商务英语第三章

1、 PAGE PAGE 12Chapter4Iquiry, Quotation andCounter-offerReview and lead-in (10 min)T asks Ss:How to write a letter of establishing import and export business relations ? What are the parts of this kind of letter? What should we do after establishing business relations ?INQUIRYDefinition （25 min ）询盘（

2、inquiry ）也叫询价 ，是指交易的一方准备 购买或出售某种商品 ，向对方询问买卖该商品的有 关交易条件。询 盘的内容可涉及：价格、规格 、品质、数量、包装 、装运以及索取样 品等，而多数只是询问价格 。所以，业务上常把询盘称作 询价。询盘不是每笔交易必 经的程序，如交易双方彼此 都了解情况，不需要向对方 探询成交条件或交易的可能性 ，则不必使用询盘，可直接向对 方发盘。询盘可采用口头或书 面形式。一般询盘是进 口人为了了解情况向出口人索取 需要的商品、目录本、价格单 、样本、样品等。具体 询盘是指进口人想买某种商品， 并就指定商品要求出口人报价 。Word usage (25 min.)

3、Inquiry n. 通常用 make inquiries 表示询问，很少用单数。指具体 商品时，通常用介词 for， 指一般 情况时，通常用介词 about. Enquiry 和 inquiry 只是拼法不 同，没有什么区别。Eg. we w ill make inquiriews about the business possibilities of this new product.我们将调查一 下你方这种新产品的销售可能性 。We w ill make inquiries at the shipping company regarding the reason for the dela

4、y of the vessel.我们将向轮船 公司询问此轮迟误的原因。There are large enquiries for iron wire from the Mid-east countries.中东国家拟购 大量铁丝。询盘函的写作要求 (10 min.)Writing princ iples of inquiry letters告知对方你从 什么渠道得知该公司的名称和产 品。To tell where you learned the company and its products.阐述具体要求 但不承诺购买意向。Todescribeyourspecificneedsbutwith

5、nopromiseofbookingtheproduc ts.强调你需要的 信息的重要性。Stress the importance of your needed information.如有疑问，请 对方明确答复。If any questions, ask the reader to give you a definite reply.如面向的不是 熟悉的读者，尽量把信写成老朋 友间的叙谈。If you are not familiarw ith the reader,try to write the letterlike the one betw friends.要礼貌、谦和 。Try t

6、o be polite and modest.detailed study of letter one (20 min.)Second Period:（90 min. ）OFFERdefinition(20 min.)A definiteoffe r is one that clearlyexpressesthe offererswillingnessin concludingacontract. Such an offer will be binding in the offerer if the offer is accepted by the offeree.It should have

7、 three constituents: (1) it inc ludes all the necessary items for a transaction: full name of commodity, detailed spec ific ation, packaging, quantity, time of delivery, portof destination, terms of delivery and terms of payment. (2) it spec ifies the time by whic the offer is valid and the time the

8、 acceptanc e must b e rec eived. (3) it uses the phrase “offer firm” meaning that the offer is made w ithoutreservations.Compared w ith a definite offer, anindefinite offeris traditionally considered to have the follow ing characteristics.(1) it does not necessarilyinc lude all the detailsneeded for

9、 transaction. (2) it has reservations to the offer such as “subject to our final confirmation”, “subjectto our prior sale”,“for referenc e only”. (3) it does not have a timelimit for a acceptanc e since it is indicative only.An acceptanceis a statement made by the offeree indicating assent to an ord

10、er. Silence orinactivity does not in itself amount to acceptance. The acceptance should be by the right party, unconditional, in time and by correct means.A counter-offer means either the offeree proposes a new set of terms for the transaction or he makes a conditional acceptance by making actual, m

11、aterial changes in the offer.报盘（ offer ），也叫报 价，是卖方主动向买方提供商 品信息，或者是对询盘的答复， 是卖方根据买 方的来信，向买方报盘 ，其内容可包括商品名 称、规格、数量 、包装条件、价格、付 款方式和交货期限等。报盘有两 种：虚盘（non-firm offers ）,即无约束力的报盘。一般情况 下，多数报盘均为虚盘。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（ not c lear）,或者要条件不完备 （not complete ），或者不 是最后的（not final ），这种发盘对发盘人物约束力（without engag

12、ement ）。 如：The offer is subject to our final confirmation/prior sale.该报盘以我方 最后确认/事先售出为准。实盘（firmoffers）则规定有效日期， 而且卖盘一旦被 接受，交易立即 达成，盘人就不能撤 回。word usage (20 min.)(1) offer n.报盘（包括货名、数量、规格、价格、船期、有效期 等，通常和介词 for, of或 on 连用）Please make us an offer CIF London for (on) 2 metric tons groundnuts.请给我们一个 20 公吨花

13、生伦敦 到岸价的报盘。A Japanese seller has made us an offer at $ 120 per metric ton.一日本卖主向 我报价每公吨 120 美元。The offer is firm(valid, good, open, for effective, enforce) for two weeks.此报盘两周内 有效。vi./vt.报盘If you c an offer, please fax us.你方如能报盘 ，请传真通知我们。At present, w e cannot offer more than 1000 short tons.目前，我们的

14、报盘不能多于 1000 短吨。To acc ept offer接受报盘To confirm offer To dec line offer 拒绝报盘To extend offer 延长报盘（2）辨析 offer quoteOffer 是报盘，应包括价格在 内的所有交易条件，而 quote 意思是报价，只涉及价格。In case of offer, please quote us your low est pric e in US dollars.报盘时， 请以美元开最低价。The new crop is quoted at $30 per ton. 新作物报价每吨 30 美元。报盘函的写作要求

15、 (10 min.)（1）保险。（2）声明此发盘的有效期和其 他约束条件。（3）鼓励对方订货并保证供货 满意。在适当情况下，阐述和 强调产品的优点。detailed study of letter 2.3.4 and 5 (40 Supplementary studydefinition (10 min.)的划分。贸易 条件是在长期的贸易实践中形成 的。Abbreviation Full nameEXWEX WORKS(. named Abbreviation Full nameEXWEX WORKS(. named place)FCAFREE CARRIER(. named place)FA

16、SFREE ALONGSIDE SHIP(. named port of shipment)FOBFREE ON BOARD(. named port of shipment)CFRCOST AND FREIGHT(. named port of destination)CIFCOST, INSURANCE AND FREIGHT(. named port of destination)CPTCARRIAGE PAID TO(. named place of destination)CIPCIPCARRIAGE AND INSURANCE PAID TO(. named place of de

17、stination)DAFDELIVERED AT FRONTIER(. named place)DESDELIVERED EX SHIP(. named port of destination)DEQDELIVERED EX QUAY (DUTY PAID(. named port of destination)DDUDELIVERED DUTY UNPAID(. named place of destination)DDPDELIVERED DUTY PAID(. named place of destination)E 组发货 EXW EX w orks工厂交货（指定地点）F 组主要运费

18、未付 FCA Free Carrier交至承运人（指定地点）FAS Free Along Side（指定装运港）FOB Free On Board（指定装运港）C 组主要运费已付 CFR Cost and Freight成本加运费（指定目的港）CIF Cost,Insurance and Freight成本、保险加运费 付至（指定目的港）CPT Carriage Paid to运费付至（指定目的港）CIP Carriage and lnsurance Paid to运费、保险费付至（ 指定目的地）D 组货到 DAF Delivered at Frontier边境交货（指定地点） DES Del

19、ivered EX Ship目的港船上交货 （指定目的港） DEQ Delivered EX Quay目的港码头交货 （指定目的港DDU Delivered Duty Unpaid未完税交货（ 指定目的地） DDP Delivered Duty Paid完税后交货（指定目的地）detailed study (70 min.)2000 年国际贸易术 语解释通则（ Incoterms2000）共列出十三种 贸易术语，其点如下：EXW EX WORKS (. named place) Ex works means the sellers only responsibility is to make

20、the goods available at the sellers premises, i.e., the works or factory. The seller is not responsible for loading the goods on the vehicle provided by the buyer unless otherwise agreed. The bears the full costs and risk involvedin bringing the goods from there to the desired destination.Ex works re

21、presents the minimum obligation of the seller.工厂交货(EXW)本术语英文为“EXW works (namedplace)” ，即工厂交货(指地点)”。它指卖方负有在 其所在地即车间、工厂、仓库等把备妥的货物交付给买方的责任，但通常不负责将货物装上买方准备 的车辆上或办理货物结关。买方承担自卖方的所在地将货 物运至预期的目的地的全部费用 和风险。采用 EXW 条件成交时，卖方的风险、责任 、费用都是最小的。FCA FREE CARRIER (. named place) This term has been designed to meet the

22、 requirements of multimodal transport, such as container or roll-on, roll-off traffic by trailers and ferries. It is based on the same name principle as (free on board), except the seller fulfills its obligations when the goods are delivered to the custody of the carrier at the named place. If no pr

23、ecise placecan be named at the time of the contract of sale, the parties should refer to the place where the carrier should take the goods into its charge. The risk of loss or damage to the goods is transferred from seller to buyer at that time and not at the ships rail. The term carrier means any p

24、erson by whom or in whose name a contract of carriage by road, rail, air, sea, or a combination of modes has been made. When a seller has been furnished a bill of lading, way bill or carriers receipt, the seller duly fulfills its obligation by presenting such a document issued by a carrier.货交承运人 (FC

25、A)本术语英文为 “Free Carrier (named place )”，即货物交承运人 (指定地点)”。它指卖方应负责 将其移交的货物，办理出关 后，在指定的地点交付给买 方指定的承运人照管。根据商业惯例，当卖方 被要求与承运人通过签订合同 进行协作时，在买方承担风险和费用的 情况下，卖方可以照此办理。本术语适用于任何运输方式。采用这一交货条件时，买方要自费订立从指定地点启运的运输契约，并及时通知卖方。2000 通则规定，若双方约定的交 货地点是卖方所在地，卖方负责把货物装上买方制定的承运人的运输 工具即可，若交货地是其它地点 ，卖方在自己的运输工具上完 成交货无需卸货。FAS FREE

26、 ALONGSIDE SHIP (. named port of shipment) F.A.S. or free alongside ship requires the seller to deliver the goods alongside the ship on the From that point on, the buyer bears all costs and risks of loss and damage to the goods. Unlike F.O.B., F.A.S. requires the buyer to clear the goods for export

27、and pay the cost of loading the goods.船边交货 (FAS)本术语英文为 “Free Alongsideship(namedport of shipment)” 即船边交货(指定装运港)”。它指卖方在指定 的装运港码头或驳船上把货物交 至船边，从这时起买方须承担货物灭失 或损坏的全部费用和风险，另外买方须办理出口结关手续。本术语适于海运或内河 运输。与90 通则不同的是， 2000 通则规定， 办理货物出口报关的风险、责 任、费用改由买方承担。FOB FREE ON BOARD (. named port of shipment) Under F.O.B.

28、or free on board, the goods are placed on board the ship by the seller at a port of shipment named in the sales agreement. The risk of loss of or damage to the goods is transferred to the buyer when the goodspass the ships rail (i.e., off the dock and placed on the ship). The seller pays the cost of

29、 loading the goods.船上交货 (FOB)本术语英文为 “Free on Board(named port of shipment )” ，即“船上交货 ( 指定装运港)”。它指卖方在指定的装 运港把货物送过船舷后交付，货过船舷后 买方须承担货物的全部费用 、风险、灭失或损坏，另外 要求卖方办理货物的出口结关手 续。本术语适用于海运或内 河运输。FOB 术语变形（1）FOB Liner Terms（FOB 班轮条件）：卖 方不必承担装货费用；（2）FOB Under Tac kle（FOB 吊钩下交货）：卖方不必承担 装货费用；（3）FOB Stowed（FOB 包括理舱）：卖

30、方必须 承担装货费用和理舱费用；（4）FOB Trimmed（FOB 包括平舱）：卖方必须承担装货费 用和平舱费用；（5）FOB Stowed and Trimmed（FOB 包括平舱和理舱）：卖方必须承 担装货、平舱和理舱费 用。CFR COST AND FREIGHT (. named port of destination) CFRrequires the seller to pay the costs and freight necessary to bring the goods to the named destination, but the risk of loss or da

31、mage to the goods, as well as any cost increases, are transferred from the seller to the buyer when the goods pass the ships rail in the port of shipment. Insurance is the buyers responsibility. (CFR)本术语英文为 “Cost and Freight (named port of shipment )”即成本加运费(指定目的港)”。它指卖方必须支付 把货物运至指定目的港所需的开 支和运费，但从货物交

32、至船上甲板后，货物的风 险、灭失或损坏以及发生事故后造成 的额外开支，在货物越过指定港的船舷 后，就由卖方转向买方负担另 外要求卖方办理货物的出口结 关手续。本术语适用于 海运或内河运输。CIF INSURANCE AND FREIGHT ( . named port of destination) CIF is CFR. with the additional requirement that the seller procure transport insurance against the risk of loss or damage to goods. The seller must

33、contract with the insurer and pay the insurance premium. Insurance is generally more importantin international shipping than domestic shipping, becauseU.S. laws generally hold a common carrier to be liable for lost or damaged goods.成本、保险费 加运费(CIF)本术语英文为“Cost, Insurance and Freight(named port of ship

34、ment )”，即成本保险费加运费 (指定目的港)”。它指卖方除 负有与“成本加运费 术语相同的义务外，卖方还须办理货物在运输途中应 由买方承担购货物灭失或损坏的 海运保险并支付保险费。本术 语适用于海运或内河运输。【CIF】术语变形（1）CIF Liner Terms （CIF 班轮条件）： 卖方必须承担卸货费用；（2）CIF Landed （CIF）：卖方必须承 担卸货费用包括驳运费；（3）CIF Under Ex Tac kle（CIF）（4）CIF Ex Ships Hold （CIF）：CPT CARRIAGE PAID TO (. named place of destinatio

35、n) This term means the seller pays the freight for the carriage of the goods to the named destination. The risk of loss or damage to the goods and any cost increases transfers from the seller to the buyer when the goods have delivered to the custody of the first carrier, and not at the ships rail. A

36、ccordingly, freight/carriage paid to can be used for all modes of transportation, including container or roll-on roll-off traffic by trailers and ferries. When the seller is required to furnish a bill of lading, way bill, or carrier receipt, the seller duly fulfills its obligation by presenting such

37、 a document issued by the person contracted with for carriage to the main destination.运费付至 (CPT)本术语英文为 “CarriagePaid to) ：tid to(namedplace of destination)” ，即运费付至( 指定目 的地)”。本术语系指卖方支付货物运至指定目 的地的运费。关于货物灭失或损坏的风险 以及货物交至承运人后发生事件 所产生的任何额外费用 ，自货物已交付给承运人照管 之时起，从卖方转由买方 承担。另外，卖方须办理货物出口的结关手续 。本术语适用于 各种运输方式，包括

38、多式联运。CIP CARRIAGE AND INSURANCE PAID TO (. named place of destination) This term is the same as freight/carriage paid to (CPT) but with the additional requirement that the seller has to procure transport insurance against the risk of loss or damage to the goods during the carriage.The seller contrac

39、ts with the insurer and pays the insurance premium.运费及保险费 付至(CIP)本术语英文为 “Carriage and Insurance Paid to(named place of destination )”，即运费及保险费付至(指定目的地)。它指卖方除负有与 运费付至(指定目的地)”术语相同的义务 外卖方还须办理货物 在运输途中应由买方承担的货物 灭失或损坏风险的海运保险并 支付保险费。本术语适用于任何 运输方式。DAF DELIVERED AT FRONTIER (. named place) Delivered at fronti

40、er means that the sellers obligations are fulfilled when the goods have arrived at the frontier but before the customs border of the country named in the sales contract. The term is primarily used when goods arecarried by rail or truck. The seller bears the full cost and risk in delivering the goods

41、 up to this point, but the buyer must arrange and pay for the goods to clear customs.边境交货 (DAF)本术语的英文为 “Deliveredat Frontier(namedplace)”，即“边境交货(指定点)”。它指卖方承担如下 义务，将备妥的货物运至边境上的指定地点，办理货物出口结关手续，在毗邻国家海关关境前交货 ，本术语主要适用于通过铁路 或公路运输的货物，也可用于 其他运输方式。DES DELIVERED EX SHIP (. named port of destination) Means the

42、 seller shall make the goods available to the buyer on board the ship at the place named in the sales contract. The seller bears the full cost and risk involved in bringing the goods there. The cost of unloading the goodsand any customs duties must be paid by the buyer.目的港船上交 货(DES)本术语的英文 为“Delivere

43、d Ex Ship (named port of destination )” ，即目的港船上交货)”甲板上不办理 货物进口结关手续的情况下 ，交给买方，故卖方须承担 包括货物运至指定目的港的所 有费用与风险。本术语只适用于 海运或内河运输。DEQ DELIVERED EX QUAY (. named port of destination) Means the seller has agreed to make the goods available to the buyer on the quay or the wharf at the place named in the sales c

44、ontract. The seller bears the full cost and risks in delivering the goods to that point including unloading.目的港码头交 货(DEQ)本术语的英文 为 Ex Quay (Duty Paid )(named port of destination)”即目的港码头交货 (指定目的港)”。卖方义务如下：支付运费，在规定 时间内将货物运至目的港，承担卸货的 责任和费用，并在目的港码头将货物 置于买方处置之下，承担在目的港码头 将货物置于买方处置下之前的风 险和费用。办理货物进口报关 的责任费用、

45、风险由 买方承担。本术语适用于水上运 输和多式联运。DDU DELIVERED DUTY UNPAID (. named place of destination) Under these terms, seller fulfills his obligation to deliver when the goods have been available to the buyer uncleared for import at the point or place of the named destination. The seller bears all costs and risks involved in bringing the goods to the point or place of named de