外贸英语函电商务英语写作04

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1、,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Unit Four,Quotation,Sales Letters,Offer and Counter-offer,Main Contents,Quotation andoffer,Offer,-definition;,firm offer(features,contents),;non-firm offer;specimen and explanation;useful expression,Counter-offer,-definition;specimen andexplanation;useful

2、 expression,Counter-counter-offer,-definition;specimen andexplanation;useful expression,Effective Writing:Use common words,选词是写作中一,个,个非常重要的部,分,分。常用词汇一,般,般都短小精悍，,意,意义明确，易读,易,易懂、和常用的,词,词汇相对的是生,僻,僻词汇和一些罗,嗦,嗦的短语。对比,：,：,Approximatelyabout,关,关于,Initiate,commencebegin开始,Duplicatecopy 抄复，,发,发送副本，复印,Determin

3、edecide决定,Accomplish,performdo 做,Terminateend 终止，结,束,束,Endeavortry努力做,Utilizeuse使,用,用，利用,Ineffectualuseless无效的，无用,的,的,Effective Writing:BePositive,为了能在函电中,达,达到积极向上的,效,效果，主要有两,个,个手段：,1.强调现在或,将,将来是什么，不,要,要强调现在或将,来,来不是什么。,2.如有可能，,避,避免是使用有消,极,极意义的词汇。,如：Im sorry weblundered onyour order.,We regret theinc

4、onvenienceyouvebeen caused bythe broken mixer.,虽说作者的出,发,发点是好的，,是,是想真诚道歉,，,，但是这些含,有,有强烈否定意,义,义的词，生动,的,的提醒了读者,以,以前发生的不,幸,幸事情，完全,没,没有必要。若,改,改写的话，效,果,果不言则明：,I wantto apologize forthe order wedelivered.,Weretrulysorryaboutthe experience youhad with your Keithmanmixer.,消极心态,积极心态,Because of recent heavy de

5、mand,we will not be able to deliver your goods before August 20.,Although recent demand has been heavy,well be able to deliver your goods by August 20.,Your order will be filled without further delay.,Your order will be filled immediately(or right away).,You will never regret purchasing this fine re

6、ference book.,You will be always be enjoying reading this fine reference book.,This unfortunate incident will not recur.,Future transactions will be serviced with the utmost care.,We do not have any black convertibles in stock.,At present,we have only one blue,one grey,and two green convertibles in

7、stock.,We are withholding your shipment until we receive payment.,We will forward your order to you as soon as payment is received.,INTRODUCTION,Quotations,A quotationrefersthatbuyersor sellersstatesome transaction terms about supplying goods toanother party concerned.（报价或发价,是,是指买方或卖,方,方向对方提出,的,的各项交

8、易条,件,件。）Itis usually sent bythe sellerafterthe receiptof anenquiry.So，to some extent，wecan say，a quotation is just equal toa reply toan enquiry.But sometimes a quotation canbe sent voluntarily without anenquiry.,A satisfactory quotationwillinclude thefollowing points:,a.Anexpression of thanks forthe

9、 enquiry(In the beginning),b.Details of prices,discounts andtermsof payment,c.Astatementorclearindicationofwhatthepricescover,d.Anundertakingastodateofdeliveryortimeofshipment,e.Theperiodforwhichthequotationisvalid,f.Anexpressionofhopethatthequotationwillbeaccepted(Intheend),Whatisan offer(发盘)?,Quot

10、ation meansGiving aprice!,Offeris,thefirststep,inbusinessnegotiation,whichcan be madeeither by wayofads,circularsandlettersorreplies to enquiries.,Anofferisa proposal to giveordosomething.,Anofferofgoodsisa promiseto,supplyorbuy,thegoodsonthe terms andconditions statedby,a sellerora buyer.,什么是,报,报盘o

11、ffer,报盘又,称,称发盘，是商,业,业交易,磋,磋商中,买,买卖双,方,方必经,的,的过程,。,。通常,是,是一方,先,先提出,某,某种交,易,易条件,（,（如：,商,商品名,称,称、数,量,量、规,格,格、交,货,货期以,及,及付款,条,条件等,）,），而,另,另一方,愿,愿接受,此,此条件,，,，即交,易,易合同,成,成立。,卖方offer称为selling offer，offer to sell,；,；买方,的,的offer,称,称为buyingoffer，offertobuy,。,。,报盘有,实,实盘firmoffer,和,和虚,盘,盘Non-firmoffer,两,两种形,式,式

12、。实盘又称不可撤,销,销的发,盘,盘，指由,发,发盘人,向,向收盘,人,人提出,完,完整、,明,明确、,肯,肯定的,交,交易条,件,件，并,愿,愿意在,一,一定期,限,限内按,所,所提条,件,件与收,盘,盘人达,成,成交易,的,的一种,肯,肯定表,示,示；虚盘是卖方,所,所做的,非,非承诺,性,性表示,，,，往往,附,附有保,留,留条件,，,，买方,接,接收后,卖,卖方仍,然,然可以,改,改变主,意,意。,Offeror(发,盘,盘人)vs.offeree(受盘,人,人),Selling offer(卖,盘,盘),vs.buying offer/bid(买盘/出价,）,）,firm offer

13、(实,盘,盘)vs.non-firmoffer(虚盘),firm offer(with engagement),non-firmoffer(withoutengagement),Featuresofa firmoffer,-Clear,definite,complete,final,Leavenoroom of ambiguityoruncertainty,avoidthe useofsuch words as“perhaps”,maybe,about.,-Onceaccepted,itbecomesa contractual obligation,-Shouldnot withdraw af

14、irmofferwithinits validity,Contentsoffirmoffer,Name of commodities,quality andspecification,Details of prices,termsoftrade,discountsandtermsofpayments,Packing,date of delivery,port of shipment,Theperiod forwhichtheofferisvalid,(expressionslike,“,“firmoffer”or,“,“irrevocable”within/before),Validityof

15、a firmoffer,A firmoffershould stipulateanexpirydate.And theofferor is subjecttoobligationtotheofferwithin validity.,A firmofferis invalidin thecasethat the offeree:,acceptit not within validity,refuseor alter it,make acounter-offer toit,Non-firm offer,Non-firm offer isa quotation,subject to final co

16、nfirmation,and is,not legallybinding,.,for your reference,subject toour final confirmation,subject tounsold,subject tomarketfluctuation,The offerorcan withdrawit anytimebeforethe offereeaccepts it.,How towritea letter tomakean offer?,1.expressionof thanks for theenquiry,ifany,2.makean offer,Statesnameofcommodity,qualityandspecification,price,termsoftrade,discounts,termsofpayment,packing,deliverydate,shipmentport,etc.,3.stipulatevalidityifit,safirmoffer,4.hopeforreply,SpecimenLetter1,：,：Afirmoffe