→ supply: n. (single.) 供应,供给; (pl.) 供应物,供给物 Eg. The goods you enquire for are in short ( scarce, free, sufficient) supply. 所询商品目前供应短缺(敞开, 充足). Owing to the shortage of raw materials, the goods are out of supply at present. 由于原料短缺,此货目前已脱销. → supplier: n. 供货商,供应商 Eg. Supplier and purchaser are the two counter parts in a transaction. 供货方和购货方是一笔交易中两个不同的当事人。 4. appreciate: v. 感谢, 感激 eg. We highly appreciate your kind cooperation. 十分感谢你方的合作。 We shall appreciate your giving this matter your serious consideration. 若贵方对此事能给予认真的考虑, 我方将不胜感激。 We shall appreciate it if you will quote us your best price CIF London. 如果贵方能报CIF伦敦最优惠价, 我方将不胜感激。 5. terms of payment: 条款，条件 eg. It was a very unpleasant surprise to learn that the terms and conditions we finally agreed upon had been turned down by your company. ★ This is a combined expression usually used more formally in foreign trade, but there is somewhat difference between them. “Terms” is usually used with payment, e.g. payment terms, on CIF terms, usual terms, etc. It refers to the main subjects. The word “conditions” is commonly used with terms other than payment, e.g. packing conditions, condition of shipment. 6. as requested : 按照要求 / 请求 ★ 商业信函按对方要求办某事后在通知对方时, 常用as requested 于句首.在语法上可理解为as it is requested 的省略(as 是从属连词),也可理解为as is requested 的省略(as 是关系代词). ★ request 作名词时, 后接for或以that 引起的同位语从句(虚拟语气) eg. We note your request for samples. 得悉你方要求寄样。 We note your request that we ( should) send you generous samples. 得悉你方要求我们寄大量样品。 → on / upon request : 一经要求……, 承索即寄…… Eg. Catalogues and brochure will be sent on / upon request. 目录本及说明书承索即寄。 → at the request of / at sb.’s request : 应某人的要求 Eg. At your request we make you an offer as follows: 应你方要求兹报盘如下： ★ request 作动词时，宾语可是n. 或动名词，或以动词不定式为宾补的复合宾语，或以that 引起的从句（虚拟语气）。 Eg. We request your prompt consideration. 35 / 107
我们要求你方速予考虑。 We request your attending to this matter immediately. 我们要求你方立即办理此事。 We request you to take this matter into prompt consideration. 我们要求你方对此事迅速予以考虑。 We request that you ( should / would) carefully consider our proposal. 我方请求你方仔细考虑我方的建议。 7. as to: 至于 8. confirmed and irrevocable letter of credit: 保兑的、不可撤销的信用证 9. enjoy: vt. 享有，受到 eg. Our new products are enjoying excellent sales in Europe. 我们的新产品在欧洲很畅销。 As our household scissors are enjoying fast sales, we suggest that you take all necessary steps without delay. 由于我们的家用剪刀目前很畅销，建议你方尽早采取必要的步骤。 ★ enjoy popularity : 畅销 → other similar expressions as follows: ◇ enjoy fast sales ◇ The goods are selling fast. ◇ The goods have commended a good market. ◇ The goods are most popular with our customers. ◇ The goods have met with a favorable reception at your end. ◇ The goods have enjoyed general popularity in the European market. 10. excellent quality and low price: 物美价廉 11. convinced: adj. 相信的，信服的，确信的 eg. We are convinced of the commercial integrity of the supplier. 我们相信该供应商的商业信誉。 We are convinced that we are offering you machines which cannot be obtained elsewhere at the price. 我们相信我们现在报盘的机器，从别处用同样价钱是买不到的。 36 / 107
授课章节名称 授课时间 Module Three: Procedures of Business Negotiation Unit 5 Offer 课次： 8 周次：5 教学目的 和要求 1. Making clear the definition of Offers. 2. Getting to know the purpose and function of Offers. 3. Writing an offer letter according to the coming letters. 1. The pattern of offers 2. How to write an offer letter 教学重点 和难点 教学方法 Theory teaching, discussion, practice 和手段 课后作业 和思考题 郑州牧专外语系教案用纸
教学过程 备注 37 / 107
Step 1: Brief Introduction Offers It is proper for the exporter to send an immediate reply to the importer’s enquiry no matter whether he is able to supply or not. An affirmative reply is actually an offer. There are two kinds of offers: firm offer and non-firm offer. The exporter often promises in a firm offer to supply certain quantity of goods at a fixed price within a stated period of time. Other terms such as specifications, packing, terms of payment must be definite as well. A non-firm offer is an offer with a reservation clause. Non-firm offers are usually indicated by means of sending catalogues, pricelists, proforma invoices and quotations; though quotations with certain qualifying words sometimes play the function of firm offers. A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. The promise may be expressed (i.e. clearly stated in words), as when it takes the form of a letter; or it may be implied ( i.e. understood), as when it takes the form of a quotation that contains the words “for acceptance within seven days”, or similar qualifying words. The firm offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror’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 enquiry, if any; 2) names 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 (eg. packing, freight and insurance); 5) packing and date of delivery; 6) the period for which the offer is valid. 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 as an inducement to business. Whether firm or non-firm, a good offer gives thanks first for the enquiry, and then details of quantity, quantity, price, discount, payment, packing, time of shipment, validity(in the case the a firm offer) and so on. At the end is an expression of hope for a favorable replay or an order from the importer. In a word, try to keep your offer complete, clear, concise and to the point. 38 / 107
The features of a firm offer: CLEAR 内容明确 COMPLETE 内容完整 FINAL 无保留条件 Step 2: Key Words & Expressions non-firm offer at one’s request subject to in sb’s favor as follows draft at sight negotiation firm offer Step 3: Contents of offering letters (1) Express thanks for the enquiry; (2) Give favorable comments on the goods needed if possible; (3) Supply all the information requested, including name of commodities, quality, quantity and specifications; (4) Give details of prices, discounts, terms of payment, packing, insurance, date of delivery, etc.; (5) State clearly the period for which the offer is valid. Usually use such phrases as “subject to your reply reaching us by (befor)…”, “subject to your reply (acceptance) here within … days” or “this offer is firm (open, valid, good) for … days”; (6) Express hope that the offer will be accepted and assure the customer of good service. A non-firm offer does not include Point 5, and sometimes might contain even fewer points of the above. In a non-firm offer such phrases are often used as “without engagement (obligation)”, “subject to prior sale” or “subject to our final confirmation”. Step 4: EMP (European Main Ports) 意大利 法国 比利时 荷兰 英国 德国 丹麦 Genoa Marseilles Antwerp Rotterdam London Hamburg Copenhagen 热那亚 马赛 安特卫普 鹿特丹 伦敦 汉堡 哥本哈根 Step 5: Sample letters 39 / 107