国际贸易实务第02章.ppt

1、 2.1 Background Information Inquires may be made by letter, email, telegram, telex or fax or even by telephone or through face-to-face talk to ask for information on prices, quantities and other relative details concerning a certain product. An inquiry means possible sales opportunity. Therefore, it

2、 must be replied earnestly and enthusiastically. An offer may either be firm or non-firm. An offer may be made in reply to an inquiry or made voluntarily with a view to expanding business. An offer may be made of letter or cable. If it is made by cable, a letter or confirmation will often follow it

3、up. (1) An expression of thanks for the inquiry, if there is previous inquiry; (2) Name of goods, quality or specification, quantity, details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision; (3) The period for which the of

4、fer is valid if it is a firm offer; otherwise, a remark to the effect that the offer is made without engagement; (4) A brief introduction to the goods; (5) An expression of hopes for an order. 2.2 Situational Conversation Section1: Inquiry At the Shanghai Trade Fair, a Britain buyer Smith (S), is in

5、quiring the prices at a stand. A salesman Mr. Yang (Y) meets him. Mr. Smith: Good Morning. Im Tom Smith form Fashion & Health Textiles Import and Export Corporation of Liverpool. Here is my card. Mr. Yang: Thank you. Im Yang Jun, sales representative of Shanghai Meili Textiles Factory. Nice to meet

6、you. Mr. Smith: Likewise. Im very interested in your cotton bed-sheets and pillowcases. I have seen your exhibits and catalogue. They are attractive. Here is a list of requirements. Id like to have your lowest quotations, CIF Liverpool. Mr. Yang: Thank you for your inquiry, Mr. Smith. These are bran

7、d-new products of ours. Im quite sure that they would be the best-selling ones of ours this year. Mr. Smith: Good. Im thinking of trying some out. Mr. Yang: Im glad to hear that. Wed be only too pleased to explore this possibility of new business with you, Mr. Smith. Would you let us know what quant

8、ity you require so as to enable us to work out the offer? Mr. Smith: OK, I will do that. Could you give me an indication of the price? Mr. Yang: Here are our latest FOB price sheets. All the prices on the sheets are subject to our final confirmation. Mr. Smith: For how long does your quotation price

9、 remain open? Mr. Yang: 15 day. And the size of your order? Mr. Smith: That will depend on your price. If your price is favorable, we can place an order immediately. Mr. Yang: Well, actually, from the price sheets, you will find our prices are very competitive. You know, the prices of materials have

10、 gone up sharply. But the prices of our products havent changed much. Mr. Smith: Im pleased to hear that. How long will it take you to deliver the goods? Mr. Yang: Usually we deliver the goods within 2 months after receipt of the covering letter of credit. Mr. Smith: Terrific. But I cannot make the

11、decision by myself. I will call my head office in Britain and consider the price carefully. I will come back to you tomorrow. All right? Mr. Yang: Right. See you tomorrow. Section 2: Offer Mr. Yang: Its been one year since our first meeting in Shanghai Trade Fair. How are you getting on? Mr. Smith:

12、Fine, thank you. Im here for your offer for curtains. Mr. Yang: Our curtains are known for their fine quality and beautiful designing, all exquisitely made and moderately priced. Mr. Smith: Thats true. Im especially interested in your IMBM 3 series. Can you give the offer on them? Mr. Yang: Certainl

13、y. Which do you prefer, FOB or CIF? Mr. Smith: Id like to have your lowest quotation CIF Shanghai. Mr. Yang: Wait a minute. Well have it worked out very soon. Have a cup of coffee, please. (after counting) Oh, now I have the offer ready for you. Here is our detailed price sheet for IMBM 3 series CIF

14、 Shanghai. Mr. Smith: What about the terms of payment? Mr. Yang: Letter of credit available by sight draft. Mr. Smith: OK. Actually, its said that the Indians have offered a lower price for similar products. Mr. Yang: Well, Mr. Smith, as a stable client of us, you know that our offer is always based

15、 on the prevailing international market price. And speaking of lower price, you must be aware that the quality of products is more important. Mr. Smith: Yeah, I know. So is your offer a firm one or one subject to final confirmation? Mr. Yang: Oh, a firm one, which remains valid for a week. Mr. Smith

16、: OK. 2.3 Email Communication Letter 1: An Inquiry of Curtains Dear Sirs, We are a leading distributor in curtains in the city of New York. Our customers have expressed interest in your velvet curtains Art No. 19 and 25 and required about their quality. Provided quality and price are satisfactory th

17、ere are good prospects of good sales here, but before placing a firm order we should be glad if you would send us your price-lists and samples of such product concerned. You are kindly requested to quote the FOB Shanghai. We look forward to your early reply.Yours faithfully Letter 2: A Non-firm Offe

18、r of Curtains Dear Sirs, We thank you very much for your letter of June 30, asking for our velvet curtains. In compliance with your request, we included in this letter our quotation sheet for velvet curtains Art No. 19 and 25. The respective quantities are quoted on the basis of FOB Shanghai. This o

19、ffer is subject to our final confirmation. As to the relative samples, we have dispatched then to you by separate airmail. The Chinese velvet curtains are of good quality and have fine workmanship and look good. They are moderately priced, which is known to all. You will certainly agree to that when

20、 you have examined our samples and quotation sheet. As our stocks are low and the demand is heavy, it is hoped that you will send us your orders as early as possible. If you need any further information about our products, please do not hesitate to let us know by return. Awaiting your esteemed favors and orders.Yours faithfully