函電交易磋商教案

Inquiry,OfferandCounter-offerLearningAims:1.Toknowabouttheinformationtobecoveredingeneralinquiryandspecificinquiry2.Tounderstandthedifferencebetweenfirmofferandnon-firmofferandbeabletowritethemindependently3.Tobeabletoplace,declineandacceptordersinwritingInthischapter,studentswillacquireappropriateknowledgeaboutfourmainstepsinbusinessnegotiation:inquiry,offer,counter-offerandacceptance.Section1InquiryandReply（第六次交易磋商，共四節(jié)）BriefIntroduction:Inquiryisthefirstrealstepinbusinessnegotiation.Itisusuallymadebythebuyerswithoutengagement.Whenmakinganinquirythebuyermayaskaboutprice,catalogue,packing,deliverydate,termsofpaymentandsoon.Aninquiryshouldbeclearandtobethepoint.Therearetwokindsofinquiry,generalinquiryandspecificinquiry.Iftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry,alsocalledafirstinquiry,whichshouldbeginbytellingthemhowyouobtainedhisnames.Somedetailsofyourbusiness,suchasthegoodshandled,quantitiesneeded,usualtermsoftradeandanyinformationlikelytoenablethesuppliertodecidewhathecandoforyou,willalsohelp.Iftheimporterintendstopurchasecertainproducts,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Abuyerusuallymakesaninquirytoinviteaquotationorofferfromthesellerinordertobuyacertainproductorobtainakindofservice.Replylettersanswerquestions,supplyspecificinformationandattempttomeettheneedsofthosewhomaketherequests.Thereforewritingofinquirieshasbecomethegeneralpracticeininternationalbusinesscorrespondence.Howtowriteaninquiry?Agoodinquiryshouldbesimple,clear,specificandconcise.(1)Generalinquiry:Tellthesourceofinformationandabriefself-introductionExpresstheintentionofwritingtheletter(Askforacatalogue,samplesorapricelist)Statethepossibilityofplacinganorder(2)SpecificInquiry:Tellthenamesanddescribethegoodsinquiredfor,includingspecifications,quantity,etc.AskwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpectStatethepossibilityofplacinganorderHowtowriteareply?Agoodreplytoaninquiryshouldbeprompt,courteous,objectiveandentire,andcontainalltheinformationyourcustomerrequired.You’dbetterassureyourclientsthatyouhavefullconfidenceinyourproductorservice.Beginthereplybyrepeatingthedateandtheinquiry.Iftheinquiryisfromanoldclient,youmaytellhimthatyouaregladtohearfromhimagain.Giveafullanswertotheinquiry.Ifyoucannotdoasrequested,trytoofferasubstitute.Youmayendyourletterbyhopingthattheinformationyouprovidedishelpfulandbyofferingfurtherhelp.Case1我方是哥本哈根東部的一家紡織品經(jīng)銷商，有著多年的從業(yè)經(jīng)驗。在從我駐外使館商務(wù)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(wù)關(guān)系并索要對方的商品目錄和價目單。KeyWords&Phrasesinquiry/enquiry[in'kwai?ri]n.詢價，詢盤embassy['emb?si]n.大使館competitive[k?m'petitiv]a.有競爭力的quantity['kw?ntiti]n.數(shù)量leading['li:di?]a.第一位的，最主要的textiles['tekstails]n.紡織品promising['pr?misi?]a.有前途的pillowcase['pil??keis]n.枕套Copenhagen[.k?up?n'heig?n]n.哥本哈根dealer['di:l?]n.經(jīng)銷商，商人profitable['pr?fit?b?l]a.有利可圖的learnfrom從……得知CommercialCounselor’sOffice商務(wù)參贊處handicraftarticle手工藝品inthislineofbusiness在這一行業(yè)中allcottonbedsheets全棉床單inthehopeofdoingsomething希望做某事atyourearliestconvenience盡早termsofpayment付款方式UsefulSentencesWelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyou…WehaveobtainedyournameandaddressfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyou…WewouldliketointroduceusasoneoftheleadingimportersofhandicraftarticlesinCanada.Wearealeadingcompanywithmanyyears’experienceintheimportofhandicraftarticles.Weenjoyagoodreputationinternationallyinthecircleofhandicraft.Weareverymuchinterestedinyourbrocadehandbags,andwouldappreciateitifyouwillletushaveinformationastoprices,quantityavailable,andtheotherrelativeparticulars.Asweareinthemarketforbrocadehandbags,wouldyoupleasesendusacopyofyourillustratedcataloguewithdetailsofyourpricesandpaymentterms?Letter1GeneralInquiry（普通詢盤）DearSirs,WelearnfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouarealeadingexporterofallcottonbedsheetsandpillowcasesinyourcountry.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Wearelargedealersintextiles,locatedattheeastofCopenhagen,havingmanyyearsofexperienceinthislineofbusinessandthereisapromisingmarketinourcountryforyourproducts.We’dliketosendusyourcatalogueandpricelistatyourearliestconvenience.Wehopethiswillbeagoodstartforourlongandprofitablebusinessrelations.Yoursfaithfully,MarkMatthewsMarkMatthewsCase2出口商在收到詢盤信后，給予答復(fù)。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(chǎn)品的質(zhì)量及工藝，單獨(dú)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。KeyWords&Phrasescraftsmanship['krɑ:ftsm?n?ip]n.技能，技術(shù)enclose[in'kl?uz]vt.隨信附寄illustratedcatalogue帶有插圖的目錄byseparatepost=underseparatecover單獨(dú)郵寄irrevocableL/Catsight不可撤銷的即期信用證bulkpurchase批量采購UsefulSentencesWearepleasedtoreceiveyourenquiryofSeptember10andareenclosingourillustratedcatalogueandpricelistasrequested.WearepleasedtoknowthatwehavebeenrecommendedbyABCCompany.Wehopetheaboveinformationwillturnouttobeusefultoyou.Pleasefeelfreetocontactusagainifyouhaveanyfurtherquestions.Letter2ReplytoaGeneralInquiry（普通詢盤的回函）DearMr.Cameer,WewelcomeyouforyourenquiryofMay16andthankyourinterestinourexportcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsobyseparatepost,wearesendingyousomesampleswhichwillshowyouclearlythequalityandcraftsmanship.You’llfindthatourproductsarebothexcellentinqualityandreasonableinprice.Weoffera3%discountforbulkpurchase.PaymentistobemadebyirrevocableL/Cpayablebydraftatsight.Thankyouagainforyourinterestinourproducts.Ifyouwouldliketohavemoreinformation,pleaseletusknowassoonaspossible.We’llbegladtoassistyouinanywaywecan.Yoursfaithfully,JaneStottJaneStottCase3我方是韓國一家毛衣的主要進(jìn)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。KeyWords&Phrasescommission[k?'mi??n]n.傭金inthemarketfor=beinterestedinbuyingsth.有意買某物promptattentiontosth.及時關(guān)注某事quotesb.apriceforsth.向某人就某物報價placeanorderwithsb.forsth.向某人就某物下訂單theminimumquantity最低出口量UsefulSentencesPleasequoteusyourlowestprices/rockbottompriceforthisproduct,CIF…,includingour5%commission.Wemayplaceregularordersforlargequantitiesifyourqualityissuitableandthepricescompetitive.Ifthequalityofyourbrocadehandbagsissatisfactoryandthepricesacceptable,weshallbeabletogiveyouconsiderableorders.Howmuchdiscountcouldyouofferonanorderofthissize?Wefinditthemosthelpfulifyoucansupplysamplesofyourproducts.Wewouldalsoliketoknowtheminimumquantitypercolorandperdesign.WeshouldliketoknowifyoucansupplytheproductsbytheendofJune.Yourpromptattentiontothismatterwillbemuchappreciated.Letter3SpecificInquiry（具體詢盤）DearSir,WeareoneoftheleadingimportersofsweatersinKorea.WehaveseenyourproductsdisplayedattheCantonFair.Atpresent,weareinthemarketforyoursweater,ItemNo.GE-0756.WillyoupleasequotethelowestpriceCIFPusan,inclusiveofour5%commission,statingtheearliestdateofshipmentandtermsofpayment?Wewouldfinditthemosthelpfulifyoucouldprovideuswiththesamplesofdifferentcolors.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Anearlyreplywillbeappreciated.Yoursfaithfully,Case4ReplytoaSpecificInquiry（具體詢盤的回函:可供貨）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(fù)。KeyWords&Phrasesassorted[?'s?:tid]a.多樣混合的,各色俱備的cordially['k?:dj?li]ad.誠懇地，誠摯地anticipate[?n'tisipeit]vt.預(yù)期，期望await[?'weit]vt.等候,準(zhǔn)備...以待specification[.spesifi'kei??n]n.規(guī)格，說明書takeadvantageof利用withkeeninterest殷切地UsefulSentencesThankyouverymuchforyourletterofMay23askingustoquotefor1000dozenmen’sshirts.ReplyingtoyouenquiryofMay8,wehavethepleasureofquotingofourbrocadehandbagsasfollows.Wehopethequotationwillproveacceptabletoyouandarelookingforwardtoreceivingyourordersoon.Wehopethatourquotationwillbeacceptabletoyou,andawaitwithkeeninterestyourformalorders.Unfortunately,therequiredspecificationisnotavailableatpresent.Letter4ReplytoaSpecificInquiry（具體詢盤的回函:可供貨）DearSir,ThankyouforyourinquiryofMay8andwearepleasedtosendyouourquotationforthegoodsyourequiredasfollows:Commodity:Women’ssweaterinassortedcolors,ItemNo.GE-0756Size:Large(L),Medium(M),Small(S)MaximumExportQuantity:100dozenpercolorPrice:US$40.00perdozen,CIFC5%PusanShipment:within25daysafterreceiptofL/CPayment:beirrevocableL/CatsightYouarecordiallyinvitedtotakeadvantageofthisattractiveoffer.WeareanticipatingalargeorderfromJapan,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourfirstorder.YoursFaithfully,PracticeReplytoaSpecificInquiry（普通詢盤的回函：不可供貨）WriteareplytotheaboveSpecificInquiry,tellingtheinquirertherequiredspecificationisnotavailableandhopingtheinquirertotakeitemNo.GE-0578intoaccount.Notes:外交人員：大使、公使、參贊、秘書、武官、商務(wù)代表等，都是一國派往外國的外交人員。大使：主要指責(zé)為負(fù)責(zé)外交代表機(jī)關(guān)職能的實(shí)施和遵照本國政府指令全權(quán)處理外交代表機(jī)關(guān)的事務(wù)。公使：全稱為“特命全權(quán)公使”或“全權(quán)公使”。公使為外交使節(jié)的第二等級，由國家元首派遣，其所受禮遇僅次于大使。參贊：外交官的一種職銜。其外較低位僅次于大使、公使。有些國家參贊還分為政務(wù)參贊、商務(wù)參贊、經(jīng)濟(jì)參贊、農(nóng)業(yè)參贊、科技參贊、教育參贊、文化參贊，分別由派遣國有關(guān)部門派出，協(xié)助使館館長分管有關(guān)業(yè)務(wù)。相關(guān)的中英文表達(dá)方式如下：ambassador大使ambassadorextraordinaryandplenipotentiary特命全權(quán)大使minister到國外去的處理某一事項的大使、公使political/commercial/economic/pressandculturecounselor政務(wù)/商務(wù)/經(jīng)濟(jì)/新聞文化參贊commercialcounselor’soffice商務(wù)參贊處CIF=Cost,Insurance&FreightCIF即成本、保險費(fèi)加運(yùn)費(fèi)（……指定目的港），其是指在裝運(yùn)港當(dāng)貨物越過船舷時，賣方即完成交貨，賣方必須支付將貨物運(yùn)至指定的目的港所需的運(yùn)費(fèi)和費(fèi)用，但交貨后貨物滅失或損壞的風(fēng)險，及由于各種事件造成的任何額外費(fèi)用，即由賣方轉(zhuǎn)移到買方。但是，在CIF條件下賣方還必須辦理買方貨物在運(yùn)輸過程中滅失或損壞風(fēng)險的海運(yùn)保險。CFR=Cost&Freight（成本加運(yùn)費(fèi)<……指定目的港>）。CFR是指在裝運(yùn)港貨物越過船舷賣方即完成交貨，賣方必須支付將貨物運(yùn)至指定的目的港所需的運(yùn)費(fèi)和費(fèi)用，但交貨后貨物滅失或損壞的風(fēng)險，以及由于各種事件造成的任何額外費(fèi)用，即由賣方轉(zhuǎn)移到買方。FOB=FreeonBoard（船上交貨<……指定裝運(yùn)港>）。FOB是指貨物在指定的裝運(yùn)港越過船舷，賣方即完成交貨。這意味著買方必須從該點(diǎn)起承當(dāng)貨物滅失或損壞的一切風(fēng)險。FOB術(shù)語要求賣方辦理貨物出口清關(guān)手續(xù)。3. Commission（1）傭金的含義。傭金是中間商因介紹交易或代買商品而獲取的報酬。作為中間商因其有一定的貿(mào)易渠道，所以通過其開展交易已是國際貿(mào)易中的一種普遍做法。（2）傭金的分類。傭金分為明傭（opencommission）和暗傭（sleepcommission）兩種。明傭是指在合同中已明確確定下來的傭金。暗傭是指在合同中沒有標(biāo)明，而由雙方另行約定。傭金數(shù)額的計算一般按發(fā)票金額總值，即CIF價格或CFR價格乘以傭金率而得，但金額較大的也有按FOB凈價計傭的。（3）傭金的表示方法。在商品中包括傭金時，通常應(yīng)以文字來說明。例如：“每公噸580美元CIF舊金山，包括2%傭金（US$200perM/TCIFSanFranciscoincluding2%commission）”;或“每公噸580美元CIF2%舊金山（US$200perM/TCIFC2%SanFrancisco）”。需要注意的是，傭金的比率一般掌握在1%-5%之間，不宜偏高。（4）傭金的計算方法。計算傭金按成交金額或成交商品的數(shù)量。在按成交金額計算時，有的以發(fā)票總金額作為計算傭金的基數(shù)，有的則以FOB總值為基數(shù)來計算傭金。如按CIFC成交，而以FOB值為基數(shù)計算傭金時，則應(yīng)從CIF價中減去運(yùn)費(fèi)和保險費(fèi)，求出FOB值，然后以FOB值乘傭金率，即得出傭金額。計算傭金的公式如下：單位貨物傭金額=含傭價×傭金率凈價=含傭價-單位貨物傭金額凈價=含傭價×（1-傭金率）含傭價=凈價/（1-傭金率）值得注意的是，如在洽商交易時，我方報價為10000美元，對方要求3%的傭金，在此情況下，我方改報含傭價，按上述公式算出應(yīng)為10309.3美元，這樣才能保證實(shí)收10000美元。（5）傭金的支付方法。一種是由中間代理商直接從貨架中扣除傭金；另一種是在委托人收清貨款之后，再按實(shí)現(xiàn)約定的期限和傭金比率，另行付給中間代理商。在支付傭金時，應(yīng)防止錯付、漏付和重付等事故發(fā)生。按照一般的慣例，在獨(dú)家代理情況下，如委托人同約定地區(qū)的其他客戶達(dá)成交易，即使未經(jīng)獨(dú)家代理過手，也得按約定的比率付給其傭金。4. quote報價，開價嚴(yán)格來說，它僅報一項價格，不包括數(shù)量、交貨等。常用的句型為quotesb.priceforsth.e.g.Wewillquoteyouthelowestpriceifyousendusyourspecificenquiry.如提出具體詢價，我們將給貴公司報最低的價格。有時可用quotesb.forsth.,即把price省去。e.g.Pleasequoteusfor500dozenofprintingaprons.請給本公司報500打印花圍裙價格。也可用quotesb.apricee.g.Pleasequoteusyourbestprice.請報貴公司最好的價格。5. placeanorderwithsb.forsth.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.Ifyourpricesarecompetitive,weshallbepleasedtoplaceanorderwithyouforprintingbedcovers.若貴公司價格具有競爭力，則本公司將訂購印花被套。2）表示各種訂單的說法有：regularorder長期訂貨trialorder試訂單first/initialorder首筆訂單substantialorder大宗訂單repeatorder再次訂貨/續(xù)訂單6. appreciate可接名詞或動名詞作賓語，不可接不定式。e.g.Wehighlyappreciateyourkindcooperation.我們十分感激貴公司的合作。Weshallappreciateitifyousendusapamphletandfoursamplesbyairimmediately.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。Weshallappreciateyourgivingthismatteryourseriousconsideration.請貴公司對此事認(rèn)真考慮為感。7. price跟對方談到價格優(yōu)勢時，常用表達(dá)有：competitive（競爭的），workable（可行/做的），suitable（合適的），favorable（優(yōu)惠的），realistic（實(shí)際的）等。8. asrequested應(yīng)你方要求也可用atyourrequest,attherequestofsb.應(yīng)某人的要求e.g.Asrequested,wearegivingyouanestimateofapproximaterequirementsfornextyear.應(yīng)你方要求，寄上一份明年所需貨物的預(yù)估表。Atyourrequest,wehaveamendedtheL/C.應(yīng)貴公司要求，我們已經(jīng)修改了信用證。Wearesendingthecountersampleattherequestofyouragent.應(yīng)貴公司代理商要求，寄上對等貨樣。9. irrevocableL/C=irrevocableletterofcredit不可撤銷的信用證irrevocabledocumentaryletterofcredit不可撤銷的跟單信用證10. discountn.折扣常用作：allow/give/make/grant…%discountoff/onthepricesofgoods按貨價給予…….%的折扣cashdiscount現(xiàn)金折扣quantitydiscount數(shù)量折扣specialdiscount特別折扣e.g.Wegive10%discountforcashpayment.現(xiàn)金付款，我們給予九折優(yōu)惠。Wearepreparedtoallowyouaspecialdiscountof5%tocompensateforthetroublewehavecaused.我們準(zhǔn)備給與你們5%的特別折扣，以補(bǔ)償給你方造成的不便。Thehighestdiscountwecanallowyouonthisarticleis10%.這種商品我們所能給的最高折扣是10%。Tobefrankwithyou,adiscountof4%wouldn’thelpverymuch.坦率地說，4%的折扣意義不大。11. asfollows=aswhatfollows如下e.g.Ourpriceisasfollows.本公司的價格如下。Wequotethepricesasfollows.本公司報價如下。12. offer報盤（包括交易的種種條件，如貨名、規(guī)格、數(shù)量、價格、船期及答復(fù)期限等）e.g.Wecanofferyouvariouskindsoflaundrybaskets.我們可以報盤各種洗衣筐。Wecanofferyoulargequantitiesofheaddressflowersatattractiveprice.我們能以很具吸引力的價格給貴公司報盤大量頭花。Offer還可以用作名詞，在makeoffer,sendoffer,giveoffer后通常接介詞for,間或接on.e.g.Pleasemake/sendusanofferforgoldandsilverthreadembroideredarticles.請報金銀繡品價格。13. anticipatev.期望，期待e.g.Weanticipatehearingfromyouagain.我們期待再收到貴公司的來信。Weanticipateyourfavorablereplytothismatter.我們期待貴公司對此事的有利答復(fù)。Section2OfferandCounter-offer（第七、八次交易磋商，共八節(jié)）BriefIntroduction:1.OfferAnofferisapromisemadebythesellertosupplygoodsonthetermsstated.Offerscanbedividedintotwotypes:firmofferandnon-firmoffer.Afirmofferistheirrevocableofferwithengagementwhileanon-firmofferistherevocableofferwithoutengagement.2.Counter-offerInthecourseofinternationalbusinessnegotiation,afterreceivingtheoffermadebytheseller,ifthebuyermaynotagreewiththeprice,orpacking,orshipment,orotherimportanttradetermsstatedintheoriginalofferandthenputforwardthecounter-proposalonthosetradetermsunacceptable.Andseveralcounter-offersfromthebargainingofthebusinessjustliketheprocessofnegotiating.HowtoMakeanOffer?Anexpressionofthanksfortheinquiry.Anoffershouldincludethemajortermsofthetransaction:nameofthegoods,quality,quantity,specification,detailsofprices,discounts,termsofpayments,packinganddateofdelivery.Talkaboutthemarketandsupplysituationtoinduceanorder.Introduceotherproductstoincreasethechanceofbusiness.Endyourletterbyexpectingtheorder.Donotmakeyourlettertoolong.HowtoMakeaCounterOffer?Thanksfortheoriginaloffer.Thereasonsforinabilitytoaccepttheoffer:pointoutthedecliningmarket;talkaboutoffersfromothersuppliers.Thecounter-proposal.Expectationofacceptance.HowtoReplyaCounterOffer?Areplytoacounteroffer,whetherfavorableorunfavorable,shouldbepunctual,courteousandconsiderate.Thereasonsforinabilitytoacceptthecounterofferinanunfavorablereply:talkaboutthecostofmaterialYourproposal:makeapriceconcessiononconditionsExpectationofacceptanceCase1AFirmOffer在收到對方關(guān)于熊貓牌彩電的詢盤信后，公司對該彩電發(fā)出實(shí)盤報價。KeyWords&Phrases:unique[ju:'ni:k]a.唯一的，獨(dú)特的superior[sju:'pi?ri?]n.長者，高手，上級a.較高的，上好的discriminating[dis'krimineiti?]a.識貨的，有鑒賞力的firmoffer實(shí)盤confirmedL/C保兌的信用證besubjectto以……為條件，以……為有效offerisvalidfor報盤有效期為intheseller’sfavor以賣方為受益人timeofshipment裝運(yùn)時間arushoforders大量訂單regularorder長期訂貨appealto吸引UsefulSentences:InreplytoyourenquiryofMay24,wetakethepleasureofmakingyouthefollowingoffer.OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.Thefirmofferissubjecttoyourreplyreachingherebefore…Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.Wemakeyouafirmofferforbrocadehandbags.Anyordersyouplacewithuswillbeprocessedpromptly.Thisofferremainsfirm/validuntil…Letter1AFirmOfferDearSir,Thankyouforyourenquiryfor“Panda”BrandColorTVSetsdatedMay16.Asrequested,wearenowmakingyou,subjecttoourreplyreachinguswithin10days,thefollowingoffer:Commodity:“Panda”BrandColorTVSetsItemNo:Gb-8907Quantity:1,500setsPrice:USD450.00persetCIFAlexandriaPayment:ByconfirmedirrevocableL/Cpayablebydraftatsightintheseller’sfavorShipment:tobeeffectedwithin28daysafterreceiptofL/COurproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality,whilewhichwillappealtodiscriminatingbuyers.Wehavesomeregularordersathand.Ifyou’reinterestedinourproducts,pleaseplaceyourorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,Case2在收到對方關(guān)于熊貓牌彩電的詢盤信后，公司對該彩電發(fā)出虛盤報價。KeyWords&Phrases:fluctuationn.波動，起伏non-firmoffer虛盤beinreceiptof收到withoutengagement無約束力withreferenceto關(guān)于takepleasureindoingsth.很高興地做某事UsefulSentences:Wearenowmakingyouthefollowingofferwithoutengagement.Weoffer,subjecttogoodsbeingunsold.Weoffer,subjecttopriorsale.WeareinreceiptofyourenquiryofMay24,andsendyousamplesofourvariousbrocadehandbags,forwhichwecanquoteyouasfollows.Asthepricesquotedareexceptionallylowandlikelytobeadjusted,wewouldadviseyoutoplaceorderswithoutdelay.Wearenowmakingyouanoffersubjecttoourfinalconfirmation.Theofferissubjecttochangewithoutnotice.(本報盤以隨時更改而毋需另作通知為條件)Thesequotationsareallsubjecttothefluctuationofthemarket,andwehopetohaveyourdefiniteenquiriesshortly.Letter2ANon-firmOfferDearSir,WithreferencetoyourenquiryofMay16,wetakepleasureinmakingthefollowingoffer.“1,500setsof‘Panda’BrandColorTVSets,atUSD450.00persetCIFAlexandriaforshipmenteffectedwithin28daysafterreceiptofL/CforpaymentbyconfirmedirrevocableL/Cpayablebydraftatsight,whichwehopeyouwillfindinorder.Pleasenotethatthisofferissubjecttogoodsbeingunsold.”Aswehavereceivedlargenumberofordersfromourclients,itisquiteprobablethatourpresentstockmaysoonrunout.Wewouldthereforesuggestthatyoutakeadvantageofthisattractiveoffer.Welookforwardtoreceivingyourorder.Yoursfaithfully,Case3價格是貿(mào)易雙方極為關(guān)注的交易條件。我方在收到有關(guān)彩電的報盤信后，認(rèn)為其報價太高，于是對其價格進(jìn)行了還盤。KeyWords&Phrases:acknowledge[?k'n?lid?]a.確認(rèn)，承認(rèn)，答謝make[meik]n.牌子justify['d??stifai]v.證明……是正當(dāng)?shù)腶llowance[?'lau?ns]n.津貼，寬容decline[di'klain]v.拒絕makeaconcessiontosomebody向某人做出讓步makesomeallowance打折扣beonthehighside偏高beoutofthelinewith與……不一致inviewof鑒于UsefulSentences:Weappreciatethegoodqualityofthesebrocadehandbags,butunfortunatelyyourpricesappeartobeonthehighside.MayIsuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?Inviewoftheabove,wesuggestthatitistoyourinteresttoacceptourpricewithoutdelay.Yourbidisoutoflinewiththecurrentmarketprice.Yourcompetitorsareofferingconsiderablylowerprices,andunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.Wedonotseeanyadvantageinyourquotations,andwouldliketoknowwhetheryouhaveanybettervaluetooffer.Asthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusaverysmallmarginofprofit.Letter3ACounterOfferDearSir,Weacknowledgereceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.WealsohavesimilaroffersfromKoreanmake.Theirpricesare5%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say5%,onyourprices.Otherwisewehavetodeclineyouroffer.Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible.Yoursfaithfully,Case4在收到有關(guān)于彩電的還盤后，考慮到熊貓牌彩電在市場上推廣的需要，便接受了其還盤。據(jù)此，雙方交易即告成功。KeyWords&Phrases:beappreciativeof對……表示感謝concludethistransaction達(dá)成交易makeanexception破例giveadiscountof…%onsth給某物……%的折扣fullcommitments任務(wù)已滿UsefulSentences:WeareappreciativeofyourletterofJune8,requestingtoallowyouan8%reductioninprice.Weacceptyourcounter-offerofJune8,andarepleasedtoconcludethetransactionofbrocadehandbagswithyou.However,inordertodevelopourmarketinyourplace,wehavedecidedtoacceptyourcounter-offerasanexceptionalcase.Inviewofthelong-standingbusinessrelationsbetweenus,wehavedecidedtoacceptyourcounter-offer.Wehaveconcludedthebusinessthroughmutualeffortsandhopethisisagoodbeginningforthetradebetweenus.Thereisnoroomtomakeanyfurtherreductioninprices.We’vealreadycutdownourpricestocostlevel.Owingtofullcommitments,weregrethavingtodeclineyourorder.Wehavemanagedtoremainthepresentpricedespitetheincreasedcostofrawmaterials.Weregretthatwehaven’thadanystockofthearticlerequiredbyyou.Letter4AcceptanceDearSir,WeareappreciativeofyourletterofMay20whichrequesteda5%discount.Itisourcompany’spol