外贸英语函电商务英语写作04

UnitFourQuotation,SalesLettersOfferandCounter-offerMainContentsQuotationandofferOffer---definition;firmoffer(features,contents);non-firmoffer;specimenandexplanation;usefulexpressionCounter-offer---definition;specimenandexplanation;usefulexpressionCounter-counter-offer---definition;specimenandexplanation;usefulexpressionEffectiveWriting:Usecommonwords选词是写作中一个非常重要的部分。常用词汇一般都短小精悍，意义明确，易读易懂、和常用的词汇相对的是生僻词汇和一些罗嗦的短语。对比：Approximatelyabout关于Initiate,commencebegin开始Duplicatecopy抄复，发送副本，复印Determinedecide决定Accomplish,performdo做Terminateend终止，结束Endeavortry努力做Utilizeuse使用，利用Ineffectualuseless无效的，无用的EffectiveWriting:BePositive为了能在函电中达到积极向上的效果，主要有两个手段：1.强调现在或将来是什么，不要强调现在或将来不是什么。2.如有可能，避免是使用有消极意义的词汇。如：I’msorryweblunderedonyourorder.Weregrettheinconvenienceyou’vebeencausedbythebrokenmixer.虽说作者的出发点是好的，是想真诚道歉，但是这些含有强烈否定意义的词，生动的提醒了读者以前发生的不幸事情，完全没有必要。若改写的话，效果不言则明：Iwanttoapologizefortheorderwedelivered.We’retrulysorryabouttheexperienceyouhadwithyourKeithmanmixer.消极心态积极心态Becauseofrecentheavydemand,wewillnotbeabletodeliveryourgoodsbeforeAugust20.Althoughrecentdemandhasbeenheavy,we’llbeabletodeliveryourgoodsbyAugust20.Yourorderwillbefilledwithoutfurtherdelay.Yourorderwillbefilledimmediately(orrightaway).Youwillneverregretpurchasingthisfinereferencebook.Youwillbealwaysbeenjoyingreadingthisfinereferencebook.Thisunfortunateincidentwillnotrecur.Futuretransactionswillbeservicedwiththeutmostcare.Wedonothaveanyblackconvertiblesinstock.Atpresent,wehaveonlyoneblue,onegrey,andtwogreenconvertiblesinstock.Wearewithholdingyourshipmentuntilwereceivepayment.Wewillforwardyourordertoyouassoonaspaymentisreceived.INTRODUCTIONQuotationsAquotationrefersthatbuyersorsellersstatesometransactiontermsaboutsupplyinggoodstoanotherpartyconcerned.（报价或发价是指买方或卖方向对方提出的各项交易条件。）Itisusuallysentbythesellerafterthereceiptofanenquiry.So，tosomeextent，wecansay，aquotationisjustequaltoareplytoanenquiry.Butsometimesaquotationcanbesentvoluntarilywithoutanenquiry.Asatisfactoryquotationwillincludethefollowingpoints:a.Anexpressionofthanksfortheenquiry(Inthebeginning)b.Detailsofprices,discountsandtermsofpaymentc.Astatementorclearindicationofwhatthepricescoverd.Anundertakingastodateofdeliveryortimeofshipmente.Theperiodforwhichthequotationisvalidf.Anexpressionofhopethatthequotationwillbeaccepted(Intheend)Whatisanoffer(发盘)?QuotationmeansGivingaprice!Offeristhefirststepinbusinessnegotiation,whichcanbemadeeitherbywayofads,circularsandlettersorrepliestoenquiries.Anofferisaproposaltogiveordosomething.Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.什么是报盘offer报盘又称发盘，是商业交易磋商中买卖双方必经的过程。通常是一方先提出某种交易条件（如：商品名称、数量、规格、交货期以及付款条件等），而另一方愿接受此条件，即交易合同成立。卖方offer称为sellingoffer，offertosell；买方的offer称为buyingoffer，offertobuy。报盘有实盘firmoffer和虚盘Non-firmoffer两种形式。实盘又称不可撤销的发盘，指由发盘人向收盘人提出完整、明确、肯定的交易条件，并愿意在一定期限内按所提条件与收盘人达成交易的一种肯定表示；虚盘是卖方所做的非承诺性表示，往往附有保留条件，买方接收后卖方仍然可以改变主意。Offeror(发盘人)vs.offeree(受盘人)Sellingoffer(卖盘)vs.buyingoffer/bid(买盘/出价）firmoffer(实盘)vs.non-firmoffer(虚盘)firmoffer(withengagement)non-firmoffer(withoutengagement)Featuresofafirmoffer---Clear,definite,complete,finalLeavenoroomofambiguityoruncertainty,avoidtheuseofsuchwordsas“perhaps”,‘maybe’,‘about’.---Onceaccepted,itbecomesacontractualobligation---ShouldnotwithdrawafirmofferwithinitsvalidityContentsoffirmofferNameofcommodities,qualityandspecificationDetailsofprices,termsoftrade,discountsandtermsofpaymentsPacking,dateofdelivery,portofshipmentTheperiodforwhichtheofferisvalid(expressionslike“firmoffer”or“irrevocable”within/before…)ValidityofafirmofferAfirmoffershouldstipulateanexpirydate.Andtheofferorissubjecttoobligationtotheofferwithinvalidity.Afirmofferisinvalidinthecasethattheofferee:acceptitnotwithinvalidityrefuseoralteritmakeacounter-offertoitNon-firmofferNon-firmofferisaquotationsubjecttofinalconfirmationandisnotlegallybinding.…foryourreference……subjecttoourfinalconfirmation……subjecttounsold……subjecttomarketfluctuation…Theofferorcanwithdrawitanytimebeforetheoffereeacceptsit.Howtowritealettertomakeanoffer?1.expressionofthanksfortheenquiry,ifany2.makeanofferStatesnameofcommodity,qualityandspecification,price,termsoftrade,discounts,termsofpayment,packing,deliverydate,shipmentport,etc.3.stipulatevalidityifit’safirmoffer4.hopeforreplySpecimenLetter1：Afirmoffer实盘DearSirsSubject:100%CashmereSweatersThankyouverymuchforyourenquiryofApril1forour100%CashmereSweaters.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2005:Men’slargeUS$50.00perpiecedittomediumUS$48.00perpiecedittosmallUS$45.00perpieceWomen’slargeUS$47.00perpiecedittomediumUS$45.00perpiecedittosmallUS$43.00perpieceTheabovepricesarebasedonCIFVancouverbasisnet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Shipment:June/July,2005providedtheL/Creachestheselleronemonthbeforethetimeofshipment.Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality.Theyarejustwhatyouwantforthefashionabletradelikeyours.Theywilla