1、外贸英语函电Business English Correspondence,主编项伟峰,学习目标与岗位工作能力,学习任务,学习任务,学习任务,模块评估测试,Learning Goals,Learning Task 1,Learning Task 2,Learning Task 3,Module Assessment,Module Content Structure,模块总结,Module Conclusion,扩展商务资源,Extended Business Resources,Learning Goals(Job Competence),Write letters of enquiry, o
2、ffer, counter-offer and acceptanceIdentify firm offer and non-firm offerWrite letters to reply to enquiry, offer, counter-offer and acceptance,Module 3 Enquiry, Offer, Counter-offer and Acceptance,2,Learning Task 1,3,Learning Task 2,4,Learning Task 3,5,Module Assessment,1,Learning Goals (Job compete
3、ncy),6,Module Conclusion,Learning Task 1 Enquiry and Reply,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Section 1 Lead-in,In international business, a good deal will be ma
4、de after many negotiations. The processes include enquiry, offer, counter-offer, etc. Questions:Whats an enquiry?Whats an offer?Whats a counter-offer?,Keys,1. An enquiry is request for business information, such as price lists, catalogues, samples; and details about the goods or trade. It is usually
5、 made by the importer, but can be made by the exporter. On receiving the enquiry, it is a regular practice that the exporter should reply to it without delay.2. An offer, or a quotation, is a proposal made by sellers to buyers in order to enter into a contract. In other words, it refers to trading t
6、erms put forward by offerers to offerees, on which the offerers are willing to conclude business with the offerees.3. A counter-offer is a new Offer made in response to an offer received. When a product is offered to you for a given amount of money and other terms, you, in turn, can respond with sev
7、eral options; A counter-offer is nothing more than a new offer. It purports to be an acceptance of the offer received, but contains additions, limitations or other modifications, leading to a rejection of the original offer and forming actually a new offer.,Learning Task 1 Enquiry and Reply,Section
8、6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,1. Enquiry and Reply,Enquiry: get the required information of the supply of certain product, service or the general information. Gener
9、al Enquiry: asking for common data, such as catalogue, price list, sample and pictures, etc.Specific Enquiry: specifically enquiry about name of commodity, specifications, quantity, unit price, date of shipment, payment terms and packing, etc.,2. Main points of an Enquiry,Opening: the purpose or rea
10、son of writing:the source of information;what sort of firm you are;the intention (interest in the goods);Body: the details of requirements:the requirements (asking for catalogues, price lists and samples, etc.) to have a general idea of the product; asking for an offer or quotation on a certain comm
11、odity);the introduction of market and price that will be obtained;Closing: expectation,Learning Task 1 Enquiry and Reply,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Lette
12、r 1 General enquiry,Dear Sirs, Snooker tablesWe are pleased to learn from the New Zealand Embassy that you are a leading company in New Zealand exporting snooker tables.There is a growing demand for snooker tables in this market and we are hoping to be the first to introduce this product in our dist
13、rict.,We would be pleased if you could send us your catalogue, pricelist together with any samples you can supply. We would also appreciate it if you could tell us the terms of payment with which you do business with others.We look forward to receiving your letter soon.Yours faithfully,（signature）,L
14、etter 1 General enquiry,Comments & Analisys,Comments: The importer wants to have a general idea of the commodity; he may request for pricelist, catalogue, samples and other terms. Analysis: Para 1. The source of information. Para 2. The intention (interest in the goods). Para 3. The requirements (as
15、king for catalogues, price lists and samples, etc.); asking for an offer or quotation on a certain commodity.Para 4. Expectation: ask for a quick response.,Letter 2 Specific Enquiry,Dear Sirs,Thank you for your letter of August 25. We are pleased to know that you are producing different kinds of cer
16、vical artificial discs.We are interested in your various cervical artificial discs recommended in your letter, particularly Bryan disc and Discover disc. Will you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be obliged if you could also quot
17、e your lowest price CFR Cairo stating earliest date of shipment.,Bryan disc of high quality are popular. We believe there is a promising market in our area for moderately priced goods of the types mentioned. If your price is competitive, we will consider placing an order for500 with you.We are looki
18、ng forward to your urgent reply.Yours faithfully,（signature）,Letter 2 Specific Enquiry,Comments & Analysis,Comments: The enquiry is clearly stated with all relevant details at this stage. The purchaser wishes to buy high quality products with large quantities at very competitive prices. Analysis:Par
19、a 1. Make the reference clear and respond to it. Para 2. State the enquiry clearly, giving details. Para 3. Explain the potential business prospect.Para 4. Expectation: ask for a quick response.,Letter 3 Reply to the above,Dear Sirs,Thank you for your specific enquiry of December12.The enclosed illu
20、strated catalogue and samples will give you details of the two sorts of cervical artificial discs in which you are especially interested. The illustrations will also give you information about other Bryan disc we are exporting. As to our terms and conditions, please see page 26 of the catalogue. Und
21、er cover, we are sending you our offer on CFR Cairo, for shipment in December. Usually we require an irrevocable L/C by draft at sight.,Bryan disc and Discover disc are our products of latest style. Because of their excellent quality and low prices, you can be sure that our products will help you ex
22、pand your market.We are looking forward to your trial order.Yours sincerely,(Signature),Letter 3 Reply to the above,Comments & Analysis,Comments: A reply to an enquiry is normally fairly brief, polite and direct. Thank the buyer for his enquiry and supply all the information requested, such as sampl
23、es, catalogue, price list, etc. Sometimes provide relevant additional information. Conclude with one or two lines encouraging the buyer to place order and assuring him of good service.Analysis:Para 1. Receipt of the enquiry Para 2. Details of meeting requirements (sending catalogue, price, samples)P
24、ara 3. Favorable terms and best attentionPara 4. Expectation of trial order.,Learning Task 1 Enquiry and Reply,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Core Phrases an
25、d Sentence Patterns,1. 说明对某种产品感兴趣take/have/feel interest in sth; be interested in sth; be of interest to sb.; be interesting to sb.; sth. interest sb.; sth meet with sb.s interestbe delighted with sth. 很喜欢某商品;be favorably impressed with sth.对印象甚好,2. 购买be in the market for sth. 要购买 purchase,Core Phra
26、ses and Sentence Patterns,3.目录、价格表和样品等catalogue/leaflet/abridged leaflet 产品目录/宣传活页/简易活页 illustrated catalogue (catalogue with illustrations)/photo illustrations 附图目录brochure/pamphlet/booklet/folder 商品说明小册子/折迭说明 descriptive prospectus; operation(operating) manual/instruction 商品说明书/使用说明书 descriptive l
27、iterature/photocopy of descriptive literature 商品资料/商品资料复印本 drawing/diagram/blueprint图样/图解/蓝图 pattern card 款式卡片 sample book/pad 样品册/样品簿 price list/price-schedule 价格表/价格单,Core Phrases and Sentence Patterns,4.价格competitive/moderate/favorable/attractive price有竞争性的/公道的/优惠的/吸引人的价格prevailing/ruling price现行
28、的价格/时价lowest/best/keenest/rock-bottom price 最低价,Core Phrases and Sentence Patterns,5. Other Termsdiscount折扣terms of payment/payment terms支付条件delivery time/date交货时间,Core Phrases and Sentence Patterns,Group Activity: Recite and Interpretation,Step 1 Read aloud the Core Phrases and Sentence Patterns.(I
29、n and after class, 5 minutes in class)Step 2 Memorize and ReciteSetp 3 Interpretation: One student read English and another student translate it into Chinese without looking at the textbook and then Chinese into English; Take turns to interpretate this part.,Learning Task 1 Enquiry and Reply,Section
30、 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Section 5 Simulation Workshop,Translate the following letter into English:先生: 从纽约的托马斯HP公司处，获悉贵公司生产各类手工制人造皮革手套，我公司是中国专营这类产品的进口商之一,我公司对
31、你们的产品很感兴趣。本地区对高品质手套有稳定的需求, 尤其是款式新颖、色彩鲜艳的产品。如贵公司所报价格有竞争性的话，我公司打算订购5,000套。 请惠寄贵公司的手套插图目录一份，详述有关价目与付款条件。 如蒙早日回信，不胜感激。,Keys,Dear Sirs,We learn from Thomas H. P. of New York that you are producing hand-made gloves in a variety of artificial leathers. We are one of the importers in China dealing with this
32、 type of goods, and we are quite interested in your products. There is a steady demand here for gloves of high quality, especially those in the brighter colors and of fashionable designs. If you can give us a competitive quotation, we will consider an order of 5,000 pieces. Will you please send me a
33、 copy of your glove catalogue, with details of your prices and terms of payment. We will appreciate your early reply. Yours faithfully,XXX,Learning Task 1 Enquiry and Reply,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Busine
34、ss Compass,Section 3 Work Samples and Analysis,Section 6 Summary,An enquiry is a request for information. In international business the importer may send an enquiry to an exporter, inviting a quotation and or an offer for the goods he wishes to buy or simply asking for some general information about
35、 these goods.,Module 3 Enquiry, Offer, Counter-offer and Acceptance,2,Learning Task 1,3,Learning Task 2,4,Learning Task 3,5,Module Assessment,1,Learning Goals (Job competency),6,Module Conclusion,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 L
36、ead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Learning Task 2 Offer,Section 1 Lead in,Discussion: Choose the best answer and discuss the difference between quotation and offer.1. Please _ us your lowest prices for both mens and womens winter jackets. A. offer B. quote 2. Plea
37、se _ us 500 glass vases CIF Qingdao, China incoterms 2010. A. offer B. quote,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Learning Task 2 Offer,1. Definition of Offer,Acco
38、rding to CISG, a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offeror to be bound in case of acceptance. A proposal is sufficiently definite if it indicates the goods and expressly
39、or implicitly fixes or makes provision for determining the quantity and the price. A proposal other than one addressed to one or more specific persons is to be considered merely as an invitation to make offers, unless the contrary is clearly indicated by the person making the proposal.,Offeror: The
40、person who make the offer （报盘人）Offeree: The person to whom the offer is made (受盘人),2. Firm offer and Non-firm offer,A firm offer is a promise to sell at a stated price and condition within a stated period of time (a certain time limit). A non-firm offer is an offer made without engagement.A quotatio
41、n or a proforma invoice can also play the role of both a firm offer and a non-firm offer according to their contents.,3. Main points of an offer,Opening: expression of thanks for the enquiry;Body: details of offer:names of commodities, quality, quantity and specifications;details of prices, discount
42、s and terms of payment;statement or clear indication of what the prices cover (such as packing, freight and insurance);packing and date of delivery;validity of the offer: the period for which the offer is valid (a non-firm offer excludes it);Closing: hope for acceptance.,Section 6 Summary,Section 5
43、Simulation Workshop,Section 4 Core Phrases and Sentence Patterns,Section 1 Lead in,Section 2 Business Compass,Section 3 Work Samples and Analysis,Learning Task 2 Offer,Letter 1 Offer,Dear Sirs,Thank you for（请删除课本中with reference to的表达方法）your enquiry of December 21, 2011, we are pleased to quote witho
44、ut engagement as follows:Article: brocade handbagsTime of Shipment: During FebruaryMarchPackage: 200 pieces to a cartonPayment: by confirmed irrevocable L/C available by draft at sight.We are willing to allow a 3% discount for all orders over 2000 pieces.We are awaiting your prompt reply.Yours since
45、rely,(Signature),Comments & Analysis,Comments:It states the necessary points of an offer clearly and concisely.Analysis:Para 1. An expression of thanks for the enquiry, if any;Para 2-6. Statement or clear indication of what the prices cover (such as packing, freight and insurance);Para 7. Hope of ac
46、ceptance,Letter 2 Firm Offer,Dear Sirs,Thank your for (请删除课本中This is to confirm的表达方法）your telex of 16 March 2011, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering you 40 metric tons of polished rice at US$2,600 per metric ton and 30 metric tons
47、of soybeans at US$2,900 per metric ton, CFR Cairo, for shipment during JulyAugust 2011. This offer is valid, subject to the receipt of your reply before 10 June 2011.,Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market
48、price will rise. It would be to your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully, (Signature),Letter 2 Firm Offer,Comments & Analysis,Comments: The key feature is that a firm offer has binding force. Once the firm offer is made, the offeror is totall
49、y engaged and not allowed to change within the date of validity. Analysis:Para 1. Thanks for the enquiry. Para 2-3. Provide details of quantity, quality, price, discount, payment, packing etc.Para 4. Hope for a favorable reply.,Letter 3 Firm Offer,Dear Sirs,This time last year you placed an order for the medicine of Tobramycin. This is a discontinued line which we had on offer at the time.We now have a similar product on offer, Vancomycin. It occurs to us that you might be interested. A descriptive leaflet is enclosed.,
