国际商务函电实务7 发盘ppt课件

1、单击此处编辑母版标题款式 单击此处编辑母版副标题款式11国际商务函电实务International Business Correspondence PracticePart Two Business Correspondence Writing PracticePart Two Business Correspondence Writing Practice第二部第二部 商务函电写作实务商务函电写作实务Page 2国际商务函电实务国际商务函电实务Project 5Page 3Making Offers报价或发盘报价或发盘国际商务函电实务国际商务函电实务Lead In导入导入nTo reach

2、the goal of the project, the following knowledge and talents are required:nA good awareness of the main terms and conditions of a transaction and the expressions of these terms and conditions.nSome knowledge about the products and talents of marketing and consumer psychology. nGood English in expres

3、sion and grammar.An offer, which is also called a bid or bidding when it comes from the buyers, is a promise made by the offerer to supply or purchase the goods on stipulated terms and conditions. It may be an affirmative reply to an inquiry, or may be made without inquiry. It must be definite and c

4、ontains certain name of the goods, the price and the quantity. Sometimes it may also indicate other terms and conditions of trade, such as quality or size, terms of payment, terms of shipment, packing, validity, etc., which may act as a quotation. Page 4Project 5 Making Offers or QuotationsAims and

5、Demands学习目的学习目的To master the strategies for making firm offers;To know typical non-firm offers and the deference between these two types of offers;To master the layout of a business fax;To master typical sentences & expressions in writing such faxes;To master the methods of translating such mess

6、ages from Chinese into English and vice versa. Personal qualitySkillsKnowledgeTo write the faxes making firm offers persuasively and efficiently with correct strategies; To identify non-firm offers in business practice and dispose of them correctly;To express yourselves and to translate the messages

7、 in the project jobs skillfully and correctly. To train to know discovery or exploratory learning, trying to find out rules and / or strategies for reaching the goal of the jobs in the project; To train to learn how to communicate and cooperate with your companions or co-workers. Page 5Project 5 Mak

8、ing Offers or QuotationsPage 6Difficulties and Focuses难点和重点 To write the faxes making firm offers persuasively and efficiently with correct strategies; To express yourselves and to translate the messages in the project jobs skillfully and correctly for reaching the goal of the jobs in the project; T

9、o identify non-firm offers in business practice and dispose of them correctly; To train to know discovery or exploratory learning, trying to find out rules and / or strategies; To train to learn how to communicate and cooperate with your companions or co-workers.Project 5 Making Offers or Quotations

10、Case Study案例学习Page 7There are two cases in making offers. Both of them are to make firm offers, indicating commodity, quantity, prices, discount, terms of payment, and the time of delivery, packing, insurance etc. In both cases, such written correspondence should sound persuasive, effective, correct

11、, cordial, sincere and courteous.Project 5 Making Offers or QuotationsCase 5.1 Making an Offer for Trousers on Price and Payment TermsPage 8Situation: Linfeng Import and Export Co., Ltd. has received the letter from Johnson & Johnson Textiles Co., Ltd. in London, UK asking for an illustrated cat

12、alogue, price list and some samples. Now please draft a fax to Johnson & Johnson Textiles Co., Ltd. in London, UK to make an offer in the pound for the mentioned goods in size assorted on the basis of FCA, CPT and CIP, and on condition of payment by T/T for total proceeds in advance with order.

13、The goods are packed 12doz per carton and will be delivered within 2 months.Project 5 Making Offers or QuotationsPage 9In-class Presentation: Students are required to present their PPT in class, showing the fax you have drafted and what you have learned about making a firm offer without validity.Pro

14、ject 5 Making Offers or QuotationsCase 5.1 Making an Offer for Trousers on Price and Payment TermsPage 10Reference Fax:The following is a reference fax for the case. Please read it carefully and compare it with your draft, rewriting parts of the letter when you feel necessary. Pay attention to the f

15、act that there are some mistakes or errors in it and you should find them out.Project 5 Making Offers or QuotationsCase 5.1 Making an Offer for Trousers on Price and Payment TermsPage 11Project 5 Making Offers or QuotationsCase 5.1 Making an Offer for Trousers on Price and Payment TermsPage 12Projec

16、t 5 Making Offers or QuotationsCase 5.1 Making an Offer for Trousers on Price and Payment Termsc & DConsideration and Discussion思索与讨论 Project 5 Making Offers or QuotationsPage 14Consideration and Discussion思索与讨论 1. What are the moves or strategies in a fax to make an offer?2. Is the format of th

17、e business fax wrong or correct? What are the wrong parts and missing parts?3. Do you think there are any mistakes in grammar or style in the message? How to improve them?4. Are there any necessary improvements for the business practice in the fax? What do you think about them? Project 5 Making Offe

18、rs or QuotationsPage 15Consideration and Discussion思索与讨论 Strategies for making offersA satisfactory offer usually contains the following parts:1. Confirming receipt of the inquiry with its date (if any) and expressing thanks2. Detailed terms and conditions of trade buyers concern, including descript

19、ion of goods3. Validity and condition of binding force4. Something about the goods and / or market situation (or trend), encouraging business5. Expectation of an early confirmation Project 5 Making Offers or QuotationsPage 16Consideration and Discussion思索与讨论 As to PT2, PT3 and PT4, please refer to t

20、he Reference Book for them.Project 5 Making Offers or QuotationsReference Key to Case 5.1 Making an Offer for Trousers on Price and Payment TermsPage 17Project 5 Making Offers or QuotationsPage 18Project 5 Making Offers or QuotationsReference Key to Case 5.1 Making an Offer for Trousers on Price and

21、 Payment TermsSupplement: International Business Facsimile 国际商务Page 19General Idea About Fax:Today, FAX (shortened for facsimile) has replaced Telex and become one of the most powerful tools in business communication just because a fax machine enables business people to receive any documents conveni

22、ently and immediately in CHART or TABLE, with SIGNATURE, PATTERN, FIGURE, PICTURE, and other information.Abbreviations or shortened words and phrases are allowed in it, such as “isnt, “Oct., “A/C, “TKS, “ASAP, etc.Project 5 Making Offers or QuotationsSupplement: International Business Facsimile 国际商务

23、Page 20Layout of Business Fax:Different companies prefer to use different forms of fax message. However, the following particulars should be contained as a standard format of Fax which is in two parts:(1) The Fax Head, containing company name and person of receiver with its fax number company name a

24、nd person of sender with its fax number date subject page No. & total pageThe Fax Body, normally omitting except the first one the salutation and complementary close.Project 5 Making Offers or QuotationsSupplement: International Business Facsimile 国际商务Page 21Layout of Business Fax:Project 5 Maki

25、ng Offers or QuotationsSupplement: International Business Facsimile 国际商务Page 22Layout of Business Fax:Project 5 Making Offers or QuotationsSupplement: International Business Facsimile 国际商务Page 23Layout of Business Fax:Project 5 Making Offers or QuotationsCase 5.2 Making a Firm Offer for Shoes on Pri

26、ce and Payment TermsPage 24After receiving the specific inquiry, Susan Li 李妍梅, the sales manager in Jingpeng Trading Company is prepared to make a firm offer in USD to Alan Smith, a salesman of the ARTIMFER for the two articles of 5000 pairs each in assorted sizes and payment by an irrevocable confi

27、rmed L/C at sight. The goods are packed 20 pairs in a carton and will be shipped in June and July with partial shipment and transshipment allowed. Please draft for her. Project 5 Making Offers or QuotationsPage 25In-class Presentation:Students are required to present their PPT in class, showing the

28、fax you have drafted and what you have learned about making a firm offer with expiry date.Project 5 Making Offers or QuotationsCase 5.2 Making a Firm Offer for Shoes on Price and Payment TermsPage 26Reference Fax:The following is a reference fax for the case. Please read it carefully and compare it

29、with your draft, rewriting parts of the letter when you feel necessary. Pay attention to the fact that there are some mistakes or errors in it and you should find them out. Project 5 Making Offers or QuotationsCase 5.2 Making a Firm Offer for Shoes on Price and Payment TermsPage 27Reference Fax:Proj

30、ect 5 Making Offers or QuotationsCase 5.2 Making a Firm Offer for Shoes on Price and Payment TermsPage 28Project 5 Making Offers or QuotationsCase 5.2 Making a Firm Offer for Shoes on Price and Payment TermsPage 29Reference Fax:Project 5 Making Offers or QuotationsCase 5.2 Making a Firm Offer for Sh

31、oes on Price and Payment Termsc & DConsideration and Discussion思索与讨论 Project 5 Making Offers or QuotationsPage 31Consideration and Discussion思索与讨论 1. Is the format of the business fax wrong or correct? What are the wrong parts and missing parts?2. Do you think there are any mistakes in grammar o

32、r style in the message? How to improve them?3. Are there any necessary improvements for the business practice in the fax? What do you think about them?Project 5 Making Offers or QuotationsPage 32Consideration and Discussion思索与讨论 As to PT1, PT2and PT3, please refer to the Reference Book for them.Proj

33、ect 5 Making Offers or QuotationsReference Key to Case 5.2 Making a Firm Offer for Shoes on Price and Payment TermsPage 33Project 5 Making Offers or QuotationsPage 34Project 5 Making Offers or QuotationsReference Key to Case 5.2 Making a Firm Offer for Shoes on Price and Payment TermsPage 35Project

34、5 Making Offers or QuotationsReference Key to Case 5.2 Making a Firm Offer for Shoes on Price and Payment TermsTraining in Class课堂训练Training in Class课堂训练Page 37Complete the following sentences with the phases or expressions given below. Change the form where necessary. firm offer the captioned order

35、 as requested offer sb. sth. subject to entertain in compliance with under separate cover a 3% discount bid equally assorted without delay rest assured1.All the goods must be supplied _ by the importer. 2.We are taking pleasure in informing you that the goods supplied to _ have arrived in time. 3.We

36、 are making you a _ for 500 gross of Chunhua Pencil at Stg 3.10 per gross CIF London. 4.We _ firm 2000 yards each of the following designs FOB Shanghai.5. The offer is made _ your reply reaching us by 6 p.m. May 17, 2021, our time.as requestedthe captioned orderfirm offerare offering yousubject toPr

37、oject 5 Making Offers or QuotationsTraining in Class课堂训练Page 38Complete the following sentences with the phases or expressions given below. Change the form where necessary. 6. If the terms offered are agreeable, we may _ your order. 7. Catalogues and samples will be sent to you _ on request. 8. Plea

38、se supply the goods in a size assortment of S2, M4 and L6 per dozen and colors _ . 9. Please _ of our prompt attention to all your inquiries. 10. We may entertain your offer if you allow us _ . entertainunder separate coverequally assortedrest assureda 3% discountfirm offer the captioned order as re

39、quested offer sb. sth. subject to entertain in compliance with under separate cover a 3% discount bid equally assorted without delay rest assuredProject 5 Making Offers or QuotationsTraining in Class课堂训练Page 39Complete the following sentences with the phases or expressions given below. Change the fo

40、rm where necessary. 11. We hope you will give this matter your due consideration _. 12. _ your mail request of June 20, we have made some changes in our design.13. With our effort to persuade our clients, they _ you USD 12.60 per set CFR San Francisco. We are expecting your agreement. without delayI

41、n compliance withare biddingfirm offer the captioned order as requested offer sb. sth. subject to entertain in compliance with under separate cover a 3% discount bid equally assorted without delay rest assuredProject 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务I. Sentence Translation单

42、句翻译单句翻译 Task 5.1 A.Translate the following sentences into Chinese:Page 40n1. As the stocks of this article are rather limited, we would recommend you to accept this offer soonest possible.n1. 由于该商品的存货非常有限，因此建议贵方尽快接受该报盘。n2. This quotation is only for this parcel and it will be no longer available as

43、soon as the goods are sold out.n2. 该报盘仅适用于这批货， 一俟货物全部售出，将无货可供。n3. You may rest assured that the price we quoted is the most favorable in the market.n3. 他们可以放心，我方所报价钱为市场最低价。Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务Page 41n4. On account of the frequent fluctuation of the fore

44、ign exchange rate, the quotation is open only for 5 days here in China time.n4. 由于外汇汇率的动摇，该报盘有效期按我方中国时间仅为5天。n5.We have pleasure in attaching our current quotation sheet for your reference, and as we are able to offer for prompt delivery, we are looking forward to receiving your order at an early dat

45、e.n5. 很高兴随附我方最新报价单，以供他方参考。由于所报货物能安排即期装运，因此盼望早日收到贵方订单。I. Sentence Translation单句翻译单句翻译 Task 5.1 A.Translate the following sentences into Chinese:Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务Page 42n6. We are in a position to offer you tea from stock.n6. 我们有现货茶叶可供。n7. In reply to

46、your letter of March 16, we are sending you herewith several samples of wall paper closely resembling to your requirement. n7. 兹复贵方3月16日的来函，现随函附寄几份接近贵方要求的墙纸样品。I. Sentence Translation单句翻译单句翻译 Task 5.1 A.Translate the following sentences into Chinese:Project 5 Making Offers or QuotationsProject Practi

47、ce Tasks工程实际任务义务Page 43n1. 赞赏贵方于4月5日对我方巨人牌复读机的询盘，我们愉快地向他方作出如下报价。n1. We thank you for your inquiry of April 5 for our Giant Brand Repeater and are having pleasure in making you the following offer.n2. 我们很荣幸收到贵方9月8日发来的询购微波炉的电子邮件，将于今天下午拟好报盘发出。n2. We have the pleasure of receiving your of Sep. 8 inquiri

48、ng for our microwave ovens. We will work out our quotation for you this afternoon.n3. 我们愿对所述女衬衫以最优惠价钱向他方报出实盘。n3. We would like to make you a firm offer at the most favorable price for our blouses named (or in question).I. Sentence Translation单句翻译单句翻译 Task 5.1 B. ranslate the following sentences into

49、 English:Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 5.1 B. ranslate the following sentences into English:Page 44n4. 我方现报给他方1000箱圣诞蜡烛，每箱45美圆，CIF洛杉矶，10月船期，允许转船。n4. We are now offering you 1000 cartons of Christmas candles at USD45.00 per car

50、ton CIF Los Angeles for shipment in October and transshipment allowed (or we are now offering you USD45/ctn CIF L.A. for 1000 cartons of Christmas Candle for October shipment with transshipment permitted).n5. 我们希望在他方市场扩展我方的产品销售，现寄去我方第352号报价单。假设他方订单价值不低于10万美圆或5000打，所报价钱已含3%特别折扣。n5.We wish to extend t

51、he sale of our products to your market and are now sending you our Quotation No.352. The prices quoted include 3% special discount for you provided your order be not less than USD100,000.00 in value or 5000 dozens in quantity.Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务Page 45

52、n6.可以了解，除非另有阐明，今后所报出的价钱都是不含佣金的CIF净价。n6. It is understood that unless otherwise stated, all the prices quoted hereafter are net on the basis of CIF term without commission.n7. 鉴于对该产品的需求旺盛，建议他方立刻寄来订单。n7. In view of the brisk demand for this product, we suggest you send us your order with the least pos

53、sible delay.n8.我方市场对棉纺织品有很大需求。假设他方可供所要的货，请报我方最低价实盘。n8. Theres a high / heavy demand for cotton textiles in our market. If you can supply the goods as required, please make us a best firm offer.I. Sentence Translation单句翻译单句翻译 Task 5.1 B. ranslate the following sentences into English:Project 5 Making

54、Offers or QuotationsProject Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 5.1 B. ranslate the following sentences into English:Page 46n9. 他方要的这款货现缺货。今后数月，厂家所接的订单也已很满。我们会记住他们对这些种类的需求。一旦有货，马上与他们联络。n9. The goods of this design / type you require are out of stock now. And the manufacturers

55、are heavily booked up for months to come. We will keep in mind / before us your requirement for these items and will contact you once they are available.n10. 我方已接受太多这种货的订单，不得不暂停报盘。n10.We are so overburdened / heavily committed with orders for this item/ material/ article that we have to withhold off

56、ering for a while.Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务I. Sentence Translation单句翻译单句翻译 Task 5.1 B. ranslate the following sentences into English:Page 47n11. 很负疚，他需求的货品暂缺，因此不能向他发盘。n11. We regret to say that the goods required by you are unavailable for the time being, an

57、d for this reason we refrain from making you an offer.n12. 谢谢他方3月5日来函询购。但很负疚，由于我们目前没有该商品的存货，对此我们无能为力。希望他们会就其它商品向我们询价。n12.While we thank you for your letter ofinquiring for ., it is our regret that as we have no stock of this item at present, we are unable to be of assistance / help to you in this in

58、stance. We hope this will not preclude you from making inquiries for any other materials / articles. Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务Page 48n13.我们有该种类大量现货，并按以下改动重新报价。n13. We have a large quantity of the item in stock and are renewing our offer / quotation subject t

59、o the following alteration(s).n14. 这个报盘是根据当前的市场情况而定的。如有进一步需求，请毫不踌躇地通知我们。n14. The offer is based on the ruling / prevailing / current / present market. Please kindly let us know without any hesitation in case of further requirements.n15.我们现向他方报出水泥实盘，限他方接受 / 确认于2003年9月10日或之前复到我方有效。n15. We are making y

60、ou a firm offer for the cement, subject to your confirmation/ acceptance reaching here on or before September 10, 2003.I. Sentence Translation单句翻译单句翻译 Task 5.1 B. ranslate the following sentences into English:Project 5 Making Offers or QuotationsProject Practice Tasks工程实际任务义务Page 49n16.该发盘当地7天内有效/ 有效期将至当地2003年6月12日。n16.