實(shí)用外貿(mào)英語4ppt課件

1、Unit TwoInquiries and OfferInquiry and Reply In international business activities, making inquiries is the initial stage of business negotiations between the buyers and sellers. The purpose of which is to seek a supply of products, services or relative information. 在國際商務(wù)活動(dòng)中，詢盤是買賣雙方商務(wù)洽談的第一步，其目的在于尋求貨源

2、，效力或獲得有關(guān)信息。 Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to be sold, without any engagement, too. 普通來說，詢盤往往由買方提出，以得到想購貨物的情況，但不承當(dāng)任何義務(wù)。同時(shí)，賣方也可以提出詢盤，以獲得所售商品的信息

3、，當(dāng)然也不承當(dāng)任何義務(wù)。 The information wanted by the buyers or the sellers usually includes the following elements: 買方或賣方所要了解的主要信息包括以下內(nèi)容：The supply of commodities 貨源情況The price 價(jià)錢The packing 包裝The catalogue 產(chǎn)品目錄The delivery date 交貨期Terms of payment 支付條款Other terms concerned 其他條款 Inquiries can be made orally o

4、r in written form. If the written form is adopted, the person who makes inquiries should remember to consider carefully to which regions the inquiries are to be sent and how many suppliers or purchasers are to be approached in one and the same region. Failure to take into consideration the relevant

5、situation would lead to adverse effect on future transactions. 詢盤既可以口頭進(jìn)展，也可以書面方式進(jìn)展。如采用書面方式，詢盤人應(yīng)仔細(xì)思索向哪些地方發(fā)出詢盤以及在同一地域要與多少供貨商或購貨商聯(lián)絡(luò)。假設(shè)思索不周，將對(duì)以后的買賣產(chǎn)生不良影響。 When writing enquiry letter to your counterpart, there is no need to choose words and phrases carefully to draw the readers attention. A request for

6、a price list or catalogue can be made in a single sentence. A request for a quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no need for long, over-polite phrases and still less humbleness. 向?qū)Ψ桨l(fā)詢盤時(shí)，無需太講究措辭來吸引對(duì)方留意。索取

7、價(jià)錢表或目錄只需一句話即可；要求提供報(bào)價(jià)和其他貿(mào)易條款時(shí)，所需闡明較長，其闡明必需清楚，準(zhǔn)確。不過應(yīng)該記住，不要運(yùn)用過分冗長或過分客氣的詞語，更不要有自大感。 Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy. 如是收到詢盤，收件人應(yīng)仔細(xì)研討并盡快給予回答，通知對(duì)方他能否買或賣。 If in oral fo

8、rm, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned. 如采用口頭方式，尤其是已

9、建立起業(yè)務(wù)關(guān)系后，買賣雙方的詢盤及回答將非常容易和簡單，所需求留意的僅僅是根據(jù)上面提到的細(xì)節(jié)，雙方進(jìn)展友好和具有誠意的洽談而已。Offer and Counter-offer In many types of business, it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But

10、 when the supplier has received an enquiry from the buyer and decided to sell the goods, he should make an offer to the buyer. 在許多業(yè)務(wù)中，供貨商不等待詢盤而直接向老客戶和其他能夠?qū)ζ渖唐犯信d趣的客商報(bào)盤。然而，當(dāng)供貨商收到買方的詢盤并決議向買方出賣貨物時(shí)，供貨商就應(yīng)報(bào)盤。 It should be pointed out that offer is different from quotation. Quotation is just an indication o

11、f price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer to be bound in case of acceptance. So offer is a definite commitment on the part of th

12、e supplier. 該當(dāng)指出的是，報(bào)盤不同于報(bào)價(jià)。報(bào)價(jià)只是報(bào)價(jià)錢，不包括契約性義務(wù)，而且不需求預(yù)先通知便可更改報(bào)價(jià)內(nèi)容。我們應(yīng)知道，向一個(gè)或一個(gè)以上特定的人提出訂立合同的建議，假設(shè)十清楚確并闡明報(bào)價(jià)人在得到接受時(shí)接受約束的旨意，即構(gòu)成報(bào)盤。因此，報(bào)盤是指供貨商做出的一個(gè)明確而一定的義務(wù)承諾。 In business activities, when making an offer, orally or in written form, the following elements are usually included: 在商務(wù)活動(dòng)中，報(bào)盤時(shí)，不論是口頭還是書面方式，應(yīng)包括以下內(nèi)容：Th

13、e name, price, quality and quantity of the goods 商品的稱號(hào)，價(jià)錢，質(zhì)量和數(shù)量The date of delivery or time of shipment 交貨期或裝船期 The terms of payment 支付條款The validity of the offer 報(bào)盤有效期Other terms concerned, such as packing, insurance, discount . 其他有關(guān)條款，如包裝，保險(xiǎn)，折扣。 When a supplier promise to sell the goods at a state

14、d price within a stated period of time, the offer made by him is called a firm offer. But if an offer has the limitative sentence that is a non-firm offer. 當(dāng)供貨商承諾在限定時(shí)間內(nèi)以限定的價(jià)錢出賣商品時(shí) 這種報(bào)盤稱為實(shí)盤。但當(dāng)報(bào)盤中有限定性語句時(shí)，那就是虛盤。 Such as：The offer is subject to our final confirmation. 以我方最后確以為準(zhǔn)。 This offer is subject to

15、 the import license obtained. 以我方獲得盡快答應(yīng)證為準(zhǔn)。 But if an offer has the limitative sentence, such as “Our offer is subject to your reply reaching us not later than September 10, 2019. that is also a firm offer. 但是，假設(shè)報(bào)盤中有限定性語句如“我方報(bào)盤以他方2019年九月十日前復(fù)到有效。 那是實(shí)盤。 It should be noted that a firm offer is capable

16、of acceptance, and once it has been accepted it cannot be withdraw and the offerer should perform the obligations stipulated in it. 應(yīng)該留意的是，實(shí)盤可以被接受，而且一旦被接受就不能撤銷，發(fā)盤人必需履行實(shí)盤中所規(guī)定的義務(wù)。 It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modif

17、ications is a rejection of the offer and constitutes a counter-offer. So a counter-offer means a partial rejection of the original offer, and it is also means a counter proposal put forward by the buyer / offeree. 大家知道，對(duì)于雖然表示接受報(bào)盤，但在回答中有附加條款，限定條款或其他內(nèi)容時(shí)，那么被視為回絕該項(xiàng)報(bào)盤并構(gòu)成還盤。因此，還盤意味著對(duì)最初報(bào)盤的部分否認(rèn)，同時(shí)也包含著買方或受盤人

18、提出新的條件。 In practical business negotiations, the buyer may not agree on the price, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now become

19、 the offeree and is entitled to accept or refuse. In the later case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off. 在實(shí)踐業(yè)務(wù)洽談中，買方能夠不贊同賣方或發(fā)盤人提出的價(jià)錢，包裝，裝運(yùn)，支付條款等條件，而提出本人的條件。這樣的變動(dòng)闡明，生意需求在新的根底上進(jìn)展談判。在此種情況下，原來的發(fā)盤人或叫做賣方如今那

20、么變成了受盤人，他有權(quán)接受或回絕；回絕時(shí)，他能夠做出另一個(gè)還盤。這樣的過程能夠進(jìn)展好幾輪，直到成交或被取消。 Sometimes, the sentence “Accept your offer subject to the following alterations may be used in answering an offer. Although the word “accept is used, in fact, the offer is still rejected, because the offer does not agree to the whole offer. 回答報(bào)盤

21、時(shí)，能夠會(huì)運(yùn)用“接受他方報(bào)盤，但須做以下修正。這樣的句子。雖然運(yùn)用了“接受二字，但實(shí)踐上該報(bào)盤仍被回絕了，由于受盤人并沒有贊同發(fā)盤人提出的全部報(bào)盤內(nèi)容。 In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future. 還盤時(shí)，應(yīng)對(duì)

22、不能接受報(bào)盤表示歉意，要闡明不能接受的理由；同時(shí)，要提請(qǐng)對(duì)方留意未來還有做生意的時(shí)機(jī)。Incoterms 2000國際貿(mào)易術(shù)語解釋通那么 2000 Sending goods from one country to another, as part of a commercial transaction, can be a risky business. If they are lost or damaged, or delivery does not take place for some other reason, the climate of confidence between par

23、ties may degenerate to the point where a law suit is brought. Therefore, above all, sellers and buyers in international contracts want their deals to be successfully completed. 作為商業(yè)買賣的一部分，把貨物從一國運(yùn)至另一國能夠是件冒險(xiǎn)的事。假設(shè)貨物喪失或損壞，或因某種緣由沒有運(yùn)到，買賣雙方間的信任就會(huì)下降，能夠會(huì)嚴(yán)重到引起法律糾紛。因此，對(duì)簽署國際合同的買賣雙方來說，最重要是勝利完成買賣。 If, when drawin

24、g up their contract, buyer and seller have some commonly understood rules to specifically refer to, they can be sure of defining their respective responsibilities simply and safely. In so doing they eliminate any possibility of misunderstanding and subsequent dispute. 買賣雙方在制定合同時(shí)，假設(shè)有了解一致的詳細(xì)規(guī)那么可供參考，他們

25、就一定能簡單，可靠地確定各自的責(zé)任。這么做雙方就可以排除能夠產(chǎn)生的誤解以及由此引起的糾紛。 The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. Thus, the uncertainties of different interpretations of such terms in different countries can be avoided or

26、 at least reduced to a considerable degree. 國際貿(mào)易術(shù)語解釋通那么的目的在于為外貿(mào)業(yè)務(wù)中運(yùn)用最普遍的貿(mào)易術(shù)語提供一套國際解釋通那么。因此，可防止或盡量減少不同國家對(duì)貿(mào)易術(shù)語的不同解釋所呵斥的不確定性。 注：1936年國際商會(huì)制定出一套貿(mào)易術(shù)語解釋通 那么。為了使這些通那么符合正在運(yùn)用的國際貿(mào)易做法，以后在1953，1967，1976，1980，1990和2000年對(duì)通那么進(jìn)展了修訂和增補(bǔ)。2000年對(duì)國際貿(mào)易術(shù)語解釋通那么的修正思索了關(guān)稅維護(hù)區(qū)的開展，電子商務(wù)的開展，商務(wù)活動(dòng)中的電子通訊運(yùn)用的添加以及運(yùn)輸方式的變化。2000版的通那么對(duì)一切術(shù)語的闡明均比原通那么更加簡單明了。 The terms have been grouped in four basically different categories:Group E: EXW _ Ex Work 工廠交貨Group F: FCA _ Free Carrier 貨交承運(yùn)人 FAS _ Free Alongside Ship 裝運(yùn)港船邊交貨 FOB _ Free on Board 裝運(yùn)港船上交貨Group C: CFR _ Cost and Freight 本錢加運(yùn)費(fèi) CIF _ Cost, In