外貿(mào)英語函電Unit 3-詢盤和回復(fù).pptx

1、Unit 3 Enquiries and Replies 詢盤和回復(fù),目的: 了解詢盤的基本寫作技巧和回復(fù)。 交易磋商的一般程序分為“詢盤”、“發(fā)盤”、“還盤”和“接受”或“拒絕”幾個環(huán)節(jié)。 詢盤（Enquiry）又稱詢價，是指買方或賣方向?qū)Ψ皆儐栆詢r格為中心的各種相關(guān)的交易條件，包括一般詢價（General Enquiry）和具體詢價（Specific Enquiry）。,1,3.1 Classification and Content of Enquiries,Definition: A Request for Information general enquiries (一般詢盤) fo

2、r general information：information about various goods : 目錄(a catalogue)、價目表或報價單(a price-list or quotation sheets)、樣品 (a sample)、圖片(illustrated photo prints) specific enquiries (具體詢盤) for specific information：具體詢問商品名稱(the name of the commodity)、規(guī)格(the specifications)、數(shù)量(the quantity)、單價(the unit pric

3、e FOB CIF),裝船期(the time of shipment)、付款方式(the terms of payment),2,幾個重要的價格術(shù)語,FOB ： “Free on Board”船上交貨價， 后接裝運港名稱，表示賣方在裝運港交貨，交貨之前的所有費用和風(fēng)險都由賣方承擔(dān)；當(dāng)貨物裝上船后，風(fēng)險隨即轉(zhuǎn)移給了買方，且之后的費用（包括運費）等皆由買方承擔(dān)。又稱離岸價。CNF或CFR：“Cost and Freight”成本加運費，后接目的港名稱，表示賣方要承擔(dān)包括到目的港的運費，風(fēng)險自貨物裝船后轉(zhuǎn)移給了買方。CIF：價格術(shù)語“Cost, Insurance and Freight”成本、保

4、險加運費，后接目的港名稱，表示賣方要承擔(dān)包括到目的港的運費和保險費，風(fēng)險自貨物裝船后轉(zhuǎn)移給了買方。又稱到岸價。,3,3.2 Writing Skills of Enquiries,4,5,catalogue n. 商品目錄冊 the latest catalogue 最新目錄 illustrated catalogue 附有說明書（插圖）的目錄 list 貨單 brochure 小冊子 leaflet 單頁的商品說明書 pamphlet 小冊子 the full details of .的全部細節(jié) all necessary information 所有必要的信息,6,7,quote v 報價

5、， 與介詞for連用 quotation n報價，與動詞make，send，give，cable，fax連用，后接介詞for，但當(dāng)買方提及賣方報價時一般用介詞of quote sb. a price for sth. quote sb. for sth. quote sb. a price quote a price quotation of your company Please quote us your most favorable price CIF Seattle for the above goods, including our 5% commission. 請就上述貨物向我方報

6、CIF西雅圖最優(yōu)惠價，含傭金5%。,8,9,discount n 折扣 a special discount 特別折扣 cash discount 現(xiàn)金折扣 trade discount 同業(yè)折扣，商業(yè)折扣 quantity discount 數(shù)量折扣 at a discount 削價，降價，無銷路的 to give (allow, make, grant) sb. a discount 打折扣 We agree to give you 15% discount provided you order 100,000 sets. 我方同意給你方百分之十五的折扣，但你方得訂購十萬套才可以。 In

7、view of our long-standing relationship, we agree to allow you a discount. 考慮到我們長期的關(guān)系, 我方同意給你方折扣。,10,傭金（commission）是賣方或買方付給中間商為其對貨物的銷售或購買提供中介服務(wù)的酬金。中間商通常為經(jīng)紀人或代理人，但在實際業(yè)務(wù)中，凡是為招攬生意、促進交易提供服務(wù)的企業(yè)或個人，都可能稱為傭金的收受者。 折扣（discount）是賣方按照原價給買方以一定的減讓。 傭金，習(xí)慣上應(yīng)先由賣方收到全部貨款后，再支付給中間商。折扣一般可由買方在支付貨款時預(yù)先扣除。,傭金 VS. 折扣,11,明傭的表示方

8、法有三種： 一是用文字說明。 如：USD 100 per M/T CIF London including 3% Commission 二是直接在貿(mào)易術(shù)語后面加上Commission的縮寫字母“C”和所付的傭金率。 如：USD 100 per M/T CIF C 3% London 三是絕對數(shù)表示。 如：Pay commission USD100 per M/T,傭金,12,一是用文字來說明表示。 如: USD 100 per M/T FOB Dalian including 2% discount 二是用絕對數(shù)來表示。 如: Discount USD 200 Per M/T 三是在貿(mào)易術(shù)語中

9、加注“D”(Discount)或“R”(Rebate)和折扣率來表示。 如: CIF D 2% 新加坡 或 CIF R 2% 倫敦,折扣,13,14,3.2 Writing Skills of Replies,15,16,17,18,19,20,形式發(fā)票: 是在沒有正式合同之前，經(jīng)雙方簽字或蓋章之后產(chǎn)生法律效力的充當(dāng)合同的文件，它包括產(chǎn)品描述，單價，數(shù)量，總金額、付款方式、包裝、交貨期等。形式發(fā)票本來只是在客戶確認了價格并下了定單之后賣方所做的使對方再次確認的發(fā)票，但在沒有正式合同之前形式發(fā)票即是合同。 “Proforma”是拉丁文，它的意思是“純?yōu)樾问降摹?。所以單從字面來理解，Profor

10、ma Invoice 是指純?yōu)樾问降?、無實際意義的發(fā)票。這種發(fā)票本來是賣方在推銷貨物時，為了供買方估計進口成本，假定交易已經(jīng)成立所簽發(fā)的一種發(fā)票。實際上，并沒有發(fā)出貨物的事實，正因為如此，這種發(fā)票也被稱之為“試算發(fā)票”。,21,Specimen Letter1 - General Enquiry,Dear Sirs, We have been informed by the Bank of U.S. Commerce, New York, that you are one of the leading exporters of textiles in China, and that you w

11、ish to export pure silk garments to our market. You will be pleased to note that our corporation is one of the leading importers of textile products, having over 30 years history and high reputation. We shall be able to give you considerable orders, if the quality of your products is fine and the pr

12、ices are moderate. We would be obliged if you will send us some samples with the best terms at your earliest convenience. Yours faithfully, VANCOUVER TEXTILES CORPORATION,Specimen Letter2 - A Reply,Dear Sirs, We take pleasure to acknowledge receipt of your letter of January 20, from which we learn t

13、hat you are interested in bringing silk garments to the New York market. We are enclosing our quotation sheet covering different sizes and colors of our pure silk garments that can be supplied from stock. We are also airmailing you two dozen sample garments in different sizes and colors. Delivery wi

14、ll be within 30 days after your placing an order to us. Payment of the purchase is to be effected by an irrevocable L/C at sight in our favor. This offer is subject to your immediate reply which should reach us not later than the end of next month. The price will probably be changed once this partic

15、ular offer has lapsed. Yours faithfully, CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI HOME TEXTILES BRANCH,Letter of Credit (難點),信用證（Letter of Credit, L/C)是指由銀行（開證行）依照（申請人的）要求和指示或自己主動，在符合信用證條款的條件下，憑規(guī)定單據(jù)向第三者（受益人）或其指定方進行付款的書面文件。即信用證是一種銀行開立的有條件的承諾付款的書面文件。 在國際貿(mào)易活動，買賣雙方可能互不信任，買方擔(dān)心預(yù)付款后，賣方不按合同要求發(fā)貨；賣方

16、也擔(dān)心在發(fā)貨或提交貨運單據(jù)后買方不付款。因此需要兩家銀行做為買賣雙方的保證人，代為收款交單，以銀行信用代替商業(yè)信用。銀行在這一活動中所使用的工具就是信用證。 信用證是銀行有條件保證付款的證書，成為國際貿(mào)易活動中常見的結(jié)算方式。按照這種結(jié)算方式的一般規(guī)定，買方先將貨款交存銀行，由銀行開立信用證，通知異地賣方開戶銀行轉(zhuǎn)告賣方，賣方按合同和信用證規(guī)定的條款發(fā)貨，銀行代買方付款。,24,請開立一個20噸蘋果的信用證，金額為2萬美元。 Please open an L/C covering twenty tons of apples for the amount of USD 20,000. 今早，我們

17、經(jīng)由花旗銀行開立了一個以你方為受益人的信用證。 We opened an L/C in your favor through the Citi Bank this morning. 付款方式以不可撤銷即期信用證支付，并以我方為受益人。 Payment is to be made by irrevocable L/C at sight to be opened in our favor. 我們要求以不可撤銷信用證憑即期匯票支付，在裝運前30天開出。 We require payment by irrevocable L/C payable by draft at sight to be open

18、ed 30 days before the time of shipment . 我們支付方式是保兌的，不可撤銷即期信用證，憑全套裝運單據(jù)支付。 Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.,Useful Expressions and Sentences,25,By 100% confirmed, irrevocable L/C in our favor payable by draft at sight t

19、o reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment.,以你方為受益人的100保兌的、不可撤銷的、憑即期匯票支付的信用證必須在裝運前一個月開到賣方，并在裝船后15天內(nèi)在中國議付有效。,26,Specimen Letter 3 - A Specific Enquiry,Dear Sirs, We learn with pleasure from your letter of April 12, 2004 th

20、at you are exporters of Chinese blanket cover and are willing to establish business relations with us. At present, we are interested in blanket cover and shall be pleased if you will send us by airmail sample books and all necessary information on blanket cover, so as to acquaint us with material an

21、d workmanship of your supplies. Meanwhile, please quote us the lowest price CIF London, inclusive of our 3% commission, stating the earliest date of shipment. Should your price be found competitive and delivery time acceptable, we shall place a large order with you. Yours truly, Leon Allen,Specimen

22、Letter 4 - A Reply to the Above,Dear Sirs, Thank you very much for your letter of April 28, 2004. We are pleased to send you samples and all the necessary information on blanket cover under separate cover. At your request, we are delighted to make you an offer, subject to your final confirmation, as

23、 follows: Commodity: “Golden Cock” Brand Blanket Cover No.21 Size: 180cm200cm Color: All kinds of colors Quantity: 1 000 pieces Price: GBP 20 each piece CIF London inclusive of 3% commission Shipment: During August/September,Payment: By 100% confirmed, irrevocable L/C in our favor payable by draft a

24、t sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment. You will realize from the catalogue we sent you, our blanket cover is a perfect combination of warmth, softness and easy care. We are sure that you can get benefit from

25、 our products. We look forward to your prompt reply. Yours faithfully, Baicu,Specimen Letter 5 - A Specific Enquiry,Dear Sirs, We are a leading dealer in waterproof garments in this city. Our customers have expressed interest in your raincoats and enquired about their quality. Provided quality and price are satisfactory there are prospects of good sales here. But before placing an firm order, we should be glad if you would send us, on fourteen days approval, a sel