1、assignments checkingv1. reviewv2. practicev3. prepare Do you have carrots here? Yes! Plenty of !Do you want some?How much is it? Four yuan for 1 kilo.Thats too much! Three for 1 kilo?Three yuan and eight.Deal. Ill take 5 kilos! CompanyLOGOsource of the informationself-introductionPurpose (import or

2、export)your expectation 1234wherewhowhyv Dear Mr. Lu,v We have noticed from your advertisement in www.C that you export large quantities of cushions to European market.v Being specialized in this line for a long time, we are well connected with many customers in our country. At present, we are inter

3、ested in back cushion fine in quality and low in price. It will be highly appreciated if you could send us some brochures and samples for our reference and quote your lowest price on CIF basis including our 3% commission.v Should your goods prove satisfactory and price be found competitive , you may

4、 expect substantial orders from us.v We are looking forward to your early reply.v Yours faithfullyv敬啟者：v我們從*網(wǎng)站搜索得知貴公司是各種玩具的大出口商。我們在本地區(qū)是一家玩具的大經(jīng)銷商。v我們現(xiàn)在正尋找一位貨源供應(yīng)商作為我們的長期合作伙伴。我們想請你方寄給我們一本你方的產(chǎn)品目錄單或樣品單連同價表，同時報給我方你們到紐約的成本加保險費、運費最低價。如果你方具有競爭力，我方將向你方大量訂貨。v望早日聽到您的答復(fù)。v保羅約翰遜 謹(jǐn)上CompanyLOGOFirm OfferNon-firm Off

5、erA Firm Offerv實盤：一般都規(guī)定有效期，即有時間的限制。v This offer is subject to your reply here by 5 p.m. our time Friday, October 15. v 此盤以你方答復(fù)于10月15日星期五，我方時間下午5點到達為有效。v This offer is subject to your reply here within seven days. v 此盤以7天內(nèi)回復(fù)為有效。v Our offer is firm (valid, good, open) for five days. v 我方報盤有效期為5天。Non-f

6、irm offer:虛盤，一般沒有有效期，沒有約束力以下短語都是表示虛盤的用語：以我方最后確認為準(zhǔn)以貨物尚未售出為有效 以先售為條件不經(jīng)通知可以改變無約束性的報盤For your reference: 以供你方參考 (發(fā)票、報價單)ThanksTrade Information Kinds of OfferExpectation 1234DetailedGeneral Firm offerNon firm offer Dear Sirs, We to receive your inquiry of April 6. We are sending you our quotation today,

7、 and the latest illustrated catalogue and samples by separate post. As request, we are making you , as follows: Commodity: Boots for Men Quality: the leather used is of superior quality Price: FOB Dalian US$ 90 to 295.00 Shipment: October, 2004 Our products for their modern designs and fine quality.

8、 We advise you to place an order as soon as possible. We are looking forward to having your Yours faithfully, Dear Sirs, for your enquiry dated May 4. As requested, we are making you the following offer Commodity: digital cameras Price: US $ 500/pc CIF Shanghai Quantity: 200 pcs Terms of payment: By

9、 irrevocable documentary L/C We hope that the offer will be acceptable to you, Yours faithfully, CompanyLOGOCounter Offer A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. 還盤是指受盤人還盤是指受盤人不同意不同意或或不完全同意不完全同意發(fā)盤提出的各項條件，發(fā)盤提出的

10、各項條件，并提出了并提出了修改修改意見，建議原發(fā)盤人考慮，就是說，還盤是對發(fā)盤意見，建議原發(fā)盤人考慮，就是說，還盤是對發(fā)盤條件進行條件進行添加添加、限制限制或或其他更改其他更改的答復(fù)。的答復(fù)。其法律后果：其法律后果：使原發(fā)盤失效；使原發(fā)盤失效； 可能構(gòu)成新的發(fā)盤可能構(gòu)成新的發(fā)盤Case Discussion 我出口公司于我出口公司于1111月月1 1日向美商日向美商A A發(fā)盤供應(yīng)某商品，限時發(fā)盤供應(yīng)某商品，限時1111月月1010日復(fù)到有效。日復(fù)到有效。1111月月3 3日我方收到美商的電傳表示接日我方收到美商的電傳表示接受，但提出必須降價受，但提出必須降價5%5%。當(dāng)我方正研究如何答復(fù)時，由

11、于。當(dāng)我方正研究如何答復(fù)時，由于該商品的國際市場發(fā)生對美商有利的變化，于是該商又在該商品的國際市場發(fā)生對美商有利的變化，于是該商又在1111月月7 7日來電傳表示無條件接受我方日來電傳表示無條件接受我方1111月月1 1日發(fā)盤。我方未日發(fā)盤。我方未予置理，而于予置理，而于1111月月9 9日把該批貨物賣給另一美商日把該批貨物賣給另一美商B B。之后。之后A A商與我方就合同是否成立產(chǎn)生了爭議。試對此進行分析。商與我方就合同是否成立產(chǎn)生了爭議。試對此進行分析。評析：在本案中，美商在評析：在本案中，美商在3 3日答復(fù)時，已經(jīng)更改了我方發(fā)盤中日答復(fù)時，已經(jīng)更改了我方發(fā)盤中的價格條件，應(yīng)視為還盤，我方

12、的發(fā)盤就此失效，不再受該的價格條件，應(yīng)視為還盤，我方的發(fā)盤就此失效，不再受該發(fā)盤的約束，我方掌握該交易的主動權(quán)，可以選擇接受、拒發(fā)盤的約束，我方掌握該交易的主動權(quán)，可以選擇接受、拒絕或再還盤。因此，該交易不成立。絕或再還盤。因此，該交易不成立。ThanksReject & ReasonsNew proposalExpectation 1234vDear Sirs,Dear Sirs,v Re: RaincoatsRe: RaincoatsvWe write to thank you for your fax of May 20 and We write to thank you for you

13、r fax of May 20 and for the booklets you very kindly sent us.for the booklets you very kindly sent us.vWe appreciate the good quality of the captioned We appreciate the good quality of the captioned goods, but unfortunately your prices appear to be on goods, but unfortunately your prices appear to b

14、e on the high side and out of line with the prevailing the high side and out of line with the prevailing market level. To accept the prices you quote would market level. To accept the prices you quote would leave us with only a small profit on our sales since leave us with only a small profit on our

15、 sales since this is an area in which the principal demand is for this is an area in which the principal demand is for articles in the medium price range.articles in the medium price range.vWe like the quality of your goods and also the way in We like the quality of your goods and also the way in wh

16、ich you have handled our enquiry and would which you have handled our enquiry and would welcome the opportunity to do business with you. welcome the opportunity to do business with you. May we suggest that you allow us a discount of, say, May we suggest that you allow us a discount of, say, 5% on yo

17、ur quoted prices that would help to 5% on your quoted prices that would help to introduce your goods to our customers? If you cannot introduce your goods to our customers? If you cannot do so, then we must regretfully decline your offer.do so, then we must regretfully decline your offer.vInformation

18、 indicates that some parcels of Japanese Information indicates that some parcels of Japanese make have been sold here at a much lower price. It is make have been sold here at a much lower price. It is in view of our long-standing business relations that in view of our long-standing business relations that we make you such a counter-offer. As the market is we make you such a counter-offer. As the market is declining, we hope you will consider our counter-offer declining, we hope you will consider our counter-offer most favorably an