T6.1如何书写发盘与还盘.中职课件电子教案.ppt

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1、 外贸英文函电 -如何书写发盘与还盘 HOW TO WRITE AN OFFER AND COUNTER OFFER教学目标HOW TO WRITE AN OFFER通过学习，使学生能够掌握发盘的性质、内容，并能恰当地将其表现在一封发盘信中。HOW TO WRITE AN OFFER任务引入2015年年4月，山东希诺金属材料有限公司外贸务月，山东希诺金属材料有限公司外贸务员张坡接到尼日利亚客户瑞德金属工业制品有限员张坡接到尼日利亚客户瑞德金属工业制品有限公司（公司（RiderSteel&GlassIndustriesLtd）关于镀）关于镀铝锌钢卷（铝锌钢卷（galvalumesteelcoil

2、）询盘，张坡要按）询盘，张坡要按照对方的询盘要求做出发盘。照对方的询盘要求做出发盘。HOW TO WRITE AN OFFER任务剖析1.有效发盘的条件是什么？2.发盘的内容包括什么，应如何安排？发盘的含义和特点：任务点拨-发盘的含义和特点HOW TO WRITE AN OFFERA proposal for concluding a contract addressed to one or more联合国国际货物销售合同公约（CISG）关于发盘的描述：specific persons constitutes an offer if it is sufficiently definiteand

3、 indicates the intention of the offer or to be bound in caseof acceptance.强调了三个方面：任务点拨-发盘的含义和特点HOW TO WRITE AN OFFER十分确定:sufficiently definite特定的人:specific persons得到接受时承受约束:to be bound in case of acceptance发盘的含义和特点：任务点拨-发盘的含义和特点HOW TO WRITE AN OFFER联合国国际货物销售合同公约（CISG）关于发盘的描述：A proposal is sufficient

4、ly definite if it indicates the goodsand expressly or implicitly fixes or makes provision fordetermining the quantity and the price.强调了发盘的内容必须包括：货物名称、数量价格或确定数量价格的方法强调了发盘的内容必须包括：货物名称、数量价格或确定数量价格的方法任务点拨-发盘的内容HOW TO WRITE AN OFFER有效发盘必须包含的内容：Name of commodityUnit priceQuantity Terms of paymentDelivery

5、dateMeans of Packing 根据业务需要一般还包括：任务点拨-发盘的内容安排HOW TO WRITE AN OFFER1.首先点明写这封信的目的：就是回复对方先前发来的询盘的。Thank you for your mail of April 17,enquiring for 600 M/T of galvalume steel coil,and now we are offering you as follows:任务点拨-发盘的内容安排HOW TO WRITE AN OFFER其次，直接列明发盘的内容Name of commodity:Galvalume steel coil

6、Unit price:USD 720 per M/T FOBQingDaoQuantity:600 M/TTerms of payment:30%by T/T,the balance by T/T within one week after receiving the copy of B/L.Delivery date:within 15-25 days after signing the contract.任务点拨-发盘的内容安排HOW TO WRITE AN OFFER3.最后说明发盘的有效期，并表达自己的愿望This offer is firm,subject to your reply

7、 reaching here before April 19.We wish it is acceptable to you and look forward to your first order.任务总结任务总结-如何书写有效发盘如何书写有效发盘1.Acknowledge the inquiry(indicating the date of the inquiry)2.Sending the offer in detail,including the name,quality,unit price,terms of payment,delivery date etc.3.Listing v

8、alidity,expressing your hope that the partner will be satisfied with the offer and accept it.HOW TO WRITE AN OFFERSUMMARY-SUMMARY-How to write a firm offer:任务总结任务总结-如何书写有效发盘如何书写有效发盘HOW TO WRITE AN OFFERThank you for your mail of April 17,enquiring for 600 M/T of galvalume steel coil,and now we are o

9、ffering you as follows:Name of commodity:Galvalume steel coilUnit price:USD 720 per M/T FOBQingDaoQuantity:600 M/TTerms of payment:30%by T/T,the balance by T/T within one week after receiving the copy of B/L.Delivery date:within 15-25 days after signing the contract.任务总结任务总结-如何书写有效发盘如何书写有效发盘HOW TO W

10、RITE AN OFFERSUMMARY-SUMMARY-How to write a firm offer:This offer is firm,subject to your reply reaching here before April 19.We wish it is acceptable to you and look forward to your first order.Yours faithfully,HOW TO WRITE A COUNTER-OFFER任务剖析1.什么是还盘？2.还盘的内容包括什么，信函中何安排？还盘的含义和特点：联合国国际货物销售合同公约（CISG）关

11、于还盘的描述：任务点拨-还盘的含义HOW TO WRITE A COUNTER-OFFERArticle 19：(1)A reply to an offer which purports to be an acceptance but contains additions,limitations or other modifications is a rejection of the offer and constitutes a counter-offer.对发盘表示接受但载有添加、限制或其它更改的答复，即为拒绝该项发盘，并构成还盘。任务点拨-还盘的含义HOW TO WRITE A COUN

12、TER-OFFER发 盘同意全部发盘内容合同成立变更实质性发盘内容还 盘变更非实质性发盘内容不 确 定发盘的实质性内容(3)Additional or different terms relating,among other things,to the price,payment,quality and quantity of the goods,place and time of delivery,extent of one partys liability to the other or the settlement of disputes are considered to alter

13、the terms of the offer materially.货物价格、付款、货物质量和数量交货地点和时间当事人对另一方当事人的赔偿责任范围或解决争端HOW TO WRITE A COUNTER-OFFER任务点拨-还盘的内容还盘的内容：说明发盘中那些条件我们不能接受解释不能接受的原因提出我们的条件HOW TO WRITE A COUNTER-OFFER任务点拨-如何书写还盘1.首先点明写这封信的目的：就是回复对方的发盘的Thank you for your offer of April 21,offering us for 600 M/T of galvalume steel coil

14、.第一部分第二部分第三部分第四部分HOW TO WRITE A COUNTER-OFFER任务点拨-如何书写还盘2.说明无法接受的条件，及其原因比如无法接受价格：But we are regret to tell you that we cant accept your price at USD110 m/t on FOB basis.At our end,(the followings you can give the reasons:1.2.)第一部分第二部分第三部分第四部分任务点拨-如何书写还盘HOW TO WRITE A COUNTER-OFFER2.说明无法接受的条件，及其原因 或者

15、要求变更装运期或支付条件：we are in urgent need of the goods,so we wish you can effect shipment in May we cant accept your terms of payment by L/C at sight.第一部分第二部分第三部分第四部分任务点拨-如何书写还盘HOW TO WRITE A COUNTER-OFFER3.提出我们的条件We wish the business can be done at USD705M/T on FOB basis.第一部分第二部分第三部分第四部分We require payment

16、 by D/P at sight.任务点拨-如何书写还盘HOW TO WRITE A COUNTER-OFFER4.表达愿望We wish our counter-offer is acceptable to you,and we are looking forward to hearing from you soon.Yours faithfully,第一部分第二部分第三部分第四部分SUMMARYHOW TO WRITE A COUNTER-OFFER1.Express thanks for the offer(indicating the date and the content of the offer)第一部分第二部分第三部分第四部分2.Express regret of inability to accept the offer,stating the specific terms and giving the reasons.3.Put forward your own terms and conditions.4.Express the wish that the correspondent can accept the counter offer.HOW TO WRITE AN OFFER