外貿(mào)英語函電課件

外貿(mào)英語函電InternationalTradeCorrespondence外貿(mào)英語函電InternationalTradeCorr1ContentsReview

Introductionofenquiry

Introductionofoffer

SpecimenlettersA4123SpecimenlettersB5ContentsReviewIntroduction2REVIEWQ:Throughwhatchannelscanthenamesandaddressesofthefirmstobedealtwithbeobtained?●Banks●ChambersofcommerceinforeigncountriesTradedirectory●CommercialCounselor’sofficeoftheChineseEmbassyinforeigncountries●BusinessHouseofthesametrade●Advertisement●Exposition/Tradefairandexhibition●BusinesspartnersREVIEWQ:Throughwhatchannels3REVIEWQ:Whatinformationusuallyincludedintheletterof“firstenquiry”?●Abriefmentionofhowyouobtainedhisname●Ageneralintroductionofyourowncompany●Someindicationofthedemandsforthegoodswhichhedealsin●Detailsofwhatyouwouldlikehimtosendyou(acatalogue,apricelist,samples,etc)●AclosingsentencetoroundofftheenquiryREVIEWQ:Whatinformationusua4IntroductionBrieflyspeaking,ifabuyerintendstomakeapurchaseofsomegoods,hemustoftenwriteletterstogetinformation.Nowadays,mostcompaniesuseprintedenquiryformsinsteadofletters.

Enquirymeanstheactofaskingquestionsinordertogettheinformation.Itisusuallymadebythebuyerandmainlyfocusesontheprice.IntroductionBrieflyspeaking,5IntroductionWhenmakinganenquiry,beginwithaquestionorquestionsyouwanttoask.Yourreceiverthenknowatoncewhatyourenquiryisabout.cataloguepricelistquotationsampleestimateIntroductionWhenmakinganen6IntroductionA“firstenquiry”informatthebeginningoftheletter:howyouobtainedhisnameandaddress

somedetailedinformationofyourownbusinessbusinessscopequantitiesneededusualtermsoftradeanyotherinformationthatcontributestothesuppliertodecidewhathecandoforyou.Customersoflong-standingorrepeatorders—verysimple(byphone,printedform,postcard)IntroductionA“firstenquiry”7IntroductionAnenquiryismadetoobtaintheinformationneeded.Itshouldbebrief,

reasonable,specificandcourteous.Ifyouwanttoreceivetheinformationyouwantasquicklyaspossible,you’dbettersendthelettertothecompanyratherthantoacertainperson.IntroductionAnenquiryismad8Writingprinciplesofenquiry●Totellwhereyoulearnedthecompanyanditsproducts●Todescribeyourspecificneedsbutwithno

promiseofbookingproposedproducts●Tostresstheimportanceofyourneededinformationandtrytoflatteryourreceiverforgettingmoreinformation.Writingprinciplesofenquiry●9Writingprinciplesofenquiry●Ifanyqueries,askthereceivertogiveyouadefinitereply.●Ifanunfamiliarreceiver,trytopersonalizeyourletterliketheonebetweenfriends.●Usecourtesywords.Writingprinciplesofenquiry●10Writingprinciplesofresponding●Ifyoucanmeetalltherequirementsofthebuyer,lethimknowASAP.●Ifyoucanonlymeetpartoftherequirements,tellhimfirstwhatyoucandoforhimandthenexplainwhyyoufailtodo.●Ifyoucannotmeetanyoftherequirements,first,expressyourthanksfortheenquiryandthenyourapology.Writingprinciplesofrespondi11Writingprinciplesofresponding●Tryyourbesttopleaseyourpotentialbuyersbyofferingtheservicesasmuchasyoucan.●Letyourreceiverfeelthesincerityandheart-feltdesireotherwisetheywillbedepressedatyourhelplessness.●Whensendingtheliterature,inyourrepliedletters,onlymentionthebuyer’sinterestedpart.Ifnecessary,trytointroducemoreaboutyourcompanyandyourproducts.Writingprinciplesofrespondi12Usefulexpressions--priceactualprice實際價格favorableprice優(yōu)惠價格averageprice平均價格legalprice法定價格base/basicprice基價，底價lump-sumprice總價格bedrockprice最低價格pricegouging價格欺詐bottomprice最低價格pricesupport價格補貼ceilingprice最高價格retailprice零售價bidprice買方出價unitprice單價offeredprice買方出價wholesaleprice批發(fā)價closingprice收盤價格targetprice目標(biāo)價格currentprice市價，時價tenderprice投標(biāo)價格Usefulexpressions--priceactu13Usefulexpressionsaveragequantity(平均數(shù)量)correspondingquantity(相應(yīng)數(shù)量)estimatedquantity(預(yù)計數(shù)量)maximum/minimumquantity(最大/小數(shù)量)moderatequantity(中等數(shù)量)reasonablequantity(相當(dāng)數(shù)量)shipmentquantity(可裝箱數(shù)量)averagequality(平均質(zhì)量)above/belowtheaveragequality(平均質(zhì)量以上、以下)best/top/top-notch/first-rate/first-class/prime/tip-topquantity(上等、頂級質(zhì)量)Usefulexpressionsaveragequan14Usefulexpressions—sampleaspersample(按照樣品)fullrangeofsample(全套樣品)freesample(免費樣品)outturnsample(到貨樣)randomsample(隨機(jī)取樣)representativesample(代表性樣品)samplebook(樣品冊)samplepad

(樣品簿)samplepost(樣品郵寄)sampleforreference(參考樣品)sampleinvoice(樣品發(fā)票)Usefulexpressions—sampleasp15INCOTERMS2010InternationalRulesfortheInterpretationofTradeTerms2010INCOTERMS2010arearrangedintothefollowingtwodistinctgroupsAnymodeoftransport:EXW(exworks)工廠交貨FCA(freecarrier)貨交承運人CPT(carriagepaidto)運費付至目的地CIP(carriageandinsurancepaidto)運費/保險費付至目的地DAT(deliveredatterminal)目的地或目的港集散地交貨DAP(deliveredatplace)目的地交貨DDP(delivereddutypaid)完稅后交貨INCOTERMS2010InternationalR16INCOTERMS2010INCOTERMS2010arearrangedintothefollowingtwodistinctgroupsSeaandinlandwaterwaytransportonly:CFR–CostandFreight

成本加運費

CIF–Cost,InsuranceandFreight

成本保險加運費FAS–FreeAlongsideShip

裝運港船邊交貨FOB–FreeOnBoard

裝運港船上交貨INCOTERMS2010INCOTERMS201017IntroductionGenerallyspeaking,anoffertoanenquiryfromaregularcustomerisnormallyfairlybrief,andneedn’tbemorethanpoliteanddirect.Anofferisareplytoanenquiryfromacustomer.Alltheinformationshouldbewrittenclearlyintheoffer.Thiscanberegardedasthefirststepinbusinessnegotiation.IntroductionGenerallyspeakin18Introduction

AsatisfactoryquotationAnexpressionofthanksfortheenquiry

detailsofpricesPricescover(freight,insurance,discount,commission)

theperiodforwhichthequotationisvalidifitisafirmofferNamesofthegoods,quality,quantityorspecificationsStatementorclearindicationoftermsofpaymentTimeofshipmentDateofdeliveryPackingconditionsAnexpressionofhopethattheofferwillbeacceptedIntroductionAsatisfactoryq19ClassificationOffer

Non-firmOffer

FirmOffer

◆Whenasellerpromisetosellgoodsatastatedpriceusuallywithinacertaintimelimit.

◆

Thefollowingshouldbegiven:thedescriptionofthegoods,theunitprice,quantity,specifications,thetimeofshipment,themodeofpayment,thedetailedinformationofthegoods,etc.(sample)containfeweritemssometermsmustbereservedas“subjecttoourfinalconfirmation”toavoidpossibledisputesinthefuture.ClassificationOfferNon-firm20PayattentionAfterreceivingtheofferthebuyershouldhavearesponsetoit.Hehastherightofacceptanceorrefusal.Ifthebuyerfindsanytermsorconditionsintheofferunacceptable,hecannegotiatewiththesellerandmakecounter-offertoshowhisdisagreement.PayattentionAfterreceivingt21PayattentionIftheofferthebuyerreceivesisafirmorderbutsometermsintheofferareunacceptablehecanmakeacounter-offerduringthevalidityperiodwithoutdelay.Inthiscase,theoriginalofferbecomesinvalid,butthesellermaymakeareplytothebuyer’scounter-offer.Ifthebuyerrejectstheoffer,healsoshouldwritealettertoexpresshisthanksfortheseller’sofferandexplainthereasonforrejectionorexpresstheregretathisinabilitytoaccept.PayattentionIftheofferthe22WritingprinciplesofofferToreplyinduecourseToreplydefinitelyandaccuratelyTocompriseallthetradetermsintheofferIffirmoffer,writeclearlythevalidityTostressthepartofthecommodityworthsayinghighWritingprinciplesofofferTo23ThankYou!ThankYou!24外貿(mào)英語函電InternationalTradeCorrespondence外貿(mào)英語函電InternationalTradeCorr25ContentsReview

Introductionofenquiry

Introductionofoffer

SpecimenlettersA4123SpecimenlettersB5ContentsReviewIntroduction26REVIEWQ:Throughwhatchannelscanthenamesandaddressesofthefirmstobedealtwithbeobtained?●Banks●ChambersofcommerceinforeigncountriesTradedirectory●CommercialCounselor’sofficeoftheChineseEmbassyinforeigncountries●BusinessHouseofthesametrade●Advertisement●Exposition/Tradefairandexhibition●BusinesspartnersREVIEWQ:Throughwhatchannels27REVIEWQ:Whatinformationusuallyincludedintheletterof“firstenquiry”?●Abriefmentionofhowyouobtainedhisname●Ageneralintroductionofyourowncompany●Someindicationofthedemandsforthegoodswhichhedealsin●Detailsofwhatyouwouldlikehimtosendyou(acatalogue,apricelist,samples,etc)●AclosingsentencetoroundofftheenquiryREVIEWQ:Whatinformationusua28IntroductionBrieflyspeaking,ifabuyerintendstomakeapurchaseofsomegoods,hemustoftenwriteletterstogetinformation.Nowadays,mostcompaniesuseprintedenquiryformsinsteadofletters.

Enquirymeanstheactofaskingquestionsinordertogettheinformation.Itisusuallymadebythebuyerandmainlyfocusesontheprice.IntroductionBrieflyspeaking,29IntroductionWhenmakinganenquiry,beginwithaquestionorquestionsyouwanttoask.Yourreceiverthenknowatoncewhatyourenquiryisabout.cataloguepricelistquotationsampleestimateIntroductionWhenmakinganen30IntroductionA“firstenquiry”informatthebeginningoftheletter:howyouobtainedhisnameandaddress

somedetailedinformationofyourownbusinessbusinessscopequantitiesneededusualtermsoftradeanyotherinformationthatcontributestothesuppliertodecidewhathecandoforyou.Customersoflong-standingorrepeatorders—verysimple(byphone,printedform,postcard)IntroductionA“firstenquiry”31IntroductionAnenquiryismadetoobtaintheinformationneeded.Itshouldbebrief,

reasonable,specificandcourteous.Ifyouwanttoreceivetheinformationyouwantasquicklyaspossible,you’dbettersendthelettertothecompanyratherthantoacertainperson.IntroductionAnenquiryismad32Writingprinciplesofenquiry●Totellwhereyoulearnedthecompanyanditsproducts●Todescribeyourspecificneedsbutwithno

promiseofbookingproposedproducts●Tostresstheimportanceofyourneededinformationandtrytoflatteryourreceiverforgettingmoreinformation.Writingprinciplesofenquiry●33Writingprinciplesofenquiry●Ifanyqueries,askthereceivertogiveyouadefinitereply.●Ifanunfamiliarreceiver,trytopersonalizeyourletterliketheonebetweenfriends.●Usecourtesywords.Writingprinciplesofenquiry●34Writingprinciplesofresponding●Ifyoucanmeetalltherequirementsofthebuyer,lethimknowASAP.●Ifyoucanonlymeetpartoftherequirements,tellhimfirstwhatyoucandoforhimandthenexplainwhyyoufailtodo.●Ifyoucannotmeetanyoftherequirements,first,expressyourthanksfortheenquiryandthenyourapology.Writingprinciplesofrespondi35Writingprinciplesofresponding●Tryyourbesttopleaseyourpotentialbuyersbyofferingtheservicesasmuchasyoucan.●Letyourreceiverfeelthesincerityandheart-feltdesireotherwisetheywillbedepressedatyourhelplessness.●Whensendingtheliterature,inyourrepliedletters,onlymentionthebuyer’sinterestedpart.Ifnecessary,trytointroducemoreaboutyourcompanyandyourproducts.Writingprinciplesofrespondi36Usefulexpressions--priceactualprice實際價格favorableprice優(yōu)惠價格averageprice平均價格legalprice法定價格base/basicprice基價，底價lump-sumprice總價格bedrockprice最低價格pricegouging價格欺詐bottomprice最低價格pricesupport價格補貼ceilingprice最高價格retailprice零售價bidprice買方出價unitprice單價offeredprice買方出價wholesaleprice批發(fā)價closingprice收盤價格targetprice目標(biāo)價格currentprice市價，時價tenderprice投標(biāo)價格Usefulexpressions--priceactu37Usefulexpressionsaveragequantity(平均數(shù)量)correspondingquantity(相應(yīng)數(shù)量)estimatedquantity(預(yù)計數(shù)量)maximum/minimumquantity(最大/小數(shù)量)moderatequantity(中等數(shù)量)reasonablequantity(相當(dāng)數(shù)量)shipmentquantity(可裝箱數(shù)量)averagequality(平均質(zhì)量)above/belowtheaveragequality(平均質(zhì)量以上、以下)best/top/top-notch/first-rate/first-class/prime/tip-topquantity(上等、頂級質(zhì)量)Usefulexpressionsaveragequan38Usefulexpressions—sampleaspersample(按照樣品)fullrangeofsample(全套樣品)freesample(免費樣品)outturnsample(到貨樣)randomsample(隨機(jī)取樣)representativesample(代表性樣品)samplebook(樣品冊)samplepad

(樣品簿)samplepost(樣品郵寄)sampleforreference(參考樣品)sampleinvoice(樣品發(fā)票)Usefulexpressions—sampleasp39INCOTERMS2010InternationalRulesfortheInterpretationofTradeTerms2010INCOTERMS2010arearrangedintothefollowingtwodistinctgroupsAnymodeoftransport:EXW(exworks)工廠交貨FCA(freecarrier)貨交承運人CPT(carriagepaidto)運費付至目的地CIP(carriageandinsurancepaidto)運費/保險費付至目的地DAT(deliveredatterminal)目的地或目的港集散地交貨DAP(deliveredatplace)目的地交貨DDP(delivereddutypaid)完稅后交貨INCOTERMS2010InternationalR40INCOTERMS2010INCOTERMS2010arearrangedintothefollowingtwodistinctgroupsSeaandinlandwaterwaytransportonly:CFR–CostandFreight

成本加運費

CIF–Cost,InsuranceandFreight

成本保險加運費FAS–FreeAlongsideShip

裝運港船邊交貨FOB–FreeOnBoard

裝運港船上交貨INCOTERMS2010INCOTERMS201041IntroductionGenerallyspeaking,anoffertoanenquiryfromaregularcustomerisnormallyfairlybrief,andneedn’tbemorethanpoliteanddirect.Anofferisareplytoanenquiryfromacustomer.Alltheinformationshouldbewrittenclearlyintheoffer.Thiscanberegardedasthefirststepinbusinessnegotiation.IntroductionGenerallyspeakin42Introduction

AsatisfactoryquotationAnexpressionofthanksfortheenquiry

detailsofpricesPricescover(freight,insurance,discount,commission)

theperiodforwhichthequotationisvalidifitisafirmofferNamesofthegoods,quality,quantityorspecificationsStatementorclearindicationoftermsofpaymentTimeofshipmentDateofdeliveryPackingconditionsAnexpr