世纪商务英语外贸函电课件unit 6

USD46980.00
We expect to find a good market for the above and hope to place further and larger orders with you in the near future.
Yours sincerely,
Writing Steps
Template
Dear XX, Thank you for your letter of …. We really appreciate your effort to pave the way for our business. So we are glad to place Order No…….as follows:
commodity
Art.No. Packing Price term Unit price quantity shipment payment insurance
…….
……
1set/carton（纸箱） CIFC5 Toronto USD23/set 542 sets Not later than April 30,2007 By sight L/C Covered by the seller for 110% invoice value against WPA（水渍险）,Clash &Breakage Risk（破碎 险） and War Risk（战争险） Amount
有时因所要求的货物无货可供或价格和规格已经改变，卖 主不能接受买主的订单。在这种情况下，拒绝接受订单的 信函必须非常仔细的缮写，而且要为友谊和今后交易留有 余地。最好介绍一些合适的代替货品，提出还盘及劝说买 主接受。 按照商法，买主的订单是对欲购货物的出价，在卖主接受 以前，不受法律约束。在接受以后，双方就要履行协议， 并受法律约束。

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h LOGO
Part One
3. Firm Offer and Non-firm Offer
(1) A firm offer is a promise to sell at a stated price and condition within a stated period of time (a certain time limit). It usually contains such expressions as “for acceptance within... days”, “firm offer”, “be valid before...”, etc. The firm offer creates a power of acceptance permitting the offeree by accepting the offer to transform the offeror’s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn.
(2) A quotation is not an “offer” in the legal sense. A quotation is merely a notice of the price of certain goods at which the sellers are willing to sell. It is not legally binding as a firm offer if the sellers later decide not to sell. The price is subject to change without previous notice. However, if a quotation is made together with all necessary terms and conditions of sales, it amounts to an offer. So, these two words are sometimes confusing in use.

普通高等教育十一五国家级规划教材

Case 1
浙江广博集团股份有限公司是一家集办公文具、印刷 纸品、塑胶制品和进出口贸易为一体的现代企业集团， 是中国最具竞争力的文具供应商之一。广博公司计划 进入美国办公用品市场，制定的战略就是“借道”沃 尔玛这一全球最大的跨国零售企业打入美国市场。为 此，该公司外贸部与沃尔玛进行接洽，以促销信的方 式推介其最新产品——“中国红”高级系列相册，由 此走出“分食”美国市场“蛋糕”的重要一步。
普通高等教育十一五国家级规划教材

Introducing of Fashion Photo Album
Letter 1
We enclose a set of literature for your reference and look forward to your early reply. Yours faithfully, Zhang Qiang Manager of Foreign Trade Dept.
普通高等教育十一五国家级规划教材
Useful Sentences

5. Our lines reach a standard sufficiently high to redound your credit. 6. They already have a good market in … 7. Dealers in this line have reaped gratifying profits. 8. We enclose a catalogue of the goods for your reference.
普通高等教育十一五国家级规划教材

AIDA
(1) catch the reader’s Attention, (2) arouse their Interest, (3) stimulate their Desire, (4) induce their Ac规划教材

The shipment date in September, 2015 is approaching. We wish to remind you to open the L/C so that the shipment can be effected within the stipulated time.
have not received the relevant L/C up to now.
Best regards, Tony Wang
Order: 4 1 3 2
Activity 2 Urging the establishment of L/C
III. Write an email to urge the establishment of L/C based on the following information. 1. The present date: Aug. 4th, 2015 2. 2. PO No.: 345 3. Terms of payment: by irrevocable L/C at sight to be established 30 days before the month of shipment 4. The date of shipment: September, 2015
Activity 2 Urging the establishment of L/C
I. Suppose a friend borrowed 1,000 Yuan from you in January and promised to repay you in June, but it is September now and you haven't got the money back. Text a message to your friend to ask him to repay you the money. Talk with your partner about the major contents of your message.

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常用句型
（2）我们很遗憾你方价格与现行价格不符。 We very much regret that your price is out of line with the prevailing market.

out of line (with)不合理的，不相符的 Should your price be found out of line, they may turn to others for their requirements. 如果你方的价格不合理，他们也许会向别人购买。 out of line with 与…不相符，与…脱节 What you asked is quite out of line with the present market here. 你方的要求与此地的现行市场行情不符。
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Terms
13、品质以卖方样品为准 Quality as per Seller’s Sample 14、品质以买方样品为准 Quality as per Buyer’s Sample 15、公吨 Metric Ton 16、长吨 Long Ton 17、短吨 Short Ton 18、净重 Net Weight 19、毛重Gross Weight 20、以毛作净 Gross for Net 21、皮重 Tare Weight 22、竞争性价格 Competitive Price 23、批发价 Wholesale Price 24、零售价 Retail Price
还盘信函的写作应十分小心，双方要本着珍视友 谊和未来交易机会的态度。还盘信函应包含以下 内容：
（1）对发盘人的发盘表示感谢。 （2）对由于某种原因无法接受发盘表示遗憾，同时解释原因。 （3）对还盘的内容也就是己方所希望的交易条件提出建议。 （4）希望对方能够接受己方所提出的还盘建议。

example).征税征收或收集（如税款）
levy sth. on sb./sth
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refund：to give back, especially money;
return or repay: 退还特别是钱等的退还；
归还或偿还：
unilateral：adj. of, on, relating to,
duty
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compound duties
drawback most-favored-
nation (MFN) tariff schedule non-tariff
barrier visible trade invisible trade
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Words and Expressions
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PPT教学课件
谢谢观看
Thank You For Watching
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Lesson 6 International Trade（II）
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Commercial terms
tariff quota customs area customs union import duties export duties specific duty Ad valorem
cargo compartment: 货舱
charter：to hire (a bus or an airplane,
for example) for the exclusive, temporary use of a group of travelers. 包租租（如公共
汽车或飞机）以供一群旅游者短时内独自专 用

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1.4用语方面
• 1.4.1力争严谨，明白无误： • 1) The following documents shall be deemed to form and be
read and construed as an integral part of this Contract. • 下列文献应被认为、读作、解释为本协议构成部分； • 2) This Contract can only be altered, amended or
• Unit Six • Contracts
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Contents
• 1. Five aspects of English contracts • 2. Useful expressions • 3. Typical sentences • 4. Special terms • 5. Practice • 6. Homework
下文
• whereby = by what; by which; 由是；凭那个 • wherein = in what; in which; 在哪里；在哪点上
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1.2用词方面
• example 1：本协议自买方和建造方 签署之日生效。
• This Contract shall come into force from the date of execution hereof by the Buyer and the Builder.
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1.3情态动词
• 多用"shall"代替"will"或"should" 加强语调和强制力。协议中， shall并非单纯表示未来时，而惯 用来表示法律上可强制执行义务， 含有约束力，宜译为“应”、 “应当”、“必须”； will无论 语调还是强制力要比shall弱，宜 译为“将”、“原”、“要”； should通常只用来表示语调较强 假设、比如“万一”。

Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
counter-offer 还盘，还价 offeror 发价（盘）人 offerer 发价人，报盘人 offeree 被发价人 offering 出售物 offer letter 报价书 offer sheet 出售货物单
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
I‟m waiting for your offer.我正等您的报价。 We can offer you a quotation based upon the international market. 我们可以按国际市场价格给您报价。 We have accepted your firm offer.我们已收 到了你们报的实盘。 We offer firm for reply 11 a.m. tomorrow.我 们报实盘，以明天上午11点答复为有效。
Offer
Offer
Unit 6 Offer, Counter-offer and Acceptance
Terms in Offer and Counter-offer
My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依 据，不是漫天要价。 We have received offers recently, most of which are below 100 U.S. dollars.我们最近的报 价大多数都在100美圆以下。 Moreover, We„ve kept the price close to the costs of production.再说，这已经把价格压到生 产费用的边缘了。 I think the price we offered you last week is the best one.相信我上周的报价是最好的。 Offer

Preamble
The preamble contains:
Name of the contract Contract No. Signing date and place Name and address of the two parties
Preamble
The preamble may take the following statement as the opening remark:
Kinds of contract
Contract
Purchase contract Sales contract
ConfirmationP Nhomakorabearchase confirmation Sales confirmation
Formation of contract
Preamble (序文,前言) Body End of contract
General terms and conditions
Claims (索赔)
The buyers shall have the right within 30 or 45 days after the arrival of the goods at the port of destination to lodge or file claims concerning the quality, quantity or weight of the goods (claims for perishable goods are to be put forward immediately after arrival of the goods at destination.)
End of contract

Task 10 Making Enquiries
• 14.list price 定价, 价目表所列的价格 • 搭配: price list 价目表 • 15.terms of payment 支付条件 • 16.bill of exchange 汇票 • 17.document against payment 付款交单 • 18.meet vt.满足 • We are sorry that we won't be able to meet your order this time
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Task 10 Making Enquiries
• If your price is favorable, we expect to place an order with you upon receipt of your sample.
• We trust you will give this enquiry your prompt and careful attention and look forward to your early reply.
because we have already been heavily committed. • 很抱歉！ 我们的承约量很大, 所以这次无法接受你方的订单。
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Task 10 Making Enquiries
• 19.at a time 一次, 每次 • Email 2: A Specific Enquiry by an Old Customer • Dear Lily, • Thank you very much for your email of Sept.28 together with

Unit Six Orders and Their Fulfillment 订单及其执行
An order is a request made by the buyer
to the seller, asking the seller to supply a specified quantity of goods.
b. express regret at inability to accept it;
c. explain concisely the main reasons; d. make a counter-offer, or recommend suitable substitutes, or contact him if there is an opportunity in the future.
Letter (2) (An order for men’s shirts)
1. seaworthy
fit for ocean transportation
Cartons as a kind of packing container have been extensively used in international trade. Therefore, you need not worry about their seaworthiness.
Letter 2 (Confirmation of the Order)
Dear Mr. Lockwood, Thank you for your letter of March 31, 2008 and your Order No. 08-cs012HX. Enclosed are two copies of our Sales Confirmation No. SHHX082027. Please sign and return one copy for our file.

Business Correspondence
6
Letters of Offer & Counter-offer
报盘与还盘
Business Correspondence
Unit 6
Objectives
1. Master the essential words and expressions 2. Be familiar with the structure of offer and counter-offer letters 3. Learn the writing skills of offer and counter-offer letters 4. Identify the types of negative messages 5. Practice writing offer and counter-offer letters.
Business Correspondence
Unit 6
Sample Letter-1
give thanks, and provide subject to sale
Dear Sirs, Thank you for your letter of April 18th. As requested, we offer you firm as follows, subject to your reply reaching us by the end of this month: 1000 dozen cotton shirts at US $60 per dozen, CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.

1. Five aspects of English contracts
• 1.1选词方面
• 多用正式或法律上的用词，与口头表述 不同，合同是法律性的正式书面文件， 使用正式的、法律的用词是必要的。合 同起草者应多加强这方面的学习。比如：
1.1选词方面
• 8) In case one party desires to sell or assign all or part of its investment subscribed, the other party shall have the preemptive right.
2. Useful expressions
• to abide by the contract 遵守合同 • contract of employment 雇佣合同 • contract of carriage 运输合同 • contract of arbitration 仲裁合同 • contract for purchase 采购合同 • contract for service 劳务合同 • contract of sale 销售合同 • contract of insurance 保险合同 • a long-term contract 长期合同 • a short-term contract 短期合同
• example 2：下述签署人同意在中国 制造新产品，其品牌以此为合适。
• The undersigned hereby agrees that the new products whereby this trade name is more appropriate are made in China.
• 下列文件应被认为、读作、解释为本合同的组成部分；