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1、,單擊此處編輯母版標(biāo)題樣式,單擊此處編輯母版文本樣式,第二級(jí),第三級(jí),第四級(jí),第五級(jí),*,Unit Four,Quotation,Sales Letters,Offer and Counter-offer,Main Contents,Quotation andoffer,Offer,-definition;,firm offer(features,contents),;non-firm offer;specimen and explanation;useful expression,Counter-offer,-definition;specimen andexplanation;useful
2、 expression,Counter-counter-offer,-definition;specimen andexplanation;useful expression,Effective Writing:Use common words,選詞是寫作中一,個(gè),個(gè)非常重要的部,分,分。常用詞匯一,般,般都短小精悍，,意,意義明確，易讀,易,易懂、和常用的,詞,詞匯相對(duì)的是生,僻,僻詞匯和一些羅,嗦,嗦的短語(yǔ)。對(duì)比,：,：,Approximatelyabout,關(guān),關(guān)于,Initiate,commencebegin開始,Duplicatecopy 抄復(fù)，,發(fā),發(fā)送副本，復(fù)印,Determin
3、edecide決定,Accomplish,performdo 做,Terminateend 終止，結(jié),束,束,Endeavortry努力做,Utilizeuse使,用,用，利用,Ineffectualuseless無(wú)效的，無(wú)用,的,的,Effective Writing:BePositive,為了能在函電中,達(dá),達(dá)到積極向上的,效,效果，主要有兩,個(gè),個(gè)手段：,1.強(qiáng)調(diào)現(xiàn)在或,將,將來(lái)是什么，不,要,要強(qiáng)調(diào)現(xiàn)在或?qū)?來(lái),來(lái)不是什么。,2.如有可能，,避,避免是使用有消,極,極意義的詞匯。,如：Im sorry weblundered onyour order.,We regret theinc
4、onvenienceyouvebeen caused bythe broken mixer.,雖說(shuō)作者的出,發(fā),發(fā)點(diǎn)是好的，,是,是想真誠(chéng)道歉,，,，但是這些含,有,有強(qiáng)烈否定意,義,義的詞，生動(dòng),的,的提醒了讀者,以,以前發(fā)生的不,幸,幸事情，完全,沒(méi),沒(méi)有必要。若,改,改寫的話，效,果,果不言則明：,I wantto apologize forthe order wedelivered.,Weretrulysorryaboutthe experience youhad with your Keithmanmixer.,消極心態(tài),積極心態(tài),Because of recent heavy de
5、mand,we will not be able to deliver your goods before August 20.,Although recent demand has been heavy,well be able to deliver your goods by August 20.,Your order will be filled without further delay.,Your order will be filled immediately(or right away).,You will never regret purchasing this fine re
6、ference book.,You will be always be enjoying reading this fine reference book.,This unfortunate incident will not recur.,Future transactions will be serviced with the utmost care.,We do not have any black convertibles in stock.,At present,we have only one blue,one grey,and two green convertibles in
7、stock.,We are withholding your shipment until we receive payment.,We will forward your order to you as soon as payment is received.,INTRODUCTION,Quotations,A quotationrefersthatbuyersor sellersstatesome transaction terms about supplying goods toanother party concerned.（報(bào)價(jià)或發(fā)價(jià),是,是指買方或賣,方,方向?qū)Ψ教岢?的,的各項(xiàng)交
8、易條,件,件。）Itis usually sent bythe sellerafterthe receiptof anenquiry.So，to some extent，wecan say，a quotation is just equal toa reply toan enquiry.But sometimes a quotation canbe sent voluntarily without anenquiry.,A satisfactory quotationwillinclude thefollowing points:,a.Anexpression of thanks forthe
9、 enquiry(In the beginning),b.Details of prices,discounts andtermsof payment,c.Astatementorclearindicationofwhatthepricescover,d.Anundertakingastodateofdeliveryortimeofshipment,e.Theperiodforwhichthequotationisvalid,f.Anexpressionofhopethatthequotationwillbeaccepted(Intheend),Whatisan offer(發(fā)盤)?,Quot
10、ation meansGiving aprice!,Offeris,thefirststep,inbusinessnegotiation,whichcan be madeeither by wayofads,circularsandlettersorreplies to enquiries.,Anofferisa proposal to giveordosomething.,Anofferofgoodsisa promiseto,supplyorbuy,thegoodsonthe terms andconditions statedby,a sellerora buyer.,什么是,報(bào),報(bào)盤o
11、ffer,報(bào)盤又,稱,稱發(fā)盤，是商,業(yè),業(yè)交易,磋,磋商中,買,買賣雙,方,方必經(jīng),的,的過(guò)程,。,。通常,是,是一方,先,先提出,某,某種交,易,易條件,（,（如：,商,商品名,稱,稱、數(shù),量,量、規(guī),格,格、交,貨,貨期以,及,及付款,條,條件等,）,），而,另,另一方,愿,愿接受,此,此條件,，,，即交,易,易合同,成,成立。,賣方offer稱為selling offer，offer to sell,；,；買方,的,的offer,稱,稱為buyingoffer，offertobuy,。,。,報(bào)盤有,實(shí),實(shí)盤firmoffer,和,和虛,盤,盤Non-firmoffer,兩,兩種形,式,式
12、。實(shí)盤又稱不可撤,銷,銷的發(fā),盤,盤，指由,發(fā),發(fā)盤人,向,向收盤,人,人提出,完,完整、,明,明確、,肯,肯定的,交,交易條,件,件，并,愿,愿意在,一,一定期,限,限內(nèi)按,所,所提條,件,件與收,盤,盤人達(dá),成,成交易,的,的一種,肯,肯定表,示,示；虛盤是賣方,所,所做的,非,非承諾,性,性表示,，,，往往,附,附有保,留,留條件,，,，買方,接,接收后,賣,賣方仍,然,然可以,改,改變主,意,意。,Offeror(發(fā),盤,盤人)vs.offeree(受盤,人,人),Selling offer(賣,盤,盤),vs.buying offer/bid(買盤/出價(jià),）,）,firm offer
13、(實(shí),盤,盤)vs.non-firmoffer(虛盤),firm offer(with engagement),non-firmoffer(withoutengagement),Featuresofa firmoffer,-Clear,definite,complete,final,Leavenoroom of ambiguityoruncertainty,avoidthe useofsuch words as“perhaps”,maybe,about.,-Onceaccepted,itbecomesa contractual obligation,-Shouldnot withdraw af
14、irmofferwithinits validity,Contentsoffirmoffer,Name of commodities,quality andspecification,Details of prices,termsoftrade,discountsandtermsofpayments,Packing,date of delivery,port of shipment,Theperiod forwhichtheofferisvalid,(expressionslike,“,“firmoffer”or,“,“irrevocable”within/before),Validityof
15、a firmoffer,A firmoffershould stipulateanexpirydate.And theofferor is subjecttoobligationtotheofferwithin validity.,A firmofferis invalidin thecasethat the offeree:,acceptit not within validity,refuseor alter it,make acounter-offer toit,Non-firm offer,Non-firm offer isa quotation,subject to final co
16、nfirmation,and is,not legallybinding,.,for your reference,subject toour final confirmation,subject tounsold,subject tomarketfluctuation,The offerorcan withdrawit anytimebeforethe offereeaccepts it.,How towritea letter tomakean offer?,1.expressionof thanks for theenquiry,ifany,2.makean offer,Statesnameofcommodity,qualityandspecification,price,termsoftrade,discounts,termsofpayment,packing,deliverydate,shipmentport,etc.,3.stipulatevalidityifit,safirmoffer,4.hopeforreply,SpecimenLetter1,：,：Afirmoffe
外貿(mào)英語(yǔ)函電商務(wù)英語(yǔ)寫作04
