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1、商务英语函电Chapter6Chapter 5Counter-Offers and Replies还盘与回复YCF6.16.26.3目录CATALOG6.4Case1Case2Knowledge LinksCase36.56.6Case4Case5 本章涉及的业务内容是前一轮报价与谈判过程的成功结果，也是下一轮签署并执行合约的开始。但收信人和写信人在函电往来中仍应保持应有的职业谨慎态度。一是准确说明所要接受的报盘或订单，必要时应重复重要条款；二是对下一轮的业务内容提出提示或要求；三是对双方的共同努力和前景表示积极态度。能够准确理解并使用接受报盘或还盘的关键字词、术语、句型和信函整体结构；能够主
2、动将报盘还盘的业务条款与当前环节的确认接受函的内容和合约的条款内容紧密联系并整体考虑；能够区分选择关键性条款并给予必要的强调。学习目标 能够准确理解报盘还盘、接受确认和订单与合约签署等各环节中不同类型文件对应条款的内容；并能主动培养“承上启下”从上一轮业务内容迅速进行到下一轮内容的思路；能够把握整体结构并运用恰当词句拟写接受确认函。能力目标6.1Case 16.1.1 Background&Task6.1.1 Background&TaskBackground（业务背景）鉴于“Elite”公司在还盘函中对市场状况作出了准确有力的分析，说明欧美韩国等各国知名文具生产商为扩大销售抢占市场份额均在大
3、幅降低价格，“Pilot”公司决定接受“Elite”公司的降价要求，并向“Elite”公司发出降价后的报盘。接到“Pilot”公司的最新报价后，“Elite”公司拟确认接受其最新报盘。Senders information：Sender：Miss Lucy Luo（Manager of Purchase Department）Company：Elite Stationery Co.-Limited Address：15 Jianshe Road-Heping District-Tianjin，China 300067Telephone：0086-22-23201259 Fax：0086-22-
4、23201258 E-mail address： Status：After receiving the latest price quoted by Pilot，Elite decides to confirm the acceptance of Pilots offer.Recipients information：Recipient：Mr.Kevin Funakoshi（Manager of Sales Department）Company：Pilot CorporationAddress：3-6-22，Kyobashi，Chuo-ku，Tokyo 104-8304，Japan Telep
5、hone：81-3-3538-3700 ext.210 Fax：81-3-3538-3701 E-mail： Status：Pilot decides to expand its market shares by reducing its price level.Task（工作任务）“Elite”公司以电子邮件的方式迅速确认接受“Pilot”公司的最新报价。在感谢对方对于市场情况和降价要求理解的同时，请求及时安排发货以确保在开学前有足够的时间分销货物。拟写邮件时，请参考下列要点。Key points：尽可能使用简单明了的表达方式 确认接受报价 对降价表示感谢请求尽快提供正式的销售合同 催促尽快
6、发货以免错过销售旺季 对今后的合作前景表示积极态度To：Mr.Kevin Funakoshi From：Lucy Luo Date：August 2，2019Subject：Confirmation of your offer on July 31，20196.1.2 Specimen Letter6.1.2 Specimen LetterDear Mr.Kevin Funakoshi，Thank you for your latest quotation extended to us on July 31，2019.We hereby confirm to accept your offer
7、 above mentioned.We appreciate your effort on holding our current share in the Chinese stationery market.Please send us a copy of your formal sales contract soon.Meanwhile，please kindly manage to make the delivery by the end of next week.As most of the Chinese schools will be opened at the end of Au
8、gust，we must have enough time to catch the timeline.Please keep us informed about the shipment information.Should you have any question，please do not hesitate to call me at 0086-22-23201259 or send e-mail to me at .Yours truly，Lucy LuoManager of Purchase DepartmentElite Stationery Co.，LimitedTelepho
9、ne：0086-22-23201259Fax：0086-22-23201258E-mail： 1.latestadj.最新的，最近的the latest news最新消息The L/C is opened in conformity with the latest version of UCP.信用证是根据最新版本的统一惯例和实务开立的。n.最新的东西；最迟，最晚The shipment should be dispatched by the end of this month at latest.货物最晚应于本月末发出。6.1.3 Key Words and Phrases6.1.3 Key
10、 Words and Phrases 2.be extended to us给予我方extendvt./vi.提供，给予；延伸；延长；扩展Wed like to extend a warm welcome to our foreign clients.我们对外国客户的到来表示热烈的欢迎。We hereby acknowledge that the validity of the letter of credit has been extended to September 30，2008.我们在此确认信用证有效期已延长至2008年9月30日。We plan to extend the sale
11、s of our products in the European market.我方计划将产品的销售扩展到欧洲市场。extensionn.扩大，延伸；展期，延长期；（电话的）分机Wed better ask the client to give us an extension in advance.我方最好提前请求客户给予延期。extendedadj.延伸的，扩展的；延期的；详尽的An extended report on the market trend is required before we can make any price reduction.在我方作出任何降价之前，需要一份详
12、尽的市场趋势报告。3.herebyadv.在此 4.managevt./vi.管理；经营；努力办到，设法完成；成功处理问题，应付困境Communication skills can help you to manage customers better.交流技巧能帮你更好地管理客户。Can you manage to make the delivery one month earlier?你能想办法提前一个月发货吗？We do not know how he managed under such a difficult circumstance.我们不知道他是怎样在如此困难的情况下将问题处理好
13、的。5.make the delivery发货6.by the end of在（某时间）末之前7.aroundprep.大约8.catchvt./vi.赶上；抓住；发现catch someones attention/interest引起某人注意/兴趣catch someones eye引起某人注意catch on流行；理解；明白catch up with赶上6.2Case 1Background（业务背景）我国医药器械采购商“Hanson”公司在接到德国生产商“Ace Group”公司的最新报盘后，发现其价格仍高于日本和美国的同类产品。但是考虑到品牌和质量效应，仍决定确认接受对方的报盘。6.
14、2.1 Background&Task6.2.1 Background&Task Senders information：Name：Jennifer Li（Manager of Import Department）Company：Hanson Medical Equipment Co.，Limited Address：151 Hongqi Road，Nankai District，Tianjin，China 300112 Telephone：0086-22-23234658 ext.126 Fax：0086-22-23234659 E-mail： Status：Hanson decides t
15、o accept the latest quotation of Ace Group though the price quoted is still higher than the level of American and Japanese manufacturers.Recipients information：Name：Mr.Friedrich Kilian（Manager of Sales Department）Company：Ace GroupAddress：Johann-Maus-Str.271254 Ditzingen GermanyTelephone：49-7156-303-
16、0Fax：49-7156-303-30309 E-mail： Status：In order to establish business relations with Hanson，Ace Group provided Hanson with their counter-offer at a lowered price.Task（工作任务）“Hanson”公司以传真向“Ace Group”公司发出接受函，确认接受其最新报价，并请其尽快寄出正式合同文本。请参考下列提示拟写传真。01 确认接受相关还盘的价格020304 Key points：05要求对方尽快提供正式合同说明己方接受高于同类产品价格
17、的原因感谢对方给予降价指出希望今后能提供优惠价格06提供己方联系方式 Hanson Medical Equipment Co.，Limited151 Hongqi Road，Nankai District，Tianjin，China 300112Telephone：0086-22-23234658 ext.126，Fax：0086-22-23234659，E-mail：To：Ace Group（Fax：49-7156-303-30309）Attn：Mr.Friedrich KilianDate：November 31-2019From：Jennifer Li/Hanson Medical Eq
18、uipment Co.，LimitedFax：0086-22-23234659Subject：Confirmation for Electron Microscope6.2.2 Specimen Letter6.2.2 Specimen LetterDear Mr.Friedrich Kilian，Thank you for your fax of November 30，2019.Considering the brand and the quality effect，in order to expedite the progress of business between us，we he
19、reby confirm to accept your offer above mentioned though the price quoted is still higher.Please kindly send us your sales contract as soon as possible.Once again，thank you for your effort to offer us a discount.We believe the first order is a beginning of long-term cooperation.Your early reply will
20、 be highly appreciated.Should you have any question-please do not hesitate to call me at 0086-22-23234658 ext.126 or send e-mail to me at .Yours truly，Jennifer LiManager of Import DepartmentTelephone：0086-22-23234658 ext.126Fax：0086-22-23234659E-mail： 1.expeditevt.加快 2.the progress of business betwe
21、en us我们之间的业务进展progressn.进步；进展 3.sales contract销售合同6.2.3 Key Words and Phrases6.2.3 Key Words and Phrases6.3Case 3 Background（业务背景）“Guang Fa”公司为加快建立与“Ackerman&Son”公司的业务往来，将报价作出一定削减。“Ackerman&Son”公司接受了“Guang Fa”公司的报盘，向“Guang Fa”公司发出订单。“Guang Fa”公司拟发出确认函接受“Ackerman&Son”公司的订单。6.3.1 Background&Task6.3.1
22、Background&Task Senders information：Name：Wendy Xu（Manager of Export Department）Company：Guang Fa Co.，LimitedAddress：No.1 Guobin Road，Suzhou，Jiangsu Province，China 215000 Telephone：0086-20-8357 1999Fax：0086-20-8357 1999 E-mail： Business scope：various sizes and styles of picture frames Market position：
23、Products are popular in American and European markets.Status：Guang Fa received the purchase order of Ackerman&Son after providing Ackerman&Son with a lower price level.Recipients information：Name：Mr.Ackerman Siedenburg（General Manager）Company：Ackerman&Son Corporation LimitedAddress：23 Park Row-New Y
24、ork-NY 10038 USA Telephone：001-212-238-9000 Fax：001-212-238-9191E-mail：Business scope：an exclusive importer and distributor of picture frames Market position：possessing a wide network through family tiesStatus：Ackerman&Son sent their purchase order to Guang Fa as the prices offered by Guang Fa is mu
25、ch cheaper than those offered by manufacturers in Europe，Taiwan and Hong Kong.Task（工作任务）“Guang Fa”公司以传真形式向“Ackerman&Son”公司发出接受其订货的确认函。为避免误会，Wendy 在传真中特别重复了各项重要交易内容。请参考以下提示，构思相关业务活动和传真内容。Key points：确认接受对方订单 重复说明涉及订单的具体内容 提出开证要求 注意在结构上的连贯Guang Fa Corporation LimitedNo.1 Guobin Road-Suzhou-Jiangsu Prov
26、ince-China 215000Telephone：0086-20-8357 1999Fax：0086-20-8357 1999Website：To：Mr.Ackerman SiedenburgFrom：Wendy XuCompany：Ackerman&Son Co.-Ltd.Date：November 30-2019Fax Number：001-212-2389191Subject：Acceptance of your order6.3.2 Specimen Letter6.3.2 Specimen LetterDear Mr.Ackerman Siedenburg，Thank you f
27、or your fax yesterday.We hereby confirm to accept your order as follows：Commodity：wooden picture frameSize（inch）：35，57，912，1520Package：in carton board cases with small boxes insideQuantity：200 cases for each size（60 pieces per carton）Price：USD1.5，2.54.5，7.5/piece（respectively）CIF New YorkShipment：Sh
28、ipped in container，no later than February 28，2020Payment：by irrevocable L/C at sight We will also send you our formal sales contract by tomorrow.Please kindly ask your bank to open the L/C accordingly as soon as possible.Best regards，Wendy XuManager of Export DepartmentTelephone：0086-20-8357 1999Fax
29、：0086-20-8357 1999E-mail：1.openvt.开立（信用证）2.no later than不晚于6.3.3 Key Words and Phrases6.3.3 Key Words and Phrases6.4Case 4Background（业务背景）“Sun Group（阳光集团）”接到“永明”公司的降价回复后，发函确认接受其最新报盘。同时，按照其公司程序向“永明”公司发送采购订单（Purchase Order）。订单中包含了函电往来中确定的交易条款，也涉及即将签署的合同中的有关条款。许多大型公司在订单敲定后，不只签署合同，也会签订采购订单，订单中的参考号等内容会在其
30、公司内部各流程中使用。6.4.1 Background&Task6.4.1 Background&TaskSenders information：Senders name：Rashid Susan（Manager of Purchase Department）Company：Sun Group CorporationTelephone：622153120002 Fax：622153120345 E-mail： Website：Business scope：paper，agriculture，bank，real estate Scale：one of the largest companies
31、in Indonesia Purchase purpose：to provide power for the groups own plantsRecipients information：Recipients name：Tony Zhang（Manager of Sales Department）Company：Yong Ming Electric Equipment Enterprise Co.,Limited Telephone：0086（10）38575236 E-mail： Website：Business scope：specializing in the manufacture
32、of electric generating units，including thermal，hydraulic and nuclear electric generators Scale：one of the largest Chinese manufacturers Experience：more than thirty years4085%65%Task（工作任务）“阳光集团”向“永明”公司确认订货，随确认函同时发出采购订单（Purchase Order）。依照惯例，采购订单不只对外形成契约关系，同时也满足买方公司内部流程程序的要求。因此，采购订单的内容会涉及交易条款、单据的要求等各方面
33、内容。确认接受“永明”公司最新报盘 请“永明”签回随附采购订单 采购订单应包含双方交易的主要条款 采购订单会提出与议付有关的单据要求 提出请卖方根据订单内容准备合同Key points：Dear Tony，We are glad to accept the price and other terms set forth in your counter-offer of August 10，2019.Please prepare your sales contract based on our purchase order enclosed.In addition，please send us
34、two copies of the purchase order with your signature.Best regards，Rashid SusanManager of Purchase DepartmentPhone：622153120002;Fax：622153120345E-mail：（Enclosed/part of the purchase order）Purchase OrderAugust 15，2019Sun Group IncorporationNo.1 Industry Road，Jakarta，Indonesia 500195Phone：622153120002;
35、Fax：622153120345Website： INVOICE NO.：0001 The following number must appear on all related correspondences，shipping papers，and invoices：P.O.NUMBER：00011.set forth规定，列明近义词：stipulate，outline，describe2.signaturen.签名，签字signvt./vi.签名，签字3.shipping paper装运单据papern.文件，单据；纸；报纸；论文4.viaprep.通过；凭借5.taxn.税6.4.3 K
36、ey Words and Phrases6.4.3 Key Words and Phrases6.5Case 5 Background（业务背景）“长荣”公司接到“Four Seasons”公司的接受确认函后，立即发函确认收到并附上销售合同，请其签回。6.5.1 Background&Task6.5.1 Background&TaskSenders information：Senders name：Michael Wang（Manager of Sales Department）Company：长荣箱具有限公司（Evergreen Luggage Co.，Limited）Address：120
37、 Nanjing Road，Shanghai，P.R.China 200082 Telephone：0086（21）86661350 Fax：0086（21）86661351 E-mail： Website： Business scope：various styles of luggage，duffels，backpacks，tote bags Market：western and eastern coasts of the United StatesRecipients information：Name：Mr.Eugene Brigham（General Manager）Company：Fo
38、ur Seasons Merchandise Co.，LimitedAddress：2801 East Vernon Avenue,Vernon，CA 90058 USA Website： Telephone：001（323）8261199Fax：001（323）8261198 Business scope：a wide range of consumer products，including luggage，bags and backpacks，towels，cups Market：mid-western area of the United States Task（工作任务）“长荣”公司以
39、书信形式向“Four Seasons”公司发函，确认已收到其接受报盘的确认函。随信寄去销售合同，请其签回。在准备合同文本的过程中，要从条款实质内容、词句和格式三个方面注意。请参考以下提示，构思相关业务活动及信函的内容。01 明确已收到对方接受函020304 Key points：05请对方签回合同 合同各项的格式和词句应力求一致合同内容应与函电确认口径一致熟悉合同中惯用语的准确含义 Evergreen Luggage Co.，Limited120 Nanjing Road，Shanghai，P.R.China 200082Telephone：0086（21）86661350，Fax：0086（
40、21）86661351，Website：November 28，2019Mr.Eugene Brigham（General Manager）Four Seasons Merchandise Co.，Limited2801 East Vernon Avenue,Vernon，CA 90058 USARe：Sales Contract6.5.2 Specimen Letter6.5.2 Specimen LetterDear Mr.Eugene Brigham，Thank you for your letter of November 25，2019，which confirms to accep
41、t our offer set forth in our letter of November 20，2019.Meanwhile，we are glad to send you two copies of sales contract.The contracts are prepared based on our offer and those correspondences related to the deal.Please sign the contracts and send one copy back to us.Yours truly，Michael Wang Manager o
42、f Sales Department Evergreen Luggage Co.，Ltd.Telephone：0086（21）86661350 E-mail：（Enclosed/part of the sales contract）合 同 CONTRACT日期（Date）：November 28,2019合同号码（Contract No.）：EL090801买方（The Buyer）：Four Seasons Merchandise Co.，Ltd.卖方（The Seller）：Evergreen Luggage Co.，Ltd.兹经买卖双方同意按照以下条款由买方购进，卖方售出以下商品：Thi
43、s contract is made by and between the Buyers and the Sellers;whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned goods subject to the terms and conditions as stipulated hereinafter：（1）商品名称（Name of Commodity）：Sports Backpack（Ref.#SB152BK）;Tote Bag（Ref.#TB206WT）;Duffel Ba
44、g（Ref.#395GN）（2）数量（Quantity）：300 dozen（Ref.#SB152BK）;600 dozen（Ref.#TB206WT）;600 dozen（Ref.#395GN）（3）单价（Unit Price）：USD 25.50/pc（Ref.#SB152BK）;USD 12.00/pc（Ref.#TB206WT）;USD 18.50/pc（Ref.#395GN）（Note：All prices are on CFR Los Angles，USA term.）（4）总值（Total Value）：USD 25，950.00（5）包装（Packing）：Each item
45、is packed in one plastic bag.Twelve pieces are packed in one carton board box for items with Ref.#SB152BK and Ref.#395GN，and twenty-four pieces are packed in one carton board box for item with Ref.#TB206WT.（6）生产国别（Country of Origin）：Peoples Republic of China（7）支付条款（Terms of Payment）：irrevocable lett
46、er of credit at sight（8）保险（Insurance）：Not included.（9）装运期限（Time of Shipment）：Within sixty days after the contract is signed（10）起运港（Port of Loading）：Shanghai，China（11）目的港（Port of Destination）：Los Angeles，USA（12）索赔（Claims）：Within 45 days after the arrival of the goods at the destination，should the qua
47、lity，specifications or quantity be found not in conformity with the stipulations of the contract except those claims for which the insurance company or the owners of the vessel are liable，the Buyers shall have the right on the strength of the inspection certificate issued by the C.C.I.C and the rela
48、tive documents to claim for compensation to the Sellers.1.wherebyadv.由此，借以2.under-mentionedadj.下述的 mentionvt.提到，提及3.hereinafteradv.下文中4.stipulationn.规定 stipulatevt.规定5.liableadj.有责任的；有义务的pensationn.补偿 compensatevt./vi.补偿6.5.3Key Words and Phrases6.5.3Key Words and Phrases6.6Knowledge Links 1.Thank y
49、ou for your latest quotation extended to us on July 312019.“感谢你方于2019年7月31日发给我公司的最新报价。”“extended to”此处为过去分词，是“给予，提供”的意思，常用于信函、文件之后作修饰语。如：Regarding your offer extended to us on October 2，we need to ask you for details on packing.应注意区别，当“extended”常作为形容词或过去分词单独出现时，意为“（被）延长了的，（被）延期的；详尽的”。如：We have alrea
50、dy had the L/C extended.6.6.1 Key Structures and Expressions6.6.1 Key Structures and Expressions 2.We appreciate your effort on holding our current share in the Chinese stationery market.“对于贵公司在抓住当今中国文具市场份额方面的努力，我们深表感谢。”在对方降价后，对作出的努力给予肯定的一种常用句式。3.Meanwhile，please kindly manage to make the delivery b