1、商务英语应用写作（函电）校内模拟实训主讲教师：梁良 Training Situations:（背景资料）l Buyer:l Mr. Lawrence, the general Manager of the United Textiles Company, Ltd. (26 Lawton Street, Liverpool, England), is a large dealer in textiles in England. He is interested in all Chinese silk products and now is approaching China National I
2、mport & Export Corporation, Fujian Branch for an offer for specific products. l (They meet with each other at Chinas Spring Export Commodities Fair.（中国春季出口商品展览会） )Training Situations:（背景资料）l Seller:l Lily, the market representative of China National Import & Export Corporation, Fujian Branch. She/He
3、 is a green hand in the company, and this is her first case, she wants to conclude the transaction(完成这次交易 ) anxiously.The First step: Enquiry / Inquiryl Hint 1: Mr. Lawrence was interested in silk products and hope to receive the lowest quotation CIF （ refer to the next slide） London for 3,000 piece
4、s silk carpet with details of discount and payment terms. Some catalogues and sample cuttings required.If you are Mr. Lawrence, please write a letter to Lily. ( Using the letter form)术语 CIFl CIF术语为成本加保险费加运费，（指定目的港，其原文为 Cost, Insurance and Freight (.named port of destination) 按此术语成交，货价的构成因素中包括从装运港至约定
5、目的地港的通常运费和约定的保险费。 The First step: Enquiry / InquiryDear Miss Lily:I visited your companys stand at Guangzhou Fair. Could you remember me? I am very interested in your Chinese silk products. There is a great demand for a variety of silk carpets in Europe. We have been a large dealer in textiles in En
6、gland for more than 20 years, and import a wide range of Chinese silk products.Would you please send us some catalogues， and offer us your lowest quotation CIF London for 3,000 pieces silk carpet. Please state details of discount and terms of payment. We should find it most helpful if you could also
7、 supply all kinds of sample cuttings required. Look forward to your reply.Yours truly,LaurenceThe Second step: Replies to Enquiry l Hint 2: US$125 per piece CIF London, subject to（以 之前为准，有效） reply here before May 9. 按下列订货数量比例的增减给予特殊的折扣：1000件和 2000件之间给 3%折扣，2000件和 3000件之间给 4%折扣，3000件以上给 5%折扣。Payment
8、by irrevocable L/C（不可取消的信用证） available by draft at sight (即期汇票 ) is required. Catalogues and sample cuttings have been airmailed.The Second step: Replies to EnquiryDear Mr. Laurance,We welcome your inquiry of 30 Jan, and thank you for your interest in our silk carpets. We are enclosing our illustrat
9、ed catalogue. Under separate cover, we will send the sample cuttings by air mail which will be helpful to you for your selection. We are pleased to make you a special offer（特殊报价，特殊优惠） , subject to （以 为准）reply here before May 9, as follows: US$125 per piece CIF London.But we can offer a special allow
10、ance（优惠） on the following sliding-scale（按比例增减） basis:The Second step: Replies to EnquiryOn purchases exceeding an annual total of :1000 pieces but not exceeding 2000 pieces - 3%2000 pieces but not exceeding 3000 pieces - 4%3000 pieces and above -5%Our products are both excellent in quality and reaso
11、nable in price. Its finest material and highest craftsmanship（技术、技能） will appeal to the most selective buyers.We only accept irrevocable L/C at sight. Look forward to your order.Sincerely yours,The Third step: Counter-offer （还价）l Hint 3: Price is higher than those from othersuppliers.其他公司的货在该地以比你价格约低10的价格出售。我们不否认你们的质量会稍好些，但差价不能高达 20。Suggest a reduction of 10%,otherwisebusiness is impossible.以你方答复于 2月 5日前到达有效。说服对方作出让步这样双方都会从市场上受益，而且让步将促进销售。
