外贸函电教案(7)

The descriptions of the goods, quantity, price terms of payment, time

of shipment,etc., but these do not involve the seller in any contractual obligation.(契约规定的责任)。

V. Some Useful Sentences on Counter-Offers. 还盘常用例句 1. Our counter offer is as follows. 我们还盘如下。

2. Our counter offer is well founded. 我们的还价是很合理的。

3. Your counter offer is not up to the present market level. 你的还价是不符合目前市场价格。

4. Please make us your best possible counteroffer. 请给我们你们最好的还盘。

5. The price you offer is not in line with the prevailing market. 你方报价与现行市场价不合。

6. It?s impossible for us to entertain your counteroffer. 我们不能接受你方的还价。

7. I?m sorry. The difference between our price and your counteroffer is

too wide.

很遗憾，我们的价格与你方还盘之间的差距太大。

8. This is our rock - bottom price, we can?t make any further reduction. 这是我方的最低价格，我们不能再让了

9. How about meeting each other halfway? 能不能互相做出让步？

10. If you accept our counteroffer, we?ll advise our users to buy from

you.

如您能接受我们的还盘，我们就劝用户向你方购买。 11. As a rule, the larger the order, the lower the price. 买得越多，价格越便宜，这是个惯例。

12. I appreciate your counteroffer but find it too low to accept. 谢谢你的还价，我觉得太低了无法接受。

13. We ask for indulgence for 6 days to make a counteroffer. 我们要求宽限六天以便做出还价。

14. We regret to note that you have turned down our counteroffer. 我们很遗憾，知道你方已拒绝了我方的还价。

15.My offer was based on reasonable profit, not on wild speculations. 我的报价以合理利润为依据，不是漫天要价。

16.We have received offers recently, most of which are below 100 U.S.

dollars.

我们最近的报价大多数都在100美圆以下。

17.Moreover, We've kept the price close to the costs of production. 再说，这已经把价格压到生产费用的边缘了。

18.I think the price we offered you last week is the best one. 相信我上周的报价是最好的。

19.No other buyers have bid higher than this price. 没有别的买主的出价高于此价。

20.The price you offered is above previous prices. 你方报价高于上次。

21.It was a higher price than we offered to other suppliers. 此价格比我们给其他供货人的出价要高。

22.We can't accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。

23.I'm afraid I don't find your price competitive at all. 我看你们的报价毫无任何竞争性。 24.Let me make you a special offer. 好吧，我给你一个特别优惠价。

25. We'll give you the preference of our offer. 我们将优先向你们报盘。

26.I should have thought my offer was reasonable. 我本以为我的报价是合理的。

27.You'll see that our offer compares favorably with the quotations

you can get elsewhere.

你会发现我们的报价比别处要便宜。

28.This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。 VI词汇 A. worth 1) adj.

?a. 值??的，相当于??价值的

?The Sales Contract was worth around $250 000. ?这份销售合同约值25万美元。

?b.值得??的，有??的价值的(后面可直接接名词或动名词)

?We don’t agree with you that it is a mere trifle not worth bothering about. 你方认为那只是一件小事不值得担心，我们不同意。

We should say that this new product of ours is well worth your effort to promote.

我们认为我们的新产品很值得你方努力推销。

The order is too small to be worth the expense of opening an L/C for. 这笔订货太小，不值得花钱开信用证。 2) n.

a.价值，货币价值，物质价值

The actual worth of this parcel is well over $100 000. 这些货的实际价值大大超过10万元。 b.值一定金额的数量

? Last year we shipped to you ￡800 000’s worth of chemicals. 去年我们给你方装运了价值80万英镑的化工商品。

B. account

1) n. 账目，账款，账户

We keep an account with the Bank of China in Beijing. 我们在北京中国银行开有账户。

a. for account of 为??，代??，受??委托

We hereby issue an irrevocable L/C in your favour for account of China Trading Co., Shanghai.

兹受上海中国贸易行的委托，开给你方不可撤销的信用证一份。 b. (to be)for sb’s account, for the account of sb. 由某人负担 The arbitration fees shall be for the account of the losing party. 仲裁费用须由败诉一方负担。 c. on account of 由于，因为

On account of lack of direct steamer, please allow transhipment in your L/C. 因为没有直达船，在你的信用证中请注明准许转船。

On account of difference in taste, your designs do not suit this market. 由于趣味不同，你的设计款式不适于此间市场。 d. to take?into account 考虑，重视

You should take into account not only the price but also the quality. 你应予以考虑的不仅是价格，而且还有质量。

e. on one?s own account 为自己的利益，自行负责

We buy this commodity for a friend of ours, not on our own account. 此商品是我们代朋友买的而非为自己。 f. not on any account 无论如何不

Not on any account shall the safe be opened without my express orders. 没有我明确的指示，无论如何不能打开保险箱。 有关account的常见短语

auditing of account 查账

capital account 资本账户 common account 共同账户 running account 流水账 sales for account 赊账 accountancy 会计职业 2) v.与 for 连用

a.说明(原因等)，是??的原因

It is impossible for us to account for the delay. 我们无法解释耽误的原因。 b.(指数量等)占??

Oil exports account for 30% of the total export bill. 石油出口额占出口总账单的30%。

VII辨析：worthless, valueless与priceless worthless 无价值的，无用的

valueless 无价值的，没用的，无效果的

priceless 无价的，极其贵重的 This contract is now worthless. 这份合同现在毫无价值了。 The necklace is valueless. 这条项链不值钱。

Control of the sea was a priceless asset to the union. 对联邦来说，对海的控制权是极宝贵的财富。

VIII．Expressions商业用语 come to business 成交 close a bargain

put the deal through

give one’s hands on bargain auditing of account 查账 capital account 资本账户 common account 共同账户

VII．Homework:

Suppose you are intend to buy 500-1000 reams of A4 poster paper. Before you place an order, you’d like to see some samples and know something about price, earliest delivery date and terms of payment. You are requested to write ： (A) a letter of enquiry

(B) a letter of offer according to the given situation

Confirmation & Acceptance

确认与接受

I.Introduction

Ask the students some questions related to order Some additional information about order

An order is a request to supply a specified quantity of goods. It may result

from an offer or an enquiry with subsequent quotation.

Buyers use printed order forms and sellers use printed acknowledgement.

Sometimes buyers will seek to protect themeselves by making their order subject to certain penalties should the contracted terms not be fulfilled.

“First orders”, that is orders from new customers, should most certainly be

acknowledged by letter.(用信函确认）。 The letter should

A. express pleasure at receiving the order

B. add a favorable comment on the goods ordered.

C. include an assurance of prompt and careful attention. D. draw attention to other products likely to be of interest E. hope for further order

However, there are times when sellers cannot accept buyers’ orders

because the goods required are not available or prices and specification have been changed. In such circumstances, letters rejecting orders must be written with the utmost care

And with an eye to goodwill and future business. It is advisable to recommend

suitable substitutes, make counter-offers and persuade buyers to accept them. According to commercial law the buyer’s order is an offer to buy and the

arrangement is not legally binding until the seller has accept the offer. After that , both parties are legally bound to honour their agreement. The buyer’s obligations

When a binding agreement comes into force, the buyer is required by law: To accept the goods supplied, provided they comply with the terms of the

order

To pay for them according to the terms agreed upon

C.To check the goods as soon as possible (failure to give prompt notice of

faults to the seller will be taken as acceptance of the goods. The seller’s obligation

A. to deliver the goods exactly of the kind ordered, and at the agreed time. B. to guarantee that the goods to be supplied are free from faults of which

the buyer could not be aware at the time purchase.

If faulty goods are delivered, the buyer can demand either a reduction in

price, or replacement of the goods, or cancellation of the order. He may also be able to claim damages.

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