,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,国际商务函电第二版,主编：李宏亮,出版社：对外经济贸易大学出版社,Unit 15,Integrated Business Negotiation Skills Practice,国际商务函电第二版,Study Aims,应知目标,1.To know the writing steps of an enquiry.,2.To know the writing steps of a firm offer.,3.To know the writing steps of a counter-offer.,5.To know the writing steps of a letter of an order.,6.To know the writing steps of a letter of acceptance.,7.To understand the form and content of a Sales Confirmation.,8.To understand the form and content of a Sales Contract,应会目标,1.To be able to make an enquiry.,2.To be able to make a firm offer.,3.To be able to make a counter-offer,4.To be able to write a letter of an order.,5.To be able to write a letter of acceptance.,6.To be able to write a letter of confirmation.,7.To be able to make an order.,8.To be able to make a Sales Confirmation.,9.To be able to make a Sales Contract.,Contents,III,Writing Practice,II,Sample Letters,I,Situation practice:,Part I,Situation practice:,Seller:Electronics Co.,Ltd.,Buyer:Rose Co.,Ltd.,Goods:MP4 watches,The buyer gets the sellers information from a magazine named International Business and sends an enquiry to the seller.,The seller gives the buyer an offer.,The buyer makes the seller a counter-offer.,The seller accepts the counter-offer.,The buyer places an initial order with the seller.,The seller sends a sales contract to the buyer and asks for countersignature,.,In international trade,usually a contract will be made to further specify the rights and obligations of both parties for legal purposes.After signing the contract,the parties concerned are legally bound to honor their agreement.,Please write six letters as the roles of buyer and seller according to the Chinese clues:,外贸业务洽谈流程：询盘,报盘,还盘,接受,下订单,签订合同,Part II,Sample Letters,From:nice,(,Rose,Co.,Ltd.),To:,(Electronics Co.,Ltd.),Date:Jan 28,2013,Subject:Enquiry for MP4 watches,Attachment:,Dear Sir or Madam:,We learn from International Business that you are a leading exporter of electronic products in your country.,We are in the market for MP4 watches and would appreciate your sending us catalogues and sample books if possible.Will you please quote us your lowest price CIF New York,inclusive of terms of payment?,We hope this will be a good start for further business relations between us.,Yours sincerely,Johnson,Rose Co.,Ltd.,Enquiry,Letter 1,Part II,Sample Letters,Offer,Letter 2,From:,(Electronics Co.,Ltd.),To:nice,(Rose Co.,Ltd.),Date:Jan 29,2013,Subject:Offer for MP4 watches,Attachment:catalog,Dear Sir or Madam:,Thank you for your email of Jan 28,enquiring for our MP4 watches.,We are glad to make you an offer as follows,subject to your reply reaching us before Feb 6,th,2013:,Commodity:MP4 watches,Specifications:as per catalog,Quantity:min 2000 pieces,Unit price:US$20/pc CIF New York,Payment:by irrevocable L/C at sight,Shipment:to be shipped within 30 days after receipt of L/C,Shipping marks:at sellers option,Were looking forward to your early reply.,Yours sincerely,Mike,Electronics Co.,Ltd.,Part II,Sample Letters,Counter-offer,Letter 3,From:nice,(Rose Co.,Ltd.),To:,(Electronics Co.,Ltd.),Date:Feb 5,2013,Subject:MP4 watches,Attachment:,Dear Sir or Madam:,Thank you for your email of Jan 29,2013 offering us your MP4 watches on CIF New York basis.,We appreciate your products very much,but can we earn some discount if we order 2500 pieces?,It would be highly appreciated if you could agree to payment by T/T in advance for 20%of the total value and by L/C for the balance.,Your early reply will be highly appreciated.,Yours sincerely,Johnson,Rose Co.,Ltd.,Part II,Sample Letters,Acceptance,Letter 4,From:,(Electronics Co.,Ltd.),To:nice,(Rose Co.,Ltd.),Date:Feb 8,2013,Subject:MP4 watches,Attachment:,Dear Sir or Madam:,Thank you for your email of Feb 5,2013.,In order to build our long-term business relationship,we are glad to offer you our best price:US$18/pc CIF New York.Meanwhile,we can not entertain any reduction in price.,As to payment,We can only accept L/C at sight.,We hope the above will be acceptable to you and await your order.,Yours sincerely,Mike,Electronics Co.,Ltd.,Part II,Sample Letters,Order,Letter 5,From:nice,(Rose Co.,Ltd.),To:,(Electronics Co.,Ltd.),Date:Mar 3,2013,Subject:P.O.No.156,Attachment:P.O.No.156,Dear Sir or Madam:,Thank you for offering us your best price on CIF New York basis,and we are pleased to give you our order No.the attachment.Please send us your sales contract.,As we are in urgent need of the