新编外经贸英语函电与谈判课件Unit02.ppt
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1、Unit Two,Inquiries and Offers,Contents,Inquiry Offer Special Term Practice,2.1 Inquiries,在对外贸易中,询盘,也叫询价(inquiry或enquiry)是买方或买方对于所要购买的商品向另一方作出的询问。询盘是交易的起点,可以分为:,2.1 Inquiries,普通询盘(a general inquiry):索取普通资料, 诸如:目录(a catalogue)、价目表或报价单(a price-list or quotation sheets)、样品(a sample)、图片(illustrated photo
2、 prints)等。 具体询盘(a specific inquiry): 具体询问商品名称(the name of the commodity)、规格(the specifications)、数量(the quantity)、单价(the unit price FOB CIF),装货期(the time of shipment)、付款方式(the terms of payment)等。,2.1 Inquiries,询盘一般多为买方向卖方发出,买方通过询盘信,简明扼要的向卖方了解一般的商品信息。有的询盘信开门见山,直截了当说明订购打算,希望对方给予一定优惠条件;有的询盘信则以征询信息的方式,不许
3、下订货诺言,以避免结果未订购可能形成的日后交易中的障碍 。,2.1 Inquiries(example),Dear Sir, Subject: Enquiry We are interested in buying large quantities of steel screws in all sizes. We would be obliged if you would give us a quotation per kilogram FOB Liverpool, England. It would also be appreciated if you could forward sampl
4、es and your price-list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products. We look forw
5、ard to hearing from you by return E-mail. Sincerely,2.1 Inquiries,Basic expressions (1) Could you give us some idea about your price? 请介绍贵方的价格好吗? (2) Do you offer FOB or CIF? 你们报船上交货价还是成本加保险费加运费 ? (3) How long does your offer remain valid/firm/open? 你们的报价多长时间有效? (4)Will you let us know what your ter
6、ms of payment are? 能否告知贵方付款条件?,2.1 Inquiries,(5)Please make us an offer within this month since we have made an inquiry for your products. 我们已对你们的产品进行询价,请在本月内给予报盘。 (6)Please send us your best offer by Internet stating payment terms and time of shipment. 请用互联网向我们报最优价,说明付款方式和装运期。 (7)Full information a
7、s to prices, quality, quantity available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它有关情况。,2.2 Offers,报盘(offer),也叫报价,是卖方主动向买方提供商品信息,或者是对询盘的答复,是卖方根据买方的来信,向买方报盘,其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。报盘有两种:,2.2 Offers,虚盘(non-firm offers), 即无约束力的报盘。一般情况下,多数报盘均为虚盘,虚盘不规定报盘的有效日期,并且附有
8、保留条件, 如:The offer is subject to our final confirmation/prior sale. 该报盘以我方最后确认为准/是否事先售出为准。 实盘(firm offers)则规定有效日期,而且卖盘一旦被接受,报盘人就不能撤回。,2.2 Offers(Example ),Dear Sir, Subject: Offers This is to confirm your letter of 2 July, 2002, asking us to make your firm offers for rice and soybeans CIF Singapore.
9、We E-mail you this morning offering you 300 metric tons of polished rice at $2400 per metric ton, CIF Singapore, for shipment during August/September 2002. This offer is firm, subject to the receipt of your reply before 16 July 2002. Please note that we have quoted our most favourable price and are
10、unable to entertain any counter offer. With regard to soybeans, we advise you that the few lots we have at present are under offer. If, however, you were to make us a suitable offer, there is possibility of our supplying them. As you know, of late it has been a heavy demand for these commodities and
11、 this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply. Sincerely yours,2.2 Offers,Basic expressions (1)As requested, we are offering you the following subject to our final confirmation: 根据要求,现我方就如下货物向贵方报盘,以我方最后确认为准: (2)As
12、recently the goods are in extremely short supply, we regret being unable to offer. 因近期货源紧张,很抱歉不能报盘。 (3)Its a pleasure for us to offer you the goods as follows: 非常荣幸地向你方报盘如下: (4)Referring to your E-mail dated July 10 in which you inquired for shirts, we have pleasure in giving you an offer as follows
13、: 关于贵方7月10日对衬衫的询盘,现报盘如下:,2.2 Offers,(5)We will keep in mind your requirement for shirts and shall contact you once it is available. 我方会留心你方对衬衫的要求,一旦有货,将立即同你方联系。 (6)We regret being unable to quote on FOB basis, as it is our general practice to do business with all our clients on CIF terms. 很遗憾,我方不能以船
14、上交货报价,因为按照惯例我方与客户做生意通常报成本加保险费加运费 。,2.3 Several special terms (proforma invoice),形式发票,又叫预示发票(P/I)。卖方凭此预先让买方知晓如果双方将来以某数量成交之后,卖方要开给买方的商业发票大致的形式及内容。是一种试算性质的货运清单。“Proforma”是拉丁文,它的意思是“纯为形式的”,所以单从字面来理解,Proforma Invoice 是指纯为形式的, 无实际意义的发票。形式发票本来是卖方在推销货物时,为了供买方估计进口成本,假定交易已经成立所签发的一种发票。实际上,并没有发出货物的事实,正因为如此,在日本这
15、种发票也被称之为“试算发票”。,2.3 Several special terms (proforma invoice),作用: 1)作为数量化的报价。 2)作为销售确认。 3)让买方凭以申请: A)输入许可; B)外汇许可; C)开立信用证。,2.3 Several special terms (proforma invoice),最主要的要列清楚以下几个要约: 1)货物品名 2)数量 3)成交价格方式, 是FOB还是CIF 等,这一点很重要!关系到费用及风险分担的问题 4)装运期 5)运输方式 6)付款方式 7)贵公司的详细的银行资料 以上所列的几点只是一些基本要约, 因和国外客户是很少签
16、正式出口合同的,形式发票往往就起着合同的作用,所以还须将可能产生分歧的条款一一详列清楚,要买方签回确认, 以后真正执行合同时便可以此为依据了!如果是做信用证,信用证上的条款便应与形式发票上的一致!,Sample,GUANGZHOU JIANGLONG IMP.& EXP. CO.,LTD. 广州市江隆进出口有限公司 ADD: No.283 Guangyuang zhong RD, Guangzhou, China TEL: 0086-020-86559108 FAX: 020-22257288 PROFORMA INVOICE( 票据号) : No. JL-2007-8221 DATE(CHI
17、NA DATE) : 18-August-2007 NOTE: THIS PROFORMA INVOICE IS VALID UP TO 01-Aug.-2007,唛 头 *Marks,在国际运输过程中,有可能您的货物要和其它客户的货物一起运输或者存放。虽然我们在工作流程中会有相应的操作要求来避免您的货物和其它货物混放,但是考虑到这种极低的可能性,所以我们要求在每件货物的包装上粘贴唛头。具体要求:每个包装的上面和下面严禁粘贴唛头,要在包装的四个侧面各分别粘贴1个唛头。,Sample,1 . PAYMENT(付款方式) : L/C AT SIGHT 2 . PACKING(包装条款) : EAC
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