（本科）外贸英语函电第三单元教学课件

1、正版可修改PPT课件（本科）外贸英语函电第三单元教学课件Unit Three Business Negotiation商务谈判Chapter Three EnquiriesWords and Phrases:1. airmail samples n. 航空邮寄样品2. certain terms of trade n. 某种贸易术语3. distinctly /dstktl/ adv. 清楚地，显然4. emanatory /emntr/a. 发出的5. General Enquiry /nkwar/ n. 普遍询盘，一般询盘6. Specific Enquiry n. 具体询价7. the

2、earliest date of shipment n. 最早的装船期 In foreign trade, enquiries are usually made by the buyers without engagement to get information about the goods to be ordered, such as price, catalogue, delivery date and other terms. Enquires may be either dispatched mail, cable, telex, fax or handed to the supp

3、lies through personal contact. So, that is to say an enquiry is, in fact, a quest for information on price, trade terms, etc.What is an enquiry ? When a business intends to import, he may send out an enquiry to an exporter, inviting a quotation or an offer for the goods he wishes to buy or simply as

4、king for some general information about these goods. The exporter, on receiving the enquiry, will make a reply to it. In this way, the negotiation is getting started.Enquires, from regular customers, may be very simple in content, in which only the name and/or description of the commodity will be me

5、ntioned. Other enquires are in great detail including the name of commodity, quality or specifications, quantity, terms of price, terms of payment, time of shipment, packing method , etc. required by the buyer so as to enable the seller to make proper offers.Rules of making an enquiry1 keep it brief

6、, specific, courteous, reasonable and to the point2 say what needs to be said, ask what needs to be asked and no more For instance, you may just want general information, a catalogue or price list, a quotation sheet or an invoice.3 There is no need to seek carefully chosen words and phrases to catch

7、 the readers eyes. Sometimes you should mention the size of your order as large orders may obtain more favorable quotation. A “ first inquiry” is an inquiry sent to a supplier whom you have not previously dealt with, should begin by telling him how you obtained his name. Some details of your own bus

8、iness, such as the kind of goods handled, quantities needed, usual terms to trade and any information likely to enable the supplier to decide what he can do for you, will also help.Inquires may include all parts of the following contents:1 Supposing that the enquiry is the first letter, the enquirer

9、 should tell how and by whom he was to introduced or from where the enquiry got the suppliers name and address2 If the enquiry is a response to a letter from the addressee party ( the supplier ), thanks should be expressed first3 The companys line of business. What commodities it intends to buy and

10、the types, quantities and specifications of them4 Asking for the trade terms, such as the quotation/offer, terms of a payment, package, insurance, etc. telling the supplier the terms he wishes to have5 Giving a clear picture of the market for the commodities concerned6 Asking for catalogue, pricelis

11、t and samples7 Expressing his earnest desire to do business with the opposite party and expecting an answer8 the others An enquiry received from abroad must be answered fully and promptly. If there is no stock available for the time being, you should acknowledge the enquiry at once, explaining the s

12、ituation and assuring that you will revert to it once supply becomes available. If the enquiry is from an old customer, say how much you appreciate it. If its from a new customer, say you are glad to receive it and express the hope of a lasting friendly business relationship so as to create goodwill

13、 and leave good impression on the reader. In a word, answers to enquires should be prompt, courteous and helpful.How to write a letter of enquiry 1.You should state clearly what you want and why you want it. 2.Do not make too many requests all at once. If you have to ask for several things, the most

14、 important thing comes first. When you have to make another request, you should do it tactfully by using more polite expressions. 3.You should appreciate whatever help you may obtain. 4.If the enquiry is from an old client, you may tell him that you are glad to hear from him again. 5.Give a full ans

15、wer to the enquiry. 6.If you cannot do as requested, try to offer a substitute. 7.You may end you letter by hoping that the information you provide is helpful and by offering further help. How to begin a letter of reply1.Thank you very much for your letter of March 12 asking us to quote for 1,000 do

16、zen mens shirts. 2.We are very pleased to receive your enquiry of April 10 and are enclosing our illustrated catalogue and price list as requested. 3.It was a pleasure to hear from you again. 4.We are pleased to know that we have been recommended by ABC company. How to end your reply 1.We hope the a

17、bove information will turn out to be useful to you. 2.We hope the quotation will prove acceptable to you and are looking forward to receiving your order soon. 3.Please feel free to contact us again if you have any further questions. 4.Please do not hesitate to contact us if we can be of any assistan

18、ce. How to write a reply 1.You should answer promptly when you get an enquiry, say within two days if it is possible. 2.Begin the reply by repeating the date and the enquiry. 3.If the person who makes the enquiry has been recommended by someone, you should make a reference to that recommendation. Ch

19、apter FourOffers and CounteroffersWords and Phrases 1. circular /skjl(r)/ n. 通函2. firm offer 实盘3. non-firm offer 虚盘4. offer and counteroffer 发盘和还盘5. offeree n. 受盘人6. offerer n. 发盘人7. reference price 参考价格8. retention condition 保留条件Two kinds of Offer1 firm offer 2 non-firm offer3 The differences betwe

20、en themRules of firm offer1. The sentences of the offers must affirm, without using “about”, “reference price” and so on;2. The content of the offers should be clear and integral, including the quality, quantity, packing, price, shipment, payment, validity and so on;3. Offers should not have retenti

21、on condition, for example: subject to our final confirmation, subject to goods being unsold.A satisfactory and complete quotation will include the following:1. An expression of thanks for the enquiry received;2. The specification and quantity of the goods;3. The price of different specification good

22、s;4. A clear indication of the terms of payment, the date of delivery and the time of shipment;5. The validity of the offers; 6. An expression of expectation that the offer will be accepted. Chapter Five Placing Order and Signing ContractPart A Placing an OrderAn order-letter should include(1) inclu

23、de full details of description of the goods, such as quantities, price and article numbers;(2) state the mode of packing, the port of destination and the time of shipment;(3) confirm the terms of payment as agreed upon in preliminary negotiation.Rules of “First” orders (1) express pleasure at receiv

24、ing the order;(2) add a favorable comment on the goods ordered;(3) include an assurance of prompt and careful attention;(4) draw attention to other products likely to be of interest;(5) hope for further orders.Buyers obligations of a binding agreement (1) to accept the goods supplied, provided they

25、comply with the terms of the order;(2) to pay for them according to the terms agreed upon;(3) to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods)Sellers obligations of a binding agreement(1) to deliver the goods exac

26、tly of the kind ordered, and at the agreed time;(2) to guarantee that the goods to be supplied are free from faults, of which the buyer could not be aware at the time of purchasePart B Signing a ContractThe contents involved in a business contract can be summed up as follows:Title and Reference 合同名称