外贸英语函电Unit 4-报价、推销信、报盘及还盘

1、Unit 4 Quotations, Sales Letter, Firm Offer and Counter Offers 报价、推销信、报盘及还盘,Unit 4 Part 1 Quotations and Offers,2,Objectives of this part: Understand the quotation and grasp the relative expressions. Understand the difference between firm offer and non-firm offer and grasp their relative expressions

2、. Be familiar with the terms - the validity of the offer. 2) The main parts: - Name of commodities, quality, quantity, and specification; - Details of prices, terms of payment, commissions, or discounts, if any; - Packing and date of delivery 3) Close,17,2.2 The Writing Skills of Firm Offers,The beg

3、inning of an offer : (It usually includes the offers validity) 开始报盘，通常一起注明该盘有效期 例如：(p. 73 ) In reply to your letter of July 14, we are giving you an offer, subject to your reply here by 5 p.m. our time, Tuesday, August 5 , as follows (validity):,18,(p.74) In reply to your inquiry, we take pleasure i

4、n making you an offer as follows, provided your reply reached us within 7 days from today (validity): (p. 75) Now we are making you an offer as follows: This offer is subject to your reply here on or before 25th August.(validity),19,The main part of an offer 产品描述、产品名称 Commodity Description 产品规格、产品型号

5、 Specification,20,Quantity (1) 重量 (weight) 公斤 ( ) 公吨 ( ) 长吨 (long ton) (1016kg) 短吨 (short ton) (907kg) (2) 数量 (number) 件 ( ) 双 ( ) 套 ( ),kilogram (KG),metric ton (M/T),piece,set,pair,21,(3) 长度(length) 米 ( ) 英尺 ( ) 英寸 ( ) 码 ( ) (4) 面积(area) 平方米 ( ) (5) 体积(cubic) 立方米 ( ) (6) 容积(capacity) 公升( ) 加仑( ),m

6、eter,yard,inch,foot,square meter, m2,cubic meter, m3,liter,gallon,22,Price - Major World Currencies,dollar (美国) US$ (加拿大) Can$ (香港) HK$ (澳大利亚) A$ (新加坡) S$ (新西兰) NZ$ (中国台湾)新台币 NT$ New Taiwan dollar,23,Pound （sterling） (英国)镑 (或Stg) Renminbi / Yuan (中国)人民币，元 (RMB￥) Yen (日本)日元 ￥ Won (朝鲜、韩国)元 W Euro （欧盟国

7、家)元 ,24,Packing,塑料袋（plastic bag、polybag) 纸箱（carton） 木箱（wooden case） 板条箱（crate） 麻袋（gunny bag) 布袋（sack）（cloth bag） 牛皮纸袋（kraftpaper bag）,25,铁桶（iron drum） 塑料桶（plastic drum） 木桶（cask） 捆（bundle） 包（bale）,26,每件衬衫要用塑料袋包装，每一打装一纸箱，每4个纸箱装1板条箱。, Each shirt should be packed in plastic bag, one dozen to a carton, 4

8、 cartons to a crate.,27,Shipment,Delivery/shipment: be effected by sea from U.S.A within one month after receipt of the L/C. 将在收到信用证之日算起一个月内从美国装船。 These goods should be shipped within one month. 这些货应在一个月内装运。 Please ship/deliver the goods (effect the delivery) within one week. 请在一周之内装运。,28,Payment,Pl

9、ease pay by. Please make/effect the payment by . 请用方式付款。 关于支付方式是信用证的表达，请见PPT Unit 3Page 26、27.,29,Insurance,Insurance : to be effected by the buyer / covering All Risk / for 110% of the invoice value / as per China Insurance Clauses. 由买家 根据中国保险条例，按发票金额的110%投保综合险。,30,Unit 4 Part 2 Sales Letter,31,The

10、 Purpose of Writing Sales Letters : to expand business by selling a particular kind of goods or service to selected types of customers. to persuade the readers to buy what you are trying to sell.,32,A sales letter should have the following two factors: (1) Offer the information about products (2) Ar

11、ouse interest and stimulate desire for buying,Products Customers Competitors,33,AIDA Principle,(1) catch the readers Attention (2) arouse their Interest (3) stimulate their Desire (4) induce their Action of purchase.,34,Writer a letter with the following points： 推销新款电脑桌 质量上乘,价格合理,颜色多样 尽快交货,支付方式有利,De

12、ar Sirs, We are very glad to introduce our new computer tables that are unique not only in style, color but also moderate in price. We can send you a price list and samples of our new product, which can enable you to test on its quality and compare them with others. For owners of old fashionable com

13、puter table, our product is no doubt a sound choice which make your life more comfortable. At the same time, we can offer preferable terms of payment and supply our products as soon as possible. We look forward to your reply. Yours faithfully, John Smith,36,Unit 4 Part 3 Counter Offers,37,1. Introdu

14、ction,A counter offer is made when a (potential) buyer finds the terms and conditions in the offer is unacceptable or as an attempt to gain more favorable terms.,38,2. Aims and key points,Know the definition of counter offer. Understand the structures of writing counter offer letter. Master some use

15、ful words, expressions and sentences of a counter offer letter.,39,2.1 What is Counter-offer?,The buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. The effect of a counteroffer is that the original offer is no longer valid, and the now offeree becomes

16、 the offeror as the counteroffer becomes the new offer.,40,A counter offer refuses a portion of an offer or a bid, but suggests a change or changes. 还盘 （counter-offer），又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。还盘既是受盘人对发盘的拒绝，也是受盘人以发盘人的地位所提出的新发盘。 It approximates a “yes-but” declaration. “Thank you for your lette

17、r of . I appreciate the exceptional quality of your product and the way in which you have handled my inquiry, but your prices are too high even for this quality.”,2.2 Structure of the Counter-offer Letter,Thank the seller for his offer, mention briefly the content of the offer； Express the inability

18、 to accept the offer; State the reasons for non-acceptance; Make a counter offer if, in the circumstance, it is appropriate; Hope the counter-offer will be accepted and there may be an opportunity to do business together.,42,2.3 Writing Skills,43,44,45,46,Dear Mr. Zhang, Porcelain Tea Set We acknowledge with thanks receipt of your offer of May 8 for the subject goods. In reply, we re