國際貿(mào)易實務(wù)第02章

1、Chapter 2Inquires and Offers,,2.1 Background InformationInquires may be made by letter, email, telegram, telex or fax or even by telephone or through face-to-face talk to ask for information on prices, quantities and

2、other relative details concerning a certain product. An inquiry means possible sales opportunity. Therefore, it must be replied earnestly and enthusiastically. An offer may either be f

3、irm or non-firm. An offer may be made in reply to an inquiry or made voluntarily with a view to expanding business. An offer may be made of letter or cable. If it is made by cable, a letter or confirmation will often f

4、ollow it up.,(1) An expression of thanks for the inquiry, if there is previous inquiry;(2) Name of goods, quality or specification, quantity, details of prices, discounts, terms of payment, time of shipment, and packing

5、 conditions so as to enable the buyer to make a decision;(3) The period for which the offer is valid if it is a firm offer; otherwise, a remark to the effect that the offer is made without engagement;(4) A brief introd

6、uction to the goods;(5) An expression of hopes for an order.,A letter of efficient offer will include the following:,2.2 Situational Conversation Section1: InquiryAt the Shanghai Trade Fair, a Britain buyer Smith (S)

7、, is inquiring the prices at a stand. A salesman Mr. Yang (Y) meets him.Mr. Smith: Good Morning. I’m Tom Smith form Fashion & Health Textiles Import and Export Corporation of Liverpool. Here is my card.Mr. Yang: Th

8、ank you. I’m Yang Jun, sales representative of Shanghai Meili Textiles Factory. Nice to meet you.,Mr. Smith: Likewise. I’m very interested in your cotton bed-sheets and pillowcases. I have seen your exhibits and catalogu

9、e. They are attractive. Here is a list of requirements. I’d like to have your lowest quotations, CIF Liverpool.Mr. Yang: Thank you for your inquiry, Mr. Smith. These are brand-new products of ours. I’m quite sure that t

10、hey would be the best-selling ones of ours this year.Mr. Smith: Good. I’m thinking of trying some out.Mr. Yang: I’m glad to hear that. We’d be only too pleased to explore this possibility of new business with you, Mr.

11、Smith. Would you let us know what quantity you require so as to enable us to work out the offer?Mr. Smith: OK, I will do that. Could you give me an indication of the price?Mr. Yang: Here are our latest FOB price sheets

12、. All the prices on the sheets are subject to our final confirmation.Mr. Smith: For how long does your quotation price remain open?Mr. Yang: 15 day. And the size of your order?,Mr. Smith: That will depend on your price

13、. If your price is favorable, we can place an order immediately. Mr. Yang: Well, actually, from the price sheets, you will find our prices are very competitive. You know, the prices of materials have gone up sharply. Bu

14、t the prices of our products haven’t changed much.Mr. Smith: I’m pleased to hear that. How long will it take you to deliver the goods?Mr. Yang: Usually we deliver the goods within 2 months after receipt of the covering

15、 letter of credit.Mr. Smith: Terrific. But I cannot make the decision by myself. I will call my head office in Britain and consider the price carefully. I will come back to you tomorrow. All right?Mr. Yang: Right. See

16、you tomorrow.,Section 2: OfferMr. Yang: It’s been one year since our first meeting in Shanghai Trade Fair. How are you getting on?Mr. Smith: Fine, thank you. I’m here for your offer for curtains.Mr. Yang: Our cur

17、tains are known for their fine quality and beautiful designing, all exquisitely made and moderately priced.Mr. Smith: That’s true. I’m especially interested in your IMBM 3 series. Can you give the offer on them?Mr. Yan

18、g: Certainly. Which do you prefer, FOB or CIF?Mr. Smith: I’d like to have your lowest quotation CIF Shanghai.Mr. Yang: Wait a minute. We’ll have it worked out very soon. Have a cup of coffee, please. (after counting) O

19、h, now I have the offer ready for you. Here is our detailed price sheet for IMBM 3 series CIF Shanghai.Mr. Smith: What about the terms of payment?Mr. Yang: Letter of credit available by sight draft.,Mr. Smith: OK. Actu

20、ally, it’s said that the Indians have offered a lower price for similar products.Mr. Yang: Well, Mr. Smith, as a stable client of us, you know that our offer is always based on the prevailing international market price.

21、 And speaking of lower price, you must be aware that the quality of products is more important.Mr. Smith: Yeah, I know. So is your offer a firm one or one subject to final confirmation?Mr. Yang: Oh, a firm one, which r

22、emains valid for a week.Mr. Smith: OK.,2.3 Email Communication Letter 1: An Inquiry of CurtainsDear Sirs,We are a leading distributor in curtains in the city of New York. Our customers have expressed interest in you

23、r velvet curtains Art No. 19 and 25 and required about their quality.Provided quality and price are satisfactory there are good prospects of good sales here, but before placing a firm order we should be glad if you woul

24、d send us your price-lists and samples of such product concerned. You are kindly requested to quote the FOB Shanghai.We look forward to your early reply.Yours faithfully,Letter 2: A Non-firm Offer of Curtains Dear S

25、irs,We thank you very much for your letter of June 30, asking for our velvet curtains. In compliance with your request, we included in this letter our quotation sheet for velvet curtains Art No. 19 and 25.The respectiv

26、e quantities are quoted on the basis of FOB Shanghai. This offer is subject to our final confirmation. As to the relative samples, we have dispatched then to you by separate airmail.The Chinese velvet curtains are of go

27、od quality and have fine workmanship and look good. They are moderately priced, which is known to all. You will certainly agree to that when you have examined our samples and quotation sheet. As our stocks are low and th

28、e demand is heavy, it is hoped that you will send us your orders as early as possible. If you need any further information about our products, please do not hesitate to let us know by return.Awaiting your esteemed favor

29、s and orders.Yours faithfully,2.4 Practical SkillsSkill 1: Explanatory Notes on Technical Terms 1. inquire vt. 詢問；查究；問明vi. 詢問；查究；詢價(1) to inquire the way(2) to inquire somebody’s telephone number(3) to inquire of

30、 somebody about something(4) to inquire about a person(5) Please inquire for a free 115 page picture catalogue. 2. offer vt. 提供；出價；試圖 n. 提議；出價；意圖 vi. 提議；出現(xiàn)；獻祭；求婚to offer for 對……報價to make an offer for 對……報盤(報價)fi

31、rm offer 實盤 non-firm offer 虛盤to forward an offer (or to send an offer) 寄送報盤,to get an offer (or to obtain an offer) 獲得……報盤to cable an offer (or to telegraph an offer) 電報(進行)報價offer and acceptance by post 通

32、過郵政報價及接受to accept an offer 接受報盤to entertain an offer 考慮報盤to give an offer 給……報盤to submit an offer 提交報盤3. stipulate vi. 規(guī)定；保證 vt. 規(guī)定；保證(1) Contract stipulate that partial shipment is unallowed, so please amend

33、l /c accordingly.(2) All credits must stipulate an expiry date for presentation of documents for payment, acceptance or negotiation.(3) Credits should stipulate the type of insurance required and, if any, the additiona

34、l risks which are to be covered.,4. specification n. 規(guī)格；說明書；詳述technical specification 技術(shù)說明 product specification 產(chǎn)品規(guī)格design specification 設(shè)計細節(jié) standard specification 標(biāo)準(zhǔn)規(guī)范 quality specification 質(zhì)量說明書 process s

35、pecification 加工標(biāo)準(zhǔn)requirements specification 要求說明 performance specification 性能說明material specification 原材料明細表 (1) All the parts were machined to the specification.(2) Each combination die, assorted with the press

36、 machine, can complete all punching procedures of window frame and window sash of one specification.,5. prevailing international market price 國際通行的市場價格(1) Our price is in line with the prevailing / ruling international

37、 market.(2) As the prevailing price in the international market is fluctuating drastically, our offer remains valid for only one week. If you accept them, please let us have your reply as soon as possible.6. workmanshi

38、p n. 手藝，工藝；技巧(1) The German cameras are chiefly characterized by their workmanship and durability.(2) All our products are guaranteed against defects in materials and workmanship for a period of one year.,Skill 2: Use

39、ful Expressions 1) For buyers(1) Could you tell me the price of the product? (2) We are very interested in Chinese carpets. We’d like to make an inquiry. (3) If your prices are favorable and if I can get the commissi

40、on I want, I can place the order right away.(4) I hope you will make us the best offer CIF New York. (5) We have got stacks of orders waiting to be filled. (6) Those items are in the most demand on domestic markets.

41、(7) Would you please quote me your lowest prices for the goods?(8) I’d like to know your availability of the products and the terms of sales, such as mode of payment, delivery, discount, etc.(9) How long will you keep

42、 your offer open?(10) I wonder whether there are any changes in you price.,2) For sellers(1) Here is our quotation. (2) It is always our practice to supply high quality goods at reasonable price. (3) We can vary the

43、colors according to the buyers’ requirements. (4) Here are the catalogue and the paper books and they will give you a rough idea about products. (5) We have a small lot on hand. (6) We are experienced in importing of

44、machine tools. (7) The prices we offer compare favorably with the quotations you can get elsewhere. (8) We will let you have the offer tomorrow. (9) The goods you are inquiring for are out of stocks.(10) Could you gi

45、ve me some idea about your prices?,第二章 詢盤與報盤,,一、背景知識詢盤是指以信函、電子郵件、電報、傳真，甚至是電話或當(dāng)面洽談的形式要求了解某一產(chǎn)品的價格、數(shù)量和其他有關(guān)細節(jié)。詢盤意味著可能的銷售機會，因此，收到詢盤，應(yīng)該非常認(rèn)真積極地做出答復(fù)。報盤有實盤和虛盤之分。如果是實盤，一俟買方接受，賣方則對交易負有責(zé)任；如果是虛盤，買方接受后還必須以賣方確認(rèn)為準(zhǔn)。為了避免以后的爭議，報盤是實盤還是虛

46、盤必須是非常清楚的。報盤可以是對詢盤的回復(fù)或者是為了擴大貿(mào)易由賣方主動發(fā)出。報盤可以以信函或電報形式發(fā)出。如果以電報形式發(fā)出，通常還會有一封信予以確認(rèn)。一封好的報盤信函要包括以下幾點：(1) 對以前的詢盤表示感謝。(2) 給出商品的名稱、質(zhì)量或規(guī)格、數(shù)量、價格詳情、折扣、付款方式、裝船期、包裝條件，從而使買者能做出決定。(3) 如果是實盤，則必須說明報盤的有效期；如果是虛盤，則必須說明其無約束性。(4) 給出商品的簡介。(5)

47、 表達希望收到正式訂單的愿望。,二、情景對話 對話1：詢盤在上海商品交易會上，英國采購商史密斯正在一個展位前詢價，銷售人員楊先生接待了他。史密斯先生：早上好。我是利物浦時尚健康紡織品進出口公司的史密斯，這是我的名片。楊先生：謝謝。我是楊俊，上海美麗紡織品廠的銷售代表。很高興見到您。史密斯先生：我也是。我對貴廠生產(chǎn)的純棉床單和枕套很感興趣。我已經(jīng)看過你們的展品和目錄，它們很具有吸引力。這是我的需求清單。我想知道你方最低的報價，利

48、物浦到岸價。楊先生：感謝您的詢盤。這些都是我們的最新產(chǎn)品，我相信它們會成為我們今年最暢銷的產(chǎn)品。史密斯先生：很好。我正考慮試試。楊先生：對此我很高興。我方非常樂意與您一起開創(chuàng)這筆生意的合作機會。您能否告訴我您的需求量以方便我們做出相應(yīng)的報價？史密斯先生：好的，可以。你能不能給我一些關(guān)于價格的提示？,楊先生：這是我們最新的離岸價清單。上面所有的報價都需以我方最后確認(rèn)的為準(zhǔn)。史密斯先生：你們的報價有效期是多長？楊先生：15天。您

49、的訂貨量呢？史密斯先生：這要根據(jù)您的報價而定。如果價格很優(yōu)惠，我們可以立即下訂單。楊先生：其實看了我們的價格清單，您就會發(fā)現(xiàn)我們的價格實際上非常有競爭力。您要知道，原材料價格已經(jīng)大幅上揚，而我們的產(chǎn)品價格并未做出大幅調(diào)整。史密斯先生：我很高興聽到這些。你們需要多久才能交貨？楊先生：通常我們會在收到信用證后兩個月內(nèi)交貨。史密斯先生：很好。可是我做不了主，我會向英國總部打電話匯報并認(rèn)真考慮你們的價格。明天我再回來找你，可以嗎？楊

50、先生：好的，明天見。,對話2：報盤楊先生：去年上海交易會之后，我們已經(jīng)一年沒見了，你還好嗎？史密斯先生：很好，謝謝。我來是想了解你們對窗簾的報盤。楊先生：我們的窗簾以物美質(zhì)優(yōu)、做工精細、價格合理而聞名。史密斯先生：的確如此。我對你們的IMBM 3系列產(chǎn)品很感興趣。你能給我報個價嗎？楊先生：當(dāng)然可以。那么按什么價格報盤，離岸價還是到岸價？史密斯先生：希望貴方報成本加保險費、運費到上海的最低價。楊先生：等一會兒，我們馬上把它算

51、出來，先請喝杯咖啡。(計算之后)現(xiàn)在，我已準(zhǔn)備好為你報盤了。這是IMBM 3系列上海到岸價的詳細清單。史密斯先生：有什么支付條件？楊先生：即期信用證支付。史密斯先生：好的。實際上，我聽說印度商人對同類產(chǎn)品報價更低。楊先生：史密斯先生，作為我們的老客戶，你知道我們報盤一直是根據(jù)當(dāng)下的國際市場價格進行的。說到價格更低的問題，你應(yīng)該清楚產(chǎn)品質(zhì)量才是更重要的。,史密斯先生：是啊。那么你們的報價是實盤還是需要經(jīng)過最終確認(rèn)的？楊先生：實盤

52、。有效期一周。史密斯先生：好的。三、郵件往來 郵件1：窗簾詢盤執(zhí)事先生：我們公司是紐約最大的窗簾貿(mào)易商之一。我方客戶對貴公司的19號和25號天鵝絨窗簾感興趣并詢問其質(zhì)量。如果質(zhì)量和價格都令人滿意，我方將有很好的銷售前景。如貴方能在我方下正式訂單之前給我方郵寄有關(guān)產(chǎn)品的價格表和樣品，我方將非常感激。請給我方報上海離岸價?；菖卧鐝?fù)。 敬上,郵件2：報窗簾虛盤執(zhí)事先生：感謝貴方6月30日來函詢問

53、我公司生產(chǎn)的天鵝絨窗簾。按照你方的請求，我們隨信寄去19號和25號天鵝絨窗簾的報價單。我們對不同的訂購數(shù)量分別報出上海離岸價，此報盤以我方最后確認(rèn)的為準(zhǔn)。關(guān)于相關(guān)樣本，我們已經(jīng)另行航郵給貴方。中國產(chǎn)天鵝絨窗簾質(zhì)量上乘，做工精細，美觀大方，而且眾所皆知其價格適中。在你們看過我們的樣品和報價單之后，相信你們會深有同感。由于我們的現(xiàn)貨不多，而且市場需求量很大，所以希望貴公司盡可能提前交來訂單。如需要更多關(guān)于我們產(chǎn)品的資料，請立即回信告訴我

54、們。殷盼惠示并訂購我們的商品。敬上,四、實用技能 技能1：專用術(shù)語解釋1. inquire vt. 詢問；查究；問明vi. 詢問；查究；詢價(1) 問路。(2) 詢問某人的電話號碼。(3) 向某人詢問某事。(4) 詢問有關(guān)某人的情況。(5) 歡迎查閱我們的115頁的圖片目錄。 2. offer vt. 提供；出價；試圖 n. 提議；出價；意圖 vi. 提議；出現(xiàn)；獻祭；求婚to offer for 對……報價

55、to make an offer for 對……報盤(報價)firm offer 實盤 non-firm offer 虛盤to forward an offer (or to send an offer) 寄送報盤to get an offer(or to obtain an offer) 獲得……報盤,to cable an offer (or to telegraph an offer) 通過電報(進

56、行)報價offer and acceptance by post 通過郵政報價及接受to accept an offer 接受報盤to entertain an offer 考慮報盤to give an offer 給……報盤to submit an offer 提交報盤3. stipulate vi. 規(guī)定；保證 vt. 規(guī)定；保證(1) 合約規(guī)定不可分批裝船，請修改信用證。 (2) 一切信用證均須規(guī)定一

57、個交單付款、承兌或議付的到期日。 (3) 信用證應(yīng)規(guī)定所需保險的類別以及相應(yīng)投保的附加險別。4. specification n. 規(guī)格；說明書；詳述technical specification 技術(shù)說明 product specification 產(chǎn)品規(guī)格design specification 設(shè)計細節(jié) standard specification 標(biāo)準(zhǔn)規(guī)范 quality specification 質(zhì)

58、量說明書 process specification 加工標(biāo)準(zhǔn),requirements specification 要求說明 performance specification 性能說明material specification 原材料明細表 (1) 所有部件都按照規(guī)格予以加工的。 (2) 與該壓床配套的每個組合沖模，可完成一種規(guī)格的窗框和窗扇的全部沖壓工序。 5. prevailing internationa

59、l market price 國際通行的市場價格(1) 我們的價格與現(xiàn)行世界行情是一致的。 (2) 由于當(dāng)前國際市場價格大幅波動，我們的有效期只有一周，如果貴方接受他們，請盡快讓我們知道貴方的答復(fù)。 6. workmanship n. 手藝，工藝；技巧(1) 德國相機的主要特點是工藝精湛，經(jīng)久耐用。 (2) 我們所有的產(chǎn)品都享有一年的材料與制作瑕疵擔(dān)保。技能2：語言技巧1. 買方用語 (1) 你能告訴我這個產(chǎn)品

60、的價格嗎？(2) 我們對中國地毯非常感興趣，我們想做個詢盤。,(3) 如果你方價格優(yōu)惠，而且接受我方傭金，我可以馬上訂貨。(4) 希望你能給我方紐約到岸價的最優(yōu)惠價格。(5) 我們有大量訂單要處理。(6) 這些產(chǎn)品在國內(nèi)市場需求量很大。(7) 你能報給我這些產(chǎn)品的最低價格嗎？(8) 我想了解你們的供貨能力以及付款條件、裝運條件和折扣等銷售條件。(9) 你方報盤有效期多長？(10) 不知你們的價格有沒有變化？2. 賣方用