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(共19张PPT)
涉外文秘写作
Chapter Fourteen
Inquiry, Offer & Counter-offer
E组 发货（启运） EXW Ex Works 工厂交货

F组 主要运费未付 装运合同 FCA Free Carrier FAS Free Alongside Ship FOB Free On Board 货交承运人
装运港船边交货
装运港船上交货
C组 主要运费已付 装运合同 CFR Cost and Freight CIF Cost Insurance and Freight CPT Carriage Paid To CIP Carriage Insurance Paid To 成本加运费
成本保险费加运费
运费付至
运费保险费付至

D组 到货（到达） DAF Delivered At Frontier DES Delivered Ex Ship DEQ Delivered Ex Quay DDU Delivered Duty Unpaid DDP Delivered Duty Paid 边境交货
目的港船上交货
目的港码头交货
未完税交货
完税后交货

FOB (free on board) 装运港船上交货价
CIF (cost, insurance and freight) 目的港成本加运保费价
CFR (cost and freight) 成本加运费
FOB, CIF, CFR仅适于海运和内河运输。
FCA ( free carrier) 货交承运人
CIP （carriage Insurance Paid to ） 运费和保险费付至
EXW (Ex Works) 工厂交货价
常用付款方式：
国际贸易中较常见的付款方式有三种：汇款remittance、托收 collection 和信用证Letter of Credit。最为人们接受的是信用证。

1．汇款是进口商（付款方）主动通过银行或其它途径将款项汇交出口商（收款人）。可用于预付货款或货到付款。汇款分：
电汇 T/T (Telegraphic Transfer) ;信汇 M/T (Mail Transfer); 票汇 D/D (Remittance by Banker’s Demand Draft)
2．托收 Collection
支付有时通过银行托收，它是由出口商用出票法向进口商开立汇票，连同货运单据，委托银行向进口商收取票款的结算方式。其术语为“付款交单” （D/P）或“承兑交单”（D/A)。
3．信用证 Letter of Credit
信用证支付对进、出口商的风险都比较小，是国际贸易中使用的最普遍的一种支付工具。
Section One Inquiry
In the inquiry letter, you should indicate clearly the following items:
Name of the products to be ordered
Specifications of the products or goods
Quantity
Price term (CIF or FOB)
Date of delivery
Time limit (of receiving the offer)
Any special remarks
In conclusion, inquiries should be brief, specific, courteous and reasonable. In return, the answers to inquiries should be prompt, courteous and helpful.
Samples:
(1)
Dear Sirs,

We are in the market for Melon Seeds of the first and second grade and should be appreciated if you let us have your offers with some representative samples by airmail. When offering the seeds, please state the earliest possible time of shipment and quantities available. By the way, we would like to know whether discounts are available on bulk orders.

Yours faithfully,
(2)
Dear Sirs,

We are interested in your various types of woolen slippers displayed at the East China Trade Fair held in March.

We are one of the largest importers of woolen products in Liverpool and have been in this line for over 20 years. At present, we are enlarging our import business and your products would fit in very well. Please send us a full range of illustrated catalogues and samples. We would appreciate it very much if you would quote us the lowest price CIF Liverpool for the slippers that can be supplied from stock.

We look forward to your early reply

Yours faithfully,
(3)
Dear sirs,

Please let us know at what price per yard and upon what terms of payment, you are able to deliver quantities of Printed Cotton made in China. If your quotation is favorable, we propose to cover all our present requirements through you.

Yours faithfully,
Useful expressions:
1.Please state your best terms and discount you can offer.
请告知优惠条款和折扣比例.
2.As there is a growing demand for this article, we have to ask you for a special discount.
鉴于我方市场对此货的需求日增，务必请你们考虑给予特别的折扣。
3.We are now in the market for the goods mentioned in the attached list and shall appreciate it if you will airmail us as soon as possible your best quotation CIF, New York, showing full particulars as to specifications and time of delivery, along with three copies of descriptive literature in English.
我方现拟采购附单所开出的各项货物,希贵方能尽量航寄最优惠的CIF纽约价格,并告知有关规格及交货时间的详细情况,并随附英文说明书三份
4.If your products are of good quality, and you can offer us a favorable price, we may place large orders with you.
若贵方的产品质量上乘,且我方能得以优惠报价,我们愿与贵公司大批量订购.
5.We are interested in 300 sets of "Forever" Bicycles and shall be pleased to have your best offer on CIF Hamburg basis, including our 5% commission.
我们拟购300辆你公司经营的“永久”牌自行车，请报最优惠的汉堡到岸价，包括给我方的5%佣金。
6.We understand from your advertisement in "Electrics" that you are exporting Transistors and should be glad to have your illustrated catalogue and price list together with details of your terms.
从你方在“电器”上刊登的广告，得知你们出口半导体收音机，望寄插图目录和价目单，并详告你们的条款。
Section Two Offers and Quotations
Making an offer or a quotation is a most important step in negotiating an export transaction.

An offer is a promise to supply goods on the terms and conditions stated, while a quotation is merely a notice of the price of certain goods at which the seller is willing to sell. In an offer, the seller not only quotes the price of the goods he wishes to sell but also indicates all necessary terms of sales for the buyer’s consideration and acceptance. However, if a quotation is made together with all necessary terms and conditions of sales, it amounts to an offer.
A satisfactory will include the following:
an expression of thanks for the Inquiry;
name of the goods, quality or specifications, quantity, details of prices, discounts, terms of payment, time of shipment, and packing conditions so as to enable the buyer to make a decision;
favorable comments on the goods themselves;
the period for which the offer is valid;
an expression of hope for an order
Dear Sirs,

Thank you for your letter of April 25 and we are pleased to offer you as follows:

Commodity: Green Beans of Shandong Origin,2012 Crop
Quantity: 200 metric tons
Price: at US$ 250 per metric ton CFR Antwerp
Packing: in ordinary second-hand gunny bags
Shipment: in Oct. 2012
Payment: to be effected by irrevocable L/C, payable by draft at sight
This offer is subject to our confirmation. If you find it acceptable, please let us have your reply as soon as possible.

Yours faithfully,
Sample
Useful expressions:
1.Our electronic dictionaries range in price from $125 to $300, with varying physical dimensions, lexicon size and auxiliary functions.
我们的电子词典按照成品尺寸/词汇量和功能的不同而分多个型号，价格区间为125美元至300美元。
2.We offer free shipping on all orders of 200 euro or more.
所有200欧元以上（含200欧元）的订单我们都将免费寄送。
3.We are able to offer you 500 tons of iron at the attractive price CRF Shanghai $135 per ton for delivery within one month after receipt of your order.
我们能以每吨135英镑成本加运费至上海的便宜价格给你方500吨钢材, 在收到你方定单后一个月内交货.
4.As a rule we deliver the goods within seven days, but in the case of urgent orders, we can deliver them within 3 days.
按惯例,我们在收到订单后7日内交货,对于急件,可在3日内交货.
5.This offer is subject to our final consideration.
此报价有待于我方最终确认。
6.We believe that the high quality and competitive price of our products will please your customers.
我们相信我方产品的高质量和具有竞争力的价格会令你们的客户满意.
7.As we are fully occupied with back orders, we are unable to offer the quantities you want.
由于我们厂忙于完成积压的订单,我方暂时不能提供你方要求的数量.
8.These goods are superior to any similar goods on the markets. They have been in heavy demands for their unique design, novel styles and reasonable prices.
这些货物的质量优于市场上其他同类产品。其设计独特，款式新且价格合理，近年来一直在市场上比较畅销。
Section Three Counter-offer
A counter-offer is made when the prospective buyer finds any terms or conditions in the offer unacceptable. Counter-offer may be made more than once before a transaction is concluded. When making a counter-offer, the offeree should:

Thank the supplier for the offer;
Express regret at inability to accept and state reasons;
Put forward amendments or new proposals;
Suggest that there be other opportunities to do business together.

Replying to counter-offers should be written with good care and with an eye to good will and future business. The basic attitude to take should be calmness, fairness and sincerity. The way to achieve mutual understanding or to remove misunderstanding is to convince the other side with facts and reasons that he can see from his standpoint.
Samples:
(1)
Dear Janet:

We regret to say that your offer is not in the least encouraging. There is a big difference between your prices and those of your competitors. We have been doing business with you for many years and hope that you will quote us your rock-bottom price against our future enquiries; otherwise we will have no alternative but to place our orders elsewhere.

Sincerely,

(2)
Dear Sirs,

200 dozen “Youth” Fountain Pens

Your offers of Oct. 10 for the captioned goods and the samples have been received, for which we thank you.

We would request you to give us a 10% commission instead of 5% and to accept payment by D/P at sight, as we are working with other suppliers on these terms.

We trust you will be glad to confirm the above terms by cable at an early date, so that we may send in our formal order with detailed shipping instructions accordingly.

Sincerely ,
Useful expressions:
1. If you are willing to offer us a 5% discount, we would be happy to place an order immediately.
如果你能给我们打个95折，我们马上下订单。
2.If you can lower the unit price by USD2.00, we will increase our volume to 50,000 units.
如果你能把单价降低2美元，我们就把订购数量增加到5万个。
3.This is our rock-bottom price; we can’t make any further reduction.
这是我方的底价，我们不能再让了。
4.However, in view of our long connection and as the quantity involved is rather small, we are prepared to entertain your order at US$ …per dozen CFR Amsterdam, provided you accept November shipment. The date may appear somewhat extended, but it is the best we can do under the circumstance.
但是，考虑到我们长期的业务关系，同时涉及的数量也不大，如你方能接受11月交货的话，我们愿按下列价格条款接受你的订单： 阿姆斯特丹成本加运费价每打...美元，11月份交货的日期是有点远，但这是在目前的情况下，我们只能做到这样的程度了。
5.While thanking you for your offer of yesterday, we regret being unable to work on it as the time of delivery is too distant. In our letter of enquiry, we have stated that time of delivery is of utmost importance.
谢谢你方的报盘，但很遗憾我们不能接受，因为交货日期距今太长。在我方的询价信中已说明交货期是极为重要的。

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