外贸英语函电Unit 4-报价、推销信、报盘及还盘

Unit4Quotations,SalesLetter,FirmOfferandCounterOffers报价、推销信、报盘及还盘Unit4–Part1QuotationsandOffersObjectivesofthispart:Understandthequotationandgrasptherelativeexpressions.Understandthedifferencebetweenfirmofferandnon-firmofferandgrasptheirrelativeexpressions.Befamiliarwiththeterms&conditionsinvolvedinanofferandbeabletowritethemindependently.2QuotationAquotationisapromisetosupplygoodsonthetermsstated.It,however,isnotlegallybindingasafirmofferifthesellerlaterdecidesnottosell.3OfferTherearetwokindsofoffers:firmoffer(实盘)andnon-firmoffer(虚盘)Afirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepted,itcannotbewithdrawn.4Non-firmofferareusuallymadebymeansofsendingcatalogues,pricelist,andquotations.(Itcanbeunderstoodasquotation.)5DifferencebetweenQuotationandOfferWhenquoting,thesellercangiveonlythepriceofthegoodshewishestosell.Butwhenoffering,thesellershouldgiveallnecessarytermsofsalesforthebuyer’sconsideration.61.Quotations----------Areplytoanenquiry1.1Aquotation(offer)usuallyinclude:Commodity/DescriptionSpecification(产品规格、产品型号)QuantityUnitPricePacking(measurement)（包装、尺寸）ShipmentPaymentInsurance81.2关于报价（quotation）的两种处理方式：第一种：陈述式Structure:Step1:beginning.Thanksfortheenquiryandsendthequotation.Step2:themainpartofthequotation.Listallthenecessaryinformation,suchascommodity,price,shipment,quantity,ect.Step3:ending.Showexpectationoforder.9第二种：报价表式(即：单独做一份报价单，随函附寄给客人。)Structure:Step1:beginning.Thanksfortheenquiry.Step2:tostatetheenclosedquotationsheet.Step3:ending.Showexpectationoforder.101.3WritingSkillsofQuotationPleasereferto3.2!11Specimenletter1(P.60)----AnalysisDearSirs,WethankyouforyourenquiryofAugust22andarepleasedtosendyouourquotationforthegoodsyourequiredasfollows:12ShowthanksforenquiryCommodity:……….Size:………Weight:……..……….Shipment:………..13Statedetailedinformationregardingprice,shipmentandothernecessaryinformation.Youarecordiallyinvitedtotakeadvantageofthisattractivequotation.WeareanticipatingalargeorderfromtheUnitedStates,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourorder.Yoursfaithfully,14Expressthewishofthequotationbeingaccepted.152.Offers------Alsoareplytoanenquiry2.1Anofferwillincludethefollowing:1)Thebeginning:---anexpressionofthanksfortheenquiry;---thevalidityoftheoffer.2)Themainparts:---Nameofcommodities,quality,quantity,andspecification;---Detailsofprices,termsofpayment,commissions,ordiscounts,ifany;---Packinganddateofdelivery3)Close162.2TheWritingSkillsofFirmOffersThebeginningofanoffer:(Itusuallyincludestheoffer’svalidity)开始报盘，通常一起注明该盘有效期例如：(p.73)InreplytoyourletterofJuly14,wearegivingyouanoffer,subjecttoyourreplyhereby5p.m.ourtime,Tuesday,August5,asfollows(validity):17(p.74)Inreplytoyourinquiry,wetakepleasureinmakingyouanofferasfollows,providedyourreplyreacheduswithin7daysfromtoday(validity):(p.75)Nowwearemakingyouanofferasfollows:………Thisofferissubjecttoyourreplyhereonorbefore25thAugust.(validity)18Themainpartofanoffer产品描述、产品名称CommodityDescription产品规格、产品型号Specification19Quantity(1)重量(weight)公斤()公吨()长吨(longton)(≈1016kg)短吨(shortton)(≈907kg)(2)数量(number)件()双()套()20kilogram(KG)metricton(M/T)piecesetpair(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()21meteryardinchfootsquaremeter,m2cubicmeter,m3litergallonPrice--MajorWorldCurrenciesdollar(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$NewTaiwandollar22Pound（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WEuro（欧盟国家)元€23Packing塑料袋（plasticbag、polybag)纸箱（carton）木箱（woodencase）板条箱（crate）麻袋（gunnybag)布袋（sack）（clothbag）牛皮纸袋（kraftpaperbag）24铁桶（irondrum）塑料桶（plasticdrum）木桶（cask）捆（bundle）包（bale）25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。Eachshirtshouldbepackedinplasticbag,onedozentoacarton,4cartonstoacrate.26ShipmentDelivery/shipment:beeffectedbyseafromU.S.AwithinonemonthafterreceiptoftheL/C.将在收到信用证之日算起一个月内从美国装船。Thesegoodsshouldbeshippedwithinonemonth.这些货应在一个月内装运。Pleaseship/deliverthegoods(effectthedelivery)withinoneweek.请在一周之内装运。27PaymentPleasepayby….Pleasemake/effectthepaymentby….请用……方式付款。关于支付方式是信用证的表达，请见PPTUnit3—Page26、27.28InsuranceInsurance:tobeeffectedbythebuyer//coveringAllRisk//for110%oftheinvoicevalue//asperChinaInsuranceClauses.由买家根据中国保险条例，按发票金额的110%投保综合险。2930Unit4–Part2SalesLetterThePurposeofWritingSalesLetters:toexpandbusinessbysellingaparticularkindofgoodsorservicetoselectedtypesofcustomers.topersuadethereaderstobuywhatyouaretryingtosell.31Asaleslettershouldhavethefollowingtwofactors:(1)Offertheinformationaboutproducts(2)Arouseinterestandstimulatedesireforbuying32ProductsCustomersCompetitorsAIDAPrinciple(1)catchthereader’sAttention(2)arousetheirInterest(3)stimulatetheirDesire(4)inducetheirActionofpurchase.33Writeraletterwiththefollowingpoints：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34DearSirs,Weareverygladtointroduceournewcomputertablesthatareuniquenotonlyinstyle,colorbutalsomoderateinprice.Wecansendyouapricelistandsamplesofournewproduct,whichcanenableyoutotestonitsqualityandcomparethemwithot