1、 国际商务英语国际商务英语 International Business English Seeking Business Opportunity Unit One 【Task】 1.In what sources can you get the names and addresses of new firms concerned ? 2.How do you write a letter to express your desire to establish business relations with XX Foodstuffs Import & Export Corp in Holla
2、nd?Business RelationsBuyer from Internet etc.，a large importer of ，commodity， experience, business scope , willingnessSeller from Internet etc.，a large exporter of ，commodity， experience, business scope , willingness The foreign merchants may approach each other through the following channels: (1) W
3、eb (2) Banks (3) Commercial Counselors Office (4) Chambers of Commerce (5) Trade Directory (6) Advertisements (7) Attendance at trade fairs and exhibitions held at home and abroad (8) Mutual visits by trade delegations and group etc. 【Writing Tips】 When writing a letter to establish business relatio
4、ns, the following points should be covered: The source of information The intention of writing letter (to establish business relations) Self-introduction (Generally, it includes two parts: the introduction of the company and the introduction of its main products. Under certain circumstances, catalog
5、ues, samples, and pricelist may also be enclosed.) Your expectation from the addressesUseful SentensesUseful SentensesNumberSentenses1Weve learnt from your web site that you are a major supplier of automobile parts in Shanghai . 2We have been in this line for more than twenty years. 3The workmanship
6、 of our products appeals very much to foreign customers. .4In order to acquaint you with the textiles we handle, we take pleasure in sending you by air our latest catalogue for your perusal. . Enquiry and OfferUnit Two Enquiry & Offer General enquiry Specific enquiry Firm offerNon-firm offer 【Task】
7、1. What information about should Johnsons Company provide in the first enquiry? 2. How to attract a potential suppliers attention to your enquiry? 3. What should be mentioned in making a firm offer? 4. How do you write a letter to make an offer with comfortable tone and show active attitude?EnquiryS
8、pecific enquiryThe buyer has a particular article or product in mind and wants the seller to make an offer for this item.General enquiry The buyer only asks for catalogues ,price lists, samples or some other reference materials, just for getting some general information of his partner. OfferFirm off
9、erA firm offer is a definite promise to sell goods at a fixed price within a stated period of time.Non-firm offer A non-firm offer is an offer without engagement. It is not binding upon the sellers and the details of the offers may change in certain situation. Useful EUseful ExpressionsxpressionsThe
10、 firm offers are usually expressed by the following parterns:1Subject to your reply reaching here before / not later than2Subject to your acceptance within two weeks3be valid /open/effective/firm fordays4We can keep the offer untilUseful EUseful ExpressionsxpressionsThe non-firm offers are usually e
11、xpressed by the following parterns:1Subject to our final confirmation2Subject to prior to sale3Subject to goods being unsold4Subject to change without notice 【Writing Tips】 When writing enquiry letters, the following should be paid more attention: The source of information Brief introduction of the
12、writers own company and/or business line Enquire general information about goods Expectation for cooperation and an early reply When writing a letter of offer, you should cover the followingpoints: Non-firm offer The thanks for the inquiry letter The detailed information the buyer asked for Stating
13、the reservation clause Expectation Firm offer The thanks for the inquiry letter The detailed information the buyer asked for Stating the exact date ExpectationUseful SentensesUseful SentensesNumberSentenses1If you are interested in any of our styles, please let us know.2We will appreciate it very mu
14、ch if you will quote us your lowest price CIF New York for 8000 dozen of Bed Cover, indicating the earliest date of shipment and your payment terms 3The offer is firm, subject to your reply reaching here4As requested, we are offering you 30,000 pieces of artificial fruit at US$3.25 per piece CIF Ant
15、werp for shipment payment is to be made by5On order exceeding more than 10,000 pieces, a 5% discount is allowed. 6The offer is firm, subject to your reply reaching here Counter OfferUnit Three【Task】1. How to deal with the counter-offer and negotiate with each other several times?2. How to decline a
16、counter-offer without lack of courtesy?3. How to write a letter as a seller to accept counter-offer with some hints (push the sale of / make a concession) ? A counter-offer means a partial rejection of the original offer and a counter proposal initiated by the buyer. The party who receives a counter
17、-offer has the right to accept it or decline it. He may even make counter counter-offers if the divergence between the two parties is not too big. Acceptance is an agreement to the terms of an offer . Declining a counter-offer is a disagreement to the terms of a counter-offer made by the buyer. Unde
18、r such a situation, please pay attention to the mode of talking and show the positive attitude towards the transaction. Counter-offerBuyerPrice highMarket declining /weakDemand exceeds supplySeller Stock running downMarket rising / firmActive demand【Writing Tips】 A letter aiming at making a counter-
19、 offer often consistsof the following parts: show thanks for the offer received show regret being unable to accept what has been offered and state your reasons make a counter-offer, if appropriate, or suggest other businessWhen writing acceptance of the counter-offer letters, the following should be
20、 paid attention: Show thanks for the letter received Show regret being unable to fully accept buyers counter-offer Give reasons Make concessions in price Show expectation When writing declining counter-offer letters, the following should be paid more attention: Show thanks for the letter received Sh
21、ow regret being unable to accept the other partys opinion Give enough reasons Writers suggestion Show expectationUseful SentensesUseful SentensesNumberSentenses1We regret to say that your price is too high and obviously out of line with the prevailing market here.2We regret that we have to decline y
22、our offer. 3We can entertain your counter-offer provided you take the quantity we offer.4Should you be prepared to reduce the price by 5%, we will place our trial order with you.5To speak frankly, this is the lowest quotation of ours and we are unable to entertain any counter-offer. . PriceUnit Four
23、【Task】 1. Do you think the price terms are the main terms in international trade? Why? 2. Please state reasons as buyers to persuade the seller to accept your price. PriceBuyerPrice highMarket declining /weakDemand exceeds supplySeller Low /bottom priceMarket rising / firmActive demand 【Writing Tips
24、】 When writing a letter about price, you shouldcover the following points: The prevalling market situation (competitive price) The quality of the goods and the condition of demand and supply Persuding the other party to accept the original price Stating the possibility of placing an orderUseful Sent
25、ensesUseful SentensesNumberSentenses1 If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 2 Such growing demand will lead to increased prices. 3We have to raise the price based on your adjusted size range. 4Miss Li drove a hard bargain a
26、nd saved the company a lot of money.5 Your reduction is too modest/ conservative. 6We bargained for 20 minutes before we reached the final price. QuantityUnit Five【Task】1.Do you think the quantity is as important as the quality ? Why?2.Please state reasons as a buyer to persuade the seller to cut do
27、wn the quantity.3.How do you understand “small profit by quick turnover”? 【Writing Tips】 When writing a letter of quantity, you shouldcover the following points: The conformation of the letter The minimum quantity Persuding the other party to accept the quantity（small profits but quick turnover） Sta
28、ting the possibility of placing an orderUseful SentensesUseful SentensesNumberSentenses1This is the maximum quantity we can supply at present. 2A small order this year is also welcome. 3If you cant arrange for the entire quantity， please offer us at least half.4As for the shortage, I suggest your ma
29、king up the quantity in your future shipment.5We can only supply you with 20，000 yards of pure silk. SpecificationUnit Six【Task】 1.How do you persuade your customers to accept new specifications? 2.How do you understand “ FAQ 2009 Crop”? 【Writing Tips】 When writing a letter of specification, you sho
30、uld cover the following points: The confirmationn of the received letter Detailed specifications of the goods Stating the possibility of placing an order Supplying substitute The confirmationn of the received letter Stating the regret of unable to supply the ordered goods Supplying substitute Persud
31、ing the other party to accept substitute Stating the expectation of two parties cooperationUseful SentensesUseful SentensesNumberSentenses1Do these woolen sweaters come in any other size?2Have you get a product of this specification ?3We could accept it by just changing the specification and the col
32、or of the background.4Please make sure that the quality and specifications of your goods agree with our samples.5We can offer you some other brands of the same specification. Packing Unit Seven Packing Packing requirments Packing material Packing methodsShipping marks【Task】1.What materials do you us
33、ually use when packing Groundnuts ? Why?2.Write a letter asking the seller to pack the tea absolutely damp proof and seaworthy.3.How do you persuade your customers to select attractive packing materials? Packing Material case , carton ,wooden case , cratekeg , wooden cask , iron drum bag , paper bag
34、 , kraft paper , foam plastic bag , gunny bag, canvas can/tin Methods “inofeach” “in, each containing”“inofeach, to” “to a, to a. ” to be lined with be packed in /be wrapped in（up）be strengthened (reinforced / secured) with Useful ExpresionsUseful Expresions1Indicative mark ：This Side Up, Handle Wit
35、h Care, Use No Hooks, Keep Away From Hear, Keep Dry , Keep flat, Open here 2Warning mark : Explosive, Inflammable, Poison, Radioactive, Corrosive, Fragile, Poison Gas , Dangerous When Wet 3packing charge , packing clause, single packing , collective packing, outer packing , inner packing , neutral p
36、acking , customary packing, cargo in bulk , uded cargo, shipment packing, consumer packing ,package in damaged condition , packing cost , “packing extra” , packing list/note/slip, package materials（packing supplies）,packing specification , seaworthy packing , rough handling,bar code , color assortme
37、nt, equal assortment 【Writing Tips】 When writing a letter of packing, you shouldcover the following points: The confirmation with thanks for the previous letter Detailed information of packing Stating expectatrionUseful SentensesUseful SentensesNumberSentenses1A packing that catches the eye will hel
38、p us push the sales.2The packing must be strong enough to withstand rough handling”.3Each pill is put into a small box sealed with wax.4We use a polythene wrapper for each shirt and metal angles at each corner of the carton.5Each case is lined with foam plastics in order to protect the goods against
39、 press.6Every 100 dozen should be packed in a wooden case marked TM and numbered from No.1 upward. ShipmentUnit Eight【Task】1.The sale season is coming, under such situation, what should the buyer do? 2.Please write a letter to the head office as Q/C for reporting the situation.3.Do you think sometim
40、es the shipment date is more important than payment terms？ Why? Shipment Time of shipment Expedite shipment Shipping instructionsShipping advice ShipmentShipping instruction Before Shipment, the buyers generally send their shipping requirements to the sellers, informing the packing, shipping mark, m
41、ode of transportation, etc., known as the shipping instructions .Shipping advice The sellers usually send a notice to the buyers immediately after the goods are loaded on board the ship, advising them of the shipment, especially under FOB or CFR terms. Such a notice is known as the shipping advice.
42、【Writing Tips】 When writing a letter of shipment, you shouldcover the following points: Urging shipment Identifing the shipped goods Stating the stipulation of shipment Indicating the actual situation and reason Raising opinion, proposal or expectation Shipping davice Indicating both description and
43、 Qty of the shipping goods The detailed information of the vessel (name, number, ETA and ETD etc.) The situation of shipping documents Transshipment and partial shipment The confirmation of having received previous letter The intention of asking for allowing transshipment and partial shipment Statin
44、g the reason Expecting cooperationUseful SentensesUseful SentensesNumberSentenses1The goods are all ready for shipment.2Im sorry to tell you that we are unable to give you a definite date of shipment for the time being. 3The cargo has been shipped on board s.s. “Dong Feng”.4It makes no difference to
45、 us to change the loading port from Shantou to Zhuhai.5 I hope youll be entirely satisfied with this initial shipment. PaymentUnit Nine Payment Methods of payment Rush L/C Payment amendmentsExtension of payment 【Task】1.Under what circumstances shall a seller agree to payment by D/A?2.In order to pro
46、mote business and get interest , how does Company B choose appropriate payment terms on condition that he insists on paying 40% by T/T within 3 days after receipt of B/L? 3.Please write a letter concerning company B new payment opinions. Payment Tools CashdraftMethods Open accountRemittance (T/T M/T
47、D/D)Collection (D/A D/P)L/C (sight L/C time L/C) Kind of L/C sight L/C time L/C irrevocable L/C confirmed L/C revolving L/C reciprocal L/C back to back L/C divisible L/C transferable L/C non- transferable L/C documentary L/C clean L/C anticipatory L/C standby L/C【Writing Tips】 When writing letters t
48、o urge establishment of L/C , the following should be paid more attention:To mention the number of order or S/C To stress not have received the covering L/C To urge establishment of the L/C and related matters To express the expectation When writing letters to amend the L/C, the following should be
49、paid more attention: To confirm having received the L/C, and point out the discrepancies To state how to correct the discrepancies To make request for prompt amendment When writing letters to extend the L/C, the following should be paid more attention:To mention the number of the L/C To express regr
50、et being unable to conform to the stipulations of the L/C To ask for extension To show thanks and expectation of receiving the amendmentUseful SentensesUseful SentensesNumberSentenses1Our terms of payment are by confirmed, irrevocable letter of credit available by draft at sight, reaching us one mon
