中職專業(yè)課-外貿(mào)英語函電01項目一 交易磋商二

項目一交易磋商一、教學(xué)目標1.了解外貿(mào)函電的目的及作用。2.了解“詢盤”相關(guān)的基本商務(wù)知識、寫作要求和內(nèi)容要點3.分析信例總結(jié)并掌握函電格式的構(gòu)成。4.了解“發(fā)盤”相關(guān)的基本商務(wù)知識、寫作要求和內(nèi)容要點。5.了解“還盤”相關(guān)的基本商務(wù)知識、寫作要求和內(nèi)容要點6.了解“建立業(yè)務(wù)關(guān)系”相關(guān)的基本商務(wù)知識、寫作要求和內(nèi)容要點。7.了解“包裝”相關(guān)的基本商務(wù)知識、寫作要求和內(nèi)容要點。二、課時分配本項目共6個任務(wù)，安排12課時。三、教學(xué)重點在本項目中，我們通過我國一家外貿(mào)公司與國外公司在業(yè)務(wù)磋商方面的信件往來，來掌握該項目的基本知識；會用學(xué)到的相關(guān)格式和內(nèi)容表達，獨立完成該環(huán)節(jié)的信件書寫，并學(xué)會相關(guān)的詞組句子、重要表達、實踐知識等。理解“建立業(yè)務(wù)關(guān)系”函電書寫的內(nèi)容、格式、步驟以及典型的表達。理解“詢盤”函電書寫的內(nèi)容、格式、步驟以及典型的表達,理解“發(fā)盤”函電書寫的內(nèi)容、格式、步驟，以及典型的表達,理解“還盤”函電書寫的內(nèi)容、格式、步驟，以及典型的表達。四、教學(xué)難點熟悉函電寫作的7C原則。掌握“還盤”的信件書寫，結(jié)合格式、步驟、內(nèi)容等方面，完成信件書寫。掌握“包裝”的信件書寫，結(jié)合格式、步驟、內(nèi)容等方面，完成信件書寫。掌握“建立業(yè)務(wù)關(guān)系”的信件書寫，結(jié)合格式、步驟、內(nèi)容等方面，完成信件書寫。掌握“發(fā)盤”的信件書寫，結(jié)合格式、步驟、內(nèi)容等方面，完成信件書寫。掌握“詢盤”的信件書寫，結(jié)合格式、步驟、內(nèi)容等方面，完成信件書寫;五、教學(xué)內(nèi)容任務(wù)一建立業(yè)務(wù)關(guān)系任務(wù)描述：在該任務(wù)中，練習(xí)者要從一名外貿(mào)公司出口部門業(yè)務(wù)員的身份出發(fā)，以“建立業(yè)務(wù)關(guān)系”為主題，運用下文中所學(xué)到的相關(guān)格式和內(nèi)容表達，獨立完成一份寫給對方公司的信件。知識儲備I.ThePurposeandFunctionsofBusinessLettersThepurposesofcommunicationaretoobtaincompleteunderstandingbetweenthepartiesinvolved，andelicittheresponsesrequired.Generallyspeaking，thefunctionsofabusinessletteraretoaskforortoconveybusinessinformation，tomakeortoacceptanoffer，todealwithmattersconcerningvariousbusinesses.Usually，therearecertainessentialrequirementsforagoodbusinessletter，whichcanbesummedupintheSevenCs，i.e.Completeness，Concreteness，Clearness/Clarity，Conciseness，Courtesy，Consideration，Correctness.TheseCsoftengohand-in-hand.II.TheBasicPartsofBusinessLettersSeetheletterfirstandfindouthowmanypartsareincludedinthisletter：GuangdongForeignTradeDevelopmentCorp.779EastDongfengRoad，Guangzhou，ChinaCableAddress：5527GFTDCTelex：44388GFTDCCNSeptember15，2010H.J.Wilkinson&Co.Ltd.245LombartStreet，Lagos，NigeriaDearSirs，WelearnedthenameofyourcompanyfromtheBankofChina，Guangzhou/GuangzhouBranchofBankofChina.WearespecializedinexportingtheChineselightindustrialproducts，whichenjoygoodreputationintheworldmarketforalongtime.Enclosedpleasefindacatalogueforyourreference，andwelookforwardtoenteringintobusinessrelationshipwithyou.Anticipateyourearlyreply.YoursSincerely，LiuMingLiuMingSalesManagerofExportDepartmentInsequentialorderofcompletion，abusinessletterbasicallyconsistsofthefollowing13parts.（7ofthe13partsarebasicandnecessary.）（1）Letterhead（信頭）Asthefirstandmostobviouspartofabusinessletter，theletterheadexpressesacompany’spersonality.Ithelpstoformone’simpressionofthewriter’sfirm.Stylesvaryconsiderably，buttheyallgivesimilarinformationandincludetheessentialparticularsaboutthewriter—name，address，zip-code，telephonenumber，telegramfaxnumberande-mailaddressofthecompany.Itisusuallydesignedandprintedinthecenterorontheleftmarginatthetopofthepage.（2）ReferenceNumber（參考號/發(fā)文編號）Thereferencenumberisgenerallyusedasausefulindicationforfilingandconsultingforbothsides，soitmustbeeasilyseen.Itmayincludeafilenumber，acontractnumber，anL/Cnumberortheinitialsofthesignerandthetypist’sinitials.Ifyoufindthereferencenumberintheincomingletteryouneedtotaketheformas“yourref.”and“ourref.”inyourreply.Thepositionofthereferencenumberisoftenoneortwolinesbelowtheletterhead.（3）Date（日期）Everylettershouldbedated.Neversendoutaletterwithoutadate.Ifyouaregivinginformation，suchasshippingordeliveryorappointmentdates，itisvitalthatthedateshouldbecorrect.Thepositionofthedateisoftenoneortwolinesbelowthereferencenumberorletterhead（ifthereisnoreferencenumber）.September8，2007—Americanform8thSeptember，2007—Britishform（4）InsideNameandAddress（信內(nèi)地址）Itconsistsofthenameandaddressofthereceiver.Itappearsexactlythesamewayasontheenvelope.Insidenameandaddressarealwaysputattheleftmarginatleasttwolinesbelowthedate.Ms.SarahDavis姓名TheSalesManager職務(wù)TheSpaceEngineeringCo.，Ltd.公司名830W.LauridsenBoulevard小地址PortAngeles，WA98363大地址USA國家名（5）Salutation（稱呼）Thesalutationisthepolitegreetingwithwhichaletterbegins.Itshouldbeplacedtwolinesbelowtheinsideaddress.Therearemanyformsofsalutationinabusinessletter.Thecustomarygreetinginabusinessletteris“DearMr./Mrs./Ms./Miss...（姓）”，“DearSirs”or“DearMadamorSir”.（6）SubjectLine（事由標題）Thesubjectlineisofteninsertedbetweenthesalutationandthebodyoftheletter.Thesubjectlinehelpstoattractattentiontothetopicoftheletter.Itisespeciallyusefuliftwocompanieshavealotofcorrespondencewitheachotheronavarietyofsubjects，asitimmediatelytellswhattheletterisabout.Itisalsousefulasaguideforfiling.Itcanbeginwithorwithout“Re：”or“Subject：”.Sometimes，youcanseethesubjectlineisunderlined.e.g.Re：SewingMachinesSubject：SewingMachinesSewingMachines（7）BodyoftheLetter（正文）Thispartcontainstheactualmessageoftheletter.Itshouldbegintwolinesbelowthesubjectlineortwolinesbelowthesalutationifthereisnosubjectline.Usually，itisdividedintothreeparts：opening，actualmessageandclosing.Thebodyofthelettershouldbecarefullyplannedandparagraphed.Theopeningistogivethereasonofwritingandoftenreferstopreviouscorrespondence.Theactualmessageistospecifythewriter’sconcretepurposes，requirementsandwishes.Theclosingistoexpressthanksandanticipationsforfutureactionsorplans.Sometimestheclosingmaybeusedtosumupthemessageandtosuggestthewriter’srequirementstothereceiver.（8）ComplimentaryClose（結(jié)尾敬語/套語）Thecomplimentarycloseismerelyapolitewayofbringingalettertoaclose.Itisusuallyplacedtwoorfourlinesbelowthelastlineofthebodyoftheletter.Therearemanydifferentcomplementaryclosesthatshowrespect，butitshouldmatchthesalutation.Themostcommonsetsofsalutationandthecomplimentarycloseareasfollows：Yoursfaithfully， Yourssincerely，（9）Signature（落款簽字）Thesignatureisthesignednameormarkofthepersonwritingtheletterorthatofthefirmheorsherepresents.Alllettersmustbesignedandalettershouldbesignedbyhand，andinink.Unsignedlettershavenoauthorityandaletter“signed”witharubberstampisaformofdiscourtesy.Usually，thenameofthesigneristypedbelowthesignaturebecausemanyhandwrittensignaturesareillegible，andthenfollowedbyhisorherjobtitleorposition.Ifthewriterrepresentsacertaininstitute，thenameoftheinstitutewillbeprintedabovethesignature.e.g.TheOverseasCo.，Ltd.institute（Signature）signatureJohnBellnameofthesignerGeneralManager，SalesDepartmentposition（10）ReferenceNotation（經(jīng)辦人代號）Sometimes，thereferencenotation，whichisalsounderstoodasidentificationmark，canalsobeplacedtwolinesbelowthetypedsignature.Thereferencenotationusuallyshowsonlytheinitialsofthetypist，butitcanalsobemadeupoftheinitialsofthepersonwhodictatedtheletter.Theinitialsofthedictatorareusuallyincapitalletters.Thetwosetsareseparatedbyacolonoraslant,suchasforBillClinton（manager）andNancyBrown（secretary）.Thefollowingexamplesareacceptableformsofthereferencenotation：BC：nbBC/nb（11）EnclosureNotation（附件）Ifanydocumentssuchascatalogues，pricelists，order，copiesoffaxaresentwithaletter，itisnecessarytoaddenclosurenotationtoremindthereceiver.Theenclosurenotationisusuallyplacedtwolinesbelowthesignatureattheleftmargin.Themarkingmaybeinanyofthefollowingways：Enclosure：3copiesof...Encl.3cataloguesEnc.1invoiceEncls：asstated（12）CarbonCopyNotation（抄送）Whencopiesoftheletteraresenttoothers，youneedtousethecarboncopynotationbelowanyenclosurenotationattheleftmargin.Itisusedtoshowthattheletterhasbeensenttosomeonerelevant.Themarkingmaybeinanyofthefollowingways，c.c./cc/bcc—blindcarboncopy.e.g.c.c.Mr.J.Cooper（13）Postscript（附言/注）Apostscriptisusedtoemphasizeapointtowhichthewriterwantstodrawthereader’sattention.Sometimes，thepostscriptcanbeaddedbysomeexecutivesinpenandinkforthepurposeofaddingapersonaltouchtotheirtypewrittenletter.ThemarkingwordofpostscriptisP.S.andshouldbeplacedatleasttwolinesbelowanyothernotationandflushedwiththeleftmargin.Ofallthe13parts，sevenarestandard，principalandnecessary.Thesevenpartsincludetheletterhead，theinsidenameandaddress，thedate，thesalutation，thebodyoftheletter，thecomplimentarycloseandthesignature.Theothersareoptionalpartswhichmaybeunnecessaryforsomelettersandchosenasthewriterwishes.Somelettersmaycontainoneormoreoftheoptionalparts，dependingonthedifferentsituationofeachwritingrequirement.注：TheBasicLayoutofBusinessLetters1.Letterhead（信頭）*2.ReferenceNumber（參考號/發(fā)文編號）3.Date（日期）*4.InsideNameandAddress（信內(nèi)地址）*5.Salutation（稱呼）*6.SubjectLine（事由標題）7.BodyoftheLetter（正文）*8.ComplimentaryClose（結(jié)尾敬語/套語）*9.Signature（落款簽字）*10.ReferenceNotation（經(jīng)辦人代號）11.EnclosureNotation（附件）12.CarbonCopyNotation（抄送）13.Postscript（附言/注）注：帶“*”號為信件必備部分。III.TheSignificanceofEstablishingBusinessRelationsItisfairlytruetosaynocustomer，nobusiness.Toestablishbusinessrelationswithprospectivedealersisoneoftheimportantundertakingseitherforanewlyestablishedfirmoranoldonethatwishestoenlargeitsbusinessscopeandturnover.Establishingbusinessrelationsisthefirststepintransactioninforeigntrade.Ifanewfirm，orratheracertaincorporationofours，wishestoopenupamarkettosellsomethingtoorbuysomethingfromfirmsinforeigncountries，thepersonsinchargemustfirstofallfindoutwhomtheyaregoingtodealwith.Weshouldnotonlydoeverythingpossibletoconsolidateoldcustomersbutalsoseeknewonestoenlargeourbusiness.IV.TheMainChannelsandMethodsforEstablishingBusinessRelationsUsually，youcansecureallthenecessaryinformationaboutanewcustomerwiththehelpofthefollowingchannels：banks;advertisementsinnewspapers，magazinesoronTV;theB2Bwebsites;theintroductionfromyourbusinessconnections;themarketinvestigations;thechambersofcommercebothathomeandabroad;inquiriesreceivedfromthemerchantsabroad;Havingobtainedthedesirednamesandaddressesofthefirmsfromanyoftheabovesources，youmaystartcontactingtheprospectivecustomers.Themainmethodsinclude：communicationinwriting;attendanceattheexportcommoditiesfairs;contactattheexhibitionsheldathomeorabroad;mutualvisitsbytradedelegationsandgroups.QuestionandAnswering1.Whatwouldafirmdoifitwishedtoenlargeitsbusinessscopeandturnover?__________________________________________________________________________________________________________________________________2.What’sthemeaningoftheunderlinedwordsandphrases?（1）theB2Bwebsites_________________________________________（2）themarketinvestigations_________________________________________（3）thechambersofcommerce______________________________________（4）athomeandabroad_________________________________________（5）inquiriesreceivedfromthemerchantsabroad_________________________________________（6）theprospectivecustomers_________________________________________（7）theexportcommoditiesfairs_________________________________________（8）mutualvisits_________________________________________（9）tradedelegations_________________________________________實例示范DearSirs，Wehavefoundourlinkatebay.co.uk.WeareamodernfurnituremanufacturerfromShenzhenChina.WeproducetheitemsameasyourdisplayedonEBAY.Wehavebeeninthislinefor5yearsandabout1000setsareexportedpermonthtoNYCUSA.Wealsoofferanilinedyedleatherforthiskindchair.Deliverytimeincludingshippingapprox40-45days.PriceforeachwithUKFR.USDchairUSDottomanThe5%discountwillbegivenifyourquantitywillmeet100setseachmonth.Materialdescription：wearedoingallfullleather，pipe，back，sides.AndfoamisalleastAsiangreygradefoam.Stainlesssteelisall#304with4%nickelneverrustsmaterial.AndwehavethenewmaterialimportedfromKorea.WthatyoumayalsofindsomehotsalesitemsthatyoucanstartbusinessonEBAY.Wehopethatwecandobusinessshortly.Manythanksandkindregards! Respectfully，JoeLauJoeLauManagerofExportingDepartmentNotes：anilinedyedleather：苯胺染色皮革ottoman：擱腳凳1.QuestionandAnswering（1）Whatarethewritingstepsofthisletter?____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________（2）Howmanypiecesofkeyinformationareprovidedbythesellerinthisletter?Whatarethey?____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________2.Thewritingstepsandtypicalexpressionsoftheletterconcerned3.Theothercommonlyusedexpressionsandsentences其他常用表達和例句Expressions（1）availourselvesofthisopportunity我們借此機會（2）takethelibertyof...冒昧，失禮（3）withaviewtodoingsth希望做某事（4）aregularsupplyof...定期提供（5）beinapositionto有能力做某事（6）anyfurtherinformation任何進一步的信息（7）uponsb’srequest依照某人的要求（8）mutualunderstandingandcooperation互相理解與合作（9）inthemarketfor銷售某物（10）besuppliedfromthestock有庫存（11）fallwithinthescopeof屬于……的范圍（12）anticipateyourreply盼復(fù)（13）enterintobusinessrelations建立業(yè)務(wù)關(guān)系（14）engagein...;handle...;dealin...;specializein...從事……經(jīng)營（專營）……（15）businessline業(yè)務(wù)范圍（16）forone’sreferenceonly僅供參考（17）concludethetransaction達成交易（18）haveyears’experienceinthisparticularlineofbusiness在該領(lǐng)域有多年經(jīng)驗（19）sellwellinvariouscountries暢銷各國……（20）enclosedpleasefind...隨函附上，請查收TypicalSentences（1）ThroughthecourtesyofMr.Freemen，wearegiventounderstandthatyouareoneoftheleadingimportersofelectricgoodsinyourareaandwishtoenterintobusinessrelationswithus.（2）Weareastate-operatedcorporation，handlingtheexportofanimalby-productsandwearewillingtoenterintobusinessrelationswithyourfirm.（3）Ourlinesaremainlyvariouskindsofelectricalproducts，andwehaveofficesorrepresentativesinallmajorcitiesandtownsinJapan.（4）Weareactiveincommercialintercoursewithvariouscountriesanddistrictsinthetradeandfinancialcircles.（5）Weforeseeabrightprospectforyourproductsinourmarket.Weexpressourdesiretoestablishbusinessrelationswithyourfirm.（6）Astheitemsfallswithinthescopeofourbusinessactivities，weshallbepleasedtoenterintodirectbusinessrelationswithyou.（7）Wehopethiswillbegoodstartforalongandprofitablebusinessrelation.（8）Weareconvincedthatourjointbusinesseffortscanbedevelopedtoourmutualbenefit.（9）OntherecommendationofChambersofCommerceinTokyo，wehavelearnedwithpleasurethenameofyourfirm.（10）Thecorporationisspecializedintheexportbusinessofelectronicproducts，whichsellwellinvariouscountries.任務(wù)二詢盤任務(wù)描述:在該任務(wù)中，練習(xí)者要從一名外貿(mào)公司進口部門業(yè)務(wù)員的身份出發(fā)，以“詢盤”為主題，運用下文中所學(xué)到的相關(guān)格式和內(nèi)容表達，獨立完成一份寫給對方公司的信件。知識儲備I.TheMeaningofInquiryAninquiryisarequestforinformationongoods.Whenbusinesspeopleintendtoimportaproduct，theysendoutaninquirytoanexporter.Itmayaskforaquotationoranofferforthegoodstheywishtobuyorsimplyrequestforsomegeneralinformationregardingthesegoods.Aninquirycanbemadebywrittencorrespondence，suchasaletter，telegram，telex，fax，e-mailorverballybytalkinperson.Inquiriesfromregularcustomersmaybeverysimpleincontent，inwhichonlythenameand/orspecificationsofthecommoditywillbementioned.Otherinquiriesmayincludegreatdetailssuchasthenameofthecommodity，quality，specifications，quantity，termsofprice，termsofpayment，timeofshipment，packingmethod，etc.requiredbythebuyersoastoenablethesellertomakeproperoffers.II.CategoriesofInquiriesGeneralInquiries：Iftheimporterswanttohaveageneralideaofthecommodity，whichtheexporterisinapositiontosupply，theymaymakearequestforapricelist，acatalogue，samplesandotherterms.Thisisageneralinquiry.SpecificInquiries：Iftheimportersintendtopurchasegoodsofacertainspecification，theymayasktheexportertomakeanofferoraquotationforspecificgoods.Thatisanspecificinquiry.QuestionandAnswering1.Whatisthemeaningofaninquiry?___________________________________________________________________2.Inquiriesmayincludegreatdetails，whatarethey?______________________________________________________________________________________________________________________________________3.Whatisthedifferencebetweenthegeneralinquiriesandthespecificinquiries?_________________________________________________________________________________________________________________________________________________________________________________________________________4.Whatarethemeaningsoftheunderlinedwordsandphrases?（1）askforaquotationoranoffer___________________________________________________________________（2）regularcustomers ___________________________________________________________________（3）ageneralideaof___________________________________________________________________（4）purchasegoodsofacertainspecification___________________________________________________________________實例示范DearSirs，Wefoundyourwebsitethroughyourletter.IamveryinterestedinbuyingsomeofyourfurnitureandconsiderstartingsellingfurnitureonawebshipinNorway.Iwaswonderinginthatmatterhowmanypiecesofeachitemyoucouldbewillingtoship.AndIcouldarrangeapickupatyourdestinationfortheshipifpossible.Ialsowouldliketoknowthepricesofthefollowingitemsyougotoryourpricelist.ProductName：ChairItemNo.CF005ProductName：SofaItemNo.CF6040ProductName：SofaItemNo.CF009ProductName：EndTableItemNo.CF013ProductName：SteelChairItemNo.CF024Pleasealsoprovideafreightpriceforjustsendingtheaboveitems.Theouterpackingshouldbestrongenoughfortransportation.Couldyoutellmehowwouldyoupacktheseproducts?Wehopethatyourpricewillbeworkableandthatyourbusinesswillresulttoourmutualadvantage.Lookforwardtohearingfromyou.YoursSincerely，TrondTrondNotes：EndTable：茶幾SteelChair：鐵凳1.QuestionandAnswering（1）Whatarethewritingstepsofthisletter?________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________（2）Howmanypiecesofkeyinformationareaskedbythebuyerinthisletter?Whatarethey?_________________________________________________________________________________________________________________________________________________________________________________________________________2.Thewritingstepsandtypicalexpressionsoftheletterconcerned3.Theothercommonlyusedexpressionsandsentences其他常用表達和例句Expressions（1）acompletesetofcatalogues全套商品目錄（2）thetypeandqualityrequired所需款式和質(zhì)量（3）quoteyourlowestprices報你方的最低價（4）placeregularordersforlargequantities經(jīng)常性地大量訂購（5）signalongtermcontract簽一份長期的合同（6）makesbaninquiryfor...就……向某人詢盤（7）dateofdelivery交貨期（8）favorableprice優(yōu)惠價（9）placeanorderwithsb.（forsth.）向某人訂購（某物）（10）availablefromstock有庫存（11）asspecifiedbelow,asstatedbelow規(guī)格如下（12）readymarket,readybuyers現(xiàn)成的市場，現(xiàn)成的買主（13）captionedgoods標題中提到的商品（14）tobeonsale（商品）在出售中（15）steadydemand穩(wěn)定的需求（16）grossprofits毛利（17）Confirmed，irrevocableL/Cpayablebysightdraft保兌的不可撤銷的即期信用證（18）alegalrepresentative法定代理人（19）inthelinewiththepresentmarket與現(xiàn)行價格相符（20）exchangeratequotation外匯行情TypicalSentences（1）Wehaveanimporterenquiringforwoolenblanketsandwouldliketoobtainacatalogueandprice-listtogetherwiththesamplesassoonaspossible.（2）Wewouldbepleasedifyousendusyourlowestquotationforthefollowing...（3）We’dliketohaveyourlowestquotationsCIFVancouver.（4）WewouldbemuchobligedifyoucouldquoteusthebestCIFShanghaiandindicatetherespectivequantitiesandvarioussizesthatyoucouldsupplyforpromptshipment.（5）Ifyouareinapositiontomeetourdemand，wewillplacealargeorderwithyou.（6）PleasequoteyourlowestpriceCIFSingaporeforeachofthefollowingitems，inclusiveofour3%commission.（7）I’dliketohaveyourlowestquotations，CIFVancouver.（8）We’dliketoknowwhatyoucanofferinthislineaswellasyoursalesterms，suchasmodeofpayment，deliveryanddiscount.（9）Wearewritingtoyouforquotationsforsweatersofallthreesizes：large，mediumandsmall.（10）Whenquoting，pleaseletushaveyourpricesonFOB2%HongKong.實戰(zhàn)任務(wù)Situation情景介紹：寫信方名稱：Messrs.Tomita&CompanyLimited寫信方地址：3829，LimeStreetBirmingham，E.C.5.寫信方聯(lián)系方式：Tel0044207425173Fax0044207425175E-mail：mtc@寫信日期：September26th，2012收信方名稱：廣州現(xiàn)代經(jīng)典家具外貿(mào)有限公司（GuangzhouModernClassicFurnitureForeignTradeCompanyLimited）收信方地址：779EastDongfengRoad，Guangzhou，China收信方聯(lián)系方式：Tel862083328154Fax862083328156E-mail：modernclassic@去信中所涉及的內(nèi)容：（1）我方已經(jīng)收到了貴公司9月9日的來信，表達你方想要與我方建立業(yè)務(wù)關(guān)系的想法。（2）我方是英國家具產(chǎn)品的進口商。（3）我方目前對如下產(chǎn)品很感興趣：YDCF012玻璃桌（數(shù)量：30）YDCF005躺椅（chaiselounge）（數(shù)量：20）（4）請?zhí)峁┙o我方到伯明翰（Birmingham）港口的裝運成本。所有家具必須防火處理（fireresistanttreated）。（5）如果可以，請?zhí)峁┙o我方到我們港口的含裝運、保險在內(nèi)的全價。（6）如果你方價格令我方滿意，我方將與貴公司保持長期穩(wěn)定的業(yè)務(wù)往來。（7）希望盡快收到你方來信。任務(wù)評價任務(wù)三發(fā)盤任務(wù)描述:在該任務(wù)中，練習(xí)者要從一名外貿(mào)公司出口部門業(yè)務(wù)員的身份出發(fā)，以“發(fā)盤”為主題，運用下文中所學(xué)到的相關(guān)格式和內(nèi)容表達，獨立完成一份寫給對方公司的信件。知識儲備I.OfferandQuotationAnofferisapromisetosupplyorbuygoodsonthetermsandconditionsstated.Inanoffer，theofferornotonlyquotesthepriceofthegoodstheywishtosellortobuybutalsoindicatesallnecessarytermsoftransactionsfortheofferee’sconsiderationandacceptance.Aquotationisnotan“offer”inthelegalsense.Aquotationismerelyanoticeofthepriceofcertaingoodsatwhichthesellersarewillingtosell.Itisnotlegallybindingasafirmofferifthesellerslaterdecidenottosell.Thepriceissubjecttochangewithoutpreviousnotice.II.FirmOfferandNon-firmOfferAfirmofferisapromisetosellatastatedpriceandconditionwithinastatedperiodoftime（acertaintimelimit）.Itusuallycontainssuchexpressionsas“foracceptancewithin...days”，“bevalidbefore...”，etc.Onceithasbeenaccepteditcannotbewithdrawn.Anon-firmofferisanoffermadewithoutengagement.Itissubjecttoconfirmationbytheseller.Itusuallycontainsthewords“subjecttoourfinalconfirmation”，orsimilarqualifyingwords.III.TheContentsofanOffer Asatisfactoryofferusuallyincludesthefollowing：thenameofcommodities，quality，quantity，packingandspecifications;detailsofprices，discountsandtermsofpayment;dateofdelivery，theperiodforwhichtheofferisvalid.QuestionandAnswering1.Whatisthemeaningofanoffer?________________________________________________________________2.Whatisthemeaningofaquotation?_________________________________________________________________3.Whatareincludedinasatisfactoryoffer?___________________________________________________________________________________________________________________________________________________________________________________________________4.Whatarethemeaningsoftheunderlinedwordsandphrases?（1）theofferor_________________________________________________________________（2）offeree_________________________________________________________________（3）legallybinding_________________________________________________________________（4）foracceptancewithin...days_________________________________________________________________（5）bevalidbefore..._________________________________________________________________（6）subjecttoourfinalconfirmation_________________________________________________________________（7）dateofdelivery_________________________________________________________________（8）termsofpayment_________________________________________________________________實例示范DearTrond，Thankyouforyourinquiryandyourinterestinourproducts.AsrequestedbyyouonOct.21st，wetakepleasureingivingyouthefollowinginformation.FromShenzhentoOsloitisaboutUSD1400intotal’s/S，CAFetc.28cbmloads.LCLismoreexpensive，about65USD/CBM，soforfreightcharge’ssakeIrecommendyoutodoawhole20’ftcontainer.Becauseyouknowsofa，isverybigatloadings.Shippingdayswillbe28daysandproductionday1520days，dependingontheqtyandcoloroptions，andyourleadtimetoyourclientwillalsobeatleast2months.Enclosedpleasefindadetailedlistofeachfurnitureyourequest，andpleasetakealookattheprice，packingandproductpicturesinvariouscolors.Youcanchoose5colorseachitem.Thisofferissubjecttoourfinalconfirmation.Weassureyouthatallthegoodsweprovideareofgoodquality.Welookforwardtoyourearlyreply. YoursSincerely，JoeLauJoeLauManagerofExportingDepartmentNotes：Oslo：奧斯陸（挪威首都）CAF：CostAndFreight成本加運費LCL：LessthanCarloadLot拼裝貨物1.QuestionandAnswering（1）Whatarethewritingstepsofthisletter?____________________________________________________________________________________________________________________________________（2）Howmanypiecesofkeyinformationareprovidedbythesellerinthisletter?Whatarethey?______________________________________________________________________________________________________________________________________2.Thewritingstepsandtypicalexpressionsoftheletterconcerned3.Theothercommonlyusedexpressionsandsentences其他常用表達和例句Expressions（1）tomakeanoffer；tosubmitanoffer（tosb.）報盤（2）firmoffer實盤（3）subjectto...以……為準（4）remainanofferopen保持發(fā)盤有效（5）offeringperiod發(fā)盤有效期（6）underseparatecover另封；另郵；另寄（7）currentprice現(xiàn)價（8）retailprice零售價（9）wholesaleprice批發(fā)價（10）netpricewithoutcommission不含傭凈價（11）makedelivery交貨（12）withoutengagement無約束（13）quota