商贸英语王玉环赖艳主编课件习题答案

《商贸英语王玉环赖艳主编课件习题答案》由会员分享，可在线阅读，更多相关《商贸英语王玉环赖艳主编课件习题答案（75页珍藏版）》请在装配图网上搜索。

1、Chapter Five新编外贸英语教程Enquiry and Offer Contents Teaching ObjectivesText AnalysisSpecimen Letters Chapter FiveSkill TrainingExercises 新编外贸英语教程 Teaching ObjectiveUpon completion of this chapter, you willn Understand what is enquiry and how to make enquiriesn Understand what is an offer and how to make

2、offers n Identify the differences between a firm offer and a non-firm offern Know what is counter-offer and how to make counter-offers n Write fluent English letters on enquiry, offer and counter-offer Introduction to the ChapterlFocus of the chapter Learn what is enquiry, offer, counter-offer and c

3、ounter-counter-offer, as well as how to write enquiry, offer and counter-offer letters. Make clear firm offer and non-firm offer.lTeaching methods Theoretical illustration 效力;合法性; （正式的）认可2. 正当;正确;确实revokedrivuk vt.撤销, 取消, 废除 dispatch dispt vt.派出，调遣；发送，发出n.急件，快信 5.2.1 Firm offer/Definite offeru words

4、 frequently used in a firm offer firm, valid, good, open, enforce, for effective subject to reply byu Examples of offer expressions 1) We offer you firm subject to reply by 4 p.m. our time, Tuesday, 10th Sept. 2) In reply, we offer firm, subject to your reply reaching us on or before Oct. 16 for 200

5、 metric tons of Peanut at $350 net per metric ton CIF Hong Kong. 5.2.2 Non-firm offer/Indefinite offer Definition A is an expression of wishes made by the offerer to do business with the offeree according to certain transaction terms with some reservations. 虚盘即无约束力的报盘。发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确（no

6、t clear）,或者主要条件不完备（not complete），或者不是最后的（not f i n a l），这种发盘对发盘人物约束力（w i t h o u t engagement）。一般情况下，多数报盘均为虚盘。 non-firm offer虚盘，不确定发盘。又称非确定报价，是指不含明确意义的报价，也就是发盘人有保留地愿意按一定条件达成交易的一种表示。 5.2.2 Non-firm offer/Indefinite offer Characteristics unclear incomplete with s no term of validity no binding forcere

7、servation rezvein n. 保留意见，保留态度 5.2.2 Non-firm offer/Indefinite offeru Words frequently used in a non-firm offer subject to our final confirmation subject to prior sale subject to change without notice for reference only etc. u Examples of non-firm offer expressions 1. We offer Perfect woolen sweater

8、 for women, shipment in July, CIF London $180 apiece. 2. We offer you subject to change without notice. 3. We make you an offer subject to our final confirmation. 5.2.2 Non-firm offer/Indefinite offer A satisfactory offer should includen An expression of thanks and prompt reply for the inquiry, if a

9、ny.n Detailed description of the commodity, like name, quality, s, quantity, price, discounts, terms of payment, time of shipment, packing conditions, etc. to enable the customers to make a decision.n Good comments on your commodity. n If it is a firm offer, show a frame time during which the offer

10、is valid; if not, remark t h e o f f e r i s m a d e w i t h o u t engagement.n An expression of hopes for an order. specification .spesifikein n.规格，详述to the effect that大意是，含义是；大意是以便 5.2.2 Non-firm offer/Indefinite offer warm note Different understandings do exist regarding firm or non-firm offer in

11、 international trade. Therefore, it is necessary for the international traders to make sure when they will be bound by their own offers or how they should interpret offers made to them. 5.2.3 Proforma Invoice: a Special Offer Definition In business practices, is an invoice sent for forms sake. Unlik

12、e an ordinary invoice, it does not bind either the seller or the buyer, which is not necessarily involved in every transaction. Major purpose of proforma invoice Proforma invoice is usually used to enable the buyer to make the necessary preliminary arrangements such as obtaining an import license fo

13、r the goods he would like to order, or to inform the buyer of the amount payable for goods to be shipped. A Model Proforma Invoce proforma invoiceprf:m 形式上的，预计的； 形式发票,估价发票,试算发票 5.2.3 Proforma Invoice: a Special Offer Why Proforma Invoice is a Special Offer?l A proforma invoice must list the major tr

14、ade terms such as name of the commodity, quantity, price, shipment, terms of payment and the detailed financial information about the sellers.l Since it is issued before the conclusion of business, proforma invoice can be regarded as a special offer, to serve as a formal quotation or as a price refe

15、rence. Therefore, proforma invoice can serve as a special offer. n n AHE IMPORT & EXPORT CO.，LTD. ADD: 60,NONGJU RD QUTANG NANTONG JIANGSU CHINATEL: 86-513-8603269 FAX: 86-513-8603144 PROFORMA INVOICE NO: PRO-01-22 TO： LEBRUN FRANCE. DATE November 10, 2009NOTE： THIS PROFORMA INVOICE IS VALID UP TO J

16、an.20,2010 。 Shipping Marks Commodities & Specifications Quantity Unit Price Amount LEBRUN SERIE S/S COOKWARE ( WITH BLUE RING CNF ANTWERP 1800 SETS / USD9.75 USD17,550.00 300CTNS 600 USD4.2.0 USD2520.00 SETS / 100CTNS USD5.60 USD6720.00 1200 SETS / USD7.65 USD9180.00 200CTNS TOTAL USD35970.00 BAKEL

17、ITE HANDLES) SAUCEPAN 5 PCS SETS CASSEROLES DIAM 20 CM X 10 CM CASSEROLES DIA 5 CASSEROLES 24 CM X 12 CM OSLO 6 SERIES 1.PAYMENT: L/C AT SIGHT 2. PACKING: EACH PACKED IN COLOR BOX, THEN IN CARTONS. 3. PORT OF LOADING : GUANGZHOU, CHINA 4. PORT OF DISPATCHING/DESTINATION: ANTWERP 5. DELIVERY: ON/BEFO

18、RE DECEMBER 28, 2009 6. OTHERS 5.3 Counter-offer Definition is a refusal of an offer. In the process of business negotiation, when a buyer or offeree is dissatisfied with certain terms and conditions in an offer, he may put forward a new set of terms or make a conditional acceptance by changing some

19、 conditions in the offer, which is called counter-offer. 还盘是指接盘人对所接发盘表示接受，但对其内容提出更改的行为。还盘实质上构成对原发盘的某种程度的拒绝，也是接盘人以发盘人地位所提出的新发盘。因此 ，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。 Counter-offer还盘 5.3 Counter-offer Content of counter-offer A counter-offer may be directed against the price, or the terms of payment, or dis

20、count, or the means of transportation or other trade terms. In a counter-offer the offeree may make additions, limitations or modifications for his own interest. Once a counter-offer reaches the offerer, the offer he made before is lack of binding automatically. In this sense, we may say that a coun

21、ter-offer made by the former offeree is a new offer. The former offeree becomes an offerer now, and the former offerer turns to be an offeree. In the following business process, the new offeree may choose to reject, counter offer again or accept the counter-offer. 5.3 Counter-offerWhat should be inc

22、luded in a counter-offern Expression of your thanks for the sellers offer.n Your inability to accept the offer and the reasons for it.n Your concrete advice or amendments to certain terms or conditions.n Your hope for mutual beneficial cooperation. 5.3 Counter-offerExamples of counter-offers against

23、 price or packagen While appreciating the good quality of your woolen sweater, we find your price is rather too high for the market we wish to supply. n The packing of goods offered does not meet our standards. Could you use packing which is secure against breakage?n As the competition here is very

24、keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit. In fact, we have received from another supplier in your country a much attractive offer about 10% below your price. 5.3 Counter-offer Warm tip In the counter-offer the writer should choose polite

25、but to the point words to state your position in a reasonable way. 还盘是在双方为签订合同而进行的谈判期间，一方对另一方的前一报盘做出的反应。还盘意味着自动拒绝前一报盘，这个拒绝既可以是全部拒绝，也可以是对其中一项或几项不甚满意，提出自己的意见，交易中将之视为新的报盘。 5.4 Counter-counter-offer Definition Although counter-offer means the refusal of an offer, it still brings about opportunity and ho

26、pe for making a deal in the future. Therefore, when the offeree (the seller or the exporter) receives a counter-offer, he has the right to agree or disagree to the terms in the new offer. Whether he agrees or disagrees, he should let the buyer or importer know his intention via correspondence or tel

27、ephone. The message in written or by phone call is known as a . counter-counter-offer 再还盘。如果另一方对还盘内容不同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。 5.4 Counter-counter-offer Examples of counter-counter-offern Although we are anxious to open up business with you, the price we of

28、fered is very practical, so we are sorry to say that your counteroffer is unacceptable.n In view of our longstanding business relations, we can consider a price reduction.n Your price is acceptable, provided you increase the quantity of your order to 1200 sets. 5.4 Counter-counter-offer Importance o

29、f counter-offer & counter-counter- offer In business negotiation, counter-offer and counter-counter-offer are of greatest importance. The seller tries to sell his commodity at a high price with a secure term of payment, while the buyer wants to buy at a low price with a secure and early shipment. Ge

30、nerally the sellers quotation is often much higher than the buyers expectation. Therefore, in order to conclude a transaction, they must have a hard bargain to achieve their goal. Thus a counter-offer or counter-counter-offer, even several rounds of counter-counter-offer is not avoided. Those with p

31、atience and better understanding of negotiating art may win the final victory. Specimen Letters Letter 1 An Enquiry for Singer Sewing Machine n Dear Sir or Madam,n We have seen your advertisement in the October issue of “Business Week” and we are interested in your Singer Brand sewing machines.n We

32、are one of the leading textile industries and we n to handle large quantities. We are now interested in further data on your products, specifically the CE-200 Sewing Machine. We would appreciate your ing us all technical and price information related to that model so that we could review and make fu

33、rther inquiries. n Yours sincerely, n are in a position 能够。forward v. 转发，寄发 。 Specimen Letters Letter 2 A Reply to the Enquiry for Printed Shirting Dear Sirs, We are your letter dated March 21 and, as requested, are airmailing you, ,one catalogue and two sample books for our printed Shirting. We hop

34、e they will reach you in due course and will help you to make your selection. In order to start a concrete and longstanding business relation between us, we take pleasure in making you a , our final confirmation, as follows: Art. No. 30 Printed ShirtingDesign No. 66-3ASpecifications: 35428065 35/642

35、 yardsQuantity: 20,000 yardsPacking: In bales or in wooden cases, at sellers option Price: RMB￥80 per yard CIF LagosShipment: To be made in , beginning from July, 2009Payment: to be opened 30 days before the time of shipmentWe believe the above will be acceptable to you and await with keen interest

36、your trial order.Yours faithfully, in receipt of已收到 under separate cover另封，另邮寄，也可写作by separate post, by separate mail。under cover随函special offer特价盘 subject to adv. 在条件下，以为条件 three equal monthly installments 3个月分 3次平均装运By confirmed, irrevocable L/C payable by draft at sight 在装运前30天开出保兑的、不可撤销的即期信用证。 S

37、pecimen Letters Letter 3 A Firm Offer for Phoenix Brand BicyclesDear Sirs, Thank you for your inquiry of June 16 for our Phoenix brand bicycles. At your request, we are making you the following offer subject to your reply reaching here before Sept. 15.Item # Unit Price033224 20mens US$ 26.00033326 2

38、0womens US$ 28.00043248 26mens US$ 27.00043456 26mens US$ 29.00Payment: .Delivery Date: .The above prices are on a CIF San Francisco basis. Please note that commissions are not allowed but a 5% discount applies to orders for each item exceeding 1,000.Our bicycles are well-known and enjoy popularity

39、for their solid frame, reasonable prices, and attractive design both in domestic and international market. If you a r e i n t e r e s t e d i n o t h e r m o d e l s , p l e a s e r e f e r t o the .We look forward to your order.Yours faithfully,By irrevocable Letter of Credit in sellers favor以卖方为受益

40、人的不可撤销的信用证Within 90 days after receipt of your order在收到你方订单90天之内 enclosed illustrated catalogue 随附彩色目录单 Specimen Letters Letter 4 A Non-firm Offer for Canvas wooden Folding ChairsGentlemen:We your letter dated May 15. We take pleasure in making you, , the following offer:Article: Canvas wooden Foldi

41、ng ChairsPrice: $ 5.00 per pc. Quantity: 1,000 pcs.Time of Shipment: During May/June, 2008Package: 2 pcs to a carton, 3 cartons to a wooden caseShipment: Within two months after receipt of your L/C Payment: By confirmed, irrevocable letter of credit payable by draft at sight in our favor for The off

42、er above is subject to our final confirmation. We are awaiting your prompt reply. Yours sincerely,acknowledge receipt of确认收到 as per your request按照贵方要求CFR LagosCFR拉各斯价 Cost + Freight 成本+运费价 the full invoice value发票总金额，全部发票价格 Specimen Letters Letter 5 Buyers Counter-offer for Tin Foil SheetsDear Sirs,

43、 Tin Foil SheetsWe have received your letter of the 20th and thanks for your offering us 50 long tons of at US$ 228 per long ton CFR Hong Kong, .In reply, we are so regretful to state that our end-users here find your price and much higher than the prevailing market level. Information indicates that

44、 some parcels of Japanese make have been sold at the level of US$ 220 per long ton.Such being the case, we can not see our way clear to entertain your offer as material of similar quality is easily obtainable at a much lower figure. Should you be prepared to reduce your limit by, say, 8%, we might c

45、ome to terms. It is in view of our long-standing business relationship that we make you such a counter-offer. If you see any chance to do better, please let us know. On account of a limited supply at present, and in a view of our longstanding business relationship, we hope you will c o n s i d e r o

46、 u r c o u n t e r - o f f e r m o s t f a v o r a b l y a n d c a b l e u s acceptance . We are looking forward to your early reply.Yours faithfully, inst.是 instant的缩略形式，表示本月。 the captioned goods标题项下的货物captioned: adj. 标题项下的，标题所说的usual terms on/under usual terms 在通常条件下，按照惯例 on the high side很高，偏高 at

47、your earliest convenience尽早 Specimen LettersLetter 6 Sellers Counter-Counter-Offer for Dell Latitude E ComputerDear Sirs, Dell Latitude E ComputerWe have received your letter of March 6 that the price offered by us for Dell Latitude E computer is found to be on the high side and should be reduced to

48、 U.S.$930 per set.We much regret to say that your counter-offer is not in keeping with the current market and it is too low to be acceptable. In these days, we have received a lot of inquiries from buyers in other areas and we believe our price is fixed at a reasonable level. To be frank with you, i

49、f it werent for our good relations, we wouldnt have considered making you such at the price of U.S.$960 per set. Therefore, we cant satisfy your counter-offer for the time being.However, if you increase the quantity of your first order to above 1000 sets, we may reduce our price by 2.5%, i.e. U.S.$9

50、36 per set. This is our . We hope you would accept this price and look forward to your order at an early time.Yours sincerely,a favorable firm offer特惠实盘 rock bottom price最低价格 Skill Training 1. Useful Sentence Patternsn 1) A customer of ours has made an enquiry for hand-made leather gloves. Please te

51、ll us what you can offer in this line. 我们的一个客户询购手制真皮手套，请告知是否有供应。n 2) Please make us a firm offer for 2,000 Minolta Cameras Model 10-F CIF Vancouver. 请报2,000台美能达相机,型号10-F CIF温哥华实盘。n 3) Wed like to offer you 200 “Good baby” Brand bicycles at $40 per set. 我们愿向你报200辆“好孩子”牌自行车，每台$40。 n 4) If you can incr

52、ease the quantity of your order, well be able to make you a better quotation. 如果你们能增加订货数量，我们就可以报更好的价格.n 5) Our offer is valid/good/available/open/firm/effective for 3 days. 我方报盘有效期为3天。 Skill Trainingn 6 ) O u r o f f e r i s k e p t / h e l d valid/good/available/open/firm/effective for 3 days. 同上n

53、7) This offer is subject to your acceptance within 3 days. 同上n 8) This offer is subject to your acceptance reaching us before Octber1. 本报盘以你方10月1日前回复有效。n 9) This offer expires on October 1. 本报盘10月1日到期。 n 10) Here is a list of my requirements. Id like to have your lowest quotations, FOB Tianjin. 这是我方

54、所需的商品，我想知道贵方天津到岸价的最低价。 Skill Trainingn 11) In terms of quality, I dont think that the goods of other brands can compare with ours. 就质量来说，我认为其他品牌的商品不能与我方商品相提并论。n 12) Our prices are more favorable than those offered by other manufacturers which can be seen from our quotationOf course，all the prices ar

55、e subject to our final confirmation 我们的价格和其他制造商开价比较，是十分优惠的。这一点你们从我方报价单里就能看到。所有价格当然要经过我方确认后方始有效。 n 13) I have just received instructions from our home office. Your payment terms are acceptable to us, but the new quotation, they think, is still on the high side. 我刚刚从公司总部接到指令，你方的付款条件可以接受，但是你方新报价格仍然偏高。

56、Skill Trainingn 14) The offer is made without engagementAll orders will be subject to our written acceptance 这一报价不具有约束力，所有定单必须以我方书面接受为准。n 15) Our price is based on a reasonable profit , not on wild speculation, that is to say, it comes in line with the prevailing market. 我方报价是以合理的利润为根据的，而不是漫天要价，也就是说

57、符合当前市场的价格水平。 Skill Training2. Situational Conversationn 1）Making an Inquiry Ms. Yang Lan, general manager of Hangzhou Electronic Products Imp. & Exp. Corporation, aims to establish business relationship with Mr. Smith, general manager of Far East Industrial Corporation of America. They two meet at t

58、he Shanghai Imp. & Exp. Commodities Fair. Skill Training2. Situational Conversation 1）Making an Inquiryn S: We are suppliers of machine tools of various types. I think your end users will be interested in some of our new types.n Y: We are thinking of ordering some new special kinds of machine tools.

59、 We would be interested in your products if they are the types we want.n S: We also take orders for machine tools made according to specifications. n Y: May I have an indication of your price? Can I have your price list?n S: Yes, of course. Our prices compare most favorably with quotations you can g

60、et from other manufacturers. The price is subject to our confirmation. Skill Training2. Situational Conversationn 2）Making a Firm Offern Now Ms. Yang Lan and Mr. Smith begin to get down to the brass tacks. n S: I believe you have seen our sample machine tools in our showroom. May I know what particu

61、lar items you are interested in?n Y: I have seen your samples and studied your catalogs. I think some of the items will find a ready market in China. n Skill Trainingn S: When can I have your firm order?n Y: Lets settle the prices before placing an order. I hope you will give us your best offer.n S:

62、 Would you tell us the quantity you require so as to enable us to work out the offer?n Y: If we order 1000 sets of COM E+ machine tools, whats the best price you will give then?n S: What basis are we to offer on, FOB or CIF? n Y: I would like to have your lowest quotation CIF Shanghai. Skill Trainin

63、gn S: Wait a minute. Ok, the price for COM E+ machine tools is $900 per set CIF Shanghai. The size of order is 1000 sets, and the date of delivery is July.n Y: How long does your current offer remain valid?n S: Our offer is firm, and remains open for one week. Here is the quotation sheet.n Y: Ok, we

64、 will give you a reply as soon as possible. n S: Thank you very much. Hope there will be good news. Skill Training2. Situational Conversationn 3) Making a counter-offern S: Ms. Yang, what s your idea of the price?n Y: The best we can do is $820 per set.n S: I am afraid thats impossible. You can not

65、expect us to reduce it to that extent.n Y: I think you are well informed about the prevailing market. Some Spanish firms are offering the same at much lower prices. Skill Trainingn S: Price can not be taken separately from quality. A comparison of the quality of our products with that of rival goods

66、 will show you that ours is far superior.n Y: It is true that yours are of better quality. But your price is still on the high side even if we take the quality into consideration. How about meeting each other half way? n S: Well, I will have to think about it and give you a reply as soon as possible.n Y: Ok, take your time please. Skill Training3. Technical Termsn 1. bid 递盘，买方发盘n 2. CIF: Cost, Insurance and Freight到岸价n 3. CFR: Cost and Freight 成本加运费价n 4. close business 成交n 5. confirmed L/C保兑信用证n