商务英语函电ppt课件.ppt

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1、Chapter3Enquiry,OfferandCounter-offer普通高等教育十一五国家级规划教材普通高等教育“十一五”国家级规划教材StructureBusinessknowledgeTheStudyofLettersCase1Case2Case3Case4Case5LetterWritingGuideHomework普通高等教育“十一五”国家级规划教材BusinessKnowledgeManyStepsinBusinessNegotiationenquiryoffercounter-offeracceptanceA

2、nenquiryisarequestforinformation.FirstrealstepinbusinessnegotiationTwocategories:Ageneralenquiry(一般询盘)andaspecificenquiry(具体询盘)Enquiry普通高等教育“十一五”国家级规划教材GuidelinesforwritingEnquiryLetters1）Beginyourletterbytellingthesource2）Becourteous,conciseandtothepoint,butdonotus

3、eover-polite,humblewording.3）Bespecificaboutwhatyouwant.Enquiry普通高等教育“十一五”国家级规划教材AlsoknownasquotationOfferor:报盘人(Thepersonmakingtheoffer).Offeree:受盘人(Thepersontowhomtheofferismade)Firmoffer(offerwithengagement/obligation)Non-firmoffer(offerwithoutengagement/obligati

4、on)Offer普通高等教育“十一五”国家级规划教材Anofferletterusuallyincludes:(1）Anexpressionofthanksfortheenquiry,ifany.(2）Nameofcommodities,quality,quantity,andspecifications.(3）Priceterms,discounts,commissionandtermsofpayment.(4）Packinganddateofdelivery.(5）Thevalidityoftheoffer（forfirm

5、offer）Offer普通高等教育“十一五”国家级规划教材ACounter-offerusuallycovers:（1）Thanktheofferorforhisoffer.（2）Expressregretatinabilitytoaccepttheofferors’offer.（3）Statereasonsfornon-acceptance.（4）Makeacounter-offer.（5）Urgetheoffereetoacceptthecounter-offer.Counter-offer普通高等教育“十一五”国家级规划

6、教材ThelaststepinbusinessnegotiationAcceptance普通高等教育“十一五”国家级规划教材Pointoutwhichofthefollowingexpressionsarefirmoffers:Wearemakingyou,subjecttoyouracceptancebeforetheendofthismonth,theunder-mentionedoffer:2.Ourofferissubjecttochangewithoutnotice.3.Ourofferissubjecttogoo

7、dsbeingunsold.4.Ourofferissubjecttoyourconfirmationreach-inghereonorbeforethe25ththismonth.5.Weofferyou,subjecttoourfinalconfirmation,thefollowinggoods:6.Ourofferissubjecttopriorsale.7.OurofferissubjecttoyourreplyreachingherebyAugust14,Beijingtime.普通高等教育“十一五”国家级规划教材

8、普通高等教育“十一五”国家级规划教材Case1加拿大汤姆逊公司是一家从事手工艺品进口的公司，目前正欲求购高质量的锦缎手袋。他们从该国驻中国的大使馆商务参赞处得知，宁波钱湖贸易有限公司可大量供应各种锦缎手袋。于是，汤姆逊公司采购部MartinCrown先生与该公司取得了联系，对