外貿(mào)英語函電unit4省名師優(yōu)質(zhì)課賽課獲獎課件市賽課一等獎課件

Unit4

詢盤和報盤

Enquiries&Offers

第1頁學習目標掌握詢盤信詳細內(nèi)容及格式熟悉回復詢盤信內(nèi)容關鍵點熟悉兩種報盤第2頁Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

進出口貿(mào)易磋商普通可分為四個步驟：詢盤enquiry、發(fā)盤offer、還盤counter-offer和接收acceptance

Soenquiryisthefirstrealstepinbusinessnegotiation.其中“發(fā)盤和接收”是成交基本步驟，是協(xié)議成立“要件”。第3頁進出口貿(mào)易磋商內(nèi)容包含擬簽署協(xié)議各項條款：協(xié)議標（貨物品名、品質(zhì)、數(shù)量、價格、包裝）、支付條款、交貨條件（運輸和保險）、商檢、索賠、仲裁和不可抗力等。主要交易條件:品名(commodity)、品質(zhì)(quality)、數(shù)量(quantity)、價格(price)、包裝(packing)、運輸(shipment)、保險(insurance)、付款(payment)等條款普通被認為是交易主要條件。第4頁所以買賣雙方想達成交易最少得就上述各項條件進行磋商達成一致意見。交易主要條件依據(jù)每筆生意不一樣要逐條談妥，難以通用。普通交易條件:商檢、索賠、仲裁和不可抗力等其它條件被認為是交易“普通交易條件”(GeneralTermsandConditions)。普通交易條件往往是買賣雙方洽談貿(mào)易前提和基礎，通常印在協(xié)議(約)后面共同恪守，而不需要每次都重復商洽第5頁Thenatureofenquiry:Inforeigntradeanenquiryis

usually(notabsolutely)

madebytheprospectivebuyerwithoutengagement（約束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit詢盤or詢價inChinese.第6頁Theclassificationofenquiries:Generalinquiryissenttoacquiresomegeneralinformationaboutproducts,suchasaskingforpricelists,samples,catalogues,termsofpayment.Specificinquiryexpressesadefinitewishtopurchaseaspecificproductifconditionsaremet,anditrequiresmoredetailedinformationsuchaspriceterms,quantity,portofshipment,packing.第7頁普通詢盤DearSirs,ThroughthecourtesyoftheChamberofCommerceinyourcountrywelearnthatyouareoneoftheleadingexportersofporcelainwaresofavarietyoftypes.Weavailourselvesofthisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.第8頁Wehavebeenimportersofporcelainwaresformanyyears.Nowweareinterestedinyourporcelainteaandcoffeecupsandsaucesofdifferentshapes.Pleaseinformusofyourtradetermsandforwardsamplesandproductbrochures.第9頁Ifyourpricesareinline,wetrustimportantbusinesscanmaterialize.Wearelookingforwardtoyourearlyreply.Yoursfaithfully，第10頁LanguagepointsAvailourselvesofthisopportunityto…(后接動詞原型)利用這個機會做…還能夠說takeadvantageofthisopportunityortakethisopportunity第11頁Approach

WeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.

Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.第12頁beinthehopeof

Icalledallthecompaniesonthispageinthehopeoffindingacustomer.

Iame-mailingyouinthehopeofestablishingbusinessrelationswithyou.第13頁forward轉發(fā)PleaseforwardanyletterstomewhileI'monholidayforwardrate[金融]

遠期匯率Inline一致；協(xié)調(diào)Thisisbecausetheirwagesareunlikelytoriseinlinewiththegrowthintheeconomy第14頁Materializevt.使詳細化，使有形vi.實現(xiàn)，成形Thoughtheworstoftheexportsslowdownappearstobepast,Chinarisksa"double-dip"inGDPgrowthnextyearifthatWesternrebounddoesn'tmaterialize,someeconomistssay第15頁詳細詢盤DearSirsWearepleasedtoadvisethatsomeofourprospectivecustomersareinterestedintheFlyingPigeonBrandBicycleandhaverequestedustoapproachyouforquotations.

Pleaseletusknowtheunitpriceandonwhatterms第16頁ofpaymentyouareabletosupply1,000FlyingPigeonBrandBicycles.Ifyourpriceisattractiveandtimeofdeliveryacceptable,wehaveconfidenceinsecuringanorderforyou.Pleasequote1,000FlyingPigeonBrand第17頁BicyclesCIFSingaporestatingyourtermsofpaymentandtimeofshipment.Wearelookingforwardto

yourfavourablereply.Yourssincerely,第18頁寫作步驟WritingGuide詢盤信函主要包含以下三方面信息：1.開頭段通知對方信息起源，并表明想和對方達成交易意愿：SourceofinformationWelearnedfromtheWebsitethatyouarealeadingexporterof…Weknowyourcompanythroughthecourtesyof…Wearekeenlyinterestedinimporting…fromyourcompany.第19頁假如是首次向對方發(fā)出詢盤，要作簡單自我介紹。必要時可向對方提供資信證實人聯(lián)絡方法。方便讓對方了解自己企業(yè)信譽情況。Providecreditreference3.下一步說明寫信目標，比如希望對方提供什么信息或服務等。假如不確定對方企業(yè)能否提供所需服務，應說明“如你方不經(jīng)營此項業(yè)務，請將我們詢盤轉交給相關企業(yè)”。Interest&requirement第20頁Weshallappreciateitifyoucanquoteusafirmofferfor…Pleasequoteusyourbestpriceandshippingdate.Pleasesubmitspecifications,preferablywithillustrations.Wewouldappreciateasampleofeachoftheitemslistedabove.PleasesendusyourlatestcataloguewithyourbestCIFTianjinprices.第21頁Ifyoudonotdealinthisline,pleasehandonourenquirytotheappropriatecompany.4.結尾段表示希望對方及早回復愿望。ExpectationWelookforwardtohearingfromyou.Wehopethiswillbeagoodstartforlongandprofitablebusinessrelations.Iamlookingforwardtoafavourablereplyatyourearliestconvenience.第22頁回復詢盤收到詢盤應及時回復；即使你不能滿足對方要求，也應該及時回復，婉言說明原因，為以后可能交易留有余地，切忌置之不理。回復詢盤信函普通遵照以下五大標準：準確、全方面、詳細、清楚。

回復詢盤信函通常包含以下內(nèi)容：感激客戶來函詢價；明確寫信詳細意圖；正面推銷我方產(chǎn)品；通知對方所附附件；提出報盤交貨條件；歡迎對方繼續(xù)聯(lián)絡。第23頁假如出于一些原因（如存貨不足等）不能滿足對方意愿，則應及時回信說明情況，為以后交易留有余地；或者主動向對方推銷同類產(chǎn)品。第24頁1.Expressourthankstotheenquirerforhis/herinterestinourproduct;2.AnswertheQsaskedandprovideotherrelevantandnecessaryinformation;3.Iftheenquiryisfirstone,weshouldalsostatebrieflytothemthestrengthsandadvantagesofourproducts.WritingGuideforreply回復詢盤第25頁回復詢盤示例DearSirs,WeareinreceiptofyourinquiryofMay3andpleasedtoencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskedfor.Alsobyseparatepostwearesendingyousomesamples.

Ourregularpurchaseinquantitiesisnolessthantensetsofindividualitems.PaymentistobemadebyirrevocableL/Catsight.第26頁

Becauseofthehighqualityanduniquedesign,ourporcelainwaresarequitepopular.Afterstudyingthepricesandtermsoftrade,youwillunderstandwhyweareworkingtocapacitytomeetthedemand.Butifyouplaceyourordernolaterthanthismonth,wewouldensurepromptshipment.

Sincerelyyours,第27頁SpecimenLetterDearSirs,

Thankyouforyourletterof14thApril.I’msorrytosaythatTypeBS36212-voltsealedbatteriesyouinquiredaboutisadiscontinuedlinewhichwewillnotproduceanymore.

Wenowhaveasimilarproductonoffer:TypeCN233.Itoccurstousthatyoumight第28頁

beinterested.Adescriptiveleafletisenclosed.Wehaveastockof590ofTypeCN233whichwearesellingoffatGB￡30each.Wecanofferaquantitydiscountof

upto15%,butwearepreparedtogive20%discountforanoffertobuythecompletestock.第29頁

Wearegivingyouthisopportunityinviewofyourpreviousorder.Wewouldappreciateapromptreply.Yoursfaithfully,第30頁報盤報盤，也叫報價，發(fā)盤，通常是收到對方詢盤后提出，但也可主動向對方提出，主動報盤實際上是一個促銷行為。在法律上，報價不是發(fā)盤，報價只是對對方詢盤中所列貨物列出大致估價，是一個不必定訂約提議；而發(fā)盤在法律上稱為要約，是指交易一方向另一方提出某商品各項交易條件，并表示愿意按這些交易條件與對方達成交易，訂立協(xié)議行為。在國際業(yè)務中，報盤分實盤（firmoffer）和虛盤（non-firmoffer）兩種。第31頁實盤FirmOffer實盤，實盤是發(fā)盤人按其提供條件以達成交易目標明確表示，含有法律效力。受盤人一旦在使用期限內(nèi)接收實盤中條件和內(nèi)容，發(fā)盤人就無權拒絕售貨。Itisadefinitepromisetosellandthetermsinthepromisewillnotbechangedifitisacceptedbyabuyerwithinthegivenvalidtime.第32頁

e.g.1.Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.2.WeofferfirmsubjecttoyouracceptancereachingusbyMay5th.第33頁

1.Anexpressionofthanksfortheinquiry;2.Nameofcommodities,quality,quantityandspecification;3.Detailsofprices,discountandtermsofpayment;4.Packinganddeliverydate;5.Theperiodforwhichtheofferisvalid.Writingguideforfirmoffer第34頁SpecimenLettersDearMr.Black,WethankyouforyouremailenquiryforbothgroundnutsandWalnutmeatCFRCopenhagendatedFebruary,21.Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeFebruary26for250metrictonsofgroundnuts,handpicked,shelledandungradedatRMBnetpermetricton第35頁SpecimenLettersCFRCopenhagen.Shipmentcanbemadewithintwomonthsafterreceiptofyourorder.Wehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.Pleasenotetherehaslatelybeenalargedemandfortheabovecommoditiesandsucha第36頁SpecimenLettersgrowingdemandwilllikelyresultinincreasedprices.Howeveryoucansecurethesepricesifyousendusanimmediatereply.Sincerely,第37頁虛盤Non-firmoffer報價方?jīng)]有明確承諾簽約發(fā)盤為虛盤。虛盤較為靈活，無須詳細內(nèi)容和詳細條件，也不注明使用期。它僅表示交易意向，不含有法律效力。普通說來，虛盤中常含有以下詞句，以示發(fā)盤者有所保留。Non-firmoffersaretheoneswhicharenotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituations.第38頁e.g.1.Thisofferissubjecttoourfinalconfirmation.2.Subjecttopriorsale.3.Allquotationsaresubjecttoourfinalconfirmationunlessotherwisestated.4.Foryourconsideration.5.Thepricesquotedaresubjecttothegoodsbeinginstockonreceiptoforders.第39頁示例DearMr.Jones,

ThankyouforyourletterdatedApril8inquiringaboutourleatherhandbags.Asrequested,wetakepleasureinofferingyou,subjecttoourfinalconfirmation,300dozendeerskinhandbagsstyleNo.MS190at$124.00perdozenCIFHamburg.Shipmentwillbeeffectedwithin20daysafterreceiptoftherelevantL/Cissuedbyyourfirstclass.第40頁

bankinourfavorWehopethatyouwilltakeadvantageofthisopportunityandwelookforwardtoyourearlyreply.Sincerely,第41頁CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsurance第42頁Quantity(1)重量(weight)千克(kilogram)公噸

(metricton)

長噸

(longton)(≈1016kg)（英國慣用）短噸(shortton)(≈907kg)（美國慣用）(2)數(shù)量(number)件

(piece)雙(pair

)套(set

)打(dozen）第43頁PriceTermsUS$300permetrictonCIFSeattle每公噸300美元CIF西雅圖每短噸5600日元FOB橫濱YokohamaJPY5600pershorttonFOBYokohama每打20美分舊金山到岸價USD0.2perdozenCIFSanFrancisco第44頁Wordsandphrases合理價格含有競爭力價格優(yōu)惠價格單價

總值

金額

傭金

凈價

reasonablepricecompetitivepricefavorableprice

unitprice

totalvalue

amount

commissionnetprice

第45頁

折扣discount

批發(fā)價wholesaleprice

零售價retailprice現(xiàn)行價格current/prevailingprice

國際市場價格world(International)marketprice第46頁離岸價（船上交貨價）FreeonBoard成本加運費價（離岸加運費價）CostandFreight

到岸價（成本加運費、保險費價）cost,insuranceandfreight

第47頁英漢翻譯

1.非常感激貴方3月5日電報查詢，本企業(yè)確實定報價在貴方在3月11日之前回復有效。

2.本報價三天內(nèi)