外贸英语函电教案PPT精品文档

外贸英语函电UnitOneIntroductiontoBusiness LettersUnitTwoEstablishingBusinessRelationsUnitThreeInquiriesandRepliesUnitFourOffersandCounter-offersUnitFiveOrders,AcceptanceandRejectionsUnitSixSalesConfirmationandPurchaseContractUnitSevenPaymentUnitEightTransportandInsuranceUnitNineClaimandSettlementUnitTenFaxandE-mailUnitOneIntroductiontoBusiness Letters（商务信函概论）ObjectivesIntroductionFunctionsofBusinessLettersUnitOneIntroductiontoBusiness Letters(商务信函概论)CriteriaforBusinessLettersUnitOneIntroductiontoBusiness Letters(商务信函概论)CriteriaforBusinessLettersUnitOneIntroductiontoBusiness Letters(商务信函概论)TheGeneralProceduresforBusinessLetterWriting:UnitOneIntroductiontoBusiness Letters(商务信函概论)ElementsofBusinessLettersandTheirPositionsintheLetter:UnitOneIntroductiontoBusiness Letters(商务信函概论)Aletterheadgenerallycontainsthefollowinginformation:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExampleoftheFormatsofaLetterhead:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsoftheLetterheadontheSecondPage:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofReferenceNumber:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofDate:24thMarch,2009March24th,200924March,2009March24,2009UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofInsideAddress:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofInsideAddress:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:ChinaNationalMachineryImport&ExportCorp.36,JianshanRoadDalian,116023People’sRepublicofChinaAttention:Mr.Wang,ExportManagerUnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GCompany24MadisonAvenueColumbus,OH43004U.S.A.AttentionofPualYangBiddle,Sawyer&Co.,Ltd.HaddenHouseFitzroyStreetLondon,SW825DY,EnglandAttentionofExportDepartmentMr.H.A.Donnan,pleaseUnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofParticularAddressorAttentionLine:P&GJohnMorris&Co.,Inc.ATTENTIONOFPURCHASINGMANAGERO’SullivanBuildingBaltimore,Maryland,10026U.S.A.UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofSalutationandCorrespondingComplementaryClose:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofSubjectLineorCaption:UnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofSignature:Yoursfaithfully,(signature)CathyKurtzMarketingManagerYoursfaithfully,THEINTERNATIONALTRADINGCOMPANY(signature)CathyKurtzMarketingManagerUnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofSignature:Yoursfaithfully,ForCHINANATIONALIMPORT&EXPORTCO.,LTD.(signature)GeorgeMorganYoursfaithfully,PerPro(orP.P.)CHINANATIONALIMPORT&EXPORTCO.,LTD.(signature)GeorgeMorganUnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofInitials:GB/LZGB:LZUnitOneIntroductiontoBusiness Letters(商务信函概论)ExamplesoftheFormatsofEnclosure:2Encls.Encls:2commercialinvoicesEnc.1AttachmentEncl.asstatedEnc.:1B/L1certificateAttachments:2Encl.UnitOneIntroductiontoBusiness Letters(商务信函概论)ExampleoftheformatofCarbonCopyNotation:UnitOneIntroductiontoBusiness Letters(商务信函概论)FullBlockFormat:UnitOneIntroductiontoBusiness Letters(商务信函概论)Semi-blockFormat:UnitOneIntroductiontoBusiness Letters(商务信函概论)ConventionalFormat:UnitOneIntroductiontoBusiness Letters(商务信函概论)IndentedFormat:UnitOneIntroductiontoBusiness Letters(商务信函概论)FormatofEnvelopeChinaNationalMachineryImport&ExportCorp.Stamp36,JianshanRoadDalian,116023People’sRepublicofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A.UnitOneIntroductiontoBusiness Letters(商务信函概论)ReturnAddressAddressFormatofEnvelopeChinaNationalMachineryImport&ExportCorp.Stamp36,JianshanRoadDalian,116023People’sRepublicofChinaP&GCompany24MadisonAvenueColumbus,OH43004U.S.A.UnitOneIntroductiontoBusiness Letters(商务信函概论)UnitTwoEstablishingBusinessRelations(建立贸易关系)ObjectivesIntroductionNewWords&ExpressionsWritingPrinciplesTheGeneralProceduresforWritingObjectivesUnitTwoEstablishingBusinessRelations(建立贸易关系)通过本章的学习，帮助学生掌握:寻找潜在客户的方法要求与对方建立贸易关系的 书 关于书的成语关于读书的排比句社区图书漂流公约怎么写关于读书的小报汉书pdf 信的撰写要求建立贸易关系的书信的回复IntroductionChannelsthroughwhichinformationcanbeobtained:UnitTwoEstablishingBusinessRelations(建立贸易关系)ExhibitionandtradefairsMediaSelf-introduction（Tradedirectories）IntroductionfromthirdpartyInvestigationsandVisitsthirdpartyChamberofcommerceBanksBusinessconnectionsCommercialCounselor’sOfficeSubsidiariesorbranches,agentsabroadUnitTwoEstablishingBusinessRelations(建立贸易关系)IntroductionThreepointsusuallycontainedinlettersaimingatestablishingbusinessrelations:UnitTwoEstablishingBusinessRelations(建立贸易关系)thesourceofinformationtheintentionofwritingthisletterabriefintroductionofone’sowncompany,including:thebusinessscope,creditstandingorfinancialpositions,productsandservicesthatcanbeprovided,etc.NewWords&Expressions1.prospectiveadj.潜在的可能的预期的prospectivebuyers可能的买主prospectivebusinesspartners可能的贸易伙伴2.tradingpartner贸易伙伴orbusinesspartnerUnitTwoEstablishingBusinessRelations(建立贸易关系)3.intendv.想要,打算后常接动词不定式e.g.Theyintendtoplaceanorderwithyou.他们打算跟贵方订货。Weintendtoextendourbusinessactivities.我们打算扩大我们的业务范围。NewWords&Expressions4.enquirev.询问e.g.Wewouldliketoenquirewhetheryoucansupplythefollowingitems.我们想询问一下，贵公司能否提供下列商品。UnitTwoEstablishingBusinessRelations(建立贸易关系)enquireinto调查e.g.Thebuyerclaimedthatthegoodsweredamagedintransit,butwemustenquireintothismatterourselves.买方声称货物在运输过程中被损坏了，但是我们必须亲自调查这件事情。NewWords&Expressionsenquireabout询问关于某事e.g.Theysentusaletter,enquiringaboutthemarketconditionhere.他们给我们发来了一封信，询问这里的市场状况。UnitTwoEstablishingBusinessRelations(建立贸易关系)enquireofsb.aboutsth.询问某人某事e.g.Mr.Smithenquiredoftheexporteraboutthequalityoftheirgoods.史密斯先生询问出口商他们的产品质量如何。NewWords&ExpressionsUnitTwoEstablishingBusinessRelations(建立贸易关系)5.cataloguen.目录quotationn.报价，报价单pricelistn.价目表NewWords&Expressions6.cooperationn.合作，协作cooperatev.合作，协作e.g.Let’scooperatewitheachotherforourmutualbenefits.为了我们双方的利益，让我们合作吧。Ineedyourcooperationinthismatter.在这件事情上，我需要你的合作。UnitTwoEstablishingBusinessRelations(建立贸易关系)7.competitiveadj.竞争的，有竞争力的e.g.Ifyourpricesarecompetitive,wewouldplaceanorderwithyou.如果你们的价格有竞争力，我们就跟你们订货。NewWords&Expressions8.volumeadj.大量的e.g.volumeorders大宗订单UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions10.incompliancewith按照e.g.Incompliancewithyourrequest,wearesendingyouoursamplesbyair.应你方要求，我们用航空邮件给你们寄去了我们的样品。comply(v.)with按照，与…相符，遵守，满足UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressionse.g.Itisnecessaryforyoutocomplywithourpackingrequirement.你方必须满足我们的包装的要求。WeregretthatwecannotcomplywithyourrequestforadvancingshipmenttoMay.很遗憾，我们不能满足你方将装货期提前到5月份的要求。UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions11.underseparatecover另函，用另外一封信e.g.Wehavesentyouunderseparatecoverarangeofpamphletsforyourinformation.我们另函给你们寄去了一系列的小册子供你们了解情况。12.takethisopportunityto…(后接动词原型)利用这个机会做…还可以说takeadvantageofthisopportunityoravailourselvesofthisopportunity.e.g.Wetakethisopportunitytoexpressourgreatappreciationforyourcooperation.借此机会，对于您的合作，我们深表感谢。UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions13.withaviewto着眼于，意…为目的，考虑到e.g.Weavailourselvesofthisopportunitytowritethisletterwithaviewtoenteringintobusinessrelationswithyou.我们利用这个机会给你们写信，目的就是想跟你们建立贸易关系。UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions14.dealin从事，经营=handlev.经营dealwith…跟…做生意e.g.Wehavedealtintheexportofwashingmachinesforbouttenyears.我们从事洗衣机出口已经有很多年了。Wehandletheimportandexportbusinessofchemicalproducts.我们经营化工产品的进出口业务。Wewishtodealwithyouinthisline.我们希望在该行业与你们做生意。UnitTwoEstablishingBusinessRelations(建立贸易关系)NewWords&Expressions15.airmailv.用航空邮件邮寄n.航空邮件e.g.Pleasesentusyourlatestcataloguebyairmail.=Pleaseairmailusyourlatestcatalogue.请用航空邮件给我们寄来你们最新的目录。UnitTwoEstablishingBusinessRelations(建立贸易关系)WritingPrinciples1．篇幅——简短Writeshortletternomorethanonepage2．语言——礼貌、谦逊、诚恳Inpolitelanguage,withcourteousandsincereattitude.3．内容与技巧——直、夸、表UnitTwoEstablishingBusinessRelations(建立贸易关系)TheGeneralProceduresforWriting:信息来源或渠道Wehaveobtainedyounameandaddressfrom…Yourfirmhasbeenrecommendedtousby…Throughthe（by）courtesyof…,wecometoknowyournameandaddress.Weoweyournameandaddressto…UnitTwoEstablishingBusinessRelations(建立贸易关系)Weareindebtedto…foryournameandaddress.Yournameandaddresshasbeengiventousby…Wearegiventounderstandthat…Ontherecommendationof…,wehavelearnedwithpleasureWehavelearned,from…,that…Weunderstandfrom…that…UnitTwoEstablishingBusinessRelations(建立贸易关系)2.意图Wearenowwritingyoufortheestablishmentofbusinessrelations.Weapproachyoutodayinthehopeof…WetakelibertyofwritingtoyouwithaviewtobuildingupbusinessrelationsThepurposeofthisletteristoexplorethepossibilitiesof…Weareinterestedinthepossibilityof…Wehavethepleasureofintroducingourselvestoyouwiththehopethat…UnitTwoEstablishingBusinessRelations(建立贸易关系)3.自我介绍Ourcompanydealswiththeimportandexportof…Wespecializeintheexportationof…Weareoneofthelargest…importersinourcountryandhavehandledwithvariouskindsoftheproductsforabout…years.…fallswithinthescopeofourbusinessactivities.…comeswithintheframeofourbusinessactivities.UnitTwoEstablishingBusinessRelations(建立贸易关系)4.资信调查OurbankersaretheBankof…Theycanprovideyouinformationaboutourbusinessandfinances.Forourcreditstanding,pleaserefertothefollowingbank:…Astoourstanding,wearepermittedtomentiontheBankof…,asareferenceUnitTwoEstablishingBusinessRelations(建立贸易关系)5.请求与愿望Itwillbeagreatpleasureto…Weshallappreciateitifyouwould…Itwillbegreatlyappreciatedifyouwould…Weshouldbehighlyobligedifyoucould…Pleaseletushave…Pleasesubmit…togetherwith…UnitTwoEstablishingBusinessRelations(建立贸易关系)Pleasefurnishuswith…Wearelookingforwardtoyourfavourableandprompt（early）reply.Wehopeyouwillgiveusanearlyreply.Yourfavourablereplywillbehighlyappreciated.Yourprompt（immediate）replywillbegreatlyappreciated.UnitTwoEstablishingBusinessRelations(建立贸易关系)UnitThreeInquiriesandReplies(询盘及回复)ObjectivesIntroductionNewWords&ExpressionsWritingPrinciplesObjectivesUnitThreeInquiriesandReplies(询盘及回复)通过本章的学习，帮助学生掌握:询盘的定义及种类询盘信函的撰写询盘信函中常用的专业词汇及句型IntroductionAninquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.Definitionofaninquiry:UnitThreeInquiriesandReplies(询盘及回复)IntroductionInaGeneralInquiry(一般询盘),theimportermayaskonlyforcatalogues,pricelists,samples,samplebooks,orquotations,etc.,inordertogetageneralideaofthebusinessscopeoftheexporter.InaSpecificInquiry(具体询盘),theimporterpointsoutwhatproductsheneedsandasksforaquotationoranofferforthisitem.Generallyspeaking,inquiriesfallintotwocategories:aGeneralInquiryandaSpecificInquiry.UnitThreeInquiriesandReplies(询盘及回复)Introduction1.Statethesourceoftheinformationandmakeaself-introductionatthebeginningoftheletter.2.Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc..3.Endtheletterbyexpressingtheexpectationforanearlyreply.Thefollowingstructuremaybereferredtoinwritinganinquiry:UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions1.inquiry(enquiry)n.询盘，询价make(or:send,give,fax)sb.aninquiryforsth.向某人询购某种商品Wethankyouforyourinquiryforsunflowerseeds.我们感谢你方有关向日葵籽的询盘。Uponreceiptofyourspecificinquiry,weshallsendyouourquotationsandsamples.一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我们市场有大量对我“凉爽”牌空调的询盘。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressionsinquirev.询价，询购，询问inquireforsth.询购某种商品ThankyouforyourletterofSeptember1inquiringfor3,000m/tsNortheastRice.感谢你方九月一日询购三千公吨东北大米的来信。Theladies’pajamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在询购糖和咖啡的货源。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions2.beinterestedin…对(某商品)有兴趣，常用以表示有意购买某种商品，是打算购买某种商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我们对进口中国丝绸领带感兴趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressionsbeinterestedtodosth.对做某事感兴趣TheyareinterestedtoexportHand-EmbroideredSilkScarf.他们对出口手绣丝围巾感兴趣。interestn.兴趣Wehave/take/feelnointerestinthetermsofpaymentonD/Abasis.我们不想用D/A的付款条件。interestv.使…感兴趣Thegarmentsondisplayatthefairwereattractive,especiallytheirfashionablestylesinterestedthevisitorsverymuch.交易会上展出的服装很吸引人，特别是时尚的款式令参观者非常感兴趣。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions3.quotequotev.报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions4.marketmarketn.市场，行市cometothemarket上市findamarket找销路agood(poor)market畅销(滞销)inthemarketfor要购买anadvancingmarket市场上涨abriskmarket市场活跃astrongmarket市场坚挺UnitThreeInquiriesandReplies(询盘及回复)NewWords&ExpressionsTheyareinthemarketfortable-clothandpillowcases.他们要购买桌布和枕头套。Pleasekeepusinformedofthesupplyanddemandpositioninyourmarket.请随时告知你处市场的供求状况。Themarketisstrengthening.行情在上涨。marketv.推销，销售，在市场上出售ThereisnodifficultyinmarketingthesetraditionalproductsintheSoutheastAsianmarket.在东南亚市场推销这些传统产品不会有困难。UnitThreeInquiriesandReplies(询盘及回复)NewWords&ExpressionsInordertomeetyourneedsinmarketing,wetakethisopportunitytorecommend“GoodLuck”BrandElectricFans.为满足你方销售需求，我方借此机会向你方推荐“好运”牌电风扇。marketableadj.适销对路的，可销的Thegoodsarenotmarketableinourareaatthepriceyouquoted.按你方报价，这种产品在我们地区没有销路。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions5.placev.发出，置于，售出Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与你方大量订货。Weregretthatourcustomershaveplacestheirorderselsewhere.很遗憾我方的客户在其他地方已经订货了。 UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions6.ordern.订单place(or:make,send)anorderforsth.订购某项货物Ifyourpriceisinline,wewillsendyouanorderfor1,000sets.如果你方价格与市价相符，我方将订购1000台。Pleaseseetoitthattheorderisshippedwithinthestipulatedtime.请务确保此订单在规定的时间内装运。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressionsorderv.订购，订(货)Ifyouallowus5%discount,wewillorder5,000dozen.如果你方给予5%的折扣，我方将订购5000打。Canyousupplythegoodsfromstockifweorderimmediately?如果我方立即订货，你方能有现货供应吗？UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressionsinorder整齐无误，妥当Wouldyoupleasesignandreturnonecopyforourfileifyoufindeverythinginorder?如果你方觉得一切妥当能否签署且返回一份供我方存档？ingood(bad)order情况良好(不好)Thegoodshavearrivedingoodorder.这些货完好无损地抵达。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions7.beinapositiontodosth.能够benotinaposition/innopositiontodosth.不能做某事beinagoodpositiontodosth.很有能力做某事，完全能做某事beinadifficultpositiontodosth.很难做某事UnitThreeInquiriesandReplies(询盘及回复)NewWords&ExpressionsWeareverysorrytosaythatwearenotinapositiontoagreeonyourcounter-offer.很抱歉告之我方不能同意你方的还盘。Weareinapositiontoofferyou50metrictonsofsoybean,FAQ,2002crop.我方可以报给你方五十公吨大豆，2002年收成的大路货。Weareinagoodpositiontomeetyourrequirements.我们完全可以满足你方的需求。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions8.discountn.折扣，折价，贴现allow(or:give,make,grant)…%discountoff(on)thepricesofgoods按货价给予……%的折扣Theymake20%discountforcashpayment.现金付款，他们予以八折优待。atadiscount低于正常价格，打折扣(货物无销路)Theproductsaresellingatadiscount.该产品正以低价销售。 UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions9.competitiveadj.有竞争力的competitiveprice有竞争力的价格competitivepower竞争能力competevi.竞争WehavetocompetewithalotofsuppliersforEuropeanmarket.我们要与很多供货商竞争欧洲市场。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressionscompetitionn.竞争Thosewhocanmaketheirfitforcustomers’needswillsurviveinthecompetition.那些产品适合消费者需要的企业才能在竞争中生存。competitorn.竞争者，竞争对手Thesuperiorquality,attractivedesignandfavorablepriceoftheirproductswillenablethemtodefeatthecompetitors.他们产品的优良质量，诱人的设计，合理的价格将使他们击败竞争对手。UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions10.referv.谈到，谈及，参考；提交；参阅refertosb.forsth.向某人打听(查询)某事e.g.WereferyoutoourletterofOctober1.请你方参阅我们10月1日的函。referencen.谈到，谈及；参考；查询e.g.ReferenceismadetoyourletterofMay5.兹提及你方5月5日的来信。Acopyofourfeasibilitystudyreportwillbesenttoyouforyourreference.我们将寄送一份可行性研究报告供你方参考。With(in)referenceto关于UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions11.contactv.t.与……联系，与……接洽(和approach同义，但被动语态用approach较多)。e.g.Pleasecontact(approach)usagain.请再与我们联系。contactn.联系，交往e.g.Wehavebeenincontactwiththatcompanyfornearlytwoyears.我们与那家公司有近两年的交往。 UnitThreeInquiriesandReplies(询盘及回复)NewWords&Expressions12.availableadj.可利用的，可供应的，可得到的(做定语时前置后置均可，后置较为常用)。commoditiesavailableforexport供出口的商品notavailable缺货TheonlyopportunityavailablenowistheHarbinFair.目前唯一的机会就是哈尔滨交易会。Wearesendingyouundercoveracatalogcoveringthegoodsavailableatpresent.随函附上一份我方目前可供之货的目录单。UnitThreeInquiriesandReplies(询盘及回复)LetterofInquiriesLetterofRepliesWritingPrinciplesUnitThreeInquiriesandReplies(询盘及回复)WritingPrinciples1．简明扼要2．告知渠道3．阐述具体要求但不承诺购买意向4．强调你需要信息的重要性5．对疑问请对方明确回复6．礼貌、谦和LetterofInquiriesUnitThreeInquiriesandReplies(询盘及回复)WritingPrinciples1．及时、认真2．能满足——尽快回复3．能满足部分——先告知能做到多少，后解释不能4．不能满足——先表示感谢，后抱歉，并区别情况处理LetterofRepliesUnitThreeInquiriesandReplies(询盘及回复)WritingPrinciplesThankyouforyourenquiry.Wearesorrythatwehavenostockatpresent.如暂时无货，可在交货期上做文章CouldyouacceptdeliveryinJulyorSeptember?推荐类似的产品MayIdrawyourattentiontoitem14?请对方看看商品目录Perhapsyou’dliketoglancethroughourcatalogue.LetterofRepliesUnitThreeInquiriesandReplies(询盘及回复)5．如有必要，可多介绍公司和产品6．附带寄 宣传 免费孕前优生健康检查孕期保健知识宣传1冬季预防流感知识宣传手足口病防知识宣传森林防火宣传内容 材料，强调买方兴趣点WritingPrinciplesLetterofRepliesUnitThreeInquiriesandReplies(询盘及回复)UnitFourOffers&Counter-offers(发盘与还盘)ObjectivesIntroductionNewWords&ExpressionsObjectivesUnitFourOffers&Counter-offers(发盘与还盘)1.发盘与还盘的含义2.发盘与还盘信的撰写 通过本章的学习，帮助学生掌握:IntroductionAnofferisaformalpresentationofthegoodstobesuppliedonthetermsspecifiedthereinforthebuyer’sacceptance. Definitionofanoffer:UnitFourOffers&Counter-offers(发盘与还盘)IntroductionAfirmoffer(实盘)—Afirmofferisadefinitepromisetosellgoodsatthestatedprices,usuallywithinastatedperiodoftime.Thetermsstatedinafirmofferisbindingonthesellersiftheyareacceptedbythebuyerswithinitsvalidity.Inafirmoffer,anexactdescriptionofthegoods,thetimeofshipmentandthemodeofpaymentshouldbeincluded.Anon-firmoffer(虚盘)—Unlikeafirmoffer,anon-firmofferisnotbindinguponthesellers.Inotherwords,anon-firmoffercanbewithdrawnorchangedbythesellers.Intheinternationalbusiness,offerscanbedividedintotwokinds:UnitFourOffers&Counter-offers(发盘与还盘)IntroductionAquotationisnotan“offer”inthelegalsense.Itisjustanindicationofpricewithoutcontractualobligationandsubjecttochangewithoutpreviousnotice.Thedifferencebetweenanofferandaquotation:UnitFourOffers&Counter-offers(发盘与还盘)Introduction1.Opentheletterbyexpressingthanksfortheinquiry,ifany.2.Explainthedetailsofbusinessconditions,suchasnameofcommodities,quality,quantity,specifications,unitprice,typeofcurrency,packingcondition,dateofdelivery,termsofpayment,discount,etc..3.Endtheletterinthewaythatencouragestheinquirerstoplaceanorderorgiveanearlyreply.Asatisfactoryletterconcerninganofferorquotationcanbewritteninthefollowingway:UnitFourOffers&Counter-offers(发盘与还盘)Writingprinciplesofanoffer1．induecourse2．definitelyandaccurately3．allthetradeterms4．validity5．TostressthepartofthecommodityworthsayinghighIntroductionUnitFourOffers&Counter-offers(发盘与还盘)Thisofferisfirm(valid,open,good，effective,available)for…daysThisofferwillremain(be)effectiveuntil…Thisofferissubjecttoyourreplyhere(reachingus)by11:00am,Beijingtime,Friday,August10.Wemakeyouanofferasfollows,providedyourreplyreachesuswithin10daysfromtoday.ValidityofAnOfferUnitFourOffers&Counter-offers(发盘与还盘)IntroductionAcounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.Definitionofacounter-offer:UnitFourOffers&Counter-offers(发盘与还盘)Opentheletterbythankingtherecipientforhisoffer.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.Closetheletterbyexpressingexpectationsforafavorablereply.Lettersincludingacounter-offercanbewritteninthefollowingstructure:IntroductionUnitFourOffers&Counter-offers(发盘与还盘)Writingprinciplesofancounter-offer1．polite2．Listtheconditionsyoudon’tacceptandreasons3．suggestionsIntroductionUnitFourOffers&Counter-offe