课程名称商务英语.docx
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课程名称商务英语.docx
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课程名称商务英语
课程名称:
商务英语
教案
(1)
QUOTATIONS,OFFERSAND
COUNTER-OFFERS
LearningObjectives
Afterlearningthischapter,thestudentsshouldbefamiliarwith
1.Howtomakeoffersandcounter-offers
2.Howtowritebusinessmessagesinaproperway
3.Makingsuggestionsofotheropportunitiestodobusiness
Generalideas
Anofferofgoodsisusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoenquiries.Thisisthefirststepinbusinessnegotiation.
Inresponsetoanenquiry,quotationsmaybesent.Asatisfactoryquotationwillincludethefollowing:
a.Anexpressionofthanksfortheenquiry.
b.Detailsofprices,discountsandtermsofpayment
c.Astatementorclearindicationofwhatthepricescover(e.g.freightandinsurance,etc.).
d.Anundertakingastodateofdeliveryortimeofshipment.
e.Theperiodforwhichthequotationisvalid.
Itwillconcludewithanexpressionofhopethatthequotationwillbeaccepted.
Afirmofferisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftime.Itmustbeclear,definite,completeandfinal.
Inmakingafirmoffer,mentionshouldbemadeofthetimeofshipmentandthemodeofpaymentdesired;inaddition,anexactdescriptionofthegoodsshouldbegivenand,ifpossible,patternorsamplesent.
Itistobenotedthatunlikeaquotation,afirmoffer,althoughnota,contractualobligationcannotbewithdrawnbythesellerwithinitsvalidity.Itisthebuyer’soptiontoacceptorrejectorcounter-offerduringthevalidityperiod.Ifthebuyeraccepts,thenitisacontractualobligation.Sonoreputablesellerwouldriskhisreputationbywithdrawinghisofferbeforethestatedoragreedtime.
Whenabuyerrejectsaquotationorotheroffer,heshouldwriteandthankthesellerforhistroubleandexplainthereasonforrejection.Nottodosowouldshowalackofcourtesy.
Theletterofrejectionshouldcoverthefollowingpoints.Itshould:
a.Thankthesellerforhisoffer.
b.Expressregretatinabilitytoaccept.
c.Makeacounter-offerif,inthecircumstances,itisappropriate.
d.Suggestotheropportunitiestodobusinesstogether.
Businessterms
1.specificenquiry具体询盘2.firmoffer实盘
3.contractualobligation合同规定的义务4.validityperiod有效期
5.financialstanding资信状况6.businessstatus业务状况
7.allowance折扣,限额8.specializein
9.incompliancewith10.confidential
11.individualitems12.counter-offer还盘
UsefulExpressions
1.Toacquaintyouwiththelightindustrialgoodswehandle,wearesendingyou,byseparateairmail,severalpamphletsforyourreference.
2.Weregrettoinformyouthatwearenotinapositiontocoveryourneedforthesaidgoods.Onceoursuppliesarereplenished,weshallbeonlytoopleasedtoreverttothismatter.
3.Asthegoodsofyourspecificationsareinshortsupply,weintendtofurnishyouwithour(commodity)asasubstitute,whichisofgoodqualityandveryclosetoyourspecificationsbutwillbeofferedatamorefavourableprice.
4.Wedonotseeanyadvantageinyourquotations,andwouldliketoknowwhetheryouhaveanybettervaluetooffer.
5.Wedesiretocallyourattentiontoourspecialoffer.YourwillreadilyunderstandthatthisofferisgoodonlyforacceptancereachingusbeforetheendofJanuary19‥.Inviewoftheheavydemandforline,weadviseyoutosendordersassoonaspossible.
6.Asrequestedbyyousometimeago,wetakepleasureinmakingyouthefollowingoffer,whichissubjecttoyouracceptancewithin7days.
7.Weregretthatitisimpossibletoacceptyourcounter-offer,eventomeetyouhalfway;thepriceofrawmaterialhasadvanced20%andweshallshortlybeissuinganadvancedprice-list.
8.Althoughweareanxioustoopenupbusinesswithyou,weregretthatitisimpossibleforustoallowthereductionaskedfor,becausewehavealreadycutourpricestothelowestpointaftercloselyexaminingourcostcalculations.
9.Weencloseourorder,butmustpointoutthatthefallingmarketherewillleaveuslittleornomarginofprofit.Wemustaskyouforabetterpriceinrespectoffuturesupplies.
10.Whilethankingyouforyourorder,wehavetoexplainthatsuppliesofrawmaterialsarebecomingmoreandmoredifficulttoobtain,andwehavenoalternativebuttodeclineyourorder.
Translation
1.我方相信我方的产品价格具有竞争力,将会受到欧洲客户的欢迎。
2.我方得知你方产品质量好、价格合理非常适合这里的市场。
3.请尽快给我方寄来全棉男式衬衫的报价,交货地为上海CIF价。
4.如果你方产品价格合适的话,我方的首批订购量为500件,船期为收到订单后四周内。
5.价格适中的产品在该地区很有市场。
6.现将我方产品报价如下,以我方最后确认为准。
7.坦率地讲,你方价格太高,我方无法接受。
8.这么高的报价,对我方的销售几乎无利润可赚。
9.我方希望你方在该报价基础上折让20%。
10.我方知道在本地市场其他品牌的价格要比你方产品价格低得多。
11.如果你方不接受我方还盘,我方别无选择只有放弃。
12.按照你方要求现给你方报下列盘,以你方在7天内接受为准。
13.所报价格有可能发生变化,不再另行通知。
14.在你方的报价中,我方并没有看到更优惠的地方,建议你方降价10%。
15.我方很遗憾地告知你方无法接受你方的还盘,因为产品的原材料上涨了10%。
16.我方确认向你方订购3000辆自行车,10月份发货,目的港上海。
17.我方认为你方自行车的报价太高,希望降价20%。
18.我方已将自行车的价格降到最低,无法按照你方要求降价。
19.我方获悉你方市场对自行车需求很大,我方产品质量上成、价格合理,现附上价格单,供你方参考。
20.我方确认向你方报3000辆自行车的实盘,以你方在12月31日之前接受为准。
课程名称:
商务英语
教案
(2)
ORDERSANDTHEIRFULFILMENT
LearningObjectives
Afterlearningthischapter,thestudentsshouldbefamiliarwith
1.Howtoacceptandfulfillorders
2.Howtoreadandwriteorders
3.Thebuyers’obligations
4.Thesellers’obligations
Generalideas
Anorderisarequesttosupplyaspecifiedquantityofgoods.Itmayresultfromanofferoranenquirywithsubsequentquotations.Anordermaybegivenbyletterormemorandum,bytelexortelegraphicmessage,ororallyatameeting.Usuallythereisnocorrespondenceatall;instead,buyersuseprintedorderformsandsellersuseprintedacknowledgements.
Theessentialqualitiesofanorderareaccuracyandclarity.Anorderoranorderlettershould:
a)includefulldetailsofdescription,quantitiesandpricesandquotearticlenumbers,ifany,
b)statemodeofpacking,portofdestinationandtimeofshipment,
c)confirmthetermsofpaymentasagreeduponinpreliminarynegotiations.
Sometimes,buyerswillseektoprotectthemselvesbymakingtheirordersubjecttocertainpenaltiesshouldthecontractedtermsnotbefulfilled.
“First”orders,thatisordersfromnewcustomers,shouldmostcertainlybeacknowledgedbyletter.Thelettershould:
a)expresspleasureatreceivingtheorder;
b)addafavourablecommentonthegoodsordered;
c)includeanassuranceofpromptandcarefulattention;
d)drawattentiontootherproductslikelytobeofinterest;
e)hopeforfurtherorders.
However,therearetimeswhensellerscannotacceptbuyers’ordersbecausethegoodsrequiredarenotavailableorpricesandspecificationshavebeenchanged.Insuchcircumstances,lettersrejectingordersmustbewrittenwiththeutmostcareandwithaneyetogoodwillandfuturebusiness.Itisadvisabletorecommendsuitablesubstitutes,makecounter-offersandpersuadebuyerstoacceptthem.
Accordingtocommerciallawthebuyer’sorderisanoffertobuyandthearrangementisnotlegallybindinguntilthesellerhasacceptedtheorder.Afterthat,bothpartiesarelegallyboundtohonourtheiragreement.
.Thebuyer’sobligations
Whenabindingagreementcomesintoforce,thebuyerisrequiredbylaw:
a)toacceptthegoodssupplied,providedtheycomplywiththetermsoftheorder,
b)topayforthemaccordingtothetermsagreedupon,
c)tocheckthegoodsassoonaspossible(failuretogivepromptnoticeoffaultstothesellerwillbetakenasacceptanceofthegoods).
.Theseller’sobligations
Thesellerisrequiredbylaw:
a)todelivergoodsexactlyofthekindordered,andattheagreedtime,
b)toguaranteethatthegoodstobesuppliedarefreefromfaultsofwhichthebuyercouldnotbeawareatthetimeofpurchase.
Iffaultygoodsaredelivered,thebuyercandemandeitherareductioninprice,orreplacementofthegoods,orcancellationoftheorder.Hemayalsobeabletoclaimonthesellersforthelossesthussustained.
BusinessTerms
1.bookanorder2.modeofpacking
3.portofdestination4.timeofshipment
5.promptdelivery6.cancellationoftheorder
7.currentstock8.residuestock
9.draftatsight10.draftaftersight
11.arrangefordispatch12.shippingdocuments
13.confimedL/C14.induplicate
15.placefurtherorders16.stipulations
UsefulExpressions
11.Thechiefdifficultyinacceptingyourordersnowistheheavybacklogofcommitments.Butyoumayrestassuredthatassoonasweareabletoacceptneworders,weshallgivepriorityorpreferencetoyours.
12.Yourorderisbookedandwillbehandledwithgreatcare.PleaseopentherelevantL/C,whichmustreachhereonemonthbeforethedateofshipment.
13.Wehaveacceptedyourorderfor30000yardsofArticleNo.60.PleasesenduscolourassortmentimmediatelyandopenthecoveringL/Caccordingtothetermscontracted.
14.Itwouldbeadvisableforyoutoestablishthecoveringletterofcreditasearlyaspossiblesoastoenableustoarrangeshipmentinduetime.
15.Weareunabletoeffectshipmentaccordingtothepriceandothertermsoriginallyagreeduponowingtothedelayofyourletterofcredit,andthereforetheresponsibilityforanylossarisingsubsequentlywillwhollyrestwithyou.
16.Asyouhavefailedtoestablishtheletterofcreditintime,weregretbeingunabletoeffectshipmentwithinthestipulatedtimelimit.
17.AccordingtothestipulationsinourSalesConfirmationNo.222,youshouldsendusyourletterofcreditonemonthprecedingthedateofshipment.
18.WehopethatyouwilltakeyourcommercialreputationintoaccountinallseriousnessandopentheL/Catonce;otherwiseyouwillberesponsibleforallthelossesarisingasaresultofyourfailuretodoso.
Translation
1.收到你公司购买3000辆自行车的订单,现寄上销售确认书第1234号一式两份。
请签回一份以备存档。
2.我方客户对你方产品很感兴趣,现向你方订购100公吨花生。
请尽早安排装运。
3.我方已收到你方订单
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