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【Review】
1、How to write effective
openings？
2、How to write effective
endings？
【Leading in】
In response to
an enquiry, quotations may be sent. A satisfactory may include：an expression of thanks for the enquiry and
details of prices，discount and
terms of payment. It will include an expression of hope that the quotation
will be accepted. That is called offer.
【New lessen】
一、New words and expressions(讲授法、瞬间记忆法、联想法：让学生掌握记忆单词的技巧)
1、confirming bank 保兑行
2、packing list 装箱单
3、irrevocable letter of credit 不可撤销信用证
4、draft/ bill of exchange 汇票
5、option/ choice 选择、选择权
6、pay by installment 分期付款
7、firm offer 实盘
non-firm offer 虚盘
8、subject to our final confirmation 以我方最后确认为准
9、in due course 及时、适时
10、with keen interest 殷切地
二、TextAnalysis（讲授法：授课过程中插入外贸基础知识）
(一) Definition of
an offer
Offer is a promise to supply goods on the terms stated. It is always
made by the seller and the reply to the enquiry.
(二) Two
categories of offer
1、Firm offer: A promise to sell goods at a
stated price, usually within a stated period of time. It must be clear,
definite, complete and final.
2、Non-firm offer: Unlike a firm offer, a
non-firm offer is not binding upon the sellers. In others words, a non-firm offer
can be withdrawn or changed by the seller.
(三)实盘信及虚盘信的写作原则
1、Writing
principles of firm offer letters（实盘信的写作原则）：
发盘人所发实盘的内容具有达成交易的全部必要条件。实盘的发盘人在其规定的有效时限内受所发实盘的约束，即在发盘有效期内发盘人非经受盘人同意，不得撤回、变更或修改。受盘人在有效期内如无保留地接受，交易即告成立。表示有效期的方法如下：
(1) The offer is firm/good/open/valid for 3 days.
有效期三天。
(2) The offer is firm/good/open/valid until October 5.
有效期到10月5日。
(3) The offer is firm/good/open/valid subject to your reply by 5 p.m.,
our time, Friday, October 3.
10月3日星期五我方当地时间下午5点前收到你方答复为准。
A Firm Offer Letter (案例教学法）
Dear Sirs,
We confirm having received your
enquiry of September 20 for our double-faced embroideries.
Comply with your request, we are
making you an offer 2000 pieces“White Dove” Brand Double-faced embroideries
30×50cmat US＄57.50 per piece CFRC2 Hamburg for shipment in November,2006. The goods are to
be packed in boxes of one piece each, twenty boxes to a carton. Payment is to
be made by confirmed, irrevocable L/C payable by draft at sight. The offer is
firm, subject to your reply reaching us before 5 p.m. September 28, our time.
With the recovery of the market,
there has been a strong demand for our goods since August and the
manufacturers are heavily committed. Please fax us your confirmation as early
as possible if you find the above acceptable.
We are looking forward to your
favorable reply.
Yours faithfully
2、Writing
principles of non-firm letters（虚盘信的写作原则）：
虚盘是发盘人所作的非承诺性的表示。虚盘的发盘人不受所发虚盘的约束。虚盘没有时限的规定，而且往往用术语说明保留，如：
(1) subject to our final confirmation
以我方最后确认为准
(2)subject to the goods being unsold
以货物未售为有效
(3) subject to prior sale
以先售为条件
A Non-firm Offer Letter（案例教学法）
Dear Sirs,
We have received your letter of May 21 and, as requested, are
airmailing you, under separate cover, one catalog and two sample books for
our Printed Shirting. We hope they will reach you in due course and will help
you in making your selection.
In order to start a concrete transaction between us, we are pleased to
make you an offer, subject to our final confirmation, as follows:
Art.No.81000 Printed Shirting
Design No. 72435-2A
Specification:30×36 72×69 35”/36”×42yds
Quantity:12 600 yards
Packing: In bales or in wooden cases, at seller’s option
Price: US＄… per yard CIFC 5%Vancouver
Shipment: To be made in three equal monthly installments beginning from
August
Payment: By confirmed, irrevocable L/C payable by draft at sight to be
opened 30 days before the time of shipment.
We trust the above will be acceptable to you and await your trial order
with keen interest.
Yours faithfully
【Summary】
A firm offer cannot be withdrawn by the seller within its validity. It
is the buyer’s option to accept or reject or counter-offer during the
validity period. If the buyer accepts, then it is a contractual obligation.
While a non-firm offer is the offer without any engagement.
【Class work】
Supply the
missing words in the blanks of the message (P57)
【Assignment】
Exercise: Read the following short passages or letters and then
translate them into Chinese. (P57)
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