新编外经贸英语函电与谈判课件Unit 03

3.1 Brief Introduction
• 对外贸易中的商品单价通常由四个部分组成，即计量 计量 单位、单位价格、计价货币和价格术语。 单位、单位价格、计价货币和价格术语 • 国际贸易中使用的价格术语很多，其中以 F.O.B、 C.I.F、及C.F.R三种价格术语最为常用。对于这三种 价格术语，国际上有多种解释，现将这三种价格术语 扼要解释如下： • 1.F.O.B 该价格叫装运港船上交货价，简称“船上交 F.O.B 船上交 货”。F.O.B是 Free On Board的缩写。采用这一价格 术语时要在其后注明装运港名称。 • 2.C.I.F 该价格叫成本加保险费加运费价 成本加保险费加运费价。C.I.F是 C.I.F 成本加保险费加运费价 Cost, Insurance and Freight的缩写。采用这种价格 术语的时候，应在C.I.F后注明目的港名称。 • 3.C.F.R C.F.R该价格叫成本加运费价 成本加运费价。采用这种价格术语时， C.F.R 成本加运费价 也应在 C.F.R后注明目的港名称。
3.4如何写讨价还价信 如何写讨价还价信
• 写讨价还价信应遵循下面的原则： • 1. Thank-you expression for what the reader has done. • 2. State reasons for non-acceptance and inability to take the desired action. • 3. Make a counteroffer or suggest that there may be other opportunities to do business together. • 4. Mention the possible benefits associated with the reader's concession and encourage him to take action. • 5. Close the letter courteously and positively.
3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry.
• 1 Thank the customer for their interest in your products and confirm that you can ( or can’t ) help. • 2 “Sell” your product and explain how it is suitable for your customer’s needs. • 3 Say that you’re sending a catalogue, price list, advertising literature, etc.
3.3给客户写的关于价格让步的信 给客户写的关于价格让步的信
3.4如何写讨价还价信 如何写讨价还价信
• 贸易往来中，买家总是觉得价钱太高，卖家总 是觉得自己的价钱合理、再低就亏了。在这种 情况下，谈判、争论、讨价还价不可避免。 • 讨价还价信也是说服信的一种，这种讨价还价 信的目的是使双方达成一致、做成买卖。为了 更多的为己方争得利益，写信的时候一定要强 调己方反对对方要求价格的原因，并要提出双 方都能接受的条件。
3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry.
• 6 End on an optimistic note and encourage the customer to phone, e-mail or fax you personally for more information.
3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry.
5 Quote • Exactly what you are selling: confirm the specification of your product; • Price in buyer’s or another hard currency, including terms of delivery ( CIF, FOB, etc. ) and validity: • Total : 3,450 US dollars CIF Hongkong. • The prices shown in this offer are valid for a period of 60 days from the date hereof. • Discount: for cash / bulk, etc.; • Terms of payment: cash with order / letter of credit, etc.: • Payment by irrevocable letter of credit in US dollars on a United state bank, allowing part-shipment, transshipment and valid for 90 days from order date. • Shipping date: • The goods will be ready for shipment 3 to 4 weeks from receipt of your written order and confirmation of your letter of credit.
Contents
1.Brief Introduction 2.Some ideas for a “typical” answer to an enquiry 3.给客户写的关于价格让步的信 给客户写的关于价格让步的信 4.如何写讨价还价信 如何写讨价还价信 5. Special terms 6. Useful expressions
3.3给客户写的关于价格让步的信 给客户写的关于价格让步的信 • 贸易往来中价格是一个关键问题， 贸易双方在价格上总要费一番力气 才能达成一致。本文是关于价格让 步的一封信。
• Dear Sirs: • Thank you for your letter of 20 January 2006. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mentioned that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. • We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. • Although we are keen to do business with you, we regret that we cannot accept your counter offer . • The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. • We look forward to hearing from you. • Yours faithfully,
3.4如何写讨价还价信 如何写讨价还价信
• May we suggest that you perhaps make some allowance⑶, say, two percent off your quoted prices? We feel confident that the revised ones would help introduce your products into our local markets⑷. And you could also rely on large volume of orders ⑷from us if our customers see increasing benefits from their deals. • Please kindly inform us of your decision⑸ as soon as possible because we need your information to work out our import schedule by the end of this month. • Yours faithfully
3.2 Some ideas for a “typical” answer to an enquiry by letter, fax, e-mail or phone---or even to a personal enquiry.
4 Explain how the customer can get “handson” experience of the product: • Offer to send samples or get a rep to visit with samples / demo; • State the location of distributor’s showroom near enquirer’s address; • Announce an exhibit at a forthcoming trade fair;