1、Chapter 3,Inquiry, Offer and Counter-offer,Section I Inquiry and Reply,Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter-writing Guide Homework,Many Steps in Business Negotiation,enquiry,offer,counter-offer,acceptance,Business Knowledge,Enquiry,An enquiry is a request for in

2、formation. First real step in business negotiation Two categories: A general enquiry(一般詢盤) and a specific enquiry(具體詢盤),How to write an general inquiry,Tell the source of information and make a brief self-introduction Express the intention of writing the letter State the possibility of placing an or

3、der,How to write a specific inquiry,Tell the names and describe the goods inquired for, including specifications, quantity, etc. Ask whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect State the possibility of placing an order,H

4、ow to write a reply,Begin the reply by repeating the date and the inquiry. If the inquiry is from an old client, you may tell him that you are glad to hear from him again. Give a full answer to the inquiry. If you cannot do as requested, try to offer a substitute. You may end your letter by hoping t

5、hat the information you provided is helpful and by offering further help.,Case 1,我方是哥本哈根東部的一家紡織品經銷商，有著多 年的從業(yè)經驗。在從我駐外使館商務參贊處了解到 對方是全棉床罩和枕套的主要出口商之后，寫信給 對方以建立業(yè)務關系并索要對方的商品目錄和價目 單。,Key Points,1. 從事紡織品進口 2. 求購高質量的全棉床罩和枕套 3. 進行詢盤,Useful Words,inquiry/enquiry inkwairi embassy embsi competitive kmpetitiv qua

6、ntity kwntiti leading li:di textiles tekstails promising prmisi pillowcase pilkeis Copenhagen .kupnheign dealer di:l profitable prfitbl,n.詢價，詢盤 n.大使館 a.有競爭力的 n.數量 a.第一位的，最主要的 6. n.紡織品 7. a.有前途的 8. n. 枕套 n.哥本哈根 10. n.經銷商，商人 11. a.有利可圖的,learn from Commercial Counselors Office handicraft article in thi

7、s line of business all cotton bed sheets in the hope of doing something at your earliest convenience terms of payment,從.得知 商務參贊處 手工藝品 在這一行業(yè)中 全棉床單 希望做某事 盡早 付款方式,Useful Expressions,Useful Sentences,We learn from the Commercial Counselors Office of our Embassy in your country that you We have obtained

8、your name and address from the Commercial Counselors Office of our Embassy in your country that you We would like to introduce us as one of the leading importers of handicraft articles in Canada. We are a leading company with many years experience in the import of handicraft articles.,Useful Sentenc

9、es,We enjoy a good reputation internationally in the circle of handicraft. We are very much interested in your brocade handbags, and would appreciate it if you will let us have information as to prices, quantity available, and the other relative particulars.,7. As we are in the market for brocade ha

10、ndbags, would you please send us a copy of your illustrated catalogue with details of your prices and payment terms?,Useful Sentences,Letter one General Inquiry,Dear Sirs, We learn from the Commercial Counselors Office of our Embassy in your country that you are a leading exporter of all cotton bed

11、sheets and pillowcases in your country. We take this opportunity to approach you in the hope of establishing business relations with you. We are large dealers in textiles, located at the east of Copenhagen, having many years of experience in this line of business and there is a promising market in o

12、ur country for your products. Wed like to send us your catalogue and price list at your earliest convenience. We hope this will be a good start for our long and profitable business relations. Yours faithfully, Mark Matthews Mark Matthews,Notes to Letter One,commercial counselors office 商務參贊處 參贊：外交官的

13、一種職銜。其外交職位僅次于大使、公使。有些國家參贊還分為政務參贊、商務參贊、經濟參贊、農業(yè)參贊、科技參贊、教育參贊、文化參贊，分別由派遣國有關部門派出，協(xié)助使館館長分管有關業(yè)務。相關的中英文表達方式如下：,ambassador 大使 ambassador extraordinary and plenipotentiary 特命全權大使 minister 到國外去的處理某一事項的大使、公使 political/commercial/economic/press and culture counselor 政務/商務/經濟/新聞文化參贊,Notes to Letter One,Case 2,出口商

14、在收到詢盤信后，給予答復。隨信寄了幾本 帶有插圖的商品目錄和一份價目單，另外為了證明 產品的質量及工藝，單獨郵寄了一些樣品。信中還 提出對成批購買給予3折優(yōu)惠，憑不可撤消信即期用 證付款。,Key Points,1. 給予答復 2. 寄出目錄、價目單和樣品 3. 對付款方式和折扣優(yōu)惠進行詢問,Useful Words and Expressions,craftsmanship kr:ftsmnip enclose inkluz illustrated catalogue by separate post= under separate cover irrevocable L/C at sigh

15、t bulk purchase,n.技能，技術 vt.隨信附寄 帶有插圖的目錄 單獨郵寄 不可撤銷的即期信用證 批量采購,We are pleased to receive your enquiry of September 10 and are enclosing our illustrated catalogue and price list as requested. We pleased to know that we have been recommended by ABC Company. We hope the above information will turn out to

16、 be useful to you. Please feel free to contact us again if you have any further questions.,Useful Sentences,Letter Two Reply to a General Inquiry,Dear Mr.Cameer, We welcome you for your enquiry of May 16 and thank your interest in our export commodities. We are enclosing some copies of our illustrat

17、ed catalogues and a price list giving the details you ask for. Also by separate post, we are sending you some samples which will show you clearly the quality and craftsmanship. Youll find that our products are both excellent in quality and reasonable in price. We offer a 3% discount for bulk purchas

18、e. Payment is to be made by irrevocable L/C payable by draft at sight. Thank you again for your interest in our products. If you would like to have more information, please let us know as soon as possible. Well be glad to assist you in any way we can. Yours faithfully, Jane Stott Jane Stott,discount

19、 n.折扣 常用作： allow/give/make/grant% discount off/on the prices of goods 按貨價給予.%的折扣 cash discount 現金折扣 quantity discount 數量折扣 special discount 特別折扣 e.g. We give 10% discount for cash payment.現金付款，我們給予九折優(yōu)惠。,Notes to Letter Two,We are prepared to allow you a special discount of 5% to compensate for the t

20、rouble we have caused. 我們準備給與你們5%的特別折扣，以補償給你方造成的不便。 The highest discount we can allow you on this article is 10%. 這種商品我們所能給的最高折扣是10%。 To be frank with you, a discount of 4% wouldnt help very much. 坦率地說，4%的折扣意義不大。,Notes to Letter Two,irrevocable L/C= irrevocable letter of credit 不可撤銷的信用證 irrevocable

21、documentary letter of credit不可撤銷的跟單信用證,Notes to Letter Two,Translate the following sentences into English,從ABC公司處得知你公司供應毛衫。 正如你們所知，我們是經營此類商品已有多年的國營公司。 請寄給我們關于你方新產品的小冊子。 如果你方價格具有競爭力并且裝方式可以接受的話，我們打算下一筆大訂單。 我們有意獲得你方新產品的商品目錄及價目單。,Exercise,Key,We learn from ABC Co. that you are one of the suppliers of sw

22、eaters. 7) As you know, we are a state-owned enterprise dealing with this kind of articles for many years. 8) Please send us your brochure on your latest products. 9) If your price is competitive and the terms of payment is acceptable, we will place a large order. 10) We would like the catalogue and

23、 price list of your latest products.,Case 3,我方是韓國一家毛衣的主要進口商。在一次交易會上看到對方的毛衣后，就有意購買對方商品號為GE-0756的毛衣。因此寫信給對方，詢問CIF到釜山的最低價（包括5%的傭金）、最早的裝船日期及付款方式，同時要對方提供不同顏色的毛衣樣品。,Key Points,1. 有意購買毛衣 2. 對CIF、裝船日期和付款方式等進行具體詢價,Useful Words and Expressions,commission kmin in the market for= be interested in buying sth. pr

24、ompt attention to sth. quote sb. a price for sth. place an order with sb. for sth. the minimum quantity,n.傭金 有意買某物 及時關注某事 向某人就某物報價 向某人就某物下訂單 最低出口量,Useful Sentences,Please quote us your lowest prices/rock bottom price for this product, CIF , including our 5% commission. We may place regular orders fo

25、r large quantities if your quality is suitable and the prices competitive. If the quality of your brocade handbags is satisfactory and the prices acceptable, we shall be able to give you considerable orders.,Useful Sentences,How much discount could you offer on an order of this size? We find it the

26、most helpful if you can supply samples of your products. We would also like to know the minimum quantity per color and per design. We should like to know if you can supply the products by the end of June. Your prompt attention to this matter will be much appreciated.,Letter Three Specific Inquiry,De

27、ar Sir, We are one of the leading importers of sweaters in Korea. We have seen your products displayed at the Canton Fair. At present, we are in the market for your sweater, Item No.GE-0756. Will you please quote the lowest price CIF Pusan, inclusive of our 5% commission, stating the earliest date o

28、f shipment and terms of payment? We would find it the most helpful if you could provide us with the samples of different colors.,Should your price be found competitive and delivery date acceptable, we intend to place a large order with you. An early reply will be appreciated. Yours faithfully,Letter

29、 Three Specific Inquiry,Notes to Letter Three,1. quote 報價，開價 嚴格來說，它僅報一項價格，不包括數量、交貨等。常用的句型為quote sb. price for sth. e.g. We will quote you the lowest price if you send us your specific enquiry. 如提出具體詢價，我們將給貴公司報最低的價格。 有時可用quote sb. for sth., 即把price省去。 e.g. Please quote us for 500 dozen of printing ap

30、rons.請給本公司報500打印花圍裙價格。 也可用quote sb. a price e.g. Please quote us your best price. 請報貴公司最好的價格。,2. price跟對方談到價格優(yōu)勢時，常用表達有：competitive（競爭的），workable（可行/做的），suitable（合適的），favorable（優(yōu)惠的），realistic（實際的）等。,Notes to Letter Three,Notes to Letter Three,3. CIF= Cost, Insurance 或“每公噸580美元CIF2%舊金山（US$200 per M/T

31、CIFC 2% San Francisco）”。,Notes to Letter Three,Notes to Letter Three,5. place an order with sb. for sth. 向某人訂購某物 1）名詞order常與動詞make, send, place等聯(lián)用，如果表示訂購某項貨物，后接介詞for,也可接on或of，但接for最普遍。 e.g. If your prices are competitive, we shall be pleased to place an order with you for printing bedcovers. 若貴公司價格具

32、有競爭力，則本公司將訂購印花被套。,Notes to Letter Three,2）表示各種訂單的說法有： regular order 長期訂貨 trial order 試訂單 first / initial order 首筆訂單 substantial order 大宗訂單 repeat order 再次訂貨/續(xù)訂,6. appreciate可接名詞或動名詞作賓語，不可接不定式。 e.g. We highly appreciate your kind cooperation. 我們十分感激貴公司的合作。 We shall appreciate it if you send us a pamp

33、hlet and four samples by air immediately. 如能立即給我們航空寄來一本小冊子和四件樣品，我們將十分感激。 We shall appreciate your giving this matter your serious consideration. 請貴公司對此事認真考慮為感。,Notes to Letter Three,Case 4,在收到上述詢盤信后，對商品號為GE-0756女式毛衣的可供貨尺寸、最小出口量、價格、裝船日期和付款方式給予答復。,Key Points,可供貨 及時給予答復,Useful Words and Expressions,ass

34、orted s:tid cordially k:djli anticipate ntisipeit await weit specification .spesifikein take advantage of with keen interest,a.多樣混合的,各色俱備 ad.誠懇地，誠摯地 vt.預期，期望 vt.等候,準備.以待 n.規(guī)格，說明書 利用 殷切地,Useful Sentences,Thank you very much for your letter of May 23 asking us to quote for 1000 dozen mens shirts. Repl

35、ying to you enquiry of May 8, we have the pleasure of quoting of our brocade handbags as follows. We hope the quotation will prove acceptable to you and are looking forward to receiving your order soon.,Useful Sentences,We hope that our quotation will be acceptable to you, and await with keen intere

36、st your formal orders. Unfortunately, the required specification is not available at present.,Letter 4 Reply to a Specific Inquiry,Dear Sir, Thank you for your inquiry of May 8 and we are pleased to send you our quotation for the goods you required as follows: Commodity: Womens sweater in assorted c

37、olors, Item No.GE-0756 Size: Large (L), Medium (M), Small (S) Maximum Export Quantity: 100 dozen per color,Reply to a Specific Inquiry,Price: US$40.00 per dozen, CIFC 5% Pusan Shipment: within 25 days after receipt of L/C Payment: be irrevocable L/C at sight You are cordially invited to take advanta

38、ge of this attractive offer. We are anticipating a large order from Japan, ant that will cause a sharp rise in price.,Reply to a Specific Inquiry,We look forward to receiving your first order. Yours Faithfully,Notes to Letter Four,1. as follows= as what follows 如下 e.g. Our price is as follows. 本公司的價

39、格如下。 We quote the prices as follows. 公司報價如下。 2. offer 報盤（包括交易的種種條件，如貨名、規(guī)格、數量、價格、船期及答復期限等） e.g. We can offer you various kinds of laundry baskets. 我們可以報盤各種洗衣筐。 We can offer you large quantities of headdress flowers at attractive price. 我們能以很具吸引力的價格給貴公司報盤大量頭花。,Notes to Letter Four,Offer 還可以用作名詞，在make

40、offer, send offer, give offer后通常接介詞for,間或接on. e.g. Please make/send us an offer for gold and silver thread embroidered articles. 請報金銀繡品價格。 3. anticipate v. 期望，期待 e.g. We anticipate hearing from you again. 我們期待再收到貴公司的來信。 We anticipate your favorable reply to this matter. 我們期待貴公司對此事的有利答復。,Reply to a S

41、pecific Inquiry（普通詢盤的回函：不可供貨） Write a reply to the above Specific Inquiry, telling the inquirer the required specification is not available and suggesting the inquirer to take item No.GE-0578 into account.,Exercise,Dear Sir, Thank you for your inquiry of May 8, in which you asked if we could supply

42、Womens sweater, Item No.GE-0756. Unfortunately, the required specification is not available at present. The nearest item we can supply is No.GE-0758.,Key,If you find this item is also acceptable, please let us know immediately so that we may send you the quotation as requested. We appreciate your qu

43、ick reply. Yours faithfully,Letter-writing Guide,Use familiar, conversational words and expressions 2. Avoid ambiguity (to make your letter clear) 3. Use active voice. In most cases, active voice shows more strength than passive voice.,Translate the following sentences into English,襯衣用塑料袋包裝，五打裝一紙板箱。

44、 銷售包裝就新穎獨特，以引起消費者的興趣。 此種包裝是這種產品國際市場上的流行包裝。 根據你的建議，我們已改進了內包裝，以適合你方市場消費者的需要。 額外的包裝費用，由買方負擔。,Homework,key,The shirts are packed in PE bags and five dozen to one carton. The sales-packing should be novel and distinctive to arouse the interest of the customers. This kind of packing is quite popular for t

45、his product in the world market. As you suggested, we have improved our inner packing to meet the consumers demand in your market. As for extra charges of packing, it is for buyers account.,Section II Offer and Counter-offer,Business knowledge The Study of Letters Case 1 Case 2 Case 3 Case 4 Letter-

46、writing Guide Homework,Also known as quotation Offeror: 報盤人(The person making the offer). Offeree: 受盤人 (The person to whom the offer is made) Firm offer (offer with engagement / obligation) Non-firm offer (offer without engagement/ Obligation),Offer,An offer letter usually includes : （1） An expressi

47、on of thanks for the enquiry, if any. （2） Name of commodities, quality, quantity, and specifications. （3） Price terms, discounts, commission and terms of payment. （4） Packing and date of delivery. （5） The validity of the offer（for firm offer）,Offer,A Counter-offer usually covers : （1）Thank the offer

48、or for his offer. （2）Express regret at inability to accept the offerors offer. （3）State reasons for non-acceptance. （4）Make a counter-offer. （5）Urge the offeree to accept the counter- offer.,Counter-offer,The last step in business negotiation,Acceptance,Case 1,在收到對方關于熊貓牌彩電的詢盤信后，公司對該彩電發(fā)出實盤報價。,Key Poi

49、nts,1.收到有關彩電的詢盤信 2.發(fā)出實盤報價,Useful Words and Expressions,unique ju:ni:k superior sju:piri discriminating diskrimineiti firm offer confirmed L/C be subject to,a.唯一的，獨特的 n.長者，高手，上級 a.較高的，上好的 a.識貨的，有鑒賞力的 實盤 保兌的信用證 以為條件，以為有效,offer is valid for in the sellers favor time of shipment a rush of regular order

50、appeal to,報盤有效期為 以賣方為受益人 裝運時間 大量訂單 長期訂貨 吸引,Useful Words and Expressions,Useful Sentences,1In reply to your enquiry of May 24, we take the pleasure of making you the following offer. 2. Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight. 3. The firm offer is subje

51、ct to your reply reaching here before 4. As we have been receiving a rush of orders now, we would advise you to place your order as soon as possible. 5. We make you a firm offer for brocade handbags. 6. Any orders you place with us will be processed promptly. 7. This offer remains firm/valid until ,

52、Letter 1 A Firm Offer,Dear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May 16. As requested, we are now making you, subject to our reply reaching us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets Item No: Gb-8907 Quantity: 1,500 sets Price: USD4

53、50.00 per set CIF Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the sellers favor Shipment: to be effected within 28 days after receipt of L/C,Letter 1 A Firm Offer,Our products are selling fast because of their unique design and superior quality, while which will app

54、eal to discriminating buyers. We have some regular orders at hand. If youre interested in our products, please place your order as soon as possible. We are looking forward to hearing from you soon. Yours faithfully,Notes to Letter One,1.firm offer: “實盤”，是指不可撤銷的發(fā)盤； non-firm offer:“虛盤”，是指在有效期之前可以撤銷的報盤

55、 報實盤： This offer (will remain) effective/open/valid/firm for a week from This offer expires on August 8. This offer must be withdrawn if not accepted within 3 days. This offer is firm subject to your reply reaching here before /reaching by 報虛盤： This offer is subject to the sellers confirmation. This

56、 offer is made without engagement.,Notes to Letter One,2. At your request 應你方要求 這是商業(yè)信函中的常用語，用作狀語。 e.g. At your request, we have amended the L/C. 應貴公司要求，我們已經修改了信用證。 也可用：as requested, at the request of sb. 應某人的要求,Notes to Letter One,3. subject to: 以為條件，以為有效 這里subject to是形容詞，subject to引起的短語做表語，在報盤中常用以說

57、明盤的性質 e.g. The offer is subject to our final confirmation. 該報價以我方確認為準。 subject to your acceptance within two weeks 以貴公司在兩周之內接收為條件（說明此報盤為實盤）,Notes to Letter One,4.irrevocable documentary letter of credit 不可撤銷的跟單信用證 letter of credit 可數的普通名詞，在商業(yè)書信中常用大寫，單數為（a）Letter of Credit，復數為Letters of Credit，且常用大寫縮

58、寫形式，即L/C和Ls/C。當credit表示信用證時，復數為 credits。,Notes to Letter One,5.in sellers favor 以賣方為受益人 還可以說in the favor of the seller, 這是外貿業(yè)務術語，尤值把信用證開給某人名下。表示“以某人為受益人”“對有利”可以用：in ones favor, in the favor of sb. e.g. We have made arrangements with Bank of China to open a credit in your favor. 我們已安排由中國銀行開立以貴公司為抬頭的信

59、用證。,Point out which of the following expressions are firm offers:,We are making you, subject to your acceptance before the end of this month, the under- mentioned offer: 2. Our offer is subject to change without notice. 3. Our offer is subject to goods being unsold. 4. Our offer is subject to your confirmation reach- ing here on or before the 25th this month. 5. We offer you, subject to our final confirmation, the following goods: 6. Our offer is subject to prior sale. 7. Our offer is subject to your reply re