1、Warming upsettle down slip be in receipt of intend hesitate recommend spray in perfect condition bakery go into liquidation strictly on credit confidential a large amount of settle ones accounts abatement comment actual ownership additional filings additional margin additional risk administrative fe
2、e advance notice advance after-tax rate aggregate rents aggregate risk bankruptcy law basic rent bankruptcy proceedings,Writing (test yourself)Four years ago, you worked in an office with Andrew Linda. Last week, you met her again. She had just started a new job as the General Manager of a large for
3、eign language translation companyin another city .your company makes electrical equipment and nowwants to get all its technical manuals translated into four languages.Write to Andrew Linda and ask her if they can do this .,Informal business lettersIf you are a friend of the person that you are writi
4、ng to, you will make your letter informal and more friendly, so, the language used in formal letters is much closer to spoken English.Differences Starts with the addressees first name Uses contractions Uses short ,direct phrases Signs with the writers first name Puts only the writers name under his
5、signature,the,which sentences are less formal as following:1.Please can you tell me your prices?2.I would be grateful if you could tell me how long the work will take3.We have not received your invoice4.We have not yet got your bill5.We have been forced to increase our price6.We have to take legal a
6、ctions,Establishing business relations Introductioncustomer & businessTo start business or enlarge its business scope and turnover.The channels for getting business1. communication in writing 2.attendance at the export commodities fairs3.contact at the exhibitions held at home or abroad4.mutual visi
7、ts by trade delegations and groups,OutlineThe source of his informationHis intentionThe business scope of his firm and also its branches and liaison offices, if anyThe reference as to his firms financial position and integrityIf the writer intends to buy for import, he may also make request for samp
8、les, pricelists, catalogues, etc. And the writer should state simply, clearly and concisely what he can sell or what he expects to buy. To close the letter , the writer usually expresses his expectation of cooperation and early reply.,Dear sirs ( sample1)Through the courtesy of the Chamber of Commer
9、ce, New York, we are pleased to learn that you are one of the leading importers of bicycles in your country.Our company is a well established company in manufacturing various types of bicycles, for which we have devoted many years of research, we take much pleasure to enclose herewith our current ca
10、talog for your reference .if you need more information, please do feel free to contact us . We are in a position to offer our service at any time.Thank you and look forward to hearing from you soon.Yours faithfully,Sample 2: Dear sirsWe understand from the Peruvian Consulate here that you are one of
11、 the leading importers and wholesalers of Electric and Electronic Machinery and Equipment in Peru.We are exporters of the same lines of business, having a business background of some 30 years, and are now particularly interested in exporting to your country Electronic Produces of all types, such as
12、Desk-Top and Pocket-size Calculating Machines.If you are interested in marketing these products in your territory, please let us to know, and we shall be pleased to send you our latest catalog, together with a list of our quotations on CIF Callao basis.For our business and financial standing, we may
13、 refer you to our bankers, The Commercial Bank of Tokyo, Head office. Tokyo.We look forward to hearing from you soon.Yours faithfully,Dear SirsWe have obtained your address_1_ the commercial counsellor_2_ your embassy_3_ London and are now writing you _4_ the establishment _5_ business relations.We
14、are very well connected_6_ all the major dealers here _7_ light industrial products, and feel sure we can sell large quantities_8_ Chinese goods if we get your offers_9_ competitive prices.Please let us have all necessary information regarding your products_10_ export. Yours faithfully,Enquiries and
15、 RepliesGenerally speaking, an enquiry is the buyers request for information.Details: the name of commodity, quality, specifications, quantity terms of price, terms of payment ,time of shipment, packing method, discount.Keep the enquiry brief , specific, reasonable and to the pointReply: An enquiry
16、received from foreign countries must be answered fully and promptly,询盘,又称为询价 进出口交易通常先从市场调查开始,然后建立业务关系,接着是询盘(enquiries),报价(quotations)和发盘(offers),接受(acceptance),发货(delivery of goods),押汇(negotiation for documents).而对于一笔特定的交易而言,询盘则是商业谈判中实质性的第一步. 询盘是指交易的一方欲购买或售出某种商品,向对方询问买卖该种商品的各项交易条件(如商品的品质,规格,价格,装运等).
17、询盘实质上是邀请对方发盘(invitation of offers),在商法上属于邀请要约. 询盘,又称为询价,可以分成两种.一种只询问价格,索取商品目录或样品,被称为一般询盘(General Enquiries);另一种询盘则包括特定商品的各项交易条件,被称为具体询盘(Specific Enquiries).,Enquiry and quotation Enquirywhen a businessman wants some information or specific action, the letter is sent. In a routine letter of enquiry s
18、tates simply, clearly and concisely what you want.When making an enquiry observe the following rules:1.Begin with the question or questions you want to ask, your reader then knows at once what your enquiry is about.2.Put your request in the form of a question, not a statement.3.Keep your enquiry sho
19、rt and to the point, say what needs to be said and then stop.,Dear sirs (first enquiry)Smith inform us that you are exporters of cotton bed-sheets and pillowcases. could you send us details of your various ranges, including sizes, colors and prices, and also samples of the different of the materials
20、 used.We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of the kind mentioned.When replying, please state your terms of payment and discount you would allow on purchases of not less than 100 dozen of individual items. Prices quoted shoul
21、d include insurance and freight to liverpool.,The quotationA quotation is not an “offer” in the legal sense that it is a promise to supply goods on the terms stated. If ,therefore, a seller quotes and later decides not to sell, the buyer has no legal remedy. A satisfactory quotation will include the
22、 following: An expression of thanks for the enquiry; Details of prices, discounts and terms of payment; A statement or clear indication of what the prices cover An undertaking as to date of delivery; The period for which the quotation is valid An expression of hope that the quotation will be accepte
23、d. when asking for a quotation, the buyer must be careful to protect himself by stating clearly whether the prices are to include such additional charges as carriage and insurance.,发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。 发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。发盘可以分成两类：实盘（Firm
24、Offer）和虚盘（Non-firm Offer）。二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。 实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.一项实盘必须具备： 1) 发盘的内容和词句必须肯定，不能用大约（about），参考价（reference price）等摸棱两可的词。 2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shi
25、pment），支付（Payment）,有效期(Validity )等。 3) 发盘中不能有保留条件如：以我方最后确认为准 subject to our final confirmation 以货物的未售出为准 subject to goods being unsold,虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘: -Without engagement. 不负任何责任. -subject to prior sale 有权先售 -All qu
26、otations are subject to our final confirmation unless otherwise stated. 所作报价,除特别注明外,须经我方确认后方能生效. -Our offer is subject to approval of export licence. 出口许可证准许签证,我方报价才有效.,A typical firm offer will include the following:(1) An expression of thanks for the enquiry, if any;(2) Name of the goods, quality,
27、 quantity, and specifications, details of prices, discounts, terms of payment, packing and date of delivery;(3) The validity of the offer;(4) Favorable comments on the goods themselves;(5) An expression of hopes for an order.,Dear sir (A Firm Offer) We were very pleased to receive your enquiry of Ju
28、ly 2 and now confirm our cabled offer of this morning, as follows:“Two hundred and fifty-six pounds per thirty-six meter piece f. o. b. Manchester” .We must stress that this offer is firm for three days only because of the heavy demand for the limited supplies of this velvet in stock.The material is
29、 of the very finest quality and we can assure you that so far as quality goes you have nothing at all to fear from the similar materials of other manufacturers either in this country or abroad. We feel sure you will realize that our quoted price is very reasonable, but we are anxious to do what we c
30、an to help you to establish your new business and are prepared to allow you a special first-order discount of3% if payment of the account is made within one month.If you decide to accept our offer, kindly cable your acceptance.Yours faithfully,Counter-Offers When a buyer rejects a quotation or other
31、 offer, he should write and thank the seller for his trouble; explain for reason for rejection and state his own terms and conditions to the seller. The letter of counter-offer should cover the following points.(1) thank the seller for his offer,(2) express regret at inability to accept,(3) state re
32、asons for non-acceptance,(4) make a counter-offer if ,in the circumstances, it is appropriate;(5) suggest that there may be other opportunities to do business together.,(A Counter-offer) (answer)23 August 1999 Dear sir Thank you for your letter of August 18 quoting for the cotton underwear.We apprec
33、iate the good quality of these garments, but unfortunately your prices appear to be on the high side even for garments of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the mediu
34、m price range.We like the quality of your goods and also the way in which you have handled our enquiry and would welcome the opportunity to do business with you. May we suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers?
35、If you cannot do so, then we must regretfully decline your offer as it stands.Yours faithfully,Fill in the blanks with the following words or expressionsbe ready to, considering, lower ones prices, keen competition, come to business, see ones way clear, keep sb posted of, on the high side, at this p
36、rice, satisfy1.Your price is found to be_.2.We shall try our best to _your requirements.3.Please_ the demand and supply position on your market.4.Im glad weve_ on price5.There is no possibility of doing business_.6.If your order is large enough, we _reduce our price by 2 percent.7.I understand some countries are actually_8.We cannot _to accept your proposal for May shipment.9._the quality, I should say the price is reasonable.10.No doubt yours is of a high quality, but still, there is_ in the market.,
