教學課件·國際貿(mào)易操作流程專業(yè)英語

1、國際貿(mào)易操作流程專業(yè)英語International Business OperationSection I Business NegotiationUnit 1EnquiriesLearning ObjectivesFollowing are the goals for this unit. Read them and consider your personal goals.1.To learn about contents of letters of enquiry.2.To learn how to make enquiries effectively.3.To learn how to

2、 answer enquiries.4.To understand and be able to use words and expressions related to the topic of making enquiries.5. To practice writing letters enquiring for products.Notes on Useful Terms1. price vt. 給定價，給標價priced adj. 定價的Please price your offer as keen as possible.This new product of ours is mo

3、derately priced.This is a new type almost similar to your last order but priced lower by 5%.2. discount n. 折扣，貼現(xiàn)The highest discount we can allow on this article is 10%.at a discount 按較低價格；無銷路的；不受歡迎的The goods are selling at a discount.Off-grade goods are now at a discount.trade discount 同行折扣，商業(yè)折扣。在某

4、種情況下，用來作為給某些類型的客戶(如批發(fā)商、出口商)的特惠待遇，鼓勵大量訂貨。discount v. 貼現(xiàn)；打折扣 Bills can be easily discounted in London.3. enquiry/inquiry n. 詢價，詢盤specific enquiry 具體詢盤，詳細詢盤general enquiry 一般詢盤make an enquiry to sb. for sth. 向某人詢問某種商品價格In reply to your enquiry of April 28, we are sending you herewith a copy of our late

5、st pricelist for your reference.We thank you for your enquiry for carpets.enquire/inquire v. 詢購；詢問We thank you for your fax of the 6th enquiring for oilseeds.4. in good time = in time 及時地，迅速地Please rush your L/C so that it reaches us in good time for shipment.5. chamber of commerce 商會6. quote v. 報價P

6、lease quote us for walnuts.Please quote us your lowest price for walnuts.quotation n. 行市；報價These quotations are said to be nominal.Please make/send/give us your lowest quotation for Iron Nails.Your quotation of Iron Nails is too high to be workable.7. hear from 收到某人來信8. demand n. 需求There is little o

7、r no demand at present for article.demand v. 要求The buyer demanded punctual shipment of the goods.The buyer demands the seller to ship the goods within a week. 9. Chinese Export Commodity Fair Bulletin 中國出口商品交易會公告10. mini-mower n. 微型割草機11. itemize vt. 詳細列明，逐條列記an itemized account 細賬，明細賬itemized price

8、s 明細價格12. mower proper 割草機本身proper adj. 適合的，特有的，本身。作“本身”解釋時常放在所修飾詞的后面。13. optional adj. 可任意選擇的，非強制的optional equipment 任選設備option n. 選擇The destination on the B/L is to be written “London option Hamburg”.You have the option of accepting all or part of the quantity.at sellers option 由賣方選定at buyers opti

9、on 由買方選定14. delivery date 交貨期15. sales channel 銷售渠道13. wholesaler 批發(fā)商，即wholesale dealer，其余還有retailer 零售商和distributor 經(jīng)銷商。14. deal v. 經(jīng)營 n. 交易 dealings n. 業(yè)務往來A deal has been concluded.We have closed several big deals with them.We deal in textiles.We have extensive dealings with the European countrie

10、s.15. satisfactory adj. 令人滿意的We can assure you that our 20 years experience in this line of business will enable us to work up very satisfactory results.If the prices are reasonable and qualities satisfactory, we shall be able to place substantial orders.We hope this shipment will prove / turn out s

11、atisfactory to you.satisfy vt. (使)滿足，(使)滿意；(使)信服We trust that Article D95 will satisfy you.Language FocusTrade Terms1. enquiry 詢盤，詢價2. enquiry note 詢價單3. specific enquiry 具體詢盤4. spot price 現(xiàn)貨價格5. catalog 商品目錄6. pamphlet/brochure 商品小冊子7. description 商品說明8. sample 樣品9. sampling 抽樣Language FocusTrade T

12、erms10.quality 質(zhì)量11. specification 規(guī)格12. standard 標準13.trade mark 商標14.brand 品牌15.dealing/deal 交易16. trade terms 貿(mào)易條件II. Functional SentencesWe shall be pleased if you will make us the lowest quotation for this item.Please let us have your lowest quotation on the basis of CFR London.Would you first

13、give us a rough idea of price?Please quote us for the goods listed in our enquiry sheet.Please quote us your lowest price CIF Hamburg for ten MT of walnut meat.Please quote us your most competitive prices FOB Shanghai.Here is a list of our requirements. Id to have your lowest quotations CIF New York

14、. We hope you will reply to our enquiry as soon as possible.We have already made an enquiry for your articles. Please make an offer before the end of this month. If we order 10,000 dozens, what would be your offer? Please make us your best offer indicating packing, specifications, quantity available

15、 and the earliest time of delivery.Please advise us of your packing method, weight, and the quantity per package.Please quote us your lowest price CIF Hamburg for ten MT of walnut meat. Please quote us FOB London for 100 reams of good quality white poster paper. Please quote us your most competitive

16、 prices in order to consummate business. 16.I would like to make a enquiry for this type of leather bag. We shall be pleased if you furnish us with your quotation for this product.Please quote us your best price and let us know the minimum quantity for each order. There has been a steady demand in o

17、ur market for this kind of toy. Please offer us your best price.May I have a copy of your price list?Exercises Basic TrainingI. Choose the best answer.1. Please let us have details of your machine tools, _ your earliest delivery. A. giving us B. give us C. to give us D. given us2. We hope to receive

18、 your quotation with details _ the possible time of shipment. A. to include B. to be included C. including D. being included3. Will you please send us your price lists for the items _ below? A. listing B. being listed C. to list D. listed4. We shall appreciate _ us FOB Sydney. A. you quoting B. your

19、 quoting C. you to quote D. your being quoted5. If you can supply your goods immediately, we shall _ to place a prompt trial order. A. be prepared B. be preparing C. prepare D. preparingACDBAExercises Basic TrainingI. Choose the best answer.6. As we have an extensive business connection in this fiel

20、d, we hope _ your special terms. A. to giveB. giving C. to be given D. to be giving7. If your prices are competitive, we are confident _ the goods in great quantities in this market. A. to sell B. to be selling C. in being sold D. in selling8. We offer you the following items _ your reply reaching h

21、ere by 3 p.m. 12 April, our time. A. subjecting to B. to subject to C. subjects to D. subject to9. As we are one of the leading importers in this line, we are _ a position to handle large quantities. A. at B. in C. on D. of10.Although we appreciate the good quality of your goods, we are sorry to say

22、 that your price appears to be _ . A. of the high standard B. in the high level C. on the high side D. at the highCDDBCExercises II. Translate the following sentences into Chinese.1.Please quote us your most favorable price CIF London, stating the earliest date of shipment and the discount you will

23、allow.2.Thank you for your letter of 15 May inquiring about our air conditioners. But we regret to have to tell you that the items requested are not available for the time being.3.As demand for this product is quite large, it is difficult to meet the time of delivery as requested. But if you place y

24、our order not later than the end of this week, we could ensure shipment not later than 15 April.請報給我方倫敦到岸價的最低價格，并注明最早裝運日期及你方所能給予的折扣。感謝你方5月15日詢問我方空調(diào)產(chǎn)品的來函。但是很遺憾你方所要貨物目前沒有現(xiàn)貨。由于此貨物需求量很大，很難滿足你方規(guī)定的發(fā)貨時間。但是如果你方能在本周之內(nèi)訂貨，我們可以保證4月15日前裝運。Exercises II. Translate the following sentences into Chinese.4.If you can

25、supply goods of the following specifications and quality required, we may place regular orders for large quantities.5. In compliance with your letter of 4 July, we are sending you a quotation sheet with detailed information about the products and other relevant terms and conditions as well.如果你方能提供滿足

26、下列規(guī)格和品質(zhì)的貨物，我們可以定期大量訂貨。應你方7月4日來函要求，現(xiàn)寄去我方報價單及有關(guān)產(chǎn)品的具體信息和其他銷售條件。Exercises II. Translate the following sentences into Chinese.6.Here is our CIF New York price list. Please note that all the prices in the list remain valid till the end of this month.We are likely to place a large order with you if the pri

27、ce is favorable.8.Thank you for your inquiry, and enclosed please find our current catalogue and price list quoting CIF Shanghai.這是我方紐約到岸價報價單。請注意單上所列價格的有效期于本月底結(jié)束。如果價格優(yōu)惠，我們可能會大量訂貨。 感謝你方詢價。隨函附上我方最新的產(chǎn)品目錄及上海到岸價報價單。 。 Exercises III. Translate the following sentences into English.1.你公司10月23日來函已收到，很高興你方對我公

28、司的絲綢制品感興趣。現(xiàn)按你方要求附寄報價單及目錄。2.對于超過100件的訂單，我方將給予5%的折扣。請在報價單中注明產(chǎn)品的具體型號及其他有關(guān)信息，并請速寄樣品。4.我方以信用證方式結(jié)款。在收到即期信用證后20天之內(nèi)裝運。We have received your letter of October 23 and are glad that you are interested in our silk products. Enclosed please find a price list and catalogue as requested.We allow a 5% discount for

29、an order exceeding 100 units.Please specify in the quotation the specifications of the products and other relevant information, and please mail the samples without delay.We accept payment by L/C. Shipment will be made 20 days after receipt of the covering L/C at sight.Exercises III. Translate the fo

30、llowing sentences into English.5.如果你方商品價格比其他競爭對手的優(yōu)惠，我們將向你們訂貨。6.這是本季目錄，你看了可以對我們的產(chǎn)品有一個大概的了解。為了便于我方提出報價，能否請你談談你方所需的數(shù)量。請及時通知我方下列貨物的最新價格。If your prices are more favourable than other competitors we shall send you our order.Here is the catalogue of this season and it will give you a rough idea about our p

31、roducts.Would you tell us the quantity you want so that we can work out an offer?Please keep us informed of the latest quotations for the following items.國際貿(mào)易操作流程專業(yè)英語International Business OperationSection I Business NegotiationUnit 2Quotations and OffersLearning ObjectivesFollowing are the goals fo

32、r this unit. Read them and consider your personal goals.1.To learn to make quotations and offers.2.To learn about the differences between offer with engagement and offer without engagement.3.To learn about the main contents of quotations and offers.4.To learn to express validity of offers.5.To under

33、stand and be able to use words and expressions related to the topic of quotations and offers.6.To practice writing letters making quotations or offers.Notes on Useful Terms1. offer v.& n. 報盤Please make/send/give us an offer CIF London for/on 20 metric tons Brown Cashmere.We are working on your offer

34、 of 2,000 kilos Black Tea.We hope to be able to offer you sometime next week.2. without any delay = with the least possible delay 立即勿誤同義詞有immediately, promptly, at an early date(早日), as soon as possible, as urgent as possible, soon, etc.3. subject to 以為條件的，以為有效The arrangement is made subject to your

35、 approval.The price of the goods is subject to the quantity you intend to purchase. Subject to your quotation, we close the deal. 4. CIFC3 CIF price including 3% commission CIF含傭價3%5. draft at sight / sight draft 即期匯票6. guarantee n.& v. 擔保，保證Bank guarantee is required.It is not possible for us to gu

36、arantee the time of arrival.7. at an early date 早日8. regret v. 抱歉，惋惜，遺憾We very much regret our inability to comply with your request.= We regret being unable to comply with your request.= We regret that we are unable to comply with your request.We regret that business has fallen through.regret n. 抱歉

37、，遺憾Much to our regret, we are not in a position to supply your requirements at present.At present, we cannot accept new orders, for which we express our regret.9. stock n. 存貨(后接介詞in/of再接商品)At present, we have only a limited stock in/of linen goods.There are no stocks available at present.Our stocks

38、are running short/low.Only Type 15 is in stock. Type 18 is out of stock.We have run out of stock.Our embroidered goods are out of stock now.We can supply this quantity from stock.stock v. 有存貨；置備Its difficult to sell this article at present because the trade is abundantly stocked. storage n. 貯藏，貯藏倉St

39、orage charges are to be for your account.10. refer vi. 談到(后接介詞to) vt. 參考，提交，接洽We refer to our/your letter of August 30.We refer you to our/your letter of August 30.We refer the matter to you.We have referred them to you.11. delivery n. 交貨We should be obliged if you would treat this order as urgent a

40、nd arrange for immediate delivery.We shall make delivery of your order upon receipt of your L/C.When we took delivery of the goods, we found some of the cases had been badly damaged.12. as requested 按照要求(或請求)As requested, we have pleasure in enclosing our quotation No. 04-8 and arranging the samples

41、 to be sent to you in a couple of days.13. lb: libra (Latin) 磅14. confirm v. 證實We confirm our fax of the 5 regarding Dried Egg Products.We confirm (receipt of) your letter of the 5.confirm 也可解釋為“確認”。如買方對報盤條件不是全部接受而提出某些變更，則須由賣方再次確認才算成交。15. terms / conditions 條款，條件on usual terms 按慣常條款We cannot do busi

42、ness on your terms.We sell garments on reasonable terms.We find your price terms unacceptable.terms and conditions 條款和條件，這兩字常常連用，terms常指大的條款，如terms of payment. conditions常指小的條件，如packing conditions.Please renew your offer on the same terms and conditions.16. captioned adj. 標題的captioned goods 標題商品17.

43、certificate n. 證明書Inspection Certificate (of Quality) (品質(zhì))檢驗證Certificate of Origin 產(chǎn)地證明書18. the China Council for the Promotion of International Trade (CCPIT) 中國國際貿(mào)易促進會Language FocusTrade Terms1.quote 報價2.quotation 行市；報價3.offer 報盤4.terms and conditions 條款條件5.offeror 發(fā)盤人6.offeree 受盤人7.purchase 購買8.us

44、ual practice 慣例9.firm offer 實盤10.non-firm offer 虛盤Language FocusTrade Terms11.invitation to offer 邀盤12.offer with engagement有約束力的報盤13.offer without engagement無約束力的報盤14.European Main Ports 歐洲主要口岸15.under offer 在出售中16.put the offer out發(fā)出報盤17.bid 遞價，出價18.at sellers option 由賣方選擇19.at buyers option 由買方選擇

45、20.subject to our confirmation 以我方確認為準II. Functional SentencesYour enquiry is now having our attention and we will let you have our quotation in a few days.Wed like to know if you have any specific requirements in mind.As requested, we shall submit our quotation in triplicate and shall appreciate yo

46、ur placing the order with us as early as possible. All quotations, except firm offers, are subject to the sellers final confirmation and all prices are net, without any discount. Our price has already been very reasonable, but, in order to encourage business between us, we are prepared to allow you

47、a discount of 2%. Our prices are usually decided on the size of orders.Thank you for your enquiry. Im sure you will find our offer the most favorable. At your request, we are offering you the following items. This offer will remain open for 3 days.We can supply from stock and will have no trouble in

48、 meeting your delivery date.We can offer you 500 pieces at GBP 55 per piece CIF London for shipment in May.Wed like to remind you that our offer remains valid for 5 days.We have the offer ready for you, 5,000 sets of Microwave Ovens KF 100 at 66 per set.Our offer is subject to your reply within 3 da

49、ys.This offer is subject to our final confirmation.The offer is made without engagement. All orders will be subject to our confirmation.This offer is valid only for 5 days counting from today.Our offer will be withdrawn if not accepted within 5 days.We offer you firm the following subject to your re

50、ply reaching us before May 30, Beijing time.This offer will remain effective/valid/firm/open till We are making you the firm offer, subject to your acceptance within 3 daysHere are our latest price lists. You will see that our price is the most competitive. We believe that the price we offer you can

51、 compete well with those of other firms.Exercises Basic TrainingI. Choose the best answer.1. Please _ us your lowest prices for both mens and womens winter jackets. A. offer B. quote C. supply D. make2. Please _ us 500 glass vases CIF Qingdao, China. A. offer B. quote C. supply D. make3. This is our

52、 best price, _ which we have already concluded several transactions with your competitors. A. in B. of C. at D. with4. Enclosed please find our quotation sheet _ different sizes and colors of our banners. A. covering B. covered C. covers D. cover5. Sellers prefer to wait till the price goes _. A. do

53、wn B. stably C. up D. /BACACExercises Basic TrainingI. Choose the best answer.6. The offer is to be _ if not accepted by the end of this month. A. withdraw B. withdrew C. withdrawn D. withdrawing7. The market is strengthening, so it is _ that we will not be able to quote the same price next time. A.

54、 sure B. certain C. certainly D. sure8. Your friendly cooperation is very much _. A. appreciated B. appreciation C. appreciate D. appreciating9. Please quote us your lowest price and tell us when you could make shipment if an order should _ with your firm. A. be placed B. be put C. be sent D. be mad

55、e10.Please let us know _ the lowest prices at which you can execute this order, CIF Boston. A. in return B. by return C. on return D. at returnAAAAAExercises II. Translate the following sentences into Chinese.1.For your information, our offers usually remain open for about a week.We would like to ma

56、ke the following offer, subject to your acceptance within 10 days.3.As demand for our tea has been increasing since last year, we are unable to make you the offer as requested.請注意，我們的報價有效期通常為一周。我方愿意做如下報價，但以你方10天之內(nèi)接受有效。由于自去年以來對我們茶葉的需求量不斷增加，所以我們無法按貴方的要求報價。Exercises II. Translate the following sentence

57、s into Chinese.4.The maximum we can supply is only half of your order because our stocks are low at present.5.We have quoted our most favorable prices so that we can not be able to entertain any counter offer.6.These products are in heavy demand and the supply is limited, we strongly recommend you t

58、o accept this offer as soon as you can.因為現(xiàn)在存貨不多，只能供應所訂貨量的一半。該報價為最優(yōu)惠價，恕不還價。此產(chǎn)品需求量很大，且供應有限，建議盡快接受該發(fā)盤。Exercises II. Translate the following sentences into Chinese.In order to enable the products competitive, you should quote us the lowest possible price.We offer you firm subject to reply here within on

59、e week from today.We are favorable to your proposal.At your request we make you an offer as follows.為了使產(chǎn)品具有競爭力，你方應報盡可能低的價格。 茲報實盤，以自本日起一周之內(nèi)你方回復為準。 我們同意你方的建議。應你方要求，我們現(xiàn)報盤如下。 Exercises III. Translate the following sentences into English.1.感謝你方3月10日來函。從信中我們獲悉你方希望得到我方梅林牌罐頭食品的報盤。2.我們從貴公司8月20日來函中得知你方打算向我方訂購

60、2萬公噸化肥，我們很高興地報價如下。3.茲復你方7月8日函，我們現(xiàn)向你方做如下報盤，以我方最后確認為準。Thank you for your letter of March 10, from which we have learned that you hope to receive our offer for “Meilin” Brand canned goods. We have learned from your letter dated August 20 that you are going to place an order with us for 20,000 metric to