外貿(mào)交際英語scene2 Talking about the Price

TalkingaboutthePriceWarm-up

SpeakingPracticalWritingPracticalLearningTrainingSceneTwoTeachingObjectives1.知識(shí)目標(biāo):〔1〕了解價(jià)格洽談的內(nèi)容； 〔2〕掌握價(jià)格洽談的詞匯、術(shù)語和句型；〔3〕掌握詢盤函及其回復(fù)函、發(fā)盤函、還盤函、反還盤函以及訂單函的寫作內(nèi)容及方法； 〔4〕掌握在線發(fā)布新產(chǎn)品的方法。2.能力目標(biāo):〔1〕能夠運(yùn)用恰當(dāng)?shù)恼勁姓Z言和技巧進(jìn)行價(jià)格洽談；〔2〕能夠根據(jù)掌握的信息熟練使用網(wǎng)絡(luò)進(jìn)行詢盤及回復(fù)、發(fā)盤、還盤、反還盤和下訂單；〔3〕能夠在B2B網(wǎng)站上注冊會(huì)員，在線發(fā)布新產(chǎn)品。3.素質(zhì)目標(biāo):〔1〕熟悉并適應(yīng)貿(mào)易工作； 〔2〕能夠進(jìn)行商務(wù)英語交際； 〔3〕具有一絲不茍、嚴(yán)肅認(rèn)真的工作作風(fēng)。DialoguesWritingPracticallearningTrainingImportancesandDifficulties教學(xué)重點(diǎn)：詢盤、發(fā)盤、還盤、反還盤及訂單

函的內(nèi)容和寫法；在線發(fā)布新產(chǎn)品。教學(xué)難點(diǎn)：根據(jù)詢盤，報(bào)FOB、CFR、CIF三

種不同價(jià)格；在線發(fā)布新產(chǎn)品。DialoguesWritingPracticallearningTrainingBasicKnowledge

Priceisakeytermbargainedbyboththebuyerandtheseller.Itusuallybeginswithaninquiry.Itmaybeconfirmedafteralongnegotiationafterstepsofinquiry,offer,counteroffer,counter-counteroffer,acceptanceandorder.Thepriceisrelateddirectlywithbothparties’benefits.Theproducts’priceincludesfixedcost,variablecostandexpectedprofit.SectionI.Warm-up

DialoguesWritingPracticallearningTrainingBasicKnowledgeThefixedcostandvariablecostofexportproductsmeanthetotalfigureofproductioncost,sellingcost,deliverycost,taxesandtariffsandsomeotherunknowncosts.PricetermsarecomposedofUnitPriceandTotalAmount.PriceincludesMeasureUnit,UnitPrice,Amount,Currency,PriceTermsandDestinationPort.Forexample,Price:USD100.00/pcsCIFNewYork.Basically,therearethreecommonlyusedpriceterms:FOB,CNFandCIF.DialoguesWritingPracticallearningTrainingWorkBackground

Mr.Smith,buyerfromEngland,hasintereststoWeifangkites.HeisinquiringatCantonFairforbigQQkitewithMr.WangDawei,thesalesmanagerofWeifangKitePlant.Mr.WangDaweiisgivinghimtheoffer.Theyarebargainingandwritingsomee-mailsforbigQQkite.DialoguesWritingPracticallearningTrainingSectionII.SpeakingPre-taskTask

PracticeDialoguesWritingPracticallearningTrainingWeiFangKites濰坊風(fēng)箏NOTE濰坊又稱濰都、鳶都，制作風(fēng)箏歷史悠久，工藝精湛。濰坊風(fēng)箏同中國許多民間藝術(shù)形式一樣，產(chǎn)生于人們的娛樂活動(dòng)，是寄托著人們的理想和愿望，與人們的生活有密切聯(lián)系的娛樂品。隨著國際風(fēng)箏交流的逐漸頻繁，風(fēng)箏這一古老的民間藝術(shù)，在新形勢下蓬勃開展，已經(jīng)成為一種重要的藝術(shù)品。其種類有軟翅類，硬翅類，龍頭串式類，板子類和立體桶子類等。它不僅被廣泛用于放飛、比賽、娛樂，而且已經(jīng)成為美化人們生活的時(shí)尚裝飾品。DialoguesWritingPracticallearningTraining濰坊風(fēng)箏的源頭可以追溯到魯國大思想家墨翟制作第一只“木鳶〞，至今已有兩千多年的歷史，但真正開始興盛，走向民間卻是在明代。到清朝中葉，濰坊開始出現(xiàn)專門從事風(fēng)箏制作的民間藝人。據(jù)史料記載，在清代，濰縣城里的風(fēng)箏作坊和店鋪就有30余家，清明時(shí)節(jié)在集市上攤的有數(shù)十戶，外地客商在這里絡(luò)繹不絕，生意十分興隆。新中國建立后，濰坊風(fēng)箏作為濰坊市的象征，更加受到當(dāng)?shù)厝嗣竦恼鋹酆椭匾?。?984年起，濰坊市連續(xù)成功地舉辦了國際風(fēng)箏節(jié)。1988年，濰坊市被國內(nèi)外風(fēng)箏界選為“世界風(fēng)箏都〞。2006年5月20日，濰坊風(fēng)箏制作技藝經(jīng)國務(wù)院批準(zhǔn)列入第一批國家級(jí)非物質(zhì)文化遺產(chǎn)名錄?，F(xiàn)在的濰坊風(fēng)箏不僅已成為當(dāng)代濰坊人的文化象征，而且也遠(yuǎn)銷海外，成為濰坊市經(jīng)濟(jì)騰飛的巨大杠桿。DialoguesWritingPracticallearningTrainingPre-task

TalkingaboutthePrice1.WouldyoupleasegiveyourlowestquotationCIFLiverpool,England?2.Wouldyoupleasegiveusyourexpectedquantity?3.Largeorderwillgetalowerprice.4.Theofferisvalidfor10days.5.Youshouldcutyourpriceatleastby10%.6.Ifyoudon’tmakeanymove,wemightturntoothersuppliers.7.Let’smeethalfway.8.Theminimumorderis1000pcsfor1×20’FCL.DialoguesWritingPracticallearningTrainingPre-task

AdditionalSentences1.Thisofferissubjecttomarketfluctuation.

本報(bào)價(jià)隨行就市。2.Doyouallowanydiscountonthiscommodity?

這種商品你們是否給折扣？3.Somediscountonyourpricewouldmakeiteasiertopromotesales.

對(duì)你們價(jià)格打些折扣，易于我們促銷。4.Ifyourpriceisnotcompetitive,thereislittlechancethatwecanpushthesaleofyourproductsinourmarket.

如果你們的價(jià)格沒有競爭力，那么我們不可能在我們的市場上推銷你們的產(chǎn)品。DialoguesWritingPracticallearningTrainingPre-task

AdditionalSentences5.Youwillfindourpricehighlycompetitiveifyoutakequalityintoconsideration.

要是你把質(zhì)量考慮進(jìn)去的話，你會(huì)發(fā)現(xiàn)我們的價(jià)格是極具競爭力的。6.Sincewe’reoldfriends/regularcustomers/long-standingbuyers,IhopeyouwouldagreetouseD/Pforthistransaction.

因?yàn)槲覀兪抢吓笥?老客戶了，我希望你們能同意這批生意用付款交單的支付方式。7.Inordertoconcludethebusiness,shallwemeeteachotherhalfway,say50%byL/CandthebalancebyD/P?

為了做成這筆生意，我們大家折中一下，比方說，50%用信用證，其余的用付款交單的方式，你看怎樣？DialoguesWritingPracticallearningTrainingTask

Assignataskbyteacher

1.Youshouldtalkaboutthepriceaboutacertaingoodsthatyouareinterestedin.2.Youshouldsearchforinformationandtypicalexpressionsabouttheprice,quantityandqualitybasedonthegoodsyouchose.3.Youmakearole-play,onerolesasexporters,theotheronerolesascustomers.DialoguesWritingPracticallearningTrainingPractice

checkandmakeconclusion

Importantsentencesandphrases1.Yourpriceismuchhigherthanweexpected.2.Let’scompromise.3.Whatdoyouthinkisacompetitiveprice?4.What’syourideaofareasonableprice?5.Inordertoconcludethebusiness,shallwemeeteachotherhalfway,say50%byL/CandthebalancebyD/P?6.Sincewe’reoldfriends/regularcustomers/long-standingbuyers,IhopeyouwouldagreetouseD/Pforthistransaction.DialoguesWritingPracticallearningTrainingPractice

checkandmakeconclusionBasically,therearethreecommonlyusedpriceterms:FOB,CNFandCIF.一般常用的價(jià)格條款有三種：FOB,CNF和CIF。本卷須知：主要分清買賣雙方所負(fù)擔(dān)的責(zé)任和義務(wù)，包括費(fèi)用的承擔(dān)。其它價(jià)格條款參考如下：FOL(FreeOnLighter) 駁船交貨價(jià)FOR(FreeOnRail) 鐵路交貨價(jià)FOT(FreeOnTruck) 敞車交貨價(jià)CIP〔Cost,InsurancePaidto〕 運(yùn)費(fèi)、保險(xiǎn)費(fèi)付至目的地CPT(CarriagePaidto) 運(yùn)費(fèi)付至〔……指定目的港〕DialoguesWritingPracticallearningTrainingPractice

checkandmakeconclusionCIP(CarriageandInsurancePaidto)運(yùn)費(fèi)、保險(xiǎn)費(fèi)付至〔……指定目的地〕DCP(DeliveredCarriagePaidto)運(yùn)費(fèi)付至目的地DAF(DeliveredatFrontier) 邊境交貨〔……指定地點(diǎn)〕DES(DeliveredEXShip) 目的港船上交貨〔……指定目的港〕DEQ(DeliveredEXQuay) 目的港碼頭交貨〔……指定目的港〕DDU(DeliveredDutyUnpaid) 未完稅交貨〔……指定目的地〕DDP(DeliveredDutyPaid) 完稅后交貨〔……指定目的地〕FRC (FreeCarrier) 貨交承運(yùn)人指定地點(diǎn)FOBstowed 指賣方除船上交貨外，并負(fù)擔(dān)理艙費(fèi)用DialoguesWritingPracticallearningTrainingPractice

checkandmakeconclusionFOBtrimmed 指賣方除船上交貨外，并負(fù)擔(dān)平艙費(fèi)用FOBvessel 按美國對(duì)外貿(mào)易定義解釋，賣方必須在船上交貨CIFW(Cost,Insurance,FreightandWarrisks) 到岸價(jià)格加兵險(xiǎn)CIFC(Cost,Insurance,FreightandCommission) 到岸價(jià)格加傭金CIFE(Cost,Insurance,FreightandExchange) 到岸價(jià)格加兌換費(fèi)CIFCI(Cost,Insurance,Freight,CommissionandInterest到岸價(jià)格加傭金及利息EXW(EXworks) 工廠交貨〔…指定地點(diǎn)〕FCA(FreeCarrier) 交至承運(yùn)人〔…指定地點(diǎn)〕FAS(FreeAlongSide) 船邊交貨〔…指定裝運(yùn)港〕DialoguesWritingPracticallearningTrainingGeneralInquiryandSpecificInquirySectionIII.PracticalWritingOfferCounter-counterofferDialoguesWritingPracticallearningTraining

CounterOfferAcceptanceandOrderGeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample1.GeneralinquiryfromthebuyerBuyKites

DearSirorMadam,

Weknowyourcompanyandproductsfromalibaba.WeareimporterofkitesinEngland.Wehaveexaminedyourwebsiteandhaveintereststoyouradvertisedkites.Itisappreciatedtogetapricelistandcatalogueindetailsforallkitesrelated.

GeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample1.Generalinquiryfromthebuyer

Thanksforyourquickresponse.

BestregardsMr.SmithGlobalTradeCompany,KiteBranchE-mail:GeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample2.Replyofageneralinquiry

Re:BuyKites

DearMr.Mr.Smith,

Thanksforyourkindinquiry.

We’remanufacturerofWeifangkitesfor100years.Wehavedesignedmorenewtypesofkitesthisyear,whicharenotshownonourwebsite.AttachedwithyourrequiredpricelistGeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample2.Replyofageneralinquiryandcatalogueaswellassamplephotosforyourreference.

Wishtoreceiveyourfurtherinformation.

Anycommentandrequirementiswelcome!

GeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample2.ReplyofageneralinquiryBestregardsWangDaweiWeifangKitePlantTel:86-536-8881234Fax:86-536-88812351.什么是詢盤？詢盤包含什么內(nèi)容？Generallyspeaking,inquiryisgivenbythebuyeraskingforinformationabouthisinterestedproducts.Thecontentsofaninquirymaybasicallyincludethepriceoftheproduct,thespecifications,packages,deliverytime,paymentandotherterms.Inaninquiryletter,italsomayaskthesellertoofferproductcatalogueorsamples.DialoguesWritingPracticallearningTrainingDiscussingQuestions2.

客戶為什么發(fā)詢盤？DiscussingQuestionsDialoguesWritingPracticallearningTraining3.網(wǎng)上的詢盤都是真實(shí)詢盤嗎?DiscussingQuestionsDialoguesWritingPracticallearningTrainingWritingskillsofgeneralinquiryfromthebuyer

DiscussingQuestionsHowdidyouknowtheinformationYourproductsinterestedTypeofourcompany:manufacturer/exporter/importer/brokerLineandproductsGeneralideasofpricelistandcatalogueSamplesrequirementOtherdetailsyouwanttoknowWishesContactinformationDialoguesWritingPracticallearningTrainingWritingskillsofreplyofageneralinquiryDiscussingQuestionsThanksReplyeachpointoftheinquiryQuickresponseASAPWishesContactinformationDialoguesWritingPracticallearningTraining1.實(shí)用詞匯PracticalExpressions1.Askforacatalogue(catalog),samplesandapricelist

索取產(chǎn)品目錄、樣品、價(jià)目單2.illustratedcatalogue

附有插圖的目錄3.thelatestcatalog

最新目錄DialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤實(shí)用句型1.說明信息來源〔告知對(duì)方從何種渠道得知對(duì)方公司的情況〕1〕YournamehasbeengivenusbytheChamberofCommerce/the…Embassy/the…bankin…).〔我們從在……地方的商會(huì)/從……使館/從……銀行得悉你方名稱。〕2〕YourfirmhasbeenrecommendedtousbyBayerAG,withwhomwehavedonebusinessformanyyears.〔多年來與我們有業(yè)務(wù)聯(lián)系的拜爾股份公司將貴公司推薦給我們。〕DialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤實(shí)用句型2.直截了當(dāng)?shù)卣f明想要購置的貨物1〕Weareconsideringthepurchaseof…〔我們打算購置……?！?〕Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostsbeforemakingafinaldecision.〔我們有興趣進(jìn)口臺(tái)球桌，但在最后決定之前需要進(jìn)一步了解有關(guān)價(jià)格的詳細(xì)情況。〕3〕Weareregularbuyersofmen’sknitwear.〔我們是購置男用針織品的老客戶。)DialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤實(shí)用句型3.請(qǐng)求對(duì)方寄送目錄、價(jià)格表和樣品1〕Willyoupleasesendusyourillustrate/latestcatalogueandprice-list.〔請(qǐng)您寄給我們帶插圖的/最新的產(chǎn)品目錄和價(jià)格表?！?〕Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.〔我們非常希望獲得貴公司的最新產(chǎn)品目錄和有關(guān)出口價(jià)格、付款條件以及樣品的詳細(xì)材料?！?〕Kindlyletmehaveadescriptionofyourelectrichedgetrimmers.〔請(qǐng)貴方寄來電動(dòng)修剪機(jī)的說明書。〕DialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤實(shí)用句型4.強(qiáng)調(diào)對(duì)方所報(bào)價(jià)格應(yīng)合理和具有競爭性1〕Ifyourquotationisreallycompetitive,…〔如果你方報(bào)價(jià)具有競爭力，……?！?〕Providedpricesareright.〔前提是價(jià)格廉價(jià)?！?〕Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.〔如果貴公司的產(chǎn)品及條件與其他供貨商相比有優(yōu)勢，我方就會(huì)下訂單?！矰ialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤實(shí)用句型5.表示定購貨物的可能性1〕Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.〔請(qǐng)發(fā)信告知我們，你方是否對(duì)這樣的訂單感興趣?！矰ialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤回復(fù)函實(shí)用句型1.感謝對(duì)方的詢價(jià)1〕Manythanksforyourenquiryof…〔多謝您于……日的詢價(jià)?！?〕Thankyouforyourenquiryandforyourinterestinourproducts.〔感謝你方詢價(jià)以及對(duì)我方產(chǎn)品的興趣?！?〕Wethankyouforyourenquiryof…〔對(duì)你方在……日的詢價(jià)信深表感謝。〕DialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤回復(fù)函實(shí)用句型2.表示很快樂寄……給對(duì)方1〕Wearepleasedtoenclose…〔我們很快樂附寄給您……?！?〕Wehavepleasureinenclosing…〔我們很快樂附寄給您……?！?〕Wearesendingyouourlatestprice-listandcatalogue.〔我們附寄給您我們的最新價(jià)格表和產(chǎn)品目錄?！矰ialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤回復(fù)函實(shí)用句型3.說明所能提供商品的詳細(xì)信息及優(yōu)點(diǎn)1〕Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.〔我們確信，您將會(huì)認(rèn)為我方產(chǎn)品是市場上最好的，大大優(yōu)于競爭對(duì)手目前所供的產(chǎn)品?！?〕Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.〔寄去的樣品會(huì)使您相信我方制造的醫(yī)療器械質(zhì)量上乘?！矰ialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤回復(fù)函實(shí)用句型4.說明所提供的價(jià)格是合理的和具有競爭性的且說明實(shí)行價(jià)格的期限1〕Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.〔這是我們能做到的最低報(bào)價(jià)，您會(huì)成認(rèn)，在我們的競爭者中沒有一家能提供與我們一樣的報(bào)價(jià)?！?〕PriceisvaliduntilDec.31.〔這些價(jià)格至12月31日有效。〕3〕Subjecttobeingunsold.〔以未售出為前提。〕DialoguesWritingPracticallearningTraining2.實(shí)用句型PracticalSentences詢盤回復(fù)函實(shí)用句型5.希望客戶對(duì)報(bào)價(jià)滿意并能很快收到訂單或希望未來長期開展交易1〕Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.〔我們希望您對(duì)我們的報(bào)價(jià)滿意并期盼您的訂貨?！?〕Welookforwardtodoingbusinesswithyou.〔我們盼望與你方洽談業(yè)務(wù)?！矰ialoguesWritingPracticallearningTraining根據(jù)以下詢盤函，寫一封回復(fù)函GeneralEnquiryDearSirs,WehavebeeninformedbytheBankofU.S.Commerce,NewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbeabletogiveyouconsiderableorders,ifthequalityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.

Yoursfaithfully,VANCOUVERTEXTILESCORPORATIONDoityourselfDearSirs,WetakepleasuretoacknowledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingourquotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyanirrevocableL/Catsightinourfavor.Thisofferissubjecttoyourimmediatereplywhichshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.

Yoursfaithfully,CHINANATIONALTEXTILESIMP.&EXP.CORP.SHANGHAIHOMETEXTILESBRANCHKeytothisletterGeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample3.SpecificInquiryfromthebuyerDearSir,

WehaveintereststoyourQQkiteshownonCantonFair.PleaseofferyourmostcompetitivepriceatCIFLiverpoolfora20'FCL.Sendusalsotherelatedspecifications,packingandlatestdeliverytime.

Paymentwillbe100%anirrevocableL/CatsightandwepreferqualitycertificatebyS.G.S.

GeneralInquiryandSpecificInquiryDialoguesWritingPracticallearningTrainingSample3.SpecificInquiryfromthebuyerWewouldbemostgratefulifyoucouldsendusyourfirmofferimmediately.Ifyourpricemeets

ourclient'sdemand,thentheorderwillbeplacedwithyouonregularbasis.(Atleast6timesinayear.)

Lookforwardtoreceivingyourofferbyreturn.

BestregardsMr.SmithGlobalTradeCompany,KiteBranchE-mail:DearMr.Smith,

Thanksforyourkindinquiry.Weofferasfollows:

Commodity:BigQQkitesSpecifications:Size:150cm×100cmMaterial:RainproofsilkBodyframe:fibreglassSample4.ReplytotheSpecificInquiryDialoguesWritingPracticallearningTrainingGeneralInquiryandSpecificInquiryLine:nylonBestprice:USD15/pcsCIFLiverpoolPackage:100pcs/CTNtotal100CTNsina20'FCL.Delivery:Within15daysafterreceivingyourirrevocableL/Catsight.Payment:ConfirmedirrevocableL/Cpayableatsight

S.G.Squalitycertificateistooexpensive.WesuggestCIQisOkforkiteproduct.Sample4.ReplytotheSpecificInquiryDialoguesWritingPracticallearningTrainingGeneralInquiryandSpecificInquiry1.一般詢盤和具體詢盤有什么區(qū)別？DiscussingQuestionsDialoguesWritingPracticallearningTrainingSpecificproductsSpecificdetailsofprice,specifications,payment,insurancepackageandotherrequirementsSpecifictimefordeliveryWishesContactinformation2.WritingskillsofspecificInquiryfromthebuyerDiscussingQuestionsDialoguesWritingPracticallearningTrainingThanksReplyeachpointoftheinquiryclearlyQuickresponseASAPWishesContactinformationFormat:simpleandclear3.WritingskillsofreplytotheSpecificInquiryDiscussingQuestionsDialoguesWritingPracticallearningTraining4.實(shí)用句型PracticalSentences1〕IhopeyouwillmakeusthebestofferCIFNewYork.希望你能給我方紐約到岸價(jià)的最優(yōu)惠價(jià)格。2〕I'dliketoknowyouravailabilityoftheproductsandthetermsofsales,suchasmodeofpayment,delivery,discount,etc.

我想了解你們的供貨能力以及付款條件、裝運(yùn)條件和折扣等銷售條件。DialoguesWritingPracticallearningTraining根據(jù)以下詢盤函，寫一封回復(fù)函

SpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseBlanketCoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinBlanketCoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonBlanketCover,soastoacquaintuswith4materialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenDoityourselfDearSirs,ThankyouverymuchforyourletterofApril28,2004,wearepleasedtosendyousamplesandallthenecessaryinformationonBlanketCoverunderseparatecover.Atyourrequest,wearepleasedtomakeyouanoffer,subjecttoyourfinalconfirmation,asfollows:Commodity:“GoldenCock〞BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/SeptemberPayment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Asyouwillrealizefromthecataloguewesentyou,ourBlanketCoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,BaicuKeytothisletterSubject:offerforkitesDearSmith, Thanksforyoure-maildatedonApril15th,2021,enquiringforWeifangBigQQkites. WearemanufacturingvarioustypesofelegantkiteswhichBigQQisthenewtypewithbestdesign.Itisespeciallywelcomebychildren.Itispopularandwelcomenotonlyforitsbeautifuldesignbutalsoforitslowprice.

Basedonyourrequirement,wearequotingasfollows: BigQQkitesforchildrenplaying:

Sample5.OffersforKitesDialoguesWritingPracticallearningTrainingOfferCommodityname:BigQQSize:150cm×100cmMaterial:RainproofsilkBodyframe:fibreglassLine:nylonPrice:USD9.00/pcsFOBQingdaoShipment:within15daysafterreceivingyourirrevocableL/CatsightNote:Adiscountof5%maybeallowedifthequantityismorethan5000pcs.Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation.

Sample5.OffersforKitesDialoguesWritingPracticallearningTrainingOffer

Welookforwardtoyourearlyreply.

BestregardsWangDaweiWeifangKitePlantTel:86-536-8881234Fax:86-536-8881235Sample5.OffersforKitesDialoguesWritingPracticallearningTrainingOffer1.

offer與quote有什么區(qū)別？DiscussingQuestionsDialoguesWritingPracticallearningTraining國際貿(mào)易中，發(fā)盤〔Offer〕又稱發(fā)價(jià)，在法律上又稱“要約〞，是指買方或賣方向?qū)Ψ教岢龅母黜?xiàng)交易條件。發(fā)盤通常是一方收到對(duì)方的詢盤之后所提出的，但也可不經(jīng)過對(duì)方詢盤而主動(dòng)向?qū)Ψ教岢觥?/p>

Offer涉及到包括價(jià)格在內(nèi)的各種交易條件，而quote只涉及到價(jià)格。2.

什么是實(shí)盤？什么是虛盤？二者有什么區(qū)別？DiscussingQuestionsDialoguesWritingPracticallearningTraining(1)Firmoffer:referstoapromiseofsellingorbuyingthegoodsinacertaintimeaccordingtotheagreedprice.Oncetheotherpartyacceptstheoffer,itshouldnotbecancelledorchanged.(Itislegal.)實(shí)盤指承諾在一定時(shí)間內(nèi)按所屬價(jià)格出售或購置貨物，一經(jīng)對(duì)方接受，便不可更改。Itusuallycontainssuchexpressionsas“foracceptancewithin...days〞,“firmoffer〞,“bevalidbefore...〞,etc.Firmoffer－accept－itislikeacontractFirmoffer－refuse－itisofnoeffect(2)Non-firmoffer:isjustanexpressionforacceptancethetransactiontermswithoutanylegalpromise.只是表示對(duì)交易條件地接受，是沒有法律約束的承諾。Itusuallycontainsthewords“subjecttoourfinalconfirmation〞，“justforreference〞.Itcanbewithdrawnorchangedbysellers.3.WritingskillsofoffersforkitesDiscussingQuestionsReceivedyourinquiry,thanksReplytoinquiringpointsaccordinglyPromotionwithdetailsPromisewithoutengagementWaitforconfirmationandorderContactdetailsDialoguesWritingPracticallearningTraining4.實(shí)用表達(dá)PracticalExpressions1〕實(shí)用搭配tooffer/tomakeanoffer/tosubmitanofferingtomakeafirmoffer/offersb.firmtowithdrawanoffer/tocancelanoffertoalteranoffertoextendanofferDialoguesWritingPracticallearningTraining4.實(shí)用表達(dá)PracticalExpressions2〕實(shí)盤Weofferyoufirmsubjecttoyourreplyby17:00September30.Weofferyoufirmsubjecttoyourreplyreachingherewithin5daysfromtoday.DialoguesWritingPracticallearningTraining4.實(shí)用表達(dá)PracticalExpressions3)虛盤subjecttogoodsbeingunsold以商品未售為準(zhǔn)subjecttochangewithoutnotice如有變化，恕不通知subjecttopriorsale以先售為條件subjecttofluctuationsofmarket隨市場而變動(dòng)withoutengagement/obligation無約束力DialoguesWritingPracticallearningTraining5.實(shí)用句型PracticalSentences1〕Inouroffer,weshallmakeitourbusinesstochargeyouthelowestpossiblepriceforanyquantityyoumayrequire,inordertogiveyouanentiresatisfactionandtoretainyourcustomers.2〕Thisofferisfirmsubjecttoyourimmediatereply,whichshouldreachusnotlaterthantheendofthismonth.Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticularofferhaslapsed.3〕Theofferwillremainfirmuntil31stMarch,beyondwhichdatethetermsandpricesshouldbediscussedanew.4〕Theitemispresentlysoldout.Therefore,wecannotsendyouanoffer.5〕Asrequested,weareofferingyouthefollowingsubjecttoourfinalconfirmation.DialoguesWritingPracticallearningTraining

你在服裝出口公司工作，請(qǐng)寫一封棉質(zhì)T恤的實(shí)盤函，向買方提出各項(xiàng)交易條件。DoityourselfDearSirs,AsrequestedinyourletterofJune18th,weofferyoufirmasfollows,subjecttoyourreplyreachingusbytheendofthismonth.2000dozencottonshirtsatUSD60perdozenCIFNewYork.TheshipmentistobemadeduringJune.Werequirepaymentbyconfirmedirrevocableletterofcreditpayablebydraftatsight.Thisisthebestofferwecanmakeatpresentandwetrustthatyouwillacceptthisofferwithoutlossoftimeasthedemandforourcottonshirtsisheavy.Foryourreference,wearesendingyousomesamplesseparately.Yoursverytruly,ChunKeytothisletter判斷以下信函是實(shí)盤還是虛盤？并說明原因。DearSirs,WewelcomeyourinquiryofApril17thandthankyouforyourinterestinourWanlidaDVD.Ourproductsaresuper-thin.Thevoicequalityisbetterandpicturesareclearerthansamesortofproducts.WearepleasedtoofferyouUSD150persetatCIFNewYork.Paymentistobemadebyconfirmed,irrevocableL/Cpayablebydraftatsight.Pleasenotethatthereisnocommissiononourproducts,butadiscountof5%maybeallowedifthequantityofyourorderismorethan1000sets.Wehopeyouwillagreetoourofferandlookforwardtoreceivingyourorder.Thankyouagainforyourinquiry.Yoursfaithfully,ManagerDoityourself

Re:OfferforKites

DearMr.WangDawei,Thanksforyouroffer.Yourpriceistoohigh,anditisdifficultforustopushsalesinourmarket.OurtargetpriceisUSD6.00/pcsFOBQingdao.Furthermore,couldyouacceptapriceofCIFC3EMPbasisinsteadofFOB?Plsconfirm.Sample6.CounteroffersforkitesDialoguesWritingPracticallearningTrainingCounterOfferIt’sourfirsttransaction,soweonlywanttoplaceatrialorder.Plsconfirmtheminimumorder.Waitingforyourquickresponse.BestregardsMr.SmithGlobalTradeCompany,KiteBranchE-mail:Sample6.CounteroffersforkitesDialoguesWritingPracticallearningTrainingCounterOffer1.還盤有哪幾種情況？DiscussingQuestionsDialoguesWritingPracticallearningTraining受盤人在收到發(fā)盤后，有兩種處理方法：一種是完全同意發(fā)盤所提出的交易條件，并及時(shí)向?qū)Ψ桨l(fā)出接受通知，這就是所謂達(dá)成交易；另一種情況是，不同意發(fā)盤人在發(fā)盤中所提出的條件，并向發(fā)盤人提出自己的修改條件，這就是所謂的還盤。此外，還有一種有條件的接受，即在答復(fù)對(duì)方的發(fā)盤時(shí)，在表示“接受〞的同時(shí)，又附加上某種條件，這是還盤的另一種形式，實(shí)際上也是對(duì)發(fā)盤的拒絕。2.WritingskillsofcounterofferDiscussingQuestionsReceived,ThanksDisagreesomeofthepointsAmendmentsandimprovementswithnewrequirementsReasonsforamendmentsWaitingforconfirmationContactinformationDialoguesWritingPracticallearningTraining3.實(shí)用表達(dá)PracticalExpressions1〕對(duì)價(jià)格的抱怨我們很遺憾告知你方，盡管我們很滿意你方產(chǎn)品的質(zhì)量，但我們認(rèn)為你方價(jià)格偏高。Weregrettoinformyouthatyourpriceisratheronthehighsidethoughweappreciatethegoodqualityofyourproducts.我們很遺憾你方價(jià)格與現(xiàn)行價(jià)格不符。Weverymuchregretthatyourpriceisoutoflinewiththeprevailingmarket.盡管我