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1、 国际商务英语国际商务英语 International Business English Seeking Business Opportunity Unit One【Task】1.Inwhatsourcescanyougetthenamesandaddressesofnewfirmsconcerned?2.HowdoyouwritealettertoexpressyourdesiretoestablishbusinessrelationswithXXFoodstuffsImport&ExportCorpinHolland?Business RelationsBuyer from Interne
2、t etc.，a large importer of，commodity，experience,business scope,willingnessSeller from Internet etc.，a large exporter of，commodity，experience,business scope,willingnessTheforeignmerchantsmayapproacheachotherthroughthefollowingchannels:(1)Web(2)Banks(3)CommercialCounselorsOffice(4)ChambersofCommerce(5
3、)TradeDirectory(6)Advertisements(7)Attendanceattradefairsandexhibitionsheldathomeandabroad(8)Mutualvisitsbytradedelegationsandgroupetc.【Writing Tips】Whenwritingalettertoestablishbusinessrelations,thefollowingpointsshouldbecovered:ThesourceofinformationTheintentionofwritingletter(toestablishbusinessr
4、elations)Self-introduction(Generally,itincludestwoparts:theintroductionofthecompanyandtheintroductionofitsmainproducts.Undercertaincircumstances,catalogues,samples,andpricelistmayalsobeenclosed.)YourexpectationfromtheaddressesUseful SentensesUseful SentensesNumberSentenses1Wevelearntfromyourwebsitet
5、hatyouareamajorsupplierofautomobilepartsinShanghai.2Wehavebeeninthislineformorethantwentyyears.3Theworkmanshipofourproductsappealsverymuchtoforeigncustomers.4Inordertoacquaintyouwiththetextileswehandle,wetakepleasureinsendingyoubyairourlatestcatalogueforyourperusal.Enquiry and OfferUnit Two Enquiry&
6、Offer General enquiry Specific enquiry Firm offerNon-firm offer 【Task】1.WhatinformationaboutshouldJohnsonsCompanyprovideinthefirstenquiry?2.Howtoattractapotentialsuppliersattentiontoyourenquiry?3.Whatshouldbementionedinmakingafirmoffer?4.Howdoyouwritealettertomakeanofferwithcomfortabletoneandshowact
7、iveattitude?EnquirySpecific enquiryThe buyer has a particular article or product in mind and wants the seller to make an offer for this item.General enquiry The buyer only asks for catalogues,price lists,samples or some other reference materials,just for getting some general information of his partn
8、er.OfferFirm offerA firm offer is a definite promise to sell goods at a fixed price within a stated period of time.Non-firm offer A non-firm offer is an offer without engagement.It is not binding upon the sellers and the details of the offers may change in certain situation.Useful EUseful Expression
9、sxpressionsThe firm offers are usually expressed by the following parterns:1Subjecttoyourreplyreachingherebefore/notlaterthan2Subjecttoyouracceptancewithintwoweeks3bevalid/open/effective/firmfordays4WecankeeptheofferuntilUseful EUseful ExpressionsxpressionsThe non-firm offers are usually expressed b
10、y the following parterns:1Subjecttoourfinalconfirmation2Subjecttopriortosale3Subjecttogoodsbeingunsold4Subjecttochangewithoutnotice【Writing Tips】Whenwritingenquiryletters,thefollowingshouldbepaidmoreattention:ThesourceofinformationBriefintroductionofthewritersowncompanyand/orbusinesslineEnquiregener
11、alinformationaboutgoodsExpectationforcooperationandanearlyreplyWhenwritingaletterofoffer,youshouldcoverthefollowingpoints:Non-firm offerThethanksfortheinquiryletterThedetailedinformationthebuyeraskedforStatingthereservationclauseExpectationFirm offerThethanksfortheinquiryletterThedetailedinformation
12、thebuyeraskedforStatingtheexactdateExpectationUseful SentensesUseful SentensesNumberSentenses1If you are interested in any of our styles,please let us know.2We will appreciate it very much if you will quote us your lowest price CIF New York for 8000 dozen of Bed Cover,indicating the earliest date of
13、 shipment and your payment terms 3The offer is firm,subject to your reply reaching here4As requested,we are offering you 30,000 pieces of artificial fruit at US$3.25 per piece CIF Antwerp for shipment payment is to be made by5On order exceeding more than 10,000 pieces,a 5%discount is allowed.6The of
14、fer is firm,subject to your reply reaching here Counter OfferUnit Three【Task】1.Howtodealwiththecounter-offerandnegotiatewitheachotherseveraltimes?2.Howtodeclineacounter-offerwithoutlackofcourtesy?3.Howtowritealetterasasellertoacceptcounter-offerwithsomehints(pushthesaleof/makeaconcession)?Acounter-o
15、ffermeansapartialrejectionoftheoriginalofferandacounterproposalinitiatedbythebuyer.Thepartywhoreceivesacounter-offerhastherighttoacceptitordeclineit.Hemayevenmakecountercounter-offersifthedivergencebetweenthetwopartiesisnottoobig.Acceptanceisanagreementtothetermsofanoffer.Decliningacounter-offerisad
16、isagreementtothetermsofacounter-offermadebythebuyer.Undersuchasituation,pleasepayattentiontothemodeoftalkingandshowthepositiveattitudetowardsthetransaction.Counter-offerBuyerPrice highMarket declining/weakDemand exceeds supplySeller Stock running downMarket rising/firmActive demand【Writing Tips】Alet
17、teraimingatmakingacounter-offeroftenconsistsofthefollowingparts:showthanksfortheofferreceivedshowregretbeingunabletoacceptwhathasbeenofferedandstateyourreasonsmakeacounter-offer,ifappropriate,orsuggestotherbusinessWhenwritingacceptanceofthecounter-offerletters,thefollowingshouldbepaidattention:Showt
18、hanksfortheletterreceivedShowregretbeingunabletofullyacceptbuyerscounter-offerGivereasonsMakeconcessionsinpriceShowexpectationWhenwritingdecliningcounter-offerletters,thefollowingshouldbepaidmoreattention:ShowthanksfortheletterreceivedShowregretbeingunabletoaccepttheotherpartysopinionGiveenoughreaso
19、nsWriterssuggestionShowexpectationUseful SentensesUseful SentensesNumberSentenses1We regret to say that your price is too high and obviously out of line with the prevailing market here.2We regret that we have to decline your offer.3We can entertain your counter-offer provided you take the quantity w
20、e offer.4Should you be prepared to reduce the price by 5%,we will place our trial order with you.5To speak frankly,this is the lowest quotation of ours and we are unable to entertain any counter-offer.PriceUnit Four【Task】1.Doyouthinkthepricetermsarethemaintermsininternationaltrade?Why?2.Pleasestater
21、easonsasbuyerstopersuadethesellertoacceptyourprice.PriceBuyerPrice highMarket declining/weakDemand exceeds supplySeller Low/bottom priceMarket rising/firmActive demand 【Writing Tips】Whenwritingaletteraboutprice,youshouldcoverthefollowingpoints:Theprevallingmarketsituation(competitiveprice)Thequality
22、ofthegoodsandtheconditionofdemandandsupplyPersudingtheotherpartytoaccepttheoriginalpriceStatingthepossibilityofplacinganorderUseful SentensesUseful SentensesNumberSentenses1 If you insist on your price and refuse to make any concession,there will be not much point in further discussion.2 Such growin
23、g demand will lead to increased prices.3We have to raise the price based on your adjusted size range.4Miss Li drove a hard bargain and saved the company a lot of money.5 Your reduction is too modest/conservative.6We bargained for 20 minutes before we reached the final price.QuantityUnit Five【Task】1.
24、Doyouthinkthequantityisasimportantasthequality?Why?2.Pleasestatereasonsasabuyertopersuadethesellertocutdownthequantity.3.Howdoyouunderstand“smallprofitbyquickturnover”?【Writing Tips】Whenwritingaletterofquantity,youshouldcoverthefollowingpoints:TheconformationoftheletterTheminimumquantityPersudingthe
25、otherpartytoacceptthequantity（smallprofitsbutquickturnover）StatingthepossibilityofplacinganorderUseful SentensesUseful SentensesNumberSentenses1Thisisthemaximumquantitywecansupplyatpresent.2Asmallorderthisyearisalsowelcome.3Ifyoucantarrangefortheentirequantity，pleaseofferusatleasthalf.4Asfortheshort
26、age,Isuggestyourmakingupthequantityinyourfutureshipment.5Wecanonlysupplyyouwith20，000yardsofpuresilk.SpecificationUnit Six【Task】1.Howdoyoupersuadeyourcustomerstoacceptnewspecifications?2.Howdoyouunderstand“FAQ2009Crop”?【Writing Tips】Whenwritingaletterofspecification,youshouldcoverthefollowingpoints:
27、TheconfirmationnofthereceivedletterDetailedspecificationsofthegoodsStatingthepossibilityofplacinganorderSupplying substituteTheconfirmationnofthereceivedletterStatingtheregretofunabletosupplytheorderedgoodsSupplyingsubstitutePersudingtheotherpartytoacceptsubstituteStatingtheexpectationoftwopartiesco
28、operationUseful SentensesUseful SentensesNumberSentenses1Dothesewoolensweaterscomeinanyothersize?2Haveyougetaproductofthisspecification?3Wecouldacceptitbyjustchangingthespecificationandthecolorofthebackground.4Pleasemakesurethatthequalityandspecificationsofyourgoodsagreewithoursamples.5Wecanofferyou
29、someotherbrandsofthesamespecification.Packing Unit Seven Packing Packing requirments Packing material Packing methodsShipping marks【Task】1.WhatmaterialsdoyouusuallyusewhenpackingGroundnuts?Why?2.Writealetteraskingthesellertopacktheteaabsolutelydampproofandseaworthy.3.Howdoyoupersuadeyourcustomerstos
30、electattractivepackingmaterials?Packing Material case,carton,woodencase,cratekeg,woodencask,irondrumbag,paperbag,kraftpaper,foamplasticbag,gunnybag,canvascan/tinMethods “inofeach”“in,eachcontaining”“inofeach,to”“toa,toa.”tobelinedwithbepackedin/bewrappedin（up）bestrengthened(reinforced/secured)withUs
31、eful ExpresionsUseful Expresions1Indicativemark：ThisSideUp,HandleWithCare,UseNoHooks,KeepAwayFromHear,KeepDry,Keepflat,Openhere2Warningmark:Explosive,Inflammable,Poison,Radioactive,Corrosive,Fragile,PoisonGas,DangerousWhenWet3packingcharge,packingclause,singlepacking,collectivepacking,outerpacking,i
32、nnerpacking,neutralpacking,customarypacking,cargoinbulk,udedcargo,shipmentpacking,consumerpacking,packageindamagedcondition,packingcost,“packingextra”,packinglist/note/slip,packagematerials（packingsupplies）,packingspecification,seaworthypacking,roughhandling,barcode,colorassortment,equalassortment 【
33、Writing Tips】Whenwritingaletterofpacking,youshouldcoverthefollowingpoints:TheconfirmationwiththanksforthepreviousletterDetailedinformationofpackingStatingexpectatrionUseful SentensesUseful SentensesNumberSentenses1A packing that catches the eye will help us push the sales.2The packing must be strong
34、 enough to withstand rough handling”.3Each pill is put into a small box sealed with wax.4We use a polythene wrapper for each shirt and metal angles at each corner of the carton.5Each case is lined with foam plastics in order to protect the goods against press.6Every 100 dozen should be packed in a w
35、ooden case marked TM and numbered from No.1 upward.ShipmentUnit Eight【Task】1.Thesaleseasoniscoming,undersuchsituation,whatshouldthebuyerdo?2.PleasewritealettertotheheadofficeasQ/Cforreportingthesituation.3.Doyouthinksometimestheshipmentdateismoreimportantthanpaymentterms？Why?Shipment Time of shipmen
36、t Expedite shipment Shipping instructionsShipping advice ShipmentShipping instruction Before Shipment,the buyers generally send their shipping requirements to the sellers,informing the packing,shipping mark,mode of transportation,etc.,known as the shipping instructions.Shipping advice The sellers us
37、ually send a notice to the buyers immediately after the goods are loaded on board the ship,advising them of the shipment,especially under FOB or CFR terms.Such a notice is known as the shipping advice.【Writing Tips】Whenwritingaletterofshipment,youshouldcoverthefollowingpoints:Urging shipmentIdentifi
38、ngtheshippedgoodsStatingthestipulationofshipmentIndicatingtheactualsituationandreasonRaisingopinion,proposalorexpectationShipping daviceIndicatingbothdescriptionandQtyoftheshippinggoodsThedetailedinformationofthevessel(name,number,ETAandETDetc.)ThesituationofshippingdocumentsTransshipment and partia
39、l shipmentTheconfirmationofhavingreceivedpreviousletterTheintentionofaskingforallowingtransshipmentandpartialshipmentStatingthereasonExpectingcooperationUseful SentensesUseful SentensesNumberSentenses1Thegoodsareallreadyforshipment.2Imsorrytotellyouthatweareunabletogiveyouadefinitedateofshipmentfort
40、hetimebeing.3Thecargohasbeenshippedonboards.s.“DongFeng”.4ItmakesnodifferencetoustochangetheloadingportfromShantoutoZhuhai.5Ihopeyoullbeentirelysatisfiedwiththisinitialshipment.PaymentUnit Nine Payment Methods of payment Rush L/C Payment amendmentsExtension of payment【Task】1.Underwhatcircumstancessh
41、allaselleragreetopaymentbyD/A?2.Inordertopromotebusinessandgetinterest,howdoesCompanyBchooseappropriatepaymenttermsonconditionthatheinsistsonpaying40%byT/Twithin3daysafterreceiptofB/L?3.PleasewritealetterconcerningcompanyBnewpaymentopinions.Payment Tools CashdraftMethods Open accountRemittance(T/T M
42、/TD/D)Collection(D/A D/P)L/C(sight L/C time L/C)Kind of L/CsightL/CtimeL/CirrevocableL/CconfirmedL/CrevolvingL/CreciprocalL/CbacktobackL/CdivisibleL/CtransferableL/Cnon-transferableL/CdocumentaryL/CcleanL/CanticipatoryL/CstandbyL/C【Writing Tips】WhenwritingletterstourgeestablishmentofL/C,thefollowing
43、shouldbepaidmoreattention:TomentionthenumberoforderorS/CTostressnothavereceivedthecoveringL/CTourgeestablishmentoftheL/CandrelatedmattersToexpresstheexpectationWhenwritingletterstoamendtheL/C,thefollowingshouldbepaidmoreattention:ToconfirmhavingreceivedtheL/C,andpointoutthediscrepanciesTostatehowtoc
44、orrectthediscrepanciesTomakerequestforpromptamendmentWhenwritingletterstoextendtheL/C,thefollowingshouldbepaidmoreattention:TomentionthenumberoftheL/CToexpressregretbeingunabletoconformtothestipulationsoftheL/CToaskforextensionToshowthanksandexpectationofreceivingtheamendmentUseful SentensesUseful S
45、entensesNumberSentenses1Our terms of payment are by confirmed,irrevocable letter of credit available by draft at sight,reaching us one month ahead of shipment,remaining valid for negotiation in China for a further 21 days after the prescribed time of shipment,and allowing transshipment and partial s
46、hipment.2As requested,we exceptionally accept delivery against D/P at sight.3The stipulations in the relative L/C should strictly conform to the terms stated in our S/C.4Please amend your L/C to allow transshipment and partial shipments.5You are urged to delete the clause“All banking charges are for
47、 the Buyers account”from L/C No.FB28.6The deadline for making application is June 5.InsuranceUnit Ten Insurance Insurance policy Open policy Insurance certificateInsurance clause【Task】1.WhatkindsofinsuranceclausesareappropriatetoGroundnutKernels?2.Pleasewritealettertothebuyeraboutyourinsuranceservic
48、esasaninsurancestaff.insurance(保险保险)有下列介词可以搭配有下列介词可以搭配 insuranceon保险的标志物，如：insuranceon1,000setselectricfans为1，000台电风扇投保insurancefor保险金额，如：insurancefor110%oftheinvoicevalue按发票金额的110%投保insuranceagainst保险险别，如：insuranceagainstAllRisksandWarRisk投保一切险和战争险insuranceat保险费，如：insuranceatapremiumof5%5%的保险费投保ins
49、urancewith保险公司，如：insurancewithPICC在中国人民保险公司投保Additional(extraneous)risks附加险附加险RiskofTheft，PilferageandNon-delivery（TPND）盗窃提货不着险RiskofBreakage破碎险 RiskofClashing碰损险RiskofRust生锈险 RiskofHookdamage钩损险RiskofContamination（tainting）污染险 RiskofDeterioration变质险RiskofPackingBreakage包装破裂险 RiskofLeakage渗漏险RiskofF
50、reshand/ofRainWaterDamage（wetting）淡水雨淋险RiskofShortageinweight/quantity短量险 RiskofMould发霉险RiskofSweatingand/orheating受潮受热险RiskofBadOdour（changeofflavour）恶味险，变味险Ondeckrisk舱面险WarRisk战争险 Strike,RiotandCivilCommotion（SRCC）罢工，暴动，民变险 【Writing Tips】Whenwritingaletterofinsurance,youshouldcoverthefollowingpoin