外貿(mào)英語函電課件

1、外　貿(mào)　英　語　函　電Business English Correspondence,主編　項(xiàng)偉峰,,學(xué)習(xí)目標(biāo)與崗位工作能力,學(xué)習(xí)任務(wù),學(xué)習(xí)任務(wù),學(xué)習(xí)任務(wù),模塊評估測試,Learning Goals,Learning Task 1,Learning Task 2,Learning Task 3,Module Assessment,Module Content Structure,模塊總結(jié),Module Conclusion,擴(kuò)展商務(wù)資

2、源,Extended Business Resources,Learning Goals(Job Competence),Write letters of enquiry, offer, counter-offer and acceptanceIdentify firm offer and non-firm offerWrite letters to reply to enquiry, offer, counter-offer an

3、d 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 competency),6,Module Conclusion,Learning Task 1 Enquiry

4、 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

5、business, a good deal will be made after many negotiations. The processes include enquiry, offer, counter-offer, etc. Questions:What’s an enquiry?What’s an offer?What’s a counter-offer?,Keys,1. An enquiry is request

6、 for business information, such as price lists, catalogues, samples; and details about the goods or trade. It is usually made by the importer, but can be made by the exporter. On receiving the enquiry, it is a regular pr

7、actice 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 terms put forward by

8、 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 amoun

9、t of money and other terms, you, in turn, can respond with several options; A counter-offer is nothing more than a new offer. It purports to be an acceptance of the offer received, but contains additions, limitat

10、ions or other modifications, leading to a rejection of the original offer and forming actually a new offer.,Learning Task 1 Enquiry and Reply,Section 6 Summary,Section 5 Simulation Workshop,Section 4 Core Phrases and Se

11、ntence 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 informa

12、tion. General 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 shipm

13、ent, payment terms and packing, etc.,2. Main points of an Enquiry,Opening: the purpose or reason of writing:the source of information;what sort of firm you are;the intention (interest in the goods);Body: the details

14、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 commodity);the introduction of market and pri

15、ce 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,

16、Section 3 Work Samples and Analysis,Letter 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.Th

17、ere is a growing demand for snooker tables in this market and we are hoping to be the first to introduce this product in our district.,We would be pleased if you could send us your catalogue, pricelist together with a

18、ny 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

19、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 so

20、urce of information. Para 2. The intention (interest in the goods). Para 3. The requirements (asking for catalogues, price lists and samples, etc.); asking for an offer or quotation on a certain commodity.Para 4. Expe

21、ctation: 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 cervical artificial discs.We are interes

22、ted 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?

23、 We shall be obliged if you could also quote 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

24、 goods of the types mentioned. If your price is competitive, we will consider placing an order for500 with you.We are looking forward to your urgent reply.Yours faithfully,（signature）,Letter 2 Specific Enquiry,Comme

25、nts & 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:Para

26、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 ab

27、ove,Dear Sirs,Thank you for your specific enquiry of December12.The enclosed illustrated catalogue and samples will give you details of the two sorts of cervical artificial discs in which you are especially intereste

28、d. 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. Under cover, we are sending you our offer on CFR Cairo, fo

29、r 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

30、products will help you expand 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 fa

31、irly brief, polite and direct. Thank the buyer for his enquiry and supply all the information requested, such as samples, catalogue, price list, etc. Sometimes provide relevant additional information. Conclude with one o

32、r 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)Para 3. Favorable t

33、erms 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 Busi

34、ness Compass,Section 3 Work Samples and Analysis,Core Phrases and Sentence Patterns,1. 說明對某種產(chǎn)品感興趣take/have/feel interest in sth; be interested in sth; be of interest to sb.; be interesting to sb.; sth. interest sb.; sth

35、 meet with sb.’s interestbe delighted with sth. 很喜歡某商品;be favorably impressed with sth.對…印象甚好,2. 購買be in the market for sth. 要購買… purchase,Core Phrases and Sentence Patterns,3.目錄、價格表和樣品等catalogue/leaflet/abridged le

36、aflet 產(chǎn)品目錄/宣傳活頁/簡易活頁 illustrated catalogue (catalogue with illustrations)/photo illustrations 附圖目錄brochure/pamphlet/booklet/folder 商品說明小冊子/折迭說明 descriptive prospectus; operation(operating) manual/instruction 商品說明書/使用說

37、明書 descriptive literature/photocopy of descriptive literature 商品資料/商品資料復(fù)印本 drawing/diagram/blueprint圖樣/圖解/藍(lán)圖 pattern card 款式卡片 sample book/pad 樣品冊/樣品簿 price list/price-schedule 價格表/價格單,Core Phrases and Sentence Patt

38、erns,4.價格competitive/moderate/favorable/attractive price有競爭性的/公道的/優(yōu)惠的/吸引人的價格prevailing/ruling price現(xiàn)行的價格/時價lowest/best/keenest/rock-bottom price 最低價,Core Phrases and Sentence Patterns,5. Other Termsdiscount折扣terms o

39、f payment/payment terms支付條件delivery time/date交貨時間,Core Phrases and Sentence Patterns,Group Activity: Recite and Interpretation,Step 1 Read aloud the Core Phrases and Sentence Patterns.(In and after class, 5 minutes in

40、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

41、this part.,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,

42、Section 5 Simulation Workshop,Translate the following letter into English:先生: 從紐約的托馬斯·H·P公司處，獲悉貴公司生產(chǎn)各類手工制人造皮革手套，我公司是中國專營這類產(chǎn)品的進(jìn)口商之一,我公司對你們的產(chǎn)品很感興趣。本地區(qū)對高品質(zhì)手套有穩(wěn)定的需求, 尤其是款式新穎、色彩鮮艷的產(chǎn)品。如貴公司所報價格有競爭性的話，我公司打算訂購5,0

43、00套。 請惠寄貴公司的手套插圖目錄一份，詳述有關(guān)價目與付款條件。 如蒙早日回信，不勝感激。,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

44、 dealing with this 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 g

45、ive us a competitive quotation, we will consider an order of 5,000 pieces. Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment. We will appreciate your early re

46、ply. 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 Business Compass,Section 3 Work Sam

47、ples 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

48、or simply asking for some general information about 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 comp

49、etency),6,Module Conclusion,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 O

50、ffer,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 men’s and women’s winter jackets. A. offer B. quote

51、 2. Please _____ 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,Secti

52、on 2 Business Compass,Section 3 Work Samples and Analysis,Learning Task 2 Offer,1. Definition of Offer,,According to CISG, a proposal for concluding a contract addressed to one or more specific persons constitutes an of

53、fer 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 or implicitly fixes or makes p

54、rovision 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 indicat

55、ed by the person making the proposal.,,Offeror: The person who make the offer （報盤人）Offeree: The person to whom the offer is made (受盤人),2. Firm offer and Non-firm offer,A firm offer is a promise to sell at a stated price

56、 and condition within a stated period of time (a certain time limit). A non-firm offer is an offer made without engagement.A quotation or a proforma invoice can also play the role of both a firm offer and a non-firm of

57、fer 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, discounts

58、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-f

59、irm offer excludes it);Closing: hope for acceptance.,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 A

60、nalysis,Learning Task 2 Offer,Letter 1 Offer,Dear Sirs,Thank you for（請刪除課本中with reference to的表達(dá)方法）your enquiry of December 21, 2011, we are pleased to quote without engagement as follows:Article: brocade handbagsTi

61、me of Shipment: During February—MarchPackage: 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 awa

62、iting your prompt reply.Yours sincerely,(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 an

63、y;Para 2-6. Statement or clear indication of what the prices cover (such as packing, freight and insurance);Para 7. Hope of acceptance,Letter 2 Firm Offer,Dear Sirs,Thank your for (請刪除課本中This is to confirm的表達(dá)方法）your

64、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 of soybe

65、ans at US$2,900 per metric ton, CFR Cairo, for shipment during July—August 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

66、 are unable to entertain any counter-offer. It is likely that the market price will rise. It would be to your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully, (Signature

67、),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 totally engaged and not allowed to change within the da

68、te 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

69、 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 in