外贸英语4市公开课一等奖百校联赛特等奖课件

UnitTwoInquiriesandOffer第1页InquiryandReplyIninternationalbusinessactivities,makinginquiriesistheinitialstageofbusinessnegotiationsbetweenthebuyersandsellers.Thepurposeofwhichistoseekasupplyofproducts,servicesorrelativeinformation.在国际商务活动中，询盘是买卖双方商务洽谈第一步，其目标在于寻求货源，服务或取得相关信息。Usually,thebuyersmakeinquirieswithoutanyengagementtogetinformationaboutthegoodstobeordered.Thesellers,however,canalsomakeinquiriestogetinformationaboutthegoodstobesold,withoutanyengagement,too.普通来说，询盘往往由买方提出，以得到想购货物情况，但不负担任何义务。同时，卖方也能够提出询盘，以取得所售商品信息，当然也不负担任何义务。第2页

Theinformationwantedbythebuyersorthesellersusuallyincludesthefollowingelements:

买方或卖方所要了解主要信息包含以下内容：Thesupplyofcommodities货源情况Theprice价格Thepacking包装Thecatalogue产品目录Thedeliverydate交货期Termsofpayment支付条款Othertermsconcerned其它条款第3页Inquiriescanbemadeorallyorinwrittenform.Ifthewrittenformisadopted,thepersonwhomakesinquiriesshouldremembertoconsidercarefullytowhichregionstheinquiriesaretobesentandhowmanysuppliersorpurchasersaretobeapproachedinoneandthesameregion.Failuretotakeintoconsiderationtherelevantsituationwouldleadtoadverseeffectonfuturetransactions.询盘既能够口头进行，也能够书面形式进行。如采取书面形式，询盘人应认真考虑向哪些地方发出询盘以及在同一地域要与多少供货商或购货商联络。若考虑不周，将对以后交易产生不良影响。第4页Whenwritingenquirylettertoyourcounterpart,thereisnoneedtochoosewordsandphrasescarefullytodrawthereader’sattention.Arequestforapricelistorcataloguecanbemadeinasinglesentence.Arequestforaquotationofpriceandothertradetermsmayneedalittlelongerdescription,whichshouldbeclearandexact.Butrememberthereisnoneedforlong,over-politephrasesandstilllesshumbleness.向对方发询盘时，无需太考究措辞来吸引对方注意。索取价格表或目录只需一句话即可；要求提供报价和其它贸易条款时，所需说明较长，其说明必须清楚，准确。不过应该记住，不要使用过分冗长或过分客气词语，更不要有自卑感。第5页Havingreceivedtheenquiryletter,thereceivershouldstudyitwithcautionandreplytheenquiryletterassoonaspossible,tellingthemwhetheryoucouldsellorbuy.如是收到询盘，收件人应认真研究并尽快给予回复，告诉对方你能否买或卖。Ifinoralform,especiallywhenthebusinessrelationshavebeenestablishedbetweenthebuyersandsellers,theinquiriesandreplieswillbeveryeasyandsimple.Whatshouldbepaidattentiontoisthatbothofthemmayhaveafriendlyandcordialdiscussionaccordingtowhathasbeenmentioned.如采取口头形式，尤其是已建立起业务关系后，买卖双方询盘及回复将非常轻易和简单，所需要注意仅仅是依据上面提到细节，双方进行友好和含有诚意洽谈而已。第6页OfferandCounter-offerInmanytypesofbusiness,ithasalwaysbeenthepracticeforthesuppliertomakeanofferdirectlytohisregularcustomersandtootherswhomaybeinterestedinhisgoods,withoutwaitingforanenquiry.Butwhenthesupplierhasreceivedanenquiryfromthebuyeranddecidedtosellthegoods,heshouldmakeanoffertothebuyer.在许多业务中，供货商不等候询盘而直接向老客户和其它可能对其商品感兴趣客商报盘。然而，当供货商收到买方询盘并决定向买方出售货物时，供货商就应报盘。第7页Itshouldbepointedoutthatofferisdifferentfromquotation.Quotationisjustanindicationofpricewithoutcontractualobligation,anditissubjecttochangewithoutpreviousnotice.Wehavelearnedthataproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanoffertobeboundincaseofacceptance.Soofferisadefinitecommitmentonthepartofthesupplier.应该指出是，报盘不一样于报价。报价只是报价格，不包含契约性义务，而且不需要预先通知便可更改报价内容。我们应知道，向一个或一个以上特定人提出订立协议提议，假如十分明确并表明报价人在得到接收时承受约束旨意，即组成报盘。所以，报盘是指供货商做出一个明确而必定义务承诺。第8页Inbusinessactivities,whenmakinganoffer,orallyorinwrittenform,thefollowingelementsareusuallyincluded:在商务活动中，报盘时，不论是口头还是书面形式，应包含以下内容：Thename,price,qualityandquantityofthegoods商品名称，价格，质量和数量Thedateofdeliveryortimeofshipment

交货期或装船期Thetermsofpayment支付条款Thevalidityoftheoffer报盘使用期Othertermsconcerned,suchaspacking,insurance,discount….其它相关条款，如包装，保险，折扣。。。第9页Whenasupplierpromisetosellthegoodsatastatedpricewithinastatedperiodoftime,theoffermadebyhimiscalledafirmoffer.Butifanofferhasthelimitativesentencethatisanon-firmoffer.当供货商承诺在限定时间内以限定价格出售商品时这种报盘称为实盘。但当报盘中有限定性语句时，那就是虚盘。Suchas：Theofferissubjecttoourfinalconfirmation.以我方最终确认为准。Thisofferissubjecttotheimportlicenseobtained.以我方取得尽快许可证为准。Butifanofferhasthelimitativesentence,suchas“OurofferissubjecttoyourreplyreachingusnotlaterthanSeptember10,.”thatisalsoafirmoffer.不过，假如报盘中有限定性语句如“我方报盘以你方九月十日前复到有效。”那是实盘。第10页Itshouldbenotedthatafirmofferiscapableofacceptance,andonceithasbeenaccepteditcannotbewithdrawandtheofferershouldperformtheobligationsstipulatedinit.应该注意是，实盘能够被接收，而且一旦被接收就不能撤消，发盘人必须推行实盘中所要求义务。Itisknownthatareplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.Soacounter-offermeansapartialrejectionoftheoriginaloffer,anditisalsomeansacounterproposalputforwardbythebuyer/offeree.大家知道，对于即使表示接收报盘，但在回复中有附加条款，限定条款或其它内容时，则被视为拒绝该项报盘并组成还盘。所以，还盘意味着对最初报盘部分否定，同时也包含着买方或受盘人提出新条件。第11页Inpracticalbusinessnegotiations,thebuyermaynotagreeontheprice,packing,shipmentorpayment,etc.Hemaystatehisowntermsinstead.Suchalterationsindicatethatbusinesshastobenegotiatedonarenewedbasis.Suchbeingthecase,theoriginaloffererorthesellernowbecometheoffereeandisentitledtoacceptorrefuse.Inthelatercase,hemaymakeanothercounter-offerofhisown.Thisprocesscangoonformanyarounduntilthetransactionisconcludedorcalledoff.在实际业务洽谈中，买方可能不一样意卖方或发盘人提出价格，包装，装运，支付条款等条件，而提出自己条件。这么变动表明，生意需要在新基础上进行谈判。在此种情况下，原来发盘人或叫做卖方现在则变成了受盘人，他有权接收或拒绝；拒绝时，他可能做出另一个还盘。这么过程可能进行好几轮，直到成交或被取消。第12页Sometimes,thesentence“Acceptyouroffersubjecttothefollowingalterations…”maybeusedinansweringanoffer.Althoughtheword“accept”isused,infact,theofferisstillrejected,becausetheofferdoesnotagreetothewholeoffer.回复报盘时，可能会使用“接收你方报盘，但须做以下修改。。。”这么句子。尽管使用了“接收”二字，但实际上该报盘仍被拒绝了，因为受盘人并没有同意发盘人提出全部报盘内容。Inmakingacounter-offer,thepartyconcernedshouldexpressregretatinabilitytoaccept,explainreasonsfornon-acceptanceandsuggestthattheremaybeotheropportunitiestodobusinesstogetherinthefuture.还盘时，应对不能接收报盘表示歉意，要说明不能接收理由；同时，要提请对方注意未来还有做生意机会。第13页Incoterms

国际贸易术语解释通则Sendinggoodsfromonecountrytoanother,aspartofacommercialtransaction,canbeariskybusiness.Iftheyarelostordamaged,ordeliverydoesnottakeplaceforsomeotherreason,theclimateofconfidencebetweenpartiesmaydegeneratetothepointwherealawsuitisbrought.Therefore,aboveall,sellersandbuyersininternationalcontractswanttheirdealstobesuccessfullycompleted.作为商业交易一部分，把货物从一国运至另一国可能是件冒险事。假如货物丢失或损坏，或因某种原因没有运到，买卖双方间信任就会下降，可能会严重到引发法律纠纷。所以，对签署国际协议买卖双方来说，最主要是成功完成交易。第14页If,whendrawinguptheircontract,buyerandsellerhavesomecommonlyunderstoodrulestospecificallyreferto,theycanbesureofdefiningtheirrespectiveresponsibilitiessimplyandsafely.Insodoingtheyeliminateanypossibilityofmisunderstandingandsubsequentdispute.买卖双方在制订协议时，假如有了解一致详细规则可供参考，他们就必定能简单，可靠地确定各自责任。这么做双方就能够排除可能产生误解以及由此引发纠纷。第15页ThepurposeofIncotermsistoprovideasetofinternationalrulesfortheinterpretationofthemostcommonlyusedtradetermsinforeigntrade.Thus,theuncertaintiesofdifferentinterpretationsofsuchtermsindifferentcountriescanbeavoidedoratleastreducedtoaconsiderabledegree.国际贸易术语解释通则目标在于为外贸业务中使用最普遍贸易术语提供一套国际解释通则。所以，可防止或尽可能降低不一样国家对贸易术语不一样解释所造成不确定性。注：1936年国际商会制订出一套贸易术语解释通则。为了使这些通则符合正在使用国际贸易做法，以后在1953，1967，1976，1980，1990和对通则进行了修订和增补。对国际贸易术语解释通则修改考虑了关税保护区发展，电子商务发展，商务活动中电子通讯使用增加以及运输方式改变。版通则对全部术语说明均比原通则愈加简单明了。第16页Thetermshavebeengroupedinfourbasicallydifferentcategories:GroupE:EXW__ExWork工厂交货GroupF:FCA__FreeCarrier货交承运人FAS__FreeAlongsideShip装运港船边交货FOB__FreeonBoard装运港船上交货GroupC:CFR__CostandFreight成本加运费CIF__Cost,InsuranceandFreight成本，保险费加运费CPT__CarriagePaidTo运费付至CIP__CarriageandInsurancePaidTo运费和保险费付至GroupD:DAF__DeliveredAtFrontier边境交货DES__DeliveredExShip