國(guó)際商務(wù)英語 課件

國(guó)際商務(wù)英語

InternationalBusinessEnglish

SeekingBusinessOpportunity

UnitOne

【Task】1.Inwhatsourcescanyougetthenamesandaddressesofnewfirmsconcerned?2.HowdoyouwritealettertoexpressyourdesiretoestablishbusinessrelationswithXXFoodstuffsImport&ExportCorpinHolland?BusinessRelationsBuyer

fromInternetetc.，alargeimporterof，commodity，experience,businessscope,willingnessSeller

fromInternetetc.，alargeexporterof，commodity，experience,businessscope,willingness

Theforeignmerchantsmayapproacheachotherthroughthefollowingchannels:(1)Web(2)Banks(3)CommercialCounselor'sOffice(4)ChambersofCommerce(5)TradeDirectory(6)Advertisements(7)Attendanceattradefairsandexhibitionsheldathomeandabroad(8)Mutualvisitsbytradedelegationsandgroupetc.

【W(wǎng)ritingTips】Whenwritingalettertoestablishbusinessrelations,thefollowingpointsshouldbecovered:⑴Thesourceofinformation⑵Theintentionofwritingletter(toestablishbusinessrelations)⑶Self-introduction(Generally,itincludestwoparts:theintroductionofthecompanyandtheintroductionofitsmainproducts.Undercertaincircumstances,catalogues,samples,andpricelistmayalsobeenclosed.)⑷YourexpectationfromtheaddressesUsefulSentensesNumberSentenses1We’velearntfromyourwebsitethatyouareamajorsupplierofautomobilepartsinShanghai.

2Wehavebeeninthislineformorethantwentyyears.3Theworkmanshipofourproductsappealsverymuchtoforeigncustomers..4Inordertoacquaintyouwiththetextileswehandle,wetakepleasureinsendingyoubyairourlatestcatalogueforyourperusal..

EnquiryandOfferUnitTwo

Enquiry&Offer

Generalenquiry

Specificenquiry

FirmofferNon-firmoffer

【Task】1.WhatinformationaboutshouldJohnson’sCompanyprovideinthefirstenquiry?2.Howtoattractapotentialsupplier’sattentiontoyourenquiry?3.Whatshouldbementionedinmakingafirmoffer?4.Howdoyouwritealettertomakeanofferwithcomfortabletoneandshowactiveattitude?EnquirySpecific

enquiryThebuyerhasaparticulararticleorproductinmindandwantsthesellertomakeanofferforthisitem.General

enquiry

Thebuyeronlyasksforcatalogues,pricelists,samplesorsomeotherreferencematerials,justforgettingsomegeneralinformationofhispartner.OfferFirmofferAfirmofferisadefinitepromisetosellgoodsatafixedpricewithinastatedperiodoftime.Non-firmoffer

Anon-firmofferisanofferwithoutengagement.Itisnotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituation.

UsefulExpressionsThefirmoffersareusuallyexpressedbythefollowingparterns:1Subjecttoyourreplyreachingherebefore/notlaterthan…2Subjecttoyouracceptancewithintwoweeks3bevalid/open/effective/firmfor…days4Wecankeeptheofferuntil…UsefulExpressionsThenon-firmoffersareusuallyexpressedbythefollowingparterns:1Subjecttoourfinalconfirmation2Subjecttopriortosale3Subjecttogoodsbeingunsold4Subjecttochangewithoutnotice【W(wǎng)ritingTips】

Whenwritingenquiryletters,thefollowingshouldbepaidmoreattention:■Thesourceofinformation■Briefintroductionofthewriter’sowncompanyand/orbusinessline

■Enquiregeneralinformationaboutgoods■ExpectationforcooperationandanearlyreplyWhenwritingaletterofoffer,youshouldcoverthefollowingpoints:

Non-firmoffer⑴Thethanksfortheinquiryletter⑵Thedetailedinformationthebuyeraskedfor⑶Statingthereservationclause⑷Expectation

Firmoffer⑴Thethanksfortheinquiryletter⑵Thedetailedinformationthebuyeraskedfor⑶Statingtheexactdate⑷ExpectationUsefulSentensesNumberSentenses1Ifyouareinterestedinanyofourstyles,pleaseletusknow.2WewillappreciateitverymuchifyouwillquoteusyourlowestpriceCIFNewYorkfor8000dozenofBedCover,indicatingtheearliestdateofshipmentandyourpaymentterms3Theofferisfirm,subjecttoyourreplyreachinghere…4Asrequested,weareofferingyou30,000piecesofartificialfruitatUS$3.25perpieceCIFAntwerpforshipment…paymentistobemadeby…5Onorderexceedingmorethan10,000pieces,a5%discountisallowed.6Theofferisfirm,subjecttoyourreplyreachinghere…

CounterOfferUnitThree【Task】1.Howtodealwiththecounter-offerandnegotiatewitheachotherseveraltimes?2.Howtodeclineacounter-offerwithoutlackofcourtesy?3.Howtowritealetterasasellertoacceptcounter-offerwithsomehints(pushthesaleof/makeaconcession)?Acounter-offermeansapartialrejectionoftheoriginalofferandacounterproposalinitiatedbythebuyer.Thepartywhoreceivesacounter-offerhastherighttoacceptitordeclineit.Hemayevenmakecountercounter-offersifthedivergencebetweenthetwopartiesisnottoobig.Acceptanceisanagreementtothetermsofanoffer.Decliningacounter-offerisadisagreementtothetermsofacounter-offermadebythebuyer.Undersuchasituation,pleasepayattentiontothemodeoftalkingandshowthepositiveattitudetowardsthetransaction.

Counter-offerBuyerPricehighMarketdeclining/weakDemandexceedssupplySeller

StockrunningdownMarketrising/firmActivedemand【W(wǎng)ritingTips】

Aletteraimingatmakingacounter-offer

oftenconsistsofthefollowingparts:⑴showthanksfortheofferreceived⑵showregretbeingunabletoacceptwhathasbeenofferedandstateyourreasons⑶makeacounter-offer,ifappropriate,orsuggestotherbusinessWhenwritingacceptanceofthecounter-offerletters,thefollowingshouldbepaidattention:■Showthanksfortheletterreceived■Showregretbeingunabletofullyacceptbuyer’scounter-offer■Givereasons■Makeconcessionsinprice■Showexpectation

Whenwritingdecliningcounter-offerletters,thefollowingshouldbepaidmoreattention:■

Showthanksfortheletterreceived

■Showregretbeingunabletoaccepttheotherparty’sopinion

■Giveenoughreasons■Writer’ssuggestion■ShowexpectationUsefulSentensesNumberSentenses1Weregrettosaythatyourpriceistoohighandobviouslyoutoflinewiththeprevailingmarkethere.2Weregretthatwehavetodeclineyouroffer.3Wecanentertainyourcounter-offerprovidedyoutakethequantityweoffer.4Shouldyoubepreparedtoreducethepriceby5%,wewillplaceourtrialorderwithyou.5Tospeakfrankly,thisisthelowestquotationofoursandweareunabletoentertainanycounter-offer..

PriceUnitFour【Task】1.Doyouthinkthepricetermsarethemaintermsininternationaltrade?Why?2.Pleasestatereasonsasbuyerstopersuadethesellertoacceptyourprice.

PriceBuyerPricehighMarketdeclining/weakDemandexceedssupplySellerLow/bottompriceMarketrising/firmActivedemand【W(wǎng)ritingTips】Whenwritingaletteraboutprice,youshouldcoverthefollowingpoints:⑴Theprevallingmarketsituation(competitiveprice)⑵Thequalityofthegoodsandtheconditionofdemandandsupply⑶Persudingtheotherpartytoaccepttheoriginalprice⑷StatingthepossibilityofplacinganorderUsefulSentensesNumberSentenses1Ifyouinsistonyourpriceandrefusetomakeanyconcession,therewillbenotmuchpointinfurtherdiscussion.2Suchgrowingdemandwillleadtoincreasedprices.3Wehavetoraisethepricebasedonyouradjustedsizerange.4MissLidroveahardbargainandsavedthecompanyalotofmoney.5

Yourreductionistoomodest/conservative.6Webargainedfor20minutesbeforewereachedthefinalprice.

QuantityUnitFive【Task】1.Doyouthinkthequantityisasimportantasthequality?Why?2.Pleasestatereasonsasabuyertopersuadethesellertocutdownthequantity.3.Howdoyouunderstand“smallprofitbyquickturnover〞?【W(wǎng)ritingTips】Whenwritingaletterofquantity,youshouldcoverthefollowingpoints:⑴Theconformationoftheletter⑵Theminimumquantity⑶Persudingtheotherpartytoacceptthequantity〔smallprofitsbutquickturnover〕⑷StatingthepossibilityofplacinganorderUsefulSentensesNumberSentenses1Thisisthemaximumquantitywecansupplyatpresent.2Asmallorderthisyearisalsowelcome.3Ifyoucan'tarrangefortheentirequantity，pleaseofferusatleasthalf.4Asfortheshortage,

Isuggestyourmakingupthequantityinyourfutureshipment.5Wecanonlysupplyyouwith20，000yardsofpuresilk.

SpecificationUnitSix【Task】1.Howdoyoupersuadeyourcustomerstoacceptnewspecifications?2.Howdoyouunderstand“FAQ2021Crop〞?

【W(wǎng)ritingTips】Whenwritingaletterofspecification,youshouldcoverthefollowingpoints:⑴Theconfirmationnofthereceivedletter⑵Detailedspecificationsofthegoods⑶Statingthepossibilityofplacinganorder

Supplyingsubstitute⑴Theconfirmationnofthereceivedletter⑵Statingtheregretofunabletosupplytheorderedgoods⑶Supplyingsubstitute⑷Persudingtheotherpartytoacceptsubstitute⑸Statingtheexpectationoftwoparties’cooperationUsefulSentensesNumberSentenses1Dothesewoolensweaterscomeinanyothersize?2Haveyougetaproductofthisspecification?3Wecouldacceptitbyjustchangingthespecificationandthecolorofthebackground..4Pleasemakesurethatthequalityandspecificationsofyourgoodsagreewithoursamples.5Wecanofferyousomeotherbrandsofthesamespecification.

PackingUnitSevenPacking

PackingrequirmentsPackingmaterial

PackingmethodsShippingmarks【Task】1.WhatmaterialsdoyouusuallyusewhenpackingGroundnuts?Why?2.Writealetteraskingthesellertopacktheteaabsolutelydampproofandseaworthy.3.Howdoyoupersuadeyourcustomerstoselectattractivepackingmaterials?

PackingMaterialcase,

carton,woodencase,

cratekeg,

woodencask,

irondrum

bag,paperbag,

kraftpaper,foamplasticbag,gunnybag,canvascan/tin

Methods“in…of…each”“in…,eachcontaining…”“in…of…each,…to…”“…toa…,…toa….”tobelinedwithbepackedin/bewrappedin（up）bestrengthened(reinforced/secured)with

UsefulExpresions1Indicativemark：ThisSideUp,HandleWithCare,UseNoHooks,KeepAwayFromHear,KeepDry,Keepflat,Openhere

2Warningmark:Explosive,Inflammable,Poison,Radioactive,Corrosive,

Fragile,PoisonGas,DangerousWhenWet

3packingcharge,packingclause,singlepacking,

collectivepacking,outerpacking,

innerpacking,neutralpacking,customarypacking,cargoinbulk,udedcargo,shipmentpacking,consumerpacking,packageindamagedcondition,packingcost,“packingextra”,packinglist/note/slip,packagematerials（packingsupplies）,packingspecification,seaworthypacking,roughhandling,barcode,colorassortment,equalassortment

【W(wǎng)ritingTips】Whenwritingaletterofpacking,youshouldcoverthefollowingpoints:⑴Theconfirmationwiththanksforthepreviousletter⑵Detailedinformationofpacking⑶StatingexpectatrionUsefulSentensesNumberSentenses1Apackingthatcatchestheeyewillhelpuspushthesales.2Thepackingmustbestrongenoughtowithstandroughhandling”.3Eachpillisputintoasmallboxsealedwithwax.4Weuseapolythenewrapperforeachshirtandmetalanglesateachcornerofthecarton.5Eachcaseislinedwithfoamplasticsinordertoprotectthegoodsagainstpress.6Every100dozenshouldbepackedinawoodencasemarkedTMandnumberedfromNo.1upward.

ShipmentUnitEight【Task】1.Thesaleseasoniscoming,undersuchsituation,whatshouldthebuyerdo?2.PleasewritealettertotheheadofficeasQ/Cforreportingthesituation.3.Doyouthinksometimestheshipmentdateismoreimportantthanpaymentterms？Why?Shipment

TimeofshipmentExpediteshipment

ShippinginstructionsShippingadvice

ShipmentShippinginstruction

BeforeShipment,thebuyersgenerallysendtheirshippingrequirementstothesellers,informingthepacking,shippingmark,modeoftransportation,etc.,knownastheshippinginstructions.ShippingadviceThesellersusuallysendanoticetothebuyersimmediatelyafterthegoodsareloadedonboardtheship,advisingthemoftheshipment,especiallyunderFOBorCFRterms.Suchanoticeisknownastheshippingadvice.【W(wǎng)ritingTips】

Whenwritingaletterofshipment,youshouldcoverthefollowingpoints:

Urgingshipment⑴Identifingtheshippedgoods⑵Statingthestipulationofshipment⑶Indicatingtheactualsituationandreason⑷Raisingopinion,proposalorexpectation

Shippingdavice⑴IndicatingbothdescriptionandQ’tyoftheshippinggoods⑵Thedetailedinformationofthevessel(name,number,ETAandETDetc.)⑶Thesituationofshippingdocuments

Transshipmentandpartialshipment⑴Theconfirmationofhavingreceivedpreviousletter⑵Theintentionofaskingforallowingtransshipmentandpartialshipment⑶Statingthereason⑷ExpectingcooperationUsefulSentensesNumberSentenses1Thegoodsareallreadyforshipment.2I'msorrytotellyouthatweareunabletogiveyouadefinitedateofshipmentforthetimebeing.3Thecargohasbeenshippedonboards.s.“DongFeng”.4ItmakesnodifferencetoustochangetheloadingportfromShantoutoZhuhai.5Ihopeyou'llbeentirelysatisfiedwiththisinitialshipment.

PaymentUnitNinePayment

MethodsofpaymentRushL/C

PaymentamendmentsExtensionofpayment【Task】1.UnderwhatcircumstancesshallaselleragreetopaymentbyD/A?2.Inordertopromotebusinessandgetinterest,howdoesCompanyBchooseappropriatepaymenttermsonconditionthatheinsistsonpaying40%byT/Twithin3daysafterreceiptofB/L?3.PleasewritealetterconcerningcompanyB’newpaymentopinions.

Payment

ToolsCashdraftMethodsOpenaccountRemittance(T/TM/TD/D)Collection(D/AD/P)L/C(sightL/CtimeL/C)KindofL/CsightL/CtimeL/CirrevocableL/CconfirmedL/CrevolvingL/CreciprocalL/CbacktobackL/CdivisibleL/CtransferableL/Cnon-transferableL/CdocumentaryL/CcleanL/CanticipatoryL/CstandbyL/C【W(wǎng)ritingTips】

WhenwritingletterstourgeestablishmentofL/C,thefollowingshouldbepaidmoreattention:■TomentionthenumberoforderorS/C■TostressnothavereceivedthecoveringL/C■TourgeestablishmentoftheL/Candrelatedmatters■ToexpresstheexpectationWhenwritingletterstoamendtheL/C,thefollowingshouldbepaidmoreattention:■ToconfirmhavingreceivedtheL/C,andpointoutthediscrepancies■Tostatehowtocorrectthediscrepancies■Tomakerequestforpromptamendment

WhenwritingletterstoextendtheL/C,thefollowingshouldbepaidmoreattention:■TomentionthenumberoftheL/C■ToexpressregretbeingunabletoconformtothestipulationsoftheL/C■Toaskforextension■ToshowthanksandexpectationofreceivingtheamendmentUsefulSentensesNumberSentenses1Ourtermsofpaymentarebyconfirmed,irrevocableletterofcreditavailablebydraftatsight,reachingusonemonthaheadofshipment,remainingvalidfornegotiationinChinaforafurther21daysaftertheprescribedtimeofshipment,andallowingtransshipmentandpartialshipment.2Asrequested,weexceptionallyacceptdeliveryagainstD/Patsight.3ThestipulationsintherelativeL/CshouldstrictlyconformtothetermsstatedinourS/C.4PleaseamendyourL/Ctoallowtransshipmentandpartialshipments.5Youareurgedtodeletetheclause“AllbankingchargesarefortheBuyer’saccount”fromL/CNo.FB28.6ThedeadlineformakingapplicationisJune5.

InsuranceUnitTenInsurance

InsurancepolicyOpenpolicyInsurancecertificateInsuranceclause【Task】1.WhatkindsofinsuranceclausesareappropriatetoGroundnutKernels?2.Pleasewritealettertothebuyeraboutyourinsuranceservicesasaninsurancestaff.【W(wǎng)ritingTips】

Whenwritingaletterofinsurance,youshouldcoverthefollowingpoints:⑴Theconfirmationofreceivingthepreviousletter⑵Statingthedetailsofinsuranceclause(insuranceamount,coverage,premium,etc.)⑶StatingwhoseresponsibilityoftheinsurancepremiumUsefulSentensesNumberSentenses1Theunderwritersareresponsiblefortheclaimasfarasitiswithinthescopeofcover.2Thesekindsofriskssuityourconsignment.3Breakageisaspecialrisk,forwhichanextrapremiumwillhavetobecharged.4W.P.Acoverageistoonarrowforashipmentofthisnature，pleaseextendthecoveragetoincludeTPND.

Conclusion

UnitEleven【Task】1.Asallthetermsandconditionsareagreedupon,youarerequestedtosendaS/Ctoyourcustomer,whatwillyoudofirst?2.ListanoutlineofsendingaS/C.【W(wǎng)ritingTips】

Whenwritingaletterofconclusion,youshouldcoverthefollowingpoints:⑴Theconfirmationofthepreviouscommunication⑵Statingthecontentsoftheclause⑶SendingaS/C⑷ExpectingcountersignatureUsefulSentensesNumberSentenses1Throughlengthyandon-and-offnegotiationswenowfinallyhavereachedagreement.2Asaresultoftheexchangeoffaxesbetweenus,wehavenowcometoterms.3Thisconclusionofthedealingiscertainlynottheending,itisonlythebeginning.Agoodbeginningmakesagoodending..4Ambiguouswordsmightleadtounsuccessfulbusiness.5Wetrustthecurrentbusinessisonlyaforerunnerofaseriesoftransactionsinfuture.6WhentheSalesContracthasbeensignedbytheseller,itwillbeountersignedbythebuyer.

InspectionUnitTwelve【Task】1.WhatdoesJohnson’sCompanyshowgreatconcernsaboutaflatoxincontamination?2.PleasewritealetterasEvergreenImport&ExportCo.Ltd,toshowtheresultsbyrandominspections.【W(wǎng)ritingtips】Whenwritingaletterofinspection,youshouldcoverthefollowingpoints:⑴Theconfirmationoftheorderedgoods⑵Statingtheresultofinspection⑶Asurveyreport⑷ExpectinganearlyreplyUsefulSentensesNumberSentenses1Allthegoodstobeexportedaresubjecttoinspectionbeforetheyareshippedonboardvessel.2Weshouldinspectthisbatchofporcelainwaretoseeifthereisanybreakage.3Itisusualpracticethatinspectionshallbemadebysampling.4ThesurveyreportissuedbyChinaExitandEntryInspectionandQuarantineBureau(CIQ)willbetakenasfinalandbindinguponbothparties.

Claim

UnitThirteen

【Task】1.Howtomakecomplaintsandclaims?2.Whatshouldbedonebeforelodgingaclaim?3.Howtosettletheproblemwhenthebuyerlodgeaclaimforit?PleasewritealetterasJohnson’sCompanytomakeacomplaintagainsttheseller.

Theprincipleofhandleclaimsandcomplaints:--onthefirstground--toouradvantage--withrestraint

Whilereceivingclaim,thesellershall--makeinvestigationtocheckthereasonanddistinguishgenuineorfalseclaimitis;--analysistheclaimisjustifiedornot;--makingdecisiononsettleordeclinetheclaim.Ifthecomplainsorclaimsareprovedjustified,thesellershouldadmititreadilyandexpresshisorherregret,andthemostimportantthingistoraisethematerialmethodofavoidingtheprobleminfuture.Ifthecomplainsorclaimsarenotjustified,pointitoutpolitelyandinagreeablemanner.Itwouldbeawrongpolicytorejectthecustomer’srequestoffhandTwoKindsofComplaintsandClaimsThegenuineclaimsrefusalofmakingdeliveryshipmentoverduegoodswronglydeliveredgoodsarriveddamagedorlatepoorpackingproblemonqualityproblemonquantity,etc.priceswronglychargedThefalseclaims

▲excusetoescapefromperformanceofcontracts▲

buyersdonotwantthegoodsortheycangetsimilargoodsatlowerprice

【W(wǎng)ritingTips】

Thewritershouldpolitelybutfirmlywhenwritingaletterofcomplaint

Lodgeaclaim⑴Theconfirmationoftheorderedgoods⑵Provideanarrativeoftheerror:Foraproduct,includename,model,serialnumber,warrantyinformation,wherepurchased,when,andforhowmuch.⑶Describeyourcompliancewithanyrequestedclaimsprocedure.⑷Refertoanypertinentdocuments,likesalesslips,thatyouenclose.⑸Describetherequestedaction:Arefund?Arepair?Anewitem?⑹ExpectinganearlyreplySettlementoftheclaimThewriterofsucharesponseneedstolookknowledgeable,helpful,concerned,andappropriatelyapologetic.Aswithotherletters,thewriterneedsto⑴Identifythepurposeoftheletter,remindingthereaderofthesourceofthecomplaintaswellasofanysuggestionsthereaderoriginallymadefordealingwiththecomplaint⑵Dealwiththecomplaint,outliningwhateverthewritercandotohelpthereader⑶Assurethereaderofthewriter’sgoodwillandattentiontotheproblem