外贸函电第五讲报价、销售函、报盘及还盘.pptx
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外贸函电第五讲报价、销售函、报盘及还盘.pptx
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Unit4Quotations,SalesLetter,FirmOfferandCounterOffers报价、推销信、报盘及还盘报价、推销信、报盘及还盘Unit4Part1QuotationsandOffersObjectivesofthispart:
Understandthequotationandgrasptherelativeexpressions.Understandthedifferencebetweenfirmofferandnon-firmofferandgrasptheirrelativeexpressions.Befamiliarwiththeterms&conditionsinvolvedinanofferandbeabletowritethemindependently.2QuotationAquotationisapromisetosupplygoodsonthetermsstated.It,however,isnotlegallybindingasafirmofferifthesellerlaterdecidesnottosell.3OfferTherearetwokindsofoffers:
firmoffer(实实盘盘)andnon-firmoffer(虚盘虚盘)Afirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepted,itcannotbewithdrawn.4Non-firmofferareusuallymadebymeansofsendingcatalogues,pricelist,andquotations.(Itcanbeunderstoodasquotation.)5DifferencebetweenQuotationandOfferWhenquoting,thesellercangiveonlythepriceofthegoodshewishestosell.Butwhenoffering,thesellershouldgiveallnecessarytermsofsalesforthebuyersconsideration.61.Quotations-Areplytoanenquiry1.1Aquotation(offer)usuallyinclude:
Commodity/DescriptionSpecification(产品规格、产品型号产品规格、产品型号)QuantityUnitPricePacking(measurement)(包装、尺寸)(包装、尺寸)ShipmentPaymentInsurance81.2关于关于报价(报价(quotation)的两种处理方式:
)的两种处理方式:
第一种:
陈述式第一种:
陈述式Structure:
Step1:
beginning.Thanksfortheenquiryandsendthequotation.Step2:
themainpartofthequotation.Listallthenecessaryinformation,suchascommodity,price,shipment,quantity,ect.Step3:
ending.Showexpectationoforder.9第二种:
报第二种:
报价价表表式式(即:
即:
单独做一份报价单,随函附寄给客人。
单独做一份报价单,随函附寄给客人。
)Structure:
Step1:
beginning.Thanksfortheenquiry.Step2:
tostatetheenclosedquotationsheet.Step3:
ending.Showexpectationoforder.101.3WritingSkillsofQuotationPleasereferto1-3!
11Specimenletter1-AnalysisDearSirs,WethankyouforyourenquiryofAugust22andarepleasedtosendyouourquotationforthegoodsyourequiredasfollows:
12ShowthanksforenquiryCommodity:
.Size:
Weight:
.Shipment:
.13Statedetailedinformationregardingprice,shipmentandothernecessaryinformation.Youarecordiallyinvitedtotakeadvantageofthisattractivequotation.WeareanticipatingalargeorderfromtheUnitedStates,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourorder.Yoursfaithfully,14Expressthewishofthequotationbeingaccepted.152.Offers-Alsoareplytoanenquiry2.1Anofferwillincludethefollowing:
1)Thebeginning:
-anexpressionofthanksfortheenquiry;-thevalidityoftheoffer.2)Themainparts:
-Nameofcommodities,quality,quantity,andspecification;-Detailsofprices,termsofpayment,commissions,ordiscounts,ifany;-Packinganddateofdelivery3)Close162.2TheWritingSkillsofFirmOffersThebeginningofanoffer:
(Itusuallyincludestheoffersvalidity)开始报盘,通常一起注明该盘开始报盘,通常一起注明该盘有效期有效期例如:
例如:
(p.73)InreplytoyourletterofJuly14,wearegivingyouanoffer,subjecttoyourreplyhereby5p.m.ourtime,Tuesday,August5,asfollows(validity):
17(p.74)Inreplytoyourinquiry,wetakepleasureinmakingyouanofferasfollows,providedyourreplyreacheduswithin7daysfromtoday(validity):
(p.75)Nowwearemakingyouanofferasfollows:
Thisofferissubjecttoyourreplyhereonorbefore25thAugust.(validity)18Themainpartofanofferl产品产品描述、产品名称描述、产品名称CommodityDescriptionl产品规格产品规格、产品型号、产品型号Specification19lQuantity
(1)重量重量(weight)公斤公斤()公吨公吨()长吨长吨(longton)(1016kg)短短吨吨(shortton)(907kg)
(2)数量数量(number)件件()双双()套套()20kilogram(KG)metricton(M/T)piecesetpair(3)长度长度(length)米米()英尺英尺()英寸英寸()码码()(4)面积面积(area)平方米平方米()(5)体积体积(cubic)立方米立方米()(6)容积容积(capacity)公升公升()加仑加仑()21meteryardinchfootsquaremeter,m2cubicmeter,m3litergallonlPrice-MajorWorldCurrenciesdollar(美国美国)US$(加拿大加拿大)Can$(香港香港)HK$(澳大利亚澳大利亚)A$(新加坡新加坡)S$(新西兰新西兰)NZ$(中国台湾中国台湾)新台币新台币NT$NewTaiwandollar22Pound(sterling)(英国英国)镑镑(或或Stg)Renminbi/Yuan(中国中国)人民币,人民币,元元(RMB¥)Yen(日本日本)日元日元¥Won(朝鲜、韩国朝鲜、韩国)元元WEuro(欧盟欧盟国家国家)元元23lPacking塑料袋(塑料袋(plasticbag、polybag)纸箱(纸箱(carton)木箱(木箱(woodencase)板条箱(板条箱(crate)麻袋(麻袋(gunnybag)布袋(布袋(sack)()(clothbag)牛皮纸袋(牛皮纸袋(kraftpaperbag)24铁桶(铁桶(irondrum)塑料桶(塑料桶(plasticdrum)木桶木桶(cask)捆(捆(bundle)包(包(bale)25每件衬衫要用塑料袋包装,每一打装一纸箱,每件衬衫要用塑料袋包装,每一打装一纸箱,每每44个纸箱装个纸箱装11板条箱。
板条箱。
Eachshirtshouldbepackedinplasticbag,onedozentoacarton,4cartonstoacrate.26lShipmentDelivery/shipment:
beeffectedbyseafromU.S.AwithinonemonthafterreceiptoftheL/C.将在将在收到信用证之日算起一个月内从美国装船。
收到信用证之日算起一个月内从美国装船。
Thesegoodsshouldbeshippedwithinonemonth.这些货应在一个月内装运。
这些货应在一个月内装运。
Pleaseship/deliverthegoods(effectthedelivery)withinoneweek.请在一周之内装运请在一周之内装运。
27lPaymentPleasepayby.Pleasemake/effectthepaymentby.请用请用方式方式付款付款。
关于支付方式是信用证的关于支付方式是信用证的表达,请见表达,请见PPTUnit3Page26、27.28lInsuranceInsurance:
tobeeffectedbythebuyer/coveringAllRisk/for110%oftheinvoicevalue/asperChinaInsuranceClauses.由由买家买家根据
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- 外贸 函电 第五 报价 销售 报盘