商務(wù)英語(yǔ)應(yīng)用寫作函電校內(nèi)模擬實(shí)訓(xùn)

1、商務(wù)英語(yǔ)應(yīng)用寫作（函電） 校內(nèi)模擬實(shí)訓(xùn),,主講教師：梁良,Training Situations:（背景資料）,Buyer: Mr. Lawrence, the general Manager of the United Textiles Company, Ltd. (26 Lawton Street, Liverpool, England), is a large deal

2、er in textiles in England. He is interested in all Chinese silk products and now is approaching China National Import & Export Corporation, Fujian Branch for an offer for specific products. (They meet with each othe

3、r at China’s Spring Export Commodities Fair.（中國(guó)春季出口商品展覽會(huì)）),Training Situations:（背景資料）,Seller: Lily, the market representative of China National Import & Export Corporation, Fujian Branch. She/He is a green hand in

4、 the company, and this is her first case, she wants to conclude the transaction(完成這次交易) anxiously.,The First step: Enquiry / Inquiry,Hint 1: Mr. Lawrence was interested in silk products and hope to receive the l

5、owest quotation CIF （refer to the next slide） London for 3,000 pieces silk carpet with details of discount and payment terms. Some catalogues and sample cuttings required. If you are Mr. Lawrence, please write a l

6、etter to Lily. ( Using the letter form),術(shù)語(yǔ)CIF,CIF術(shù)語(yǔ)為成本加保險(xiǎn)費(fèi)加運(yùn)費(fèi)，（指定目的港，其原文為Cost, Insurance and Freight (...named port of destination) 按此術(shù)語(yǔ)成交，貨價(jià)的構(gòu)成因素中包括從裝運(yùn)港至約定目的地港的通常運(yùn)費(fèi)和約定的保險(xiǎn)費(fèi)。,The First step: Enquiry / Inquiry,Dear Miss L

7、ily: I visited your company’s stand at Guangzhou Fair. Could you remember me? I am very interested in your Chinese silk products. There is a great demand for a variety of silk carpets in Europe. We hav

8、e been a large dealer in textiles in England for more than 20 years, and import a wide range of Chinese silk products. Would you please send us some catalogues，and offer us your lowest quotation CIF London for 3,

9、000 pieces silk carpet. Please state details of discount and terms of payment. We should find it most helpful if you could also supply all kinds of sample cuttings required. Look forward to your reply.

10、 Yours truly, Laurence,The Second step: Replie

11、s to Enquiry,Hint 2: US$125 per piece CIF London, subject to（以…之前為準(zhǔn)，有效） reply here before May 9. 按下列訂貨數(shù)量比例的增減給予特殊的折扣： 1000件和2000件之間給3%折扣， 2000件和3000件之間給4%折扣， 3000件以上給5%折扣。 Payment by ir

12、revocable L/C（不可取消的信用證） available by draft at sight (即期匯票) is required. Catalogues and sample cuttings have been airmailed.,The Second step: Replies to Enquiry,Dear Mr. Laurance, We welcome your inquiry of 30 Jan,

13、 and thank you for your interest in our silk carpets. We are enclosing our illustrated catalogue. Under separate cover, we will send the sample cuttings by air mail which will be helpful to you for your selection.

14、 We are pleased to make you a special offer（特殊報(bào)價(jià)，特殊優(yōu)惠）, subject to （以…為準(zhǔn)）reply here before May 9, as follows: US$125 per piece CIF London.But we can offer a special allowance（優(yōu)惠） on the following sliding-scale（按比例增減） b

15、asis:,The Second step: Replies to Enquiry,On purchases exceeding an annual total of : 1000 pieces but not exceeding 2000 pieces --------- 3% 2000 pieces but not exceeding 3000 pieces --------- 4%

16、 3000 pieces and above ------------------------------------5% Our products are both excellent in quality and reasonable in price. Its finest material and highest craftsmanship（技術(shù)、技能） will appeal to the mos

17、t selective buyers. We only accept irrevocable L/C at sight. Look forward to your order.Sincerely yours,,The Third step: Counter-offer （還價(jià)）,Hint 3: Price is higher than tho

18、se from othersuppliers.其他公司的貨在該地以比你價(jià)格約低10％的價(jià)格出售。我們不否認(rèn)你們的質(zhì)量會(huì)稍好些，但差價(jià)不能高達(dá)20％。 Suggest a reduction of 10%,otherwisebusiness is impossible.以你方答復(fù)于2月5日前到達(dá)有效。 說(shuō)服對(duì)方作出讓步這樣雙方都會(huì)從市場(chǎng)上受益，而且讓步將促進(jìn)銷售。,The Third step:

19、 Counter-offer,Dear sirs, We acknowledge receipt of your email of ----. In reply, we regret to inform you that our buyers in Canada find your price much too high. Information indicates that the oth

20、er goods on our market have been sold at 10% lower price than yours. We don’t deny that your quality is slightly better, but the difference in price should not be as big as 20%.,The Third step:

21、 Counter-offer,In order to conclude the transaction , we made counter-offer as follows, subject to your reply here by 5, Feb our time. Please make a reduction of 10%, your concession(讓步) would push the sales of your

22、 goods in our market and make us benefit from the expanding market. Due to market fluctuation（起伏）, we recommend your immediate acceptance. Look forward to your reply.

23、 Yours faithfully,,The Forth step: Declining Counter-offer,Hint 4: 拒絕還盤原因：報(bào)價(jià)經(jīng)過(guò)精密計(jì)算、原材料價(jià)格上漲、貨品質(zhì)量好，所以利潤(rùn)空間小

24、。降價(jià)10％不可能, 但購(gòu)買量超過(guò)3000件的話可以給予7%的折扣。,The Forth step: Declining Counter-offer,Dear Sirs,In reply to your letter of ---, we regret we find it very difficult to comply with. The price we quoted are

25、closely calculated and the price of raw silk(生絲) has gone up a lot. Thanks to the excellent quality of our products, they only leave us a very small profit margin. So the price quoted is relatively favorable. Since this

26、 is our first transaction, we decide , as an,The Forth step: Declining Counter-offer,exception, to cut the price by 7% on purchase of quantities of more than 3000 pieces. Any further concession on our

27、side is out of the question. If you think our proposal acceptable, please let us have your order as soon as possible.Yours truly,,The Fifth step: Order,Hint 5: Mr. Laurance 接受Lily的建議，3000件以上給予7％的折扣，提出

28、訂貨。隨函附上了試訂單，如下： 數(shù)量 貨號(hào) 品名 單價(jià) 5000件 ML121 絲毯 1 70美金每件 倫敦到岸價(jià) 3500件 ML123 絲毯 2 140美金每件 包裝：用棉布包裝，裝入木箱 支付：通過(guò)保兌，不可撤銷信用證，見票即付匯票 由于客戶急要，要求對(duì)方迅速寄出售貨確認(rèn)書，以便我方

29、立刻開出信用證，還有盡快發(fā)貨，在收到信用證后裝第一艘可訂到倉(cāng)位的船。,The Fifth step: Order,Dear Miss Lily, Thank you for your letter of ------ . In view of your finest material and highest craftsmanship, we finally accept your proposal of allowi

30、ng a discount of 7% on purchase of quantity of more than 3000 pieces. So we are pleased to enclose a trial order（試訂單） No.105. QNTY Item No. Description Unit Price 5000

31、 ML121 Silk Carpet 1 $70 CIF London 3500 ML123 Silk Carpet 2 $140 CIF London Packing ：In cotton cloth bales, packed in wooden cases Payment: 100% by

32、confirmed, irrevocable L/C by draft of sight Our customers urgently required the goods, please ship as soon as possible by the first available steamer upon receipt of our L/C. Please kindly send us your

33、 sales confirmation（售貨確認(rèn)書） by return mail. So that we can issue the L/C in your favor. Look forward to your sales confirmation. Yours truly,,The Sixth step: Acknowledgement of an Order,Hint 6: Lily

34、向Mr. Laurance 發(fā)出對(duì)訂單的回復(fù),內(nèi)容如下: 茲確認(rèn)上述訂貨，并寄送第105號(hào)售貨確認(rèn)書，一式兩份，其中一份請(qǐng)回簽寄回，以便我方存檔。 此項(xiàng)信用證應(yīng)立即對(duì)我開出。一旦信用證到達(dá)我處，即可將貨物備妥發(fā)運(yùn)無(wú)誤。特請(qǐng)你們注意，信用證條款必須與我售貨確認(rèn)書條款完全相符，以免日后改正。 謝謝你們的合作，我們相信這批證到即裝的貨物將使你們完全滿意。,The Sixt

35、h step: Acknowledgement of an Order,Dear Mr. Laurance, We have pleasure in confirming the above order ,and are sending you our Sales Confirmation No.105 in duplicate（一式兩份）, a copy of which is to be counter-signed an

36、d returned for our files . It is needless to say that the relative L/C of the above-mentioned articles will be established at once. You may rest assured（放心） that we shall get the goods ready for shipment as soon as

37、possible your L/C arrives.,The Sixth step: Acknowledgement of an Order,We wish to draw your attention to the fact that provisions in the relevant L/C should strictly conform to(符合、遵照) the terms stated in our Sale Con

38、firmation in order to avoid subsequent amendments. We are grateful for your kind cooperation and trust that the shipment, which is to be dispatched after receipt of the relevant letter of credit, will turn out to