资源简介

Unit One Basic Knowledge of Business Letter Writing
【基本要求】
本单元主要介绍商务书信写作的基本知识，使学生了解国际书信写作的格
式，掌握英美不同的写作方法和风格。
【重点难点】
1.正确设置及书写信封
2.正确掌握和理解英式的书信写法与美式的书信写法的差异
【讲授学时】
4 学时
【课程内容】
Ⅰ.Brief Introduction
1.Components/Elements of Business Letters
1）Letterhead
2）Date
3）Inside Address
4）Salutation
5）Body
6）Complimentary Close
7）Signature
8）References
9）Attention Line (Attn/Att)
10）Subject Line
11）Carbon Copy Notation (C.C./cc)
12）Enclosure (Encl)
13）Postscript (P.S.)
14）Identification Line
2.Format of Business Letters
1）Full-block Format
2）Indented Format
3）Semi-block Format
3.Addressing Envelopes
4.Good Writing Principles
1）Clearness
2）Conciseness
3）Correctness
4）Concreteness
5）Courtesy
6）Consideration
7）Completeness
Ⅱ.New Words and Expressions（见课本P12）
Ⅲ. Notes
1.Letterhead信头
2.Date日期
3.Inside Address信内地址
4.Salutation称呼
5.Body正文
6.Complimentary Close结尾套语
7.Signature签名
8.Reference信函编号
9.Attention Line经办人
10.Subject Line事由
12.Enclosure附件
13.Postscript附言
14.Identification Line承办人代号
15.Full?block Format齐头式/平头式
16.Indented Format缩进式/斜列式
17.Semi-block Format半齐头式
18.Your company has been introduced/recommended to us by…
承蒙……介绍，我们得知贵公司……
19.prospective buyers潜在买主
20.enter into something with开始；建立（某种关系等）
21.We take the liberty of writing to you in the hope of entering into business relations with you in the line of textiles business.
我们冒昧致函贵公司，希望与你方建立业务关系，从事纺织品贸易。
22.We are indebted to… for…承蒙……的介绍得知……
23.We enclose a copy of our export list…随函附寄我方出口商品目录一份……动词enclose在商务书信中使用频率极高，基本意思是“随函附寄”。
24.At present，we are interested in extending our range and would appreciate your sending us catalogues and quotations.
现欲扩展业务范围，望惠寄贵方商品目录和报价单。
25.We would expect to transact a significant volume of business.
本公司希望达成大笔交易。
26.Clearness清楚
27.Conciseness简洁
28.Correctness准确
29.Concreteness具体
30.Courtesy礼貌
31.Consideration体谅
32.Completeness完整
Ⅳ. Useful Expressions on Opening Sentences and Closing Sentences
1.特此奉告：
a.We are pleased to inform you that…
b.We have pleasure in informing you of…
c.We have the pleasure of apprising you of…
d.We take the liberty of announcing to you that…
e.Please allow us to call your attention to…
2.专此奉告：
a.The purpose of this letter is to inform you that （of）…
b.The object of the letter is to tell you that （of）…
3.惠请告知：
a.Please inform me that （of）…
b.I will thank you for your informing me that （of）…
c.I should be glad if you would inform me that （of）…
4.兹确认我公司某月某日函。
a.We confirm our letter of the…of this month…
b.We confirm our last letter of the June 10th…
c.In confirming our telegram of this morning…
5.敬悉你公司某月某日函。
a.We have pleasure in acknowledging receipt of your esteemed favour of May the 3rd…
b.We are in receipt of your letter of the July 7th…
c.We have duly received your favour of the March 5th…
d.We thank you for your letter of the May 5th…
6.敬复你公司某月某日函。
a.In reply to your letter of the 5th of May,I have to inform you that （of）…
b.We are in receipt of yours of the May 15th,in reply to which we are pleased to state that…
c.Replying to yours of the 8th of February regarding…,I would say that…
d.In reply,we would like to say…
7.本公司深感遗憾，必须奉告……
a.We regret to inform you that （of）…
b.We very much regret to announce you that…
c.It is most regrettable that we have to inform you that （of）…
d.We are regretful that we have to inform you that （of）…
8.本公司深感遗憾，得悉……
a.We are very sorry to hear （know）that…
b.We very much regret to hear that…
c.We regret that we have been informed that （of）…
9.感谢你公司某月某日函。
We thank you for your inquiry of the May 10th…
10.随函附上……，请查收……
a.Enclosed please find…
b.We enclose herewith…
c.We have pleasure in enclosing here with…
d.We attached (hereto)…
11.遵照贵公司某月某日来函指示……
a.In accordance with the instructions given （continued）in your favour of the May 10th…
b.According to the instructions given in your letter under date of the 20th of last month…
c.In conformity with （to）your instructions of the 10th this month…
d.To conform to your instructions of the 10th this month…
e.In compliance with your instructions of the 10th this month…
f.To comply with your instructions of the 10th this month…
12.关于详情，将于下回奉告。
a.I will write you particulars in my next.
b.I will inform you more fully in my next.
c.I will inform you the details in my next.
13.盼你公司及早回复。
a.We hope to receive your favour at an early date.
b.We trust you will favour us with a prompt reply.
c.Your prompt reply would be greatly appreciated.
d.We look forward to your early reply.
e.We are looking forward to receiving your early reply.
14.我们将随时为你服务。
a.We assure you of our best services at all times.
b.We shall spare no efforts in endeavouring to be of service to you.
15.若有机会我公司也愿做类似的服务。
a.We shall be happy to have an opportunity of reciprocating to you on a similar occasion.
b.We wish to reciprocate the goodwill.
常见问题1-1
打日期要注意下列各点:
1.年份应完全写出,不能用（00）来代表（2000）。
2.月份要写英文名称,不能用数字来代替。如（3／9／99）等不能在正式函件中使用。
3.月份名称可用缩写,如Aug.代替August；Oct.代替October;但May，June，July本身很短,不再减缩了。
4.日期有时用1,2,3,4,5,…,11,12,…,21,22,23,24,…,31等,有时用1st,2nd 3rd,4th,5th,…,11th,12th,…,21st,22nd,23rd,24th…,31st.日期最好用基数字,不用序数字。
注意:月份和日期之间不要用标点点开,年份之前,必须用逗号点开。日期可用1,2,3,4,或用1st,2nd,3rd,4th.但各国各地习惯不同,不可一概而论。
常见问题1-2
说明:在公司名称的前面加c/o（care of）,意思是由其转交,说明本信是一封私人信要由本人拆封,总收发不要拆。有时候外国商人来我国访问未到达以前,无一定信址,信件常由邀请公司转交,千万不要误拆,以免误会。
常见问题1-3
如果函件要抄送其他有关单位,同时使对方也知道已抄送其他单位可在信件最后的左下角注明“CC to ×××”或“CC ×××”。CC是carbon copy二字的缩写。
Ⅴ. 巩固本章知识完成课后习题Unit Two Establishing Business Relations
【基本要求】
在拟写有关建立贸易关系的信函时，应注意礼貌、得体，并应将自己要表
达的内容清楚地叙述完整。掌握建立贸易关系的信函的常用写作步骤和常用句型。
【重点难点】
建立贸易关系的信函写作步骤和常用句型
【讲授学时】
2学时
【课程内容】
Ⅰ.Brief Introduction
1. Establishing Business Relations
Usually，some channels can help us obtain the information of a new customer，such as:
1）Internet
2）Chamber of Commerce both at home and abroad
3）Embassy or consulate
4）Commercial Counselors’ office
5）Banks
6）Exhibitions and Trade Fairs
7）Other customers
8）Market Investigations
9）Ads in the media
10）Mutual visit by trade delegations and groups
11）Trade Directory
12）Inquiry received from merchants abroad
For the establishment of relations, common practice in business
communications is to write letters to new customers.After obtaining the information，we can write a letter to the prospective client to establish business relations with him.This kind of letter usually consists of the following points：
1）The source of your information and your intention of writing the letter.
2）Self-introduction (the business scope of your firm，the financial position and the integrity，etc.)
3）Expressing your expectation of cooperation at an early date.
2. Credit Inquiry
In the letter enquiring about status，you may include the
following points:
1）The source of your information.
2）Request information on the business standing of the buyer or seller.
3）Express appreciation and promise secrecy.
Ⅱ.结合课本的示例1-7对上面的知识点进行巩固
Ⅲ.New Words and Expressions
Ⅳ.Notes
1.handle vt. to deal or trade in the purchase or sale of经营买卖、经销
2.foresee v.to see or know beforehand预知，先见；事先明白或知道
3.prospect n.前途，期望
4.price list 价目单
5.catalogue 目录
6.stock n.库存、股票、股份
7.Commercial Counselor’s Office 商务参赞处
chamber of commerce 商会
8.embassy 大使馆
9.in the market for (sth.)： interested in buying 有意购买
10.specialize in 专营（将企业的经营范围限制在某一特定产品或服务项目上）
11.exportation n.出口
12.scope 范围、机会
13.brochure n.小册子
14.quotation n. 1）报价；报价单；2）时价；行情；估价
15.proceed vi. 1） （常与to连用）开始进行；2）（常与with，to 连用）继续进行；3）前进；4）（与against连用）起诉；控诉；5）（常与from连用）源于，起因于
16.contact vt. to get in touch with；communicate with与……取得联系；与……来往
17.transaction n.交易
18.confidential adj.秘密的,机密的
19.caution n.小心,谨慎,警告；vt.警告
Ⅴ.Useful Expressions on Establishment of Business Relations and Credit Status
1.We got your name and address from our chamber of commerce.
我方从我处商会那得到贵方的名址。
2.You have been introduced to us by Hengsheng Trading Co.Ltd.as one of the leading importers of electronic products.
恒生贸易有限公司向我方介绍了贵公司是电子产品的主要进口商之一。
3.We have got your name and address form Trade Fairs in New York last month，which informed us that you are in the market for Chinese green tea.
上个月我们在纽约的交易会上得知了贵方的名址，交易会告知我方贵方想要购买中国绿茶。
4.We have learned from our Trade Delegation that you are one of the leading exporters of Chinese tea sets.
我们已从我方的贸易代表团处得知贵方是中国茶具的主要出口商之一。
5.Seeing your ads in China Daily，we learned that you are supplying foods all over the world.
我方从贵方在《中国日报》上的广告上得知贵方向世界各地供应食品。
6.We are one of the largest computer manufactures in our country and have handled various kinds of products for more than ten years.
我方是我国最大的电脑制造商之一，经营各类产品已有十余年。
7.We are one of the leading food trading company in China，and have offices or representatives in all major cities and towns in China.
我们是中国主要的贸易公司之一，在中国所有主要的城镇都有办事处或是贸易代表。
8.Our company handles/ deal in/ specializes in import and export business of garments.
我公司经营/专营服装的进出口。
9.We have been / engaged in the line of electronic products for many years.
我方在电子产品行业已经营多年。
10.We would like to enter into direct business relations with you on the basis of equality，mutual benefit and exchange what one has for what one needs.
我方想在平等、互利、交换各自所需的基础上和贵方建立直接的业务关系。
11.We write to you today in the hope of establishing business relations with you.
我们今天给你写信是希望和贵方建立业务关系。
12.To give you a general idea of our products，we enclose our catalogues and price lists for your reference.
为了使贵方大致了解我们的产品，随函附来我方的目录和价目单供贵方参考。
13.We enclose here a copy of our illustrated catalogue about the main items available at present.
我方特随函附来目前可供应的主要产品的有插图的目录。
14.Price quotation and sample books are available when we get inquiry.
当我方收到询盘可以向贵方寄送报价单和样品册。
15.Will you please furnish us with details as to the financial standing of the above?mentioned company
请贵方向我方提供上述公司财务状况的详情。
16.We should be most grateful if you could advise on the reputation and financial standing of the company in question.
如果贵方能就该公司的声誉及资金状况给予我方建议的话，我方将不胜感激。
17.Any information you may give us will，of course，be treated as strictly confidential.
任何贵方给予我方的信息当然都会被严格保密。
18.They are enjoying a high reputation in the business world.And they are prompt and punctual in all their transactions.
该公司在商界享有良好的声誉。该公司在他们所有的交易中及时又准时。
19.As they are inexperienced in business，we have to advise you to regard their request for credit with caution.
由于该公司在业务上不甚有经验，我们不得不建议贵方谨慎对待他们的贷款要求。
20.We know too little about this firm to give satisfactory answers to your enquiry.
我方对这家公司不太了解，无法对贵方的询盘给出满意的回答。
Ⅵ.巩固本章知识完成课后习题Unit Three Enquiries and Replies
【基本要求】
本单元主要介绍询盘和回复的基本知识和技巧。掌握常用礼貌套语，注意
不同情况的处理方式和方法。
【重点难点】
掌握不同情况询盘的处理方式和方法
【讲授学时】
2学时
【课程内容】
Ⅰ.Brief Introduction
1. Enquiries
There are two kinds of enquiries：general enquiry and specific
enquiry.Enquiry can be made by importer or exporter，but usually by
importer.
In a general enquiry，the importer may only ask for Catalogues，price lists，samples or some other reference materials from the exporter.
In a specific enquiry，the importer may require some specific information of certain goods such as price，specification，discount，quantity，terms of payment，date of shipment，etc.and other reference materials.
If the enquiry is made to an established customer，the letter should include the following points:
1） say how much you are interested in the products or service
2） ask for catalogues，price lists，samples or enquire about some other specific trade terms
3） express the expectation that the enquiry can be given immediate attention
If the enquiry is made to a new customer，the letter should include the following points:
1） inform the reader of the resource of your information
2） make a self?introduction of your company or business
3） define exactly what you are interested in
4） ask for catalogues，price lists，samples or enquire about some other specific trade terms
5） express the expectation that the enquiry can be given immediate attention
2. Replies to Enquiries
When giving replies to enquiries，you should deal with it
carefully and promptly.Special care should be given to a first
enquiry in particular so as to create goodwill.If the enquiry is from
an old customer，say how much you appreciate it.If it is from a new
customer，say you are glad to receive it and express the hope of a
lasting friendly business relationship.
Ⅱ.结合课本的6示例对上面的知识点进行巩固
Ⅲ.New Words and Expressions（课本P44）
Ⅳ.Notes
1. selection n.选择，挑选，选拔
2. wholesaler n.批发商
3. supply
1）n.补给,供给,供应品
2）vt.补给,供给,提供,补充,代理
4. range n.列,行,一系列,一批,一套；范围；界限
5. effect vt.实现,完成,达到(目的等)
6. enquire=inquire v.询问（常与about，for连用)
7. in addition also；as well as 也；另外，加之
in addition to over and above；besides 加于……之上；除……之外又
8. examine v.
1）检验，检查
2）审查，审核
9. individual adj.
1）单独的；特殊的；个别的
2）仅适合一人或一事的
3）独特的；有特性的
10. popularity n.普及,流行,声望
enjoy /win general/great popularity享有盛名,受欢迎,得众望
11. favorable adj.赞成的,有利的,赞许的,良好的,讨人喜欢的,起促进作用的
a favorable impression好印象
a favorable reply给予答复
a favorable report赞同的报告
12. issue n. (报刊等)期、号
13. discount n.折扣
give sb. a discount of …% 给某人百分之……的折扣
at 15% discount打八五折
　　discount of 30%七折
　　at a discount
1）折价，减价发行,低于面值的价格
2）没有销路,不被尊重,吃不开
14. deliver v. 分娩,送货,交付,提供,供给,讲述,诉说
deliver sb.from danger救某人脱险
deliver sth.to sb.把某物交付给某人
deliver a message带信,传话
deliver a speech做演讲
15. provided（常与that连用）conj. on the condition；if 在……的条件下；如果倘若亦作： providing (that)
16. Christmas rush 圣诞节的购物潮
Ⅴ. Useful Expressions on Enquiries and Replies
1.Your firm has been recommended (introduced)to us by...with whom we have done business for many years.
我们与……公司交往多年，承蒙该公司将贵公司推荐给我们。
2.We addressed our inquiry to the firm.
我们已向该公司提出询价（询盘）。
3.I shall be glad if you will send me your catalogue，together with quotations for large quantities.
希望能寄给我们贵公司的目录以及大批量订货的报价。
4.We are in the market for...and shall be glad to receive your best possible quotation，indicating origin，detailed specifications，packing and quantity available，etc.
我方意欲购买……如果贵方寄来最优价格，注明产地、详细规格、包装、可供数量等，将不胜感激。
5.We’d like to have your lowest quotations，F.O.B.Hongkong.
我方想知道贵方香港离岸价的最低报价。
6.We would also like to know the minimum export quantities per color and per design.
我方还想了解该产品每种颜色和图案的最低出口量。
7.We think some of the items will find a ready market in U.S.A.
我方认为有些商品会在美国畅销。
8.Heavy enquiries witness the quality of our products.
大量询盘证明我方产品质量过硬。
9.As soon as the price picks up，enquiries will revive.
一旦价格回升，询盘将恢复活跃。
10.Enquiries for carpets are getting more numerous.
对地毯的询盘日益增加。
11.Enquiries are so large that we can only than allot you 200 cases.
询盘如此之多，我方只能分给你们200箱货。
12.Mr.Baker is sent to Beijing to make an inquiry at China National Textiles Corporation.
贝克先生来北京向中国纺织公司进行询价。
13.We regret that the goods you inquire about are not available.
很遗憾，贵方所询的货物现在无货。
14.In the import and export business，we often make inquiries at foreign suppliers.
在进出口交易中，我方常向外商询价。
15.To make an inquiry about our oranges，a representative of the Japanese company paid us a visit.
为了对我方的橙子询价，那家日本公司的一名代表访问了我们。
16.We cannot take care of your enquiry at present.
我方现在无力顾及贵方的询盘。
17.Your enquiry is too vague to enable us to reply you.
贵方的询盘不明确，我方无法答复。
18.Now that we’ve already made an inquiry about your articles，will you please reply as soon as possible
既然我们已经对贵方产品询价，可否尽快给予答复？
19.We have pleasure in sending herewith a copy of our illustrated catalogue of the machines suitable for your business.
现寄上一份适合贵公司业务的,并附有图解的机械目录副本。
20.I send you my revised catalogue and price-list，in the hope that you may find something to suit you.
随信寄去新修改的目录和价目表,希望这些商品能适合贵公司的业务。
Ⅵ.巩固本章知识完成课后习题Unit Four Offer and Counter-offer
【基本要求】
本单元主要介绍发盘和还盘的基本知识和技巧。掌握常用礼貌套语，注意
不同情况的处理方式和方法。
【重点难点】
1.分清实盘与虚盘，掌握两者关键性区别
2.还盘的技巧
【讲授学时】
2学时
【课程内容】
Ⅰ.Brief Introduction
1. Firm Offer Letter
A firm offer is made when a seller promises to sell at a stated
price and within a stated period of time.
The firm offer creates a power of acceptance permitting the
offeree by accepting the offer to transform the offerer’s promise into a contractual obligation. Thus，once it has been accepted it cannot be withdrawn.
A satisfactory offer will include the following:
1）an expression of thanks for the inquiry，if any
2）the name of commodities，quality，quantity and specifications
3）details of prices，discounts and terms of payment
4）a statement or clear indication of what the prices cover
5）packing and date of delivery
6）the period for which the offer is valid
7）an expression of hope that the offer will be accepted
Without the last point，you turn a firm offer into a non-firm
offer，which might contain even fewer items. A non-firm offer cannot
be accepted but will rather be considered an inducement to business.
（结合课本示例1-3巩固实盘知识）
2. Non-firm Offer
A non-firm offer is made when a seller doesn’t promise to sell
at a stated price and within a stated period of time. In other
words，the exporter can draw back a non-firm offer if he pleases.
It may involve fewer items than a firm offer，but some terms should
be retained such as “subject to our final confirmation”.In order to
avoid future disputes，this must be made clear in a non-firm offer.
（结合课本示例4-6巩固虚盘知识）
3. Counter-offer Letter
A counter offer is virtually a partial rejection of the original
offer and also a counter proposal initiated by the buyer or the
offeree. The buyer may show disagreement to the price，or packing，or
shipment and state his own terms instead. Such alterations，no matter
how slight they may appear to be，signify that business has to be
negotiated on the renewed basis.
A counter-offer usually covers the following points:
1）Thank the seller for his offer or quotation.
　　 2）Express regret at inability to accept the seller’s offer or
quotation.
3）Make a bid or counter-offer if，in the circumstances，it is
appropriate.
4）Suggest other opportunity to do business together.
（结合课本示例7-9巩固还盘知识）
4. Counter Suggestion Letter
Counter-offers may be made more than once before a transaction is
concluded. A counter suggestion means that when the offerer receives a counter-offer，some terms of which are found unacceptable，he can
also puts forward his proposals against the counter-offer. In order
to bring a transaction to a successful conclusion，it is advisable to
convince the other party with facts and reasons so as to achieve
mutual understanding or to remove the misunderstanding.
（结合课本示例10-12巩固发盘与还盘知识）
Ⅱ. New Words and Expressions（课本P63）
Ⅲ. Notes
1. firm offer 实盘
2. non-firm offer 虚盘
3. 传统意义上的quotation（报价）与offer（报盘）是有区别的。前者往往
只含商品、价格、数量，而后者应包括商品、规格、数量、包装、装运、支付
等七项内容。
4. We confirm having received your enquiry of September 20th for our
Double-faced embroideries.
兹确认收到贵方9月20日有关双面刺绣的询盘。confirm 一词后面常接名
词或动名词。
5. Complying with your request，we are making your and offer for …
按贵方要求，我们给你报……（商品）
　　1）complying with 与in compliance with 用法一样，表示“与……相
一致”“按照”。
2）make sb. an offer for … 给某人（商品）报盘，常用句型。
6. For shipment in September,2016 …
表示装运期常常用介词for 引导
7. The goods are to be packed in boxes of one piece each，twenty
boxes to a carton.
货物用盒子装，每盒装1件，20盒装1纸箱。表示包装的基本句型为：
in …（内包装/小包装）of（单位重量/数量），……（内包装/小包装）to a
（外/大包装）
8. Payment is to be made by confirmed，irrevocable L/C payable by
draft at sight.
支付用保兑的、不可撤销的凭即期汇票支付的信用证。
9. The offer is firm，subject to your reply reaching us before 5 p.m.April 22nd,our time.
此报盘以贵方答复于4月22日我方当地时间下午5点前到达我方为有效。
subject to 以……为准，为条件
10. newly launched range of swivel chairs 最新推出的系列转椅
launch v.开办、投放市场
11. cash orders 现金订货 指订货前或交货时支付现金的订货
12. This price will remain valid for thirty days from the date of the
letter.
本价格从本信函签发日起三十天内有效。表示“有效”的英语用语有：to be /
remain firm / valid / open /effective。
13. as per 按照、根据,相当于according to
14. confirmed，irrevocable letter of credit
保兑的、不可撤销的信用证
15. under separate cover 另函附寄
16. counter-offer 还盘，也称还价，是对报盘（报价）的修改
17. CIFC 2% Jakarta 含2%佣金的CIF雅加达价（Jakarta雅加达,印度尼西亚首都）
18.in our favour 以我方为受益人
19. the subject goods 标题货物
20.We are in urgent need of … 我们急需……
21.out of line with the prevailing market level
与现行市场行情有出入
22.at your early convenience 尽早
23.We acknowledge with thanks receipt of your letter …
我们确认收到贵方的来信并表示感谢……,相当于We thank you for your
letter...
24. to enter into a long?term contract 签订长期合同
25. cable us acceptance 来电接受
26. at your earliest convenience
在你方便的时候尽快，相当于immediately/as soon as possible
27. samples n.样品
representative sample 有代表性样品
28. nil n.无，零，相当于
nothing/none nil growth 无增长
nil profits 无利润
nil expenditure 零支出
29. counter suggestion 反还盘，是对还盘的修改
30. We should like to grant your request to lower the price by 8%.
我方理应满足贵方减价8%的要求。
31.However,such practice will mean nil profit to us.
然而，这样做会使我方赚不到利润。
32.Considering our long-standing mutual relationship，let’s meet
half way.
鉴于我方长期的默契关系，那就各让一半吧。
33. 10th inst 本月10日,inst是instant的缩写，词义为“本月”（this month）
34. profit margin 利润额，利润幅度
35. the lines in question 有关商品 lines指经营的各类商品
36. on the high side 偏高
37. much as 虽然很……,复合从属连词，引导让步状语从句
38. co-operate 合作
39. see one’s way（clear）to do sth.（doing sth.）
有可能或有意办某事
40. realistic adj.现实的，实际的
41. source n.来源
42. do better
　　If later on you can see any chance to do better，please let us know.
　 贵方如有机会出较高的价格，请告知我方。
Ⅳ. Useful Expressions on Offer and Counter-offer
1.We were very pleased to receive your inquiry of March 5th and now
confirm our cable of this morning，as follows：
欣然收到贵方3月5日的询盘，现确认今晨回电如下：
2.We will keep our offer firm to the end of this month.
我方将此盘有效期保留至本月底。
3.We are making you a firm offer，subject to your reply reaching us
before July 25th.
现向贵方报实盘，以贵方7月25日前回复为准。
4.We can offer you various kinds of Chinese Cotton Piece Goods at
attractive prices.
我方能以具有吸引力的价格向贵方报各式各样的中国棉布。
5.Could you keep the offer open for 7 days
报价能否给七天的有效期？
6.As soon as we are in a position to make offers，we shall contact
you without delay.
当我方恢复报盘时，我方将立即去电与贵方联系。
7.This offer must be withdrawn if not accepted within seven days.
此报盘七天内不接受，就做撤销。
8.This offer is without engagement.
该报盘不受约束。
9.Unless otherwise stated or agreed upon，all prices are without any
discount.
除非另有说明或规定，价格一律没有折扣。
10.We trust that you will be able to accept our offer，which shall be
kept open subject to reply by cable.
我方确信，贵公司将接受我们所提供的价格。此报盘至回电为止都有效。
11.On condition that you take more than 1,000 sets，we are prepared
to offer this special price of $9.25 per set，a 3% discount.
如订购1，000台以上，准备特价报盘，每台9.25美元，即给3%的折扣。
12.We must stress that this offer is firm for five days only because
of the heavy demand for the limited supplies of this velvet in stock.
本公司必须强调，此报盘有效期仅五天。因为天鹅绒的存货有限而需求却很大。
13.Further to our letter of Nov.11th,we now offer you，without
engagement，our various items as follows:
继我方11月11日函，现报没有约束力的各种货物价格如下：
14.Last year we had the pleasure of supplying you with walnut and we
trust that it has given you every satisfaction. We are writing today
to inform you that we can supply apricot kernels from stock.
去年，我方荣幸地向贵方提供核桃，相信贵方十分满意。现函告贵方我方能现货供应杏仁。
15.Unfortunately we cannot accept your offer. The prices you quoted
are much higher than those of other manufacturers.
很遗憾我方不能接受贵方报盘。贵方报价比其他厂商所报高得多。
16.We counteroffer as follows：
我方还盘如下：
17.Our counter-offer is well founded.
我方的还价是很合理的。
18.Please make us a best possible counter-offer.
请给我方一个最好的还盘。
19.It’s impossible for us to entertain your counter-offer.
我方不能考虑接受贵方的还盘。
20.The price you counter-offered is not in line with the prevailing
market.
贵方还盘与现行市场价格不符。
21.This is our rock-bottom price；we can’t make any further
reduction.
这是我方的最低价格，我方不能再降价了。
22.We appreciate your counter-offer but find it too low to accept.
谢谢贵方还盘，但我方觉得太低了，无法接受。
23.We consider accepting your counter-offer.
我方考虑接受贵方的还盘。
24.If you accept our counter-offer，we’ll advise our end users to
buy from you.
如贵方能接受我方的还盘，我方建议用户向贵方购买。
25.We have cut price to the limit. We regret，therefore，being unable
to comply your request for further reduction.
因我方的价格已降到极限，所以无法满足贵方进一步降价的要求。
26.We regret to note that you have turned down our counter-offer.
遗憾得知贵方已拒绝了我方的还盘。
Ⅴ.巩固本章知识完成课后习题Unit Five Order and Conclusion of Business
【基本要求】
本单元主要了解订单中所涉及的交易条件，掌握规格、数量、价格、支付
条件和交货期的内容及表达方式。
【重点难点】
掌握订单的书写要求，把握语言准确性和清晰性
【讲授学时】
4学时
【课程内容】
Ⅰ.Brief Introduction
An order is a request to supply a specified quantity of goods.
Normally，an order should cover:
　　1.The name and address of buyer and seller
　　2.The number of order
　　3.An accurate and full description of commodities required
　　4.Quantities and prices of the commodities
5.Payment terms
A letter of order is usually consisted of the following three paragraphs:
The first paragraph is to refer the seller to the previous contact，acknowledging that you have received the offer.
The second paragraph is for you to give the detailed description of your order. The sequence of a number of items is necessary and should be clearly followed.
The last paragraph is to state the terms and form of payment and the anticipated date of delivery and the mode of transportation.
An acknowledgment should contain:
1.Acknowledge the order with an expression of thanks
2.Give your order number
3.Restate the contents of order
4.Restate the terms of payment
5.Enclose your Sale Confirmation in duplicate
6.Express your desire for future orders
A contract has the contents as follows:
1.Time and place of signature
2.Contract number
3.Names of both the seller and the buyer
4.Descriptions of commodity and specifications，and quantity
　　5.The unit prices and total value
　　6.Packing
　　7.Shipment marks
　　8.Insurance clauses
　　9.Port of shipment and destination
　　10.Time of shipment
　　11.Terms of payment
　　12.Claim
　　13.Force Majeure
　　14.Arbitration
　　15.Signature of the parties concerned
Ⅱ.结合课本示例1-7对上面的知识点进行巩固
Ⅲ.New Words and Expressions（课本P83）
Ⅳ.Notes
1. order n./ vt. to give an order for；request to be supplied with
订货，下订单；要求供货
2. discount n. to deduct or subtract from a cost or price
折扣,减少；从费用或价格中扣除或减去
3.general terms and conditions一般交易条件
4.mode of payment付费方式
5.proform invoice (P/I)形式发票
6.import licence (I/L)进口许可证
7.prompt shipment即期装运
8.purchase购买
9.agreement协议
to arrive at /come to an agreement 达成协议
to reach an agreement达成协议
10. sales contract (S/C)销售合同
11. duplicate一式两份
12.for one’s file供某人存档
13.to secure one’s agreement征得……的同意
14.to stand by遵守
15.to be legally binding受法律约束
16.to go back on one’s words反悔
17.delay in shipment在装运方面的延误
18.on the understanding在……的条件下
19.enclosed you will find随函附上
20.apply to申请开证
21.force majeure不可抗力
22.printed cotton印花棉布
23.to come into effect生效
24.to cease to be in effect/force失效
25.to make some concession做某些让步
26.at your earliest convenience请你们尽早
27.direct one’s attention to the fact that提请某人注意某事
28.referencen.提及,涉及,参考,参考书目
with reference to sb./sth.关于某人或某事物
refer to sb./sth.提到，说到或涉及某人、某事物；关系到某人、某事物；
向某人、某事物查询信息等
refer sb./sth.to sb./sth.将某人、某事物送交某人或某事物以谋求帮助、指点、行动支持等
29.financial standing资金情况
30.conform
vt.使一致,使遵守,使顺从
vi.符合,相似,适应环境
adj.一致的,顺从的
conform to符合或遵守（公认的规则、准则）
conform with / to sth.与某事物相符合或相一致
in conformity with sth.与某事物相一致，顺从某事物
31.Women’s Silk Blouse女式丝绸衬衣
32.Men’s Leather Shoes男式皮鞋
33.Northeast Rice东北大米
34.Glassware玻璃器皿
35.Orange Marmalade橘子酱
36.Quantity 数量
37. Payment付款
Revocable / Irrevocable L/C可撤销/不可撤销信用证
Confirmed L/C保兑信用证
Transferable L/C可转让信用证
Divisible L/C可分割信用证
Stand?by L/C备用信用证
Revolving L/C循环信用证
Back?to?back L/C背对背信用证
Ⅴ. Useful Expressions on Order and Conclusion of Business
1.It is only in view of our long-standing business relationship that we accept your counter offer.
只是鉴于双方的长期的业务关系,我方才接受贵方还盘。
2.After our exchange of recent E-mails，we now confirm our purchase from you of 3000kg orange marmalade.
经过最近双方电邮往来,现欲确认向贵公司订购3000千克的橘子酱。
3.We thank you for giving us a trial order and promise that your order will be dealt with promptly and carefully.
感谢贵方的试订单并保证对此给予迅速认真的办理。
4.We have pleasure in sending you an order for Mobile phone.
我方很高兴给贵方寄去手机订单。
5.Please supply … in accordance with the detail in our order No…
请照我方第……号订单供货。
6.We want the goods to be of exactly the same quality as that of those you previously supplied us.
我方希望此批订货质量与以前供应的完全一样。
7.This is a trial order. Please send us 100 sets only so that we may tap the market. If successful， we will give you large orders in the future.
请发给我们100台，作为开发市场的试订单。如果成功，今后必将大量订购。
8.This order must be filled within three weeks， otherwise we will have to cancel the order.
此订单必须在3周内交货，否则我方将不得不撤销此单。
9.We trust the consignment arrives in good order and give you complete satisfaction.
我方相信，该寄售产品会完整无缺运达，并令贵方完全满意。
10.Owing to our mutual efforts，we have finally concluded the business.
由于我们双方的共同努力,终于达成了这笔交易。
11.We are pleased to enclose herewith our Contract No.2112 in two originals for your counter-signature.
现欣然随函附上我方第2112号合同正本一式两份给贵方会签。
12.These are two originals of the contract we prepared.
这是我方准备好的两份合同正本。
13.The copy of our contract will be returned.
合同的副本将被归还。　　
14.Please send one copy back to us for our file as soon as possible.
请尽早寄回一份作为我方存档之用。
15.What are the main clauses in the contract
合同中的主要条款有哪些？
16.May I refer you to Article 7 of the General Terms and Conditions of the contract
请您看看合同一般条款的第七条。
17.May I refer you to the contract stipulation about packing （or shipping... ）
请您看看合同中有关包装（装运）的规定。
18.You must state the description of the goods，the quantity and the unit price in each contract.
每笔合同中都必须提到商品的性能说明、数量和单价。
19.There is an arbitration clause in the contract（or insurance clause，inspection clause，shipping clause... ）.
这是合同中的一项仲裁条款（或：保险条款，检验条款，装运条款等）。
20.Payment terms are important in a contract too，aren’t they
合同中的付款条件也很重要，对吗？
21.All terms and conditions will be the same as those in your previous contract number C-2046.
所有条款与我方过去签的第C-2046号合同规定的各项条款相同。
22.We sincerely hope that both quality and quantity are in conformity with the contract stipulations.
我方真诚希望质量、数量都与合同规定相吻合。
23.We ship our goods in accordance with the terms of the contract.
我方按合同条款发送货物。
24.I’m sure that shipment will be effected according to the contract stipulation.
我方保证能按合同规定如期装船。
25.The contract states that the supplier will be charged a penalty if there is a delay in delivery.
合同规定如果供货商延误交货期，将被罚款。
26.When the goods aren’t up to specification stated in the contract，there is also a penalty for poor quality.
如果所交货物与合同所规定规格不符，还有品质低劣罚款。
27.The buyer has the option of canceling the contract.
买主有权撤销合同。
28.You have no grounds for backing out of the contract.
贵方没有正当理由背弃合同。　　
29.In case one party fails to carry out the contract，the other party is entitled to cancel the contract.
如果一方不执行合同，另一方有权撤销该合同。
30.You cannot cancel the contract without first securing our agreement.
如果没有事先征得我方同意，贵方不能取消合同。
31.Are you worrying about the non-execution of the contract and
non-payment on our part
贵方是否担心我方不履行合同或者拒不付款？
32.This contract will come into force as soon as it is signed by two parties.
合同一经双方签订即生效。
33.Once a contract is made，it must be strictly implemented.
合同一旦签订就应严格执行。
34.Done and signed in Shanghai，China on this / the 20th day of January,2017.
2017年1月20日于中国上海签署。
Ⅵ.巩固本章知识完成课后习题

展开更多......

收起↑