商務(wù)英語-外貿(mào)英語函電寫作技巧

UnitFourQuotation,SalesLettersOfferandCounter-offerMainContentsQuotationandofferOfferdefinition;firmoffer(features,contents);non-firmoffer;specimenandexplanation;usefulexpressionCounter-offerdefinition;specimenandexplanation;usefulexpressionCounter-counter-offerdefinition;specimenandexplanation;usefulexpressionEffectiveWriting:Usecommonwords選詞是寫作中一個非常重要的部分。常用詞匯一般都短小精悍，意義明確，易讀易懂、和常用的詞匯相對的是生僻詞匯和一些羅嗦的短語。對比：Approximatelyabout關(guān)于Initiate,commencebegin開始Duplicatecopy抄復(fù)，發(fā)送副本，復(fù)印Determinedecide決定Accomplish,performdo做Terminateend終止，結(jié)束Endeavortry努力做Utilizeuse使用，利用Ineffectualuseless無效的，無用的EffectiveWriting:BePositive為了能在函電中達到積極向上的效果，主要有兩個手段：1.強調(diào)現(xiàn)在或?qū)硎鞘裁?，不要強調(diào)現(xiàn)在或?qū)聿皇鞘裁础?.如有可能，避免是使用有消極意義的詞匯。如：I’msorryweblunderedonyourorder.Weregrettheinconvenienceyou’vebeencausedbythebrokenmixer.雖說作者的出發(fā)點是好的，是想真誠道歉，但是這些含有強烈否定意義的詞，生動的提醒了讀者以前發(fā)生的不幸事情，完全沒有必要。若改寫的話，效果不言則明：Iwanttoapologizefortheorderwedelivered.We’retrulysorryabouttheexperienceyouhadwithyourKeithmanmixer.消極心態(tài)積極心態(tài)Becauseofrecentheavydemand,wewillnotbeabletodeliveryourgoodsbeforeAugust20.Althoughrecentdemandhasbeenheavy,we’llbeabletodeliveryourgoodsbyAugust20.Yourorderwillbefilledwithoutfurtherdelay.Yourorderwillbefilledimmediately(orrightaway).Youwillneverregretpurchasingthisfinereferencebook.Youwillbealwaysbeenjoyingreadingthisfinereferencebook.Thisunfortunateincidentwillnotrecur.Futuretransactionswillbeservicedwiththeutmostcare.Wedonothaveanyblackconvertiblesinstock.Atpresent,wehaveonlyoneblue,onegrey,andtwogreenconvertiblesinstock.Wearewithholdingyourshipmentuntilwereceivepayment.Wewillforwardyourordertoyouassoonaspaymentisreceived.INTRODUCTIONQuotationsAquotationrefersthatbuyersorsellersstatesometransactiontermsaboutsupplyinggoodstoanotherpartyconcerned.

（報價或發(fā)價是指買方或賣方向?qū)Ψ教岢龅母黜椊灰讞l件。）Itisusuallysentbythesellerafterthereceiptofanenquiry.So，tosomeextent，wecansay，aquotationisjustequaltoareplytoanenquiry.Butsometimesaquotationcanbesentvoluntarilywithoutanenquiry.Asatisfactoryquotationwillincludethefollowingpoints:a.Anexpressionofthanksfortheenquiry(Inthebeginning)b.Detailsofprices,discountsandtermsofpaymentc.Astatementorclearindicationofwhatthepricescoverd.Anundertakingastodateofdeliveryortimeofshipmente.Theperiodforwhichthequotationisvalidf.Anexpressionofhopethatthequotationwillbeaccepted(Intheend)Whatisanoffer(發(fā)盤)?QuotationmeansGivingaprice!Offeristhefirststepinbusinessnegotiation,whichcanbemadeeitherbywayofads,circularsandlettersorrepliestoenquiries.Anofferisaproposaltogiveordosomething.Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.什么是報盤offer報盤又稱發(fā)盤，是商業(yè)交易磋商中買賣雙方必經(jīng)的過程。通常是一方先提出某種交易條件（如：商品名稱、數(shù)量、規(guī)格、交貨期以及付款條件等），而另一方愿接受此條件，即交易合同成立。賣方offer稱為sellingoffer，offertosell；買方的offer稱為buyingoffer，offertobuy。報盤有實盤firmoffer和虛盤Non-firmoffer兩種形式。實盤又稱不可撤銷的發(fā)盤，指由發(fā)盤人向收盤人提出完整、明確、肯定的交易條件，并愿意在一定期限內(nèi)按所提條件與收盤人達成交易的一種肯定表示；虛盤是賣方所做的非承諾性表示，往往附有保留條件，買方接收后賣方仍然可以改變主意。Offeror(發(fā)盤人)vs.offeree(受盤人)

Sellingoffer(賣盤)vs.buyingoffer/bid(買盤/出價）firmoffer(實盤)vs.non-firmoffer(虛盤)firmoffer(withengagement)non-firmoffer(withoutengagement)FeaturesofafirmofferClear,definite,complete,finalLeavenoroomofambiguityoruncertainty,avoidtheuseofsuchwordsas“perhaps”,‘maybe’,‘a(chǎn)bout’.Onceaccepted,itbecomesacontractualobligationShouldnotwithdrawafirmofferwithinitsvalidityContentsoffirmofferNameofcommodities,qualityandspecificationDetailsofprices,termsoftrade,discountsandtermsofpaymentsPacking,dateofdelivery,portofshipmentTheperiodforwhichtheofferisvalid(expressionslike“firmoffer”or“irrevocable”within/before…)ValidityofafirmofferAfirmoffershouldstipulateanexpirydate.Andtheofferorissubjecttoobligationtotheofferwithinvalidity.Afirmofferisinvalidinthecasethattheofferee:acceptitnotwithinvalidityrefuseoralteritmakeacounter-offertoitNon-firmofferNon-firmofferisaquotationsubjecttofinalconfirmationandisnotlegallybinding.…foryourreference……subjecttoourfinalconfirmation……subjecttounsold……subjecttomarketfluctuation…Theofferorcanwithdrawitanytimebeforetheoffereeacceptsit.Howtowritealettertomakeanoffer?1.expressionofthanksfortheenquiry,ifany2.makeanofferStatesnameofcommodity,qualityandspecification,price,termsoftrade,discounts,termsofpayment,packing,deliverydate,shipmentport,etc.3.stipulatevalidityifit’safirmoffer4.hopeforreplySpecimenLetter1：

Afirmoffer實盤

DearSirs

Subject:100%CashmereSweaters

ThankyouverymuchforyourenquiryofApril1forour100%CashmereSweaters.

WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2005:Men’s large US$50.00perpieceditto medium US$48.00perpieceditto small US$45.00perpieceWomen’slarge US$47.00perpieceditto medium US$45.00perpieceditto small US$43.00perpieceTheabovepricesarebasedonCIFVancouverbasisnet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight.

Shipment:June/July,2005providedtheL/Creachestheselleronemonthbeforethetimeofshipment.Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality.Theyarejustwhatyouwantforthefashionabletradelikeyours.Theywillappealtodiscriminatingbuyers.Wehavereceivedsomerepeatorders.Ourfactoriesarefullycommittedformonthsahead.Wesuggestyouplaceyourorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,ChinaImportandExportCorporation.Explanation：1.offer1)firmoffer:實盤2)non-firmoffer:虛盤(1)freeoffer自由報盤；(隨時可以撤回的報盤)(2)offerwithoutengagement/obligation無約束的報盤；(3)offersubjecttogoodsbeingunsold/free以貨物未出售為有效的報盤；(4)offersubjecttopriorsale有權(quán)先售報盤(5)offersubjecttochangewithoutanynotice如有變化無須另外通知的報盤3)counter-offer:還盤4)countercounter-offer:反還盤Explanation：2.subjectto以…為準(zhǔn)，以…為條件offersubjecttoourfinalconfirmation.offersubjecttoyourreplyreachinghere…offersubjecttoourwrittenacceptanceoffersubjecttosampleapprovaloffersubjecttoexport/importlicenseCounter-offer(還盤)Acounter-offerisanexpressionbytheoffereeofhisdisagreement,eitherinpartorasawhole,totheoffermadebytheofferor.Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.Price,payment,qualityandquantityofthegoodsPlaceandtimeofdeliveryExtentofoneparty’sliabilitytotheotherthesettlementofdisputesHowtowriteacounter-offer?Anexpressionofthanksforanoffer.Regrettobeunabletoaccepttheofferandstatereasons.Makeacounter-offerorsuggestotheropportunitytodobusinesstogether.Hopeforearlyreply.(1)Expressingthanksfortheoffer對賣主報盤表示感謝e.g.:Thankyouforyourpromptreplyanddetailedquotation.

(2)Expressingregretatinabilitytoacceptandexplaining對不能接受表示遺憾并解釋原因e.g.:Wearesorrytosaythatasyourpriceistoohigh,wewillhavetomakeourpurchaseelsewhere.我們遺憾的說，由于價格太高我們不得不轉(zhuǎn)向其他地方購買。(3)Makingacounter-offer,andstatingsuggestions做還盤，提出建議e.g.:Wewouldverymuchliketoplaceorderswithyouifyoucouldbringdownyourpriceatleastby20%.Otherwiseweshallswitchourrequirementstoothersuppliers.如果你方降價在20%以上，我們將向你方訂貨。否則，將轉(zhuǎn)向其他供應(yīng)商訂貨。Ifasubstantialreductioncanbeexpected,wecouldreconsideryourrevisedquotation.如蒙貴方能將報價大幅度削減，我們可以重新考慮貴公司修改后的報盤。

(4)Expressingthehope表示期望e.g.:Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.希望你方能認(rèn)真考慮我方的建議并盡快回復(fù)。SpecimenLetter2ACounterOfferDearSirs

Re:Yourofferof100%CashmereSweaters

ThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.Weoperateonsmallmargins.Itmeansheavylosstoustoacceptyourprices.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.Welikethequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyouwillconsiderourcounteroffermostfavorablyandletushaveyourreplysoon.

YoursfaithfullyA&DSupermarket

Explanation：1.Regrettably,we…Weregretthat…Weare/feelregretfulthat…Muchtoourregretthat…2.beunableto…不能cannotseeone’sway(clear)to…notinapositionto…Explanation：3.smallmargin:盈余，毛利grossmargin毛利；anarrowmarginofprofit微利4.Koreanmake.制造,牌子，類型，式樣amachineofChinesemakeThiswatchhasgonewrong.Ishouldhaveboughtabettermake.Counter-counter-offer反還盤Areplyoftheofferortothecounter-offeroftheofferee.There’realwaysseveralroundsofoffer,counter-offer,counter-counter-offer,tillbusinessisfinalizedorcalledoff.Shouldwriteacounter-counter-offerwithgoodcareandwithaviewtogoodwillandtrytoconvincetheothersideandencouragethebusiness.SpecimenLetter3ACounter-counterOfferDearSirs

Re:Yourcounterofferofour100%CashmereSweaters

ThankyouforyourletterofApril22.Wearesorrytolearnyoufindourpricestoohigh.Althoughwewouldliketodobusinesswithyou,weareverysorrythatweareunabletoentertainyourcounteroffer.Ourpricesarecarefullycalculated.Wehaveeventakenquantityordersintoconsideration.Wehavetopointoutthatwehavereceivedalotofordersfromotherbuyers,whichshowsthatourpricesarereasonable.Atpresent,themarketfor100%CashmereSweatersisstrongwithupwardtendency.Itisnotlikelythatanysignificantchangewilltakeplaceintheforeseeablefuture.Itisinyourinteresttoplaceanorderwithusassoonasyoucan.WealsohaveCashmereSweaters,50%cashmere/50%wool.Theyareofthesamedesignbutmuchcheaperthan100%CashmereSweaters.Weareenclosingourpricelistforsuchsweaters.Ifyouareinterested,pleaseletusknow.Wearelookingforwardtoreceivinganorderfromyou.

YoursfaithfullyChinaNationalImportandExportCorporationWperform[p?'f?:m]

v.1.carryoutorperformanaction2.performafunction例句:Whowillperformthewedding?

3.giveaperformance(ofsomething)例句:H