《电子商务英语》课件

Offer&Counter-offerUnit4Offer&Counter-offerNomatterinelectronic

commerce,orintherealeconomy,multipletimesofofferandcounter-offerareneeded.Anofferisoftenreplytoaninquiry.Itshouldcontainsatleastthethename、quantityandprice,acompleteoffershouldalsocontainsallthetradetermssuchasquality、paymentterms、deliverydate、timeofshipment、package，andeventhevalidityoftheoffer;andcounter-offerisanofferthatsomeonemakesinresponsetoanofferbyanotherpersonorgroup.Unit4Offer&Counter-offerDialogue(1)A:Look,

all

these

goods

are

our

best

sellinglines.B:Oh,

how

marvelous!

Please

give

me

two

samplesof

the

cannedfood.

Whatpricesdo

youquote

for

these

twoitems?A:They

are

all

on

the

catalogues.

Here's

the

price

list.

You

will

see

all

the

prices

are

very

competitive.B:Arethepriceonthelistfirmoffers?A:All

the

quotations

on

the

list

are

subject

to

our

final

confirmation.B:OK,Iwillinformyouoftheresultbytomorrowafternoon.Part1DialogueUnit4Offer&Counter-offerDialogue(2)-1A:Hi,I'manxioustoknowaboutyouroffer.B:Well,we'vebeenholdingitforyou,Mr.Zhang.Hereitis.500casesofcannedfood,at$8.5/pcs,CIFGuangzhou.ShipmentwillbeinNovember.

A:That'sahighprice!It'sdifficulttomakeanysales.B:I'mrathersurprisedtohearyousaythat,Mr.Zhang.Comparetothesamequality,ourpriceisattractive.A:Nodoubtyoursisofahighquality,butstill,thereiskeencompetitionintheseamarket.Iunderstandsomecountriesareactuallyloweringtheirprices.Part1DialogueUnit4Offer&Counter-offerDialogue(2)-2B:Sofarourcommoditieshavestoodthecompetitionwell.Fewotherbrandsofcannedfoodcancomparewithoursforflavor.A:Thisisourfirsttransaction,wejustplaceatrialorder,ifitreceivegoodresult,we’llplacealargerordernolessthan20k.B:OK,let’smeeteachotherhalfway,wouldyoubeopentoa10%discountinstead.A:That’squitegood,welookforwardtoyourupdatedquotation.Part1DialogueUnit4Offer&Counter-offer(1)OfferDearSir,Thankyouverymuchfortakingthetimetounderstandourproducts.Mr.Zhang,thepurchasingdepartmentofyourcompany,hascontactedusbefore.Hehasexpressedgreatinterestinthecannedfoodproducedbyourcompany.Foryourreference,wewouldliketostatesomeofourgeneraltermsandconditionsasfollows:Nameofitem:cannedfoodSpecification:24tinned/ctnQuantity:1500ctn/containerPrice:$8.5/pcsCIFGuangzhouDeliverydate:nolaterthan30/11/2018Ifanyquery,pleasefeelfreetoletmeknow.Welookforwardtoyourearlyreply.BestregardsPart2BusinessletterUnit4Offer&Counter-offer(2)Counter-OfferDearSir,Thanksforyouroffer.Yourpriceistoohigh,anditisdifficultforustopushsalesinourmarket.OurtargetpriceisUSD6.50/pcsCIFGuangzhou.Asit’sourfirsttransaction,wewanttoplaceatrialorder,ifitreceivegoodresult,we’llplacealargeorder.Sopleaseconfirmtheminimumorderandquotation.Waitingforyourquickresponse.BestregardsYourssincerelyPart2BusinessletterUnit4

PaymentUnit5PaymentPaymentisoneofthemostimportantstepsininternationaltrade.Termofpaymentisdirectlyrelatedwiththebenefitsofbothsidesofthebuyerandtheseller.Themethodofpaymentforeachtransactionistobeagreeduponbetweenthetwotradingpartiesatthetimeofplacinganorder.Generally,therearethreecommonlyusedmethods:L/C(LetterofCredit),collectionandremittance.WiththedevelopmentofInternetandmodernE-commerce,onlinepaymentsuchasAli-pay,isusedwidely.Unit5PaymentCaseintroduction:Mr.Johnson(thebuyer)isawholesalerofcannedfoodinBritain,heismakingpaymenttermforChinesecannedfoodwithMr.Zhang(theseller),whoisfromABCCannedFoodPlant.Theyaremakingadialogueandwritingsomelettersforthisbusiness.Unit5PaymentDialogue(1)A:

Now,

let’s

continue

our

business

talk.Shallwe

discuss

the

termsofpayment

thistime?B:

Sure.A:Whatisthemodeofpaymentyouusuallyaccept?B:Well,confirmed,

irrevocable

letter

of

creditpayable

against

shipping

documents

is

theonly

mode

I

accept.A:

I

see.

Could

you

make

an

exception

andaccept

D/A

or

D/P.B:

I’m

afraid

not.

I

accept

the

letterofcredit

as

a

general

rule.Part1DialogueUnit5PaymentDialogue(2)-1A:Howareyou?Mr.Johnson.Gladtohearyouagain.We’vesettledthequestionsofprice,qualityandquantity.Nowwhataboutthetermsofpayment?B:Morning,Mr.Zhang.Thanksforcallingmeforpaymentnegotiation.DoyouacceptD/AorD/P?A:Sorry.WeonlyacceptirrevocableLetterofCreditpayableagainstshippingdocuments.B:Isee.Butasyouknow,thewesternmarkethasbeendecliningrecently.Businessisnoteasyasitusedtobe.Asanoldclientofyours,Ithinkweshouldenjoyyourspecialtreatment.IhopeyouwouldallowustopaybyD/AorD/P.A:Iunderstandyoursituation,Mr.Johnson.Asyoupointedout,thewesterneconomyisgoingdown,theinternationalfinancialmarketisnotstable.Tobeonthesafeside,wecan'tmakeexceptions.B:ItwillincreaseourexpensestoopentheL/Candtieupourfunds.Part1DialogueUnit5PaymentDialogue(2)-2A:DearMr.Johnson,asoneofouroldcustomers,youknowwellthatChinesecannedfoodhaveenjoyedagoodreputationinyourmarketandwillbesellingwell.ThequickturnoverwillnotonlyfreeyourcostonL/C,butalsobenefityoualot.B:YourwordssoundOK,butwestillfeelthattopaybyL/Cisnotreasonable,especiallyatpresentwhentheworldmarketisinactive.Inordertoconcludethistransaction,webothneedtomakesomeconcessions.Howabout50%byL/C,50%byD/P?Otherwisewemightturntoothersuppliers.A:Mr.Johnson,asIsaid,weonlyacceptL/C.Sinceyouareouroldcustomerandyourorderisquitelarge,howabout70%byL/Cand30%byD/P?Thisisnotournormalpractice.Ifyouagree,wecanmakethedeal.Ifnot,Ican’tdoanythingelse.B:Allright,Iagree.CouldyoumakesurethatthegoodswillbedeliveredbeforeMay,sothattheycancatchupwiththesalesseason?Part1DialogueUnit5PaymentDialogue(2)-3A:Inthiscase,you'dbetteropentheL/Cbeforethe10thofAprilsinceweneedtimetogetthegoodsreadyandbooktheshippingspace.SoIsuggeststipulatethetimeofshipmentas“within15daysafterthereceiptoftheL/C".Furthermore,we'dlikeaconfirmedirrevocableL/Catsightpayableagainstdocuments.B:Anotherquestion.CanwemakepaymentbyL/Caftersight?A:Itlooksthatwehavetomakeanotherconcession.Inconsiderationofourgoodrelationshipforyears,wegiveyoufurtherspecialtreatmentforaL/Cpayment30daysaftersight.B:Thanksalot.Wethinkwewillhaveasuccessfultransactionthistime.Part1DialogueUnit5PaymentDialogue(2)-4A:WeagreetoyourtimeL/Cpaymentbutitshouldbeclearthattheinterestoccurredshouldbebornbyyoursideaccordingtotheinterestratesoninternationalmonetarymarket.Whatdoyouthinkofit?B:Agree.Thanks,Mr.Zhang.WewilltryourbesttoopentheL/Cbefore10ofApril.HowlongshouldtheL/Cbevalid?A:Sinceyouarepayingbya30-dayL/C,let'ssaytheL/Cexpires15daysafterthe30-daydurationisdue,OK?B:That'llbefine.We'llopentheL/Caccordingtoyourrequirementwithinthedesignatedtime.Part1DialogueUnit5PaymentDialogue(2)-5A:Thankyou!B:Bytheway,Mr.Zhang,couldyoutellmewhatdocumentsyou'llprovide?A:Togetherwiththedraft,we'llsendyouacompletesetofBillofLading,aCommercialInvoice,aCertificateofQuality,aCertificateofQuantity,PackingList,aCertificateofOrigin,anInsurancePolicy,aShippingAdvice.That'sall.B:Thanksalot.Youhavebeenmosthelpful.Part1DialogueUnit5PaymentBusinessletter1DearMr.Johnson,I’mwritingtoinformyouthatIonlyacceptconfirmedirrevocableletterofcreditpayableagainstshippingdocuments.Ihopetoreceiveyourreplyassoonaspossible.Wishtocooperatewithyouhappily.BestwishesPart2BusinessletterUnit5PaymentBusinessletter2DearSirs,WeregrettoinformyouthatwehavenotreceivedyourL/CcoveringtheSalesContractKTS12Iuptonow.ItisclearlystipulatedthattherelevantL/CshouldreachusbytheendofSeptember.AlthoughthetimelimitforthearrivalofyourL/Chasbeenexceeded,wearestillpreparedtoshipyourorderinviewofthelong-termfriendlyrelationsbetweenus.Pleasedoyourutmosttoexpediteitsestablishment,sothatwemayexecutetheorderwithintheprescribedtime.Inordertoavoidsubsequentamendments,pleaseseetoitthattheL/Cstipulationsareinexactaccordancewiththetermsofthecontract.Welookforwardtoreceivingyourfavorableresponseatanearlydate.SincerelyyoursPart2BusinessletterUnit5

ShipmentUnit6ShipmentShipmentisanobligationofdeliverythegoodsbytheseller.Thesellerloadsthegoodsonvesseltogettheshippingdocumentsandsendsthemtothebuyerforaperformanceofthecontract.Shipmentofacontractisveryimportantcoveringthefollowingcontents:(1)Modeoftransportation;(2)Timeofshipment;(3)Placeofshipmentandplaceofdestination;(4)Partialshipmentandtransshipment;(5)Shippingadvice;(6)Shippingdocuments,suchasBillofLading.Unit6ShipmentCaseintroduction:Mr.Zhang,salesmanagerofcannedfood,istalkingabouttheshipmentofexportedcannedfoodwithMr.Johnson,thepresidentofABCCompany.Theyaremakingadialogueandwritingsomelettersforthisbusiness.Unit6ShipmentDialogue(1)A:Let’sdiscussthetimeandmodeofshipment.B:OK.Doyouhaveanysuggestion?A:

We

suggest

that

you

allow

partial

shipment.B:I’m

afraid

that

partial

shipment

is

notallowed.Thegoodsweorderedareseasonalgoods,sothey

must

be

shipped

all

atonetime.A:Itisverydifficultforustobooksomuchshippingspaceatonce.B:Butifwemisstheseason,

itwon’t

bringprofits.A:To

ensure

timely

shipment

at

one

time,we’ll

get

in

touch

with

the

shipping

companyandseewhattheirshippingarrangementwillbe.Part1DialogueUnit6ShipmentDialogue(2)-1A:IsitMr.Johnson?Areyouonline?B:Nicetoseeyouagain,Mr.Zhang.I’mwaitingforyouhere.A:Thanks.Wehavereachedanagreementonthetermofpayment,whataboutshipment?B:ThatiswhatIwanttoconfirmtoday.A:Wearedoingeffortonthismatterwithlocalshippingcompanies.WehaveaconfirmationofpricebasedonCIFPusan.Weknowwehavetheobligationstochartervesselandpaythefreight.B:Clearly.Doyouhaveanyinformation?Arichseasonofcannedfoodiscoming.It'stopimportantforyoutoeffecttheshipmentearlier.Part1DialogueUnit6ShipmentDialogue(2)-2A:We'lldoourutmosttodeliverthegoodsatanearliestpossible.ButtheshipmentdatedependsontheL/Copeningdatereachingus.PleaseestablishtheL/Catsightassoonaspossible.B:Yes,Thecontracttells"Shipment:within15daysafterreceivingtheL/Catsight".AllareconfirmedandIwillcontactouropeningbanktomorrow.A:Wepromisetodeliverthegoodsatonceafterreceivingyourpayment.Buyer:Anotherpoint,wepreferareefercontainerforagoodtemperaturecontrolandagoodqualityguarantee.Couldyouarrangeforthiskindofvessel?B:Surelywecan.Butthepricewereachedisbasedonanordinaryvessel.Youknowreefercontaineristooexpensiveandtheadditionalcostwillberesponsiblebythebuyer.Part1DialogueUnit6ShipmentDialogue(2)-3A:That'saproblem.B:Wesuggestahalfopenvesselforairthroughduringtransportation.It'sanicechoiceforcannedfood.ChinaissoneartoKorea.Thereisnoproblem.A:OK.Iagreetouseahalfopenvessel.Butattentionshouldbepaidthatweordered5OOMTofcannedfoodinonelot.Thatistobeclearagain"partialshipmentnotallowed.”B:Asneworderskeepcomingin,weareafraidwehavenotenoughstockstomeetyourorderthen.WesuggestyouacceptpartialshipmentinJulyandAugust250MTeach..A:Youknowthepriceofcannedfoodischangingsoquicklyduetoarichcomingseason.Wehavetoreceivethewhole500MTinonelot,Wishtodoyourutmosttofulfilltheorder.B:OK.Wewillmeetyourorderfirsttoprepareanddeliverinonelotintime.Part1DialogueUnit6ShipmentDialogue(2)-4A:Thanksforyourcooperation.I'mwonderingifitispossibleforyoutoeffectshipmentbeforethemiddleofJune.B:Ratherdifficultforustodo.It