III. Letter of rejection
? When a buyer rejects an offer, he should write and thank the seller for his
trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.
? The letter of rejection should cover the following points. It should: ? A. Thank the seller for his offer ? B. Express regret at inability to accept
? C.Make a counter-offer, in the circumstances, it is appropriate. ? D. Suggest other opportunities to do business together. ? ?
? Expressions商业用语
to accept offer 接受报盘 to confirm offer 确认报盘 to decline offer 拒绝报盘 cargo receipt (陆运)货运收据
deposit receipt 存(款)单、存款凭证、存放凭证 Phrases 短语
In reply, subject to…,result in, result from, to have/take pleasure in doing (to do) sth. to have/take the pleasure of doing (to do) sth., come into effect, in sb’s favour, in stock, out of stock, on hand, in hand, by hand, with regard to,
IV. European Main Ports(EMP欧洲)主要口岸按照航运公会统一规定，EMP包括
意大利 Genoa 热那亚 法国 Marseilles 马赛
比利时 Antewerp 安特卫普 荷兰 Rotterdam 鹿特丹 英国 London 伦敦 德国 Hamburge 汉堡
丹麦 Copenhagen 哥本哈根
V. 常用词汇?receipt. n. ??1) 收到，接到
We are in receipt of your letter of June 5. 你方6月5日来函收到。
We acknowledge with thanks receipt of your letter of June 5. 你方6月5日来函收到，谢谢。
The goods will be sent upon receipt of your remittance. 收到你方汇款后即发货。
We are in receipt of your letter of August 2 offering us 50 metric tons of the captioned goods at RMB ￥2250 per metric ton on the usual terms.
我们收悉你8月2日函，向我方供应50公吨标题货物，惯常条款，每公吨2250元人民币。 ? 2) 收据，收条
cargo receipt (陆运)货运收据
deposit receipt 存(款)单、存款凭证、存放凭证 freight receipt 运费收据
mate′s receipt 大副收据、收货单 parcel post receipt 邮包收据 3)(复数) 收入、收进的款项或物
This month’s receipts are estimated to be in the region of ￡20 000. 本月进款估计在2万英镑上下。 ?
VI. Terms Used in Making Offers 市场报盘常用语 market condition 市场状况 market fluctuation 市场波动 market information 市场情报 market price 市场价格 market report 市场报告 market research 市场研究 market risk 市场风险 market survey 市场调查 domestic market 国内市场 foreign market 国外市场 forward market 期货市场 futures market 期货市场 overseas market 国外市场 money market 货币市场 product market 产品市场 spot market 即期市场 stock market 股票市场 market quotation 市场价格 market structure 市场结构 market shortfall 市场供应不足 market transaction 市场交易
market value 市(场)价(格)，市值 put sth on the market 把……投放到市场
take market sharing 抢占市场份额 open up new market 开拓新市场 active 活跃的 advancing 旺盛的 animated 有生气的 brisk 兴旺的 declining 衰退的 depressed 不景气的
dull 退缓的，呆滞的 easy 轻松的 excited 紧张的 feverish 波动的 firm 稳定的 flat 平稳的 inactive 不活跃的 overstocked 存货过多的 quiet 平静的
panicky 惊慌的，恐慌的 sluggish 滞缓的 steady 稳定的 weak 疲软的
VII. Homework
Write a letter to the buyers, stating that you have plenty of the goods they need and you can offer them.
Counter-Offer &Orders
还盘与订单
I. Introduction
A.What is counter-offer
After the importer receives an offer from its foreign supplier, he may
ask to change one or some conditions and then give a reply to the seller. Such reply is called counter-offer.After the seller receives this counter-offer, he may think the reduction asked for is too much, or the date to delivery is too early, and whatever material change he makes, this amendment advice is called a re-counter offer.
Of course, after the buyer receives this re-counter, he may send
another re-counter offer to his seller. In this way, a business transaction is concluded after several rounds of such business negotiation.
There could be many re-counter offers before a business transaction
is concluded. 还盘
还盘也叫还价。接盘人在收到一项报盘后，往往会对其中的某些内容不
能完全同意，于是会提出不同的要求。这种口头或书面的要求一经提出，原来的报盘即刻失效，于是交易在还盘的基础上重新开始。
还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的
建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。
B.Structure of counter-offer or recounter-offer a.thanks for your partner for his offer or counter-offer b.tell him what shall be amended
c. state your reasons directly why an adjustment is necessary d. hope to receive favorable reply
还盘的内容不单是指价格。对支付条件、装运期等主要条件提出不同的
建议，也都属于还盘性质。一笔交易的成立，有时要经历多次还盘和反还盘的过程。
C.Order
If an importer is satisfied with the products offered by a foreign
supplier, he will place and order with him for these articles. An order is an offer to buy, which is not legally binding until it is accepted by the seller
D.The points in an order
a. the buyer?s name and address b. the order number and its date
c. the descriptions of the goods, quantity, unit prices, article numbers,
total amount,
d. the port of destination, the mode of packing, the time of shipment
and the terms of payment, etc.
E.The way to reply to a first order
If you are lucky enough to receive a first order from a new importer,
you?d better acknowledge it by telling him that : 1. you are much honored
2. the quality of your products and your service are assured
3. you also can handle other similar procucts of the same high quality
as the goods ordered
4. you hope to establish a lont-term business relations with him on the
basis of equality and mutual benefit.
Of course a first order from a new importer should be acknowledged
promptly.
F．Decline an order
Normally , receiving an order is a good news for an exporter, but
sometimes he may decline it because:
1. he is unable to supply the goods right now
2. he is unsatisfied with the terms and conditions set forth in the
order.
G．How to decline an order?
1.thank the buyer for his order
2. express regret at inability to accept it 3. explain concisely the main reason
4. make a couter-offer, if necessary; or contact him if there is an
opportunity in the future.
III.What is proforma invoice?
A proforma invoice is an invoice sent to buyers for form?s sake(为了
手续起见). It is usually used to enable buyers to apply for a necessary import licence.
Sometimes a proforma invoice serves as a formal quotation(正式报
价单) or a price list, and the prices mentioned therein are usually
subject to the final confirmation of the sellers , unless otherwise stated. Unlike an ordinary invoice, it does not bind either the seller or the
buyer, A proforma invoice is not necessarily involved in every transaction. It is generally used:
a. to serve as a formal quotation or as a price reference,
b. to enable the buyer to make the necessary preliminary arrangements,
such as obtaining an import license for goods he would like to order.
IV. What are contained in a proforma invoice?