世纪商务英语——外贸函电unit4

UNIT 4 TERMS OF PAYMENTI.Teaching Aims and RequirementsBy learning this unit, the students are supposed to be able to1. Know the basic instruments and methods of payment terms2. Write letters concerning international paymentII. Contents1.Methods of payment in international trade.2.The kinds of L/C3.The operation of L/C4. The structure of a business letter abour discussing the terms of paymentIII. Focus on and Difficulties1.The procedure of asking to open and extend an L/C2.The amendment to yhe L/CIV. Teaching steps1.The types of business letter about the terms of payment1) 开证函(1)谈及订单或合同项下货物(2)提出支付方式的要求及理由(3)强调惯例做法，请给与理解(4)卖方同意买方要求，则表明相互通融，对对方的要求予以考虑以及对成功合作的意愿；卖方若拒绝买方要求，则表明自己做法的合理性，必然性2) 改证函(1)确认收到信用证，指出不符点(2)要求改证，对不符点内容的修改(3)望早日收到修改书2. Useful pattern1.Opening L/C(1)We enclose an application form for documentary credit and shall beglad if you will arrange to open our account an irrevocable L/C for $40,000 in favour of ABC Company, the credit to be valid until July12.(2)We write to inform you that we have today established with Bank ofChina an irrevocable documentary L/C in your favor for the amount of $53,000 covering1,000 sets of TV.2.Rushing L/C(1)Please expedite /rush the L/C so that we can execute the ordersmoothly.(2)As the goods have been ready, please rush the L/C covering S/CA V_231.(3)The shipment date is approaching. It would be advisable for you toopen the L/C covering your Oder No.341 the soonest possible so as to effect the shipment within the stipulated time.3.Amending L/C(1)We have received your L/C No.123 and on checking up the clauses/onperusal/on examination of the clauses, have regretfully found the following discrepancies in it.(2)We have amended the quantity as 250 metric tons.(3)We have found the amount of your L/C is insufficient. Please increasethe unit price US$3 to US$3.5 and the total amount to $ 60,000.V. Practical Writing敬启者：我们已收到你方11月8日的来信，要求我们以承兑交单方式发运你方一批手提电脑。

世纪商务英语外贸函电(教师用书)English Letter Writing in Foreign Trade主编吴思乐胡秋华副主编高文峻大连理工大学出版社前言《世纪商务英语—外贸函电》是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。

本书主要针对高职高专商务英语和其他涉外经贸专业的学生，也可以作为其他层次涉外经贸专业的外经贸英语教材。

同时，对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说，本书还可作为自学参考资料。

为方便教学和自学者学习，我们编写了与之配套的练习答案，并提供了常用表达部分的译文。

希望本书能对我们的读者有所帮助。

编者ContentsUnit 1 Fundamentals of Modern Business Letter Writing (4)第一章现代商务函电写作的基本知识Unit 2 Establishing Business Relations (7)第二章建立业务关系Unit 3 Inquiry (12)第三章询盘Unit 4 Offer (17)第四章发盘Unit 5 Counter-offer (22)第五章还盘Unit 6 Acceptance and Confirmation (27)第六章接受与确认Unit 7 Order and Contract (32)第七章订单与合同Unit 8 Payment and L/C (37)第八章支付与信用证Unit 9 Packing (42)第九章包装Unit 10 Shipment (47)第十章运输Unit11 Insur ance (52)第十一章保险Unit12 Complaint, Claim and Settlement (57)第十二章抱怨、索赔及理赔Unit 1 Fundamentals of Modern Business Letter Writing 第一章现代商务函电写作的基本知识Part Five Practical Training1. Arrange the Following in Proper Form as They Should Be SetOut in a Letter.(1) Sender’s Name: Guangzhou International Trading Corp.(2) Sender’s Address: 198 Yueken Road, Tianhe District, Guangzhou,China(3) Sender’s Telephone: 85230000(4) Sender’s Cable Address: 5527GZ(5) Sender’s Telex Address: 3328 gz CN(6) Date: September 15, 2007(7) Receiver’s Name: Standard Oil Company(8) Receiver’s Address: 38 Fifth Avenue, London, U. K.(9) Subject: RefrigeratorsMessage:We thank you for your letter of September 3, 2007, inquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his/her style. The following is just a sample. Guangzhou International Trading Corp.Address: 198 Yueken Road, Tianhe District, Guangzhou, ChinaTel: 85230000, Cable: 5527GZ, Telex: 3328 gz CNSeptember 15, 2007Standard Oil Company38 Fifth Avenue,London, U. K.Dear Sir or Madam:Subject：RefrigeratorsWe thank you for your letter of September 3, 2007, inquiring for the captioned goods.The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection.We look forward to receiving your specific inquiry with keen interest.Yours faithfully,…2. Address an Envelope for the Above Letter.Since we use the Full-block Style for the letter composing, we should also use the Full-block Style for the envelope.Unit 2 Establishing Business Relations第二章建立业务关系Part Three Other Commonly Used Expressions and SentencesTypical Sentences1. We are one of the leading importers of ceramic products in America. We’dlike to establish business relationship with your corporation. (我们是美国陶瓷制品的主要进口商之一，愿与贵公司建立业务关系。

Unit 4. Inquiry第四章询盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是中国光明国际贸易有限公司（Guangming International Trading Co. Ltd.，联系地址：30 Sichuan Road, Shanghai, China，Tel：86-21- Fax：86-21- E-mail: guangming@）进出口部的经理。

最近，你公司打算从英国伦敦亚瑟父子公司（Messrs. Arthur Grey & Son Co. Ltd.，联系地址：19 Cheapside, London, E.C.2 ，Tel：0044-20- Fax：0044-20-E-mail：mags_ld@）进口100台真空吸尘器（vacuum cleaner）。

现在，请致函该公司向其询盘。

注意信中务必包含以下内容。

1) 我们在广交会（Guangzhou Fair）上得知贵公司以及贵公司的产品。

2) 我方是中国四川省主要的吸尘器经销商。

3) 我方拟购100台V-368号真空吸尘器，如能详报含2%佣金的成本加运费、保险费到伦敦的最低价，将不胜感激。

4) 报盘时，请说明支付条款、最早装运期、包装条款以及折扣等方面的情况。

5) 静候佳音。

Task 2.针对任务1中所拟信函的内容，以亚瑟父子公司出口部经理的身份拟一封回函。

注意该回函中务必包含以下内容。

1) 感谢贵公司的询盘。

2) 很抱歉由于订单甚多，贵方所需型号的产品暂时无法供货。

3) 很遗憾不能满足贵公司的需要，一旦有新货供应，我们将立即与你们接洽。

3) 随函附上本公司其他同类产品的目录及价格表，如有兴趣或者有进一步的需要，务请告知。

4) 希望将来能与贵公司达成交易。

⏹Unit 4 Quotations, Offers and Counter-offers⏹报价、报盘与还盘⏹ObjectivesUpon completion of this chapter, the students should:⏹understand the differences between firm offer and non-firm offer and grasp theirrelative expressions.⏹be familiar with the terms & conditions involved in an offer and be able to writethem independently.I. Business knowledgeoffer & quotationII. Offer/QuotationUseful words and expressionsIII. Counter-offersUseful words and expressions⏹An offer is a promise to supply goods on the terms and conditions stated,while a quotation is merely a notice of the price of certain goods at which the seller is willing to sell. In an offer, the seller not only quotes the price of the goods he wishes to sell but also indicates all necessary terms of sales for the buyer's consideration and acceptance.⏹However, if a quotation is made together with all necessary terms andconditions of sales, it amounts to an offer.⏹An offer may either be firm within a certain time limit or be made withoutengagement. A firm offer is a promise to sell goods at a contracted price, usually within a stated period of time. It must be clear, definite, complete and final. In the latter case it is subject to confirmation by the seller after being accepted by the buyer. When offering, this must be made clear to avoidpossible disputes in future.⏹An offer or quotation may be made in reply to an enquiry or made voluntarilywith a view to expanding export business.A satisfactory offer will include the followings:1)An expression of thanks for enquiry, if any.2)Name of the goods, quality or specifications, 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 offer is valid if it is a firm offer, otherwise, a remark tothe effect that the offer is made without engagement.4)Favorable comments on the goods themselves.5)A supplementary short paragraph to draw the customer's attention to otherproducts likely to interest the buyer.6)An expression of hopes for an order.An offer may be made by letter, cable, telex or fax. If made by cable, it is often but not always followed up by a letter for confirmation.It is to be noted that unlike a quotation, a firm offer, although not a contractual obligation, cannot be withdrawn by the seller within its validity. It is thebuyer's options to accept or reject or counter-offer during the validity period.If the buyer accepts, then it is a contractual obligation. So no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time.When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.The letter of rejection should cover the following points. It should:1) Thank the seller for his offer2) Express regret at inability to accept3) Make a counter-offer if, in the circumstances, it is appropriate4) Suggest other opportunities to do business together严格讲quote/quotation 与 offer不同，quote/quotation是报价，指某一商品的单价，offer是报盘，除单价外，还包括数量，交货期，付款方式等等。

Unit 4 Enquiries and Replies【Unit objectives】Upon completing this unit, you will be able to write enquiries and replies to enquiries effectively. To achieve this goal, you should be able to1)Understand essential qualities of effective enquiries.2)Write clear, well-structured requests for information.3)Write direct, courteous and helpful answers to enquiries.【Background information】International business negotiation involves four stages: enquiry, offer, counter-offer and acceptance. Among them, offer and acceptance are the two necessary stages which are required for the conclusion of a sales contract.Business negotiation usually begins with enquiry. Enquiries are usually made by the buyer, enquiring the seller about the terms of a sale, such as quality, price, delivery time, terms of payment and other terms, and/or making requests for catalogues and samples of the goods. A seller may also initiate the negotiation by making an enquiry to a buyer, stating their intention of selling a certain kind of goods according to the stated terms and conditions.An enquiry is binding neither on the seller nor on the buyer no matter who makes the enquiry. But it is advisable for the receiver of the enquiry to reply promptly with in a polite and helpful way.【Tips for writing effective enquiries】★Enquiries should be brief, clear, specific, courteous and reasonable.★Begin directly with the objective – a request for specific information, including specifications, prices, quantity, terms of payment and delivery time, etc.★If two requests are involved and the second one is going to cost the reader more, make the second request in a tactful way by using formal expressions such as “It would be very helpful if you could…”or“We would find it more helpful if you could …”.【Tips for writing effective replies to enquiries】★Replies to enquiries should be prompt, friendly, complete and helpful.★In reply to an enquiry, begin with favorable answers. When two or more requests are involved, begin by answering one of them – preferably the most important. ★Skillfully handle the unfavorable responses by placing bad news in the middle of the message rather than at beginnings and ends, and giving necessary explanation before the bad news so as to prepare the reader for the negatives.★I n case the goods enquired for are not available, introduce other products as substitutes.★Introduce other products you handle to broaden the buyer’s interest.★End with goodwill.【Group Work】Read the following enquiry and have group discussions about the following questions:1.Do you think it is an effective enquiry? Why/ Why not?2.What could you do to improve it? Please try to rewrite it.【Sample letters】Letter 1 First enquiry from the buyerDear SirsWe have your name and address from the Commercial Counselor’s Office of the Chinese Embassy in U.S.A. We are interested in hand-made gloves in a variety of genuine leather. There is large demand in our area for gloves of high quality and good prices can be obtained. (Say how you obtained the reader’s address and describe your interest, giving the reader an incentive to reply.)Will you please send us a copy of your catalogue and price list for gloves, with details of your prices and terms of payment? We would find it more helpful if you could send us a set of samples of the various leather of which the gloves are made. (State the enquiry – two requests. The second request is going to cost the reader more, so it is made tactfully.)Yours faithfullyLetter 2 Reply to Letter 1Dear SirsWe thank you for your enquiry of June 20th. We sent you today by separate post a copy of our illustrated catalogue and price list for gloves, with samples of some of the skins we regularly use in our products. (Acknowledge the enquiry and state what action you are taking to be helpful. Make favorable response first. )As such skins as chamois and doeskin are not available now, we cannot send you a full range of samples, but you may take it that these skins are of the same high quality. (Place unfavorable response in the middle of the message. Explain why you have not been able to meet the second request in full.)Mr. Zhang, our sales representative, will visit you next month. He has with him a full range of our goods. After you have examined our products, you will agree that the quality of the materials used and the high standard of craftsmanship will appeal to the most selective buyers. (Add details of a follow-up action and give favorable comments on the goods.)We also make a wide range of hand-made leather handbags in which you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr. Zhang will show you the samples. (Broaden the reader’s interest in handbags, hoping to sell additional products.)We look forward to your order. (End with an expression of hope.)Yours sincerelyLetter 3 An enquiry from the sellerDear Sir or Madam:Enclosed is a brochure of the latest designs of our handbags. They are for western customers and we believe these goods will be popular in your market.We can supply you with any of these goods in four weeks but we cannot promise anything definite beyond that period because of the heavy demand for them.On orders for more than 10000 pieces we would allow a special discount of 5%.We look forward to your specific enquiry.Yours faithfullyLetter 4 A specific enquiryDear SirsWe have received the catalogue and samples for your tableware. We would like to have your lowest offer on the terms and conditions stated below:Name of the Commodity: Stainless Steel TablewareQuantity: 5000 setsPrice Term: CIF KobeTerms of Payment: By irrevocable Letter of Credit payable at sightTime of Shipment: June/July, 2009We hope you will reply soon.Yours faithfully【Useful expressions】(1) to take/have interest in …:“We take interest in your canned goods and wish tohave the catalogues.”(2) to be interested in …: “We are interested in bicycles of various sizes and pleasesend us a copy of your illustrated catalogue with details of the prices and terms of payment.”(3) to enquire for …: “A client of mine enquires for 100 cases of Black Tea.”(4) to make/send enquiry fo r…: “Upon receipt of your catalogue, we will makeenquiry for the items which are of interest to us.”(5) to have an enquiry for …: “We have an enquiry for 50 tons of chemicalfertilizer.”(6) to send one’s quotation for …: “Please send us your best CIF quotation forsewing machines.”(7) to state terms of payment and …: “When quoting, please state t erms of paymentand time of delivery.”(8) to send sb. particulars of …: “We have seen your advertisement in China’sForeign Trade. It would be helpful if you will send us particulars of bed sheets and pillowcases.(9) to allow sb. a special allowance (discount) on/for…:“Will you please allow us aspecial allowance on annual total purchase of above USD5,000,000.00?”(10) to welcome one’s enquiry:“We welcome your enquiry of May 26th, 2008 andthank you for your interest in our products. We specialize in this line of business.”(11) to thank sb. for one’s enquiry for…: “We thank you for your enquiry of Feb. 2.W e are in good connections with the best manufacturers in the country.”(12) to enclose a catalogue and a price list: “We enclose our catalogue and a pricelist giving details you asked for.”【Group work】Read the following enquiry and have group discussions about the following questions:1. Do you think it is an effective enquiry? Why/ Why not?2. What could you do to improve it? Please try to rewrite it.Dear SirsYour letter has been received with thanks and we have the pleasure of learning that you are exporters of Chinese Silk Piece Goods. Your intent to establish business connections with us happens to coincide with ours. At present, we are interested in Crepe Georgette and please send us details of your various ranges. We also need a full set of cut samples. When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100000 yards of each item. Prices quoted should include insurance and freight to London.Yours faithfully题目02.交易磋商, 04.单据题, 第2/2题标题Enquiry描述Directions: You are Arthur Grey & Son Ltd. who is in the market for table-cloths. Now you need to send an enquiry to Shanghai Textiles Import and Export Corporation with the following details:1) stating how you have come to know Shanghai Textiles Import and Export Corporation;2) making an enquiry for their table-cloths;3) giving an introduction to yourselves;4) making a request for some samples.April 5,2012Shanghai Textiles Import and Export CorporationShanghaiChinaDear Sirs,We learn from the Commercial Counsellor's Office of our Embassy in your country that you are large exporter of table-cloth.We would like you to send us details of your various ranges,including sizes、colors and prices,and also samples of the different qualities of material used.We are large dealers in textiles and believe there is a promising market in our country of the kinds table-cloth.When replying, please state your terms of payment and the related banks. Prices quoted are on CIF basis.Yours faithfullyArthur Grey & Son Ltd.ManagerIt is not an effective enquiry. Because enquiries should be brief, concise, specific, courteous and reasonable. While in this enquiry, it is not courteous at all. Here is a rewritten one.Dear sirsWe are glad to receive your letter and learn that you are exporters of Chinese Silk Piece Goods. We have much pleasure in establishing business connections with you. Now, we are interested in Crepe Georgette. Will you please send us details of your various ranges and a full set of cut samples?When replying, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100000 yards of each item. Prices quoted should include insurance and freight to London.Yours faithfullyManagerApril 5,2012Shanghai Textiles Import and Export CorporationShanghaiChinaDear Sirs,We learn from the Commercial Counsellor's Office of our Embassy in your country that you are large exporter of table-cloth.We would like you to send us details of your various ranges,including sizes、colors and prices,and also samples of the different qualities of material used.We are large dealers in textiles and believe there is a promising market in our country of the kinds table-cloth.When replying, please state your terms of payment and the related banks. Prices quoted are on CIF basis.Yours faithfullyArthur Grey & Son Ltd.Manager。

Unit 4 Offer第四章发盘Part Three Other Commonly Used Expressions and SentencesTypical Sentences1．It is our usual practice to supply new customers with our goods for payment within one month from date of invoice, in the first instance, and later to extend this term to three months. (我们通常的做法是：新客户首次订购我们的货物从结算日起一个月内付款交货。

之后，则宽限至三个月。

) 2．We cannot consider these prices firm for an indefinite period because of the situation on the coffee market. (鉴于咖啡市场的行情，我们无法长期保持这一价格不变。

)3. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. (上述报盘，以贵方答复在不迟于本月底到达我方为有效。

一旦此报盘过期，此货不可能存留不售。

)4．The offer will remain firm until March 31, 2007 beyond which date the terms and prices should be discussed anew. (报盘有效期至2007年3月31日止。