天开立保兑的不可撤销的即期信用证付款 Under separate cover, we hav

28、e sent you sample books of various brands as per your request. 另函中,我方已按贵方要求寄出各种品牌的样品目录表. We are expecting your early order. 期盼早日收到贵方的订单 Yours faithfully, 谨上,Notes,1. offer n. V. 报盘 名词offer 常与动词make, send, give, 等联用,后接介词for 或in或of ,接for 较普遍,接on较少,买方提及卖方的报盘时,接of 为好 Please make/send/give us an offer CI

29、F London for (or: on) 20 metric tons Brown Cashmere. 请按伦敦到岸价报给我方20吨棕色山羊绒的价格. We confirm your offer of 2,000lilos Black Tea. 你方2000公斤红茶的报盘收悉. 2. as per 按照(仅用于商业书信) We handle a wide range of light industrial products as per list enclosed. 我们经营多种轻工业品,详见附表. As per your request, we have marked the cases

30、with gross, tare and net weights. 我们已按你方要求在箱上注明毛重,皮重及净重. 3. net adj. 净的 (英国习惯写作nett) net price 实价,净价(不含佣金或折扣) net weight 净重 (不包括皮重) net profit 净利,纯益,2.Offer of Refrigerators 电冰箱报盘,Dear sirs, 敬启者： Haier REFRIGERATOR 海尔电冰箱 Your fax of February 10 asking us to offer you the subject article has received

31、 our immediate attention. We are pleased to know that you are interested in our products. 贵方2月10日要求我方发盘标题项下商品的传真立刻受到我方关注,非常高兴贵方对我方产品感兴趣. In reply to your inquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 7 days from today: 兹答复贵方询盘,我方报盘如下,以贵方回复7日内送达我方为

32、有效. Specification: 规格 Quantity (set):数量 Price: (US$)价格 BYD212 1,000 410.00 BYD175 1,000 380.00 BYD219 500 395.00 The price is on the basis of CIF Alexandria 此价格为亚历山大成本,保费加运费价. Packing: at buyers option. 包装:由买方决定 Shipment: Total quantity to be delivered by 3 equal monthly shipments, March through May

33、, 2004. 装船日期:从2004年3月至5月所有货物分三个月三次平均装运. Payment: 100% by irrevocable, revolving letter of credit. 支付条件:100%不可撤销,循环信用证. In view of the fact that our stock on hand has been quite low owing to heavy commitment, your early order is absolutely essential. 鉴于我方库存极少,而且大量承约,你方早日发出订单十分必要. Yours faithfully, 谨上

34、,3. Offer of Personal Computers 计算机商报盘,Dear sirs, 敬启者： DELL PC dell 个人电脑 We confirm your fax of 10th august, asking us to make you an offer for the captioned personal computers, FOB Xingang. Now we are making you an offer as follows: 兹确认贵方8月10日来函要求,我方报上述个人电脑新港离岸价,现报盘如下: Commodity: DELL Personal Comp

35、uter 商品名称: Dell个人电脑 Specification: CPU Inter Pentium 2.8G 英特尔奔腾4处理器2.8G Quantity: 2,000 sets 数量:2000台 Packing: Each set is wrapped in a polybag and packed in a standard export cardboard carton lined with foam. 包装:每台电脑包在塑料袋内,然后装入标准出口纸箱,箱内四周填充塑料泡沫. Price: US$ 730.00 per set FOB Xingang, China. 价格:每台中国

36、新港离岸价730美元. Shipment: September/October, 2004 装船日期: 2004年9月或10月. Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the date of shipment. 支付条件:装船日期前30天开立的保兑的和不可撤销的即期信用证. This offer is subject to your reply here on or before 25th August. 此报盘以8月5日或5日前贵方答复为有效.

37、Please note that we have given you our most favourable price and we trust that the above will be acceptable to you . 请注意我方已给贵方报出最优惠的价格,并相信贵方会接受上述各项条款. We highly appreciate your early reply. 如蒙早复将不胜感激. Yours faithfully, 谨上,Counter Offers 还盘,1. Counter-offer on Price of Refrigerator 对电冰箱的还盘 Dear sirs,

38、 敬启者： Your Offer No. 146 for Haier Refrigerators 你方第146好关于海尔电冰箱的报盘 We have received your offer NO.146 offering us 2,500 sets for three designs of the subject goods. 我方已收到贵方第146号提供2500台三种规格上述电冰箱的报盘. In reply, we regret to inform you that our clients find your price much too high. Information indicate

39、s that some kinds of the said articles made in other countries have been sold here at a level about 5%lower than that of yours. 很抱歉通知贵方,我方用户发现贵方价格偏高,有信息显示此地销售和别国生产的电冰箱的价格比贵方低5%左右. We do not deny that the quality of your products is slightly better, but the difference in price should, in no case, be

40、so big. To step up the trade, we counter offer as follows, subject to your reply here by 5 p.m. our time, February 18: 我方不否认贵方产品的质量比较好,然而,不论怎样,价格也不能差异太大.为促进交易,我方还盘如下,以贵方于我方时间2月18日下午5时前复到为有效. US$ 240.00 for BYD212 (BYD212, 240.00美元) US$ 235.00 for BYD157 (BYD157, 235.00美元) US$ 245.00 for BYD219 (BYD2

41、19, 245.00美元) As the market is of keen competition, we recommend your immediate acceptance. 由于市场竞争激烈,建议贵方立即接受 Yours faithfully, 谨上,Notes,1. in no case 绝不 2. to step up the trade 为促进贸易 3. counter offer v. n. 还盘,还价 也可写作counter-offer或counteroffer The price you counteroffered is not in line with the pre

42、vailing market. 你方还盘价格与市场价不符 We are sorry to tell you that we can not accept your counter-offer. 非常抱歉的告诉你方,我方不能接受你方还价 4. keen competition 激烈的竞争 keen 用于商业书信中,常见的词组有: keen interest 强烈的兴趣 keen price 薄利的价格:低价,2. Counter-offer on Price of Hand-embroidered Silk Scarf 对手绣丝围巾价格的还价,Dear sirs, 敬启者： Hand-embro

43、idered Silk Scarfs We thank you for your offer by telex of September 3 for 5,000 pieces of the captioned goods at 9.50 per piece CIF Hamburg. 感谢贵方9月3日电传所发标题项下货物5000件的报盘.每件价格为汉堡到岸价9.50英磅 We immediately contacted our customers and they showed great interest in the quality and designs of your products.

44、 However they said that your price is 10%higher than the average. They told us if you can reduce your price to 8.55 per price, they will increase 1,000 pieces to the quantity . So there is a good chance of concluding a bigger transaction with them if you can meet their requirement. We hope you will

45、take advantage of this opportunity so that you will benefit from the expanding market. 我方立即与客户取得了联系,他们对贵方产品的质量和设计表现出了极大兴趣.然而,他们认为贵方价格偏高,也就是说比平均价高出10%.他们表示,若贵方每件价格降低到8.5英磅,将再增加1000件的订单.因此,如果能满足他们的要求,这将是达成一大笔交易的有利时机.我方希望贵方能利用此机会,并从不断扩大的市场中受益. We await your favorable reply with great interest. 期盼贵方有利的答

46、复. Yours faithfully, 谨上,Notes,1. embroider vt. 绣(花纹); vi. 绣花,刺绣 2. take advantage of this opportunity 利用这一有利时机 We are glad to take advantage of this opportunity to introduce our various products available to you. 我们很高兴利用这个机会向你方 介绍我方可提供的各种产品. 3. benefit n. 利益,好处; vi. 获益,受益 benefit from (or: by) 从获益 Y

47、ou will benefit from investing in China. 你们将从在中国投资中受益,3. Counter-offer on Price of Medical Apparatus and Instruments 对医疗器械价格的还价,Gentlemen: 敬启者： We thank you for your Quotation No.134 for your NVR-FM790 Medical Apparatus and Instruments, and we have given it very careful consideration. We dont deny t

48、hat we are interested with your products, as you know. However, we find that we can obtain from another firm a price of 5% lower than that of yours. If you would reduce your price to that extent, we will be pleased to place with you an order that will carry us for the rest of this year. 贵方关于NVR-FM79

49、0型医疗器械的134号报价已收悉.我方给与了认真的考虑.我方不否认对贵方的产品感兴趣,但是我们也发现我们从其他商号获得的报价比你方低5%.如果贵方能降低到那个价的话,我方会在年内继续向贵公司订货. Hope to hear from you soon . 盼早复. Yours truly, 谨上,4. Buyer Asks for Reduction of Minimum Quantity 买方要求降低起订量,Dear sirs, 敬启者： Your Offer No.123 贵方第123号报价 We thank you for your fax of April 4 offering us

50、6 designs of Ornamental Cloth. However we regret to inform you that the minimum of 10,000 yards per design is too big for this market. 感谢贵方4月4日传真发来6种图样的装饰布的报盘,然而,很遗憾的告知贵方10000码的最低订购量对于该市场来说太多. In case you can reduce the minimum to 7,000 yards per design, there is a possibility of placing orders with

51、 you, because a considerable quantity of this material is required on this market for manufacturing curtains, bed sheets, etc. 如果贵方把每件花色的最低订购量降到7000码,将有可能向贵方订货.因为该市场需要一定数量的这种布料来做窗帘,床单等. Your early reply will be highly appreciated. 如蒙早复将不胜感激 Yours faithfully, 谨上,Notes,1. design n. 设计,图样,花样; vt. 设计 We

52、 have now various designs of Machine Printed Rayon Sateen available for exporting. 我方目前有多种图样的人丝贡缎可供出口. 2. place an order with sb. 或 place with sb. an order 向某人买进(=book with sb. sth.) order n. 订单 vt. 订购(用作名词时可与动词send, give, make, etc.搭配) If you reduce your price by 3%,we will send you an order immedi

53、ately. 如果你方能将价格降低3%,我们将立即发送订单. 3. considerable quantity of 相当数量的 We can offer you considerable quantity of first-grade walnut meat from stock at present. 我方目前可现货提供你方相当数量的一级核桃仁,5. Counter-offer on Payment Terms 对支付方式的还盘,Dears sirs, 敬启者： We thank you for your quotation of February 3 for 1,000 sets of

54、Panosonic 2188 Colour TV. We find your price as well as delivery date satisfactory, however we would give our suggestion of an alteration of your payment terms. 感谢贵方2月3日对1000台松下2188彩色电视机的报价,我方对贵方的价格及交货日期感到满意,但是,我方建议贵方对付款方式做一改动. Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On this basis, it has indeed cost us a great deal. From the