Business Contact.商务英语写作第五章 By the end of this chapter you should be able to: Know how to make enquiries and offers 学习目标·Understand how to make counter-offers and recounter-offers Know how to place orders and sign contracts Produce letters of business negotiations During the Canton Fair,Wang Hua got acquainted with a customer from Iran who was interested in importing their products.They exchanged business cards with each other.It may be because Wang Hua made a 学前准备 good impression on the customer that he soon received an enquiry letter from him.He was very excited and eager to win the first order in his business career.But what should he do next to make a deal? What are the basic steps to do a business negotiation?Will he be successful?If so,what factors contribute to his success? Veera Mani,a customer from Iran, showed great interest in the products of Wang Hua's company.He then asked Unit Wang Hua for detailed information Five about the products,such as price, Busi terms of payment,discount,and so ness forth,which is called an Enquiry. Cont 学前思考 Since it might be the fist deal in Wang act Hua's business career,he was very conscientious to deal with it. Finally,with his colleagues'help,he Task One 课程学习Enquiries became more familiar with the procedures of a business negotiation and Offers and then made the first offer. I.Overview 内容附后 II.General Format III. Case 内容附后 Studies IV.Useful Expressions 内容附后 and Structures V.Exercises 注：标记红色的录入题库
1 Business Contact_商务英语写作第五章 Unit Five Busi ness Cont act 学习目标 By the end of this chapter you should be able to: • Know how to make enquiries and offers • Understand how to make counter-offers and recounter-offers • Know how to place orders and sign contracts • Produce letters of business negotiations 学前准备 During the Canton Fair, Wang Hua got acquainted with a customer from Iran who was interested in importing their products. They exchanged business cards with each other. It may be because Wang Hua made a good impression on the customer that he soon received an enquiry letter from him. He was very excited and eager to win the first order in his business career. But what should he do next to make a deal? What are the basic steps to do a business negotiation? Will he be successful? If so, what factors contribute to his success? 课程学习 Task One Enquiries and Offers 学前思考 Veera Mani, a customer from Iran, showed great interest in the products of Wang Hua’s company. He then asked Wang Hua for detailed information about the products, such as price, terms of payment, discount, and so forth, which is called an Enquiry. Since it might be the fist deal in Wang Hua’s business career, he was very conscientious to deal with it. Finally, with his colleagues’ help, he became more familiar with the procedures of a business negotiation and then made the first offer. I. Overview 内容附后 II. General Format III. Case Studies 内容附后 IV. Useful Expressions and Structures 内容附后 V.Exercises 注：标记红色的录入题库
It seemed that the customer was dissatisfied with the price,so he made a counter-offer to Wang Hua.Wang Hua didn't want to lose such a big customer,so he had to make a great 学前思考 effort to save this business.Firstly, he consulted the manager to grant this customer a more favorable price. Task Two Additionally,he convinced the Counter-0 customer of the good quality of their ffers and products and the first-rate service. Re-Counte I.Overview 内容附后 r-Offers II. General Format III. Case 内容附后 Studies IV. Useful Expressions 内容附后 and Structures V.Exercises 注：标记红色的录入题库 The customer was very satisfied with Wang Hua's cooperative attitude and enguired more information about other models of products.After a careful 学前思考 study,the customer was greatly impressed by the remarkable designs and the good quality of their products, so he made the first order from Wang Task Three Hua's company. I.Overview 内容附后 Order II. Genera Format III. Case 内容附后 Studies IV. Useful Expressions 内容附后 and Structures V.Exercises 注：标记红色的录入题库
2 Task Two Counter-O ffers and Re-Counte r-Offers 学前思考 It seemed that the customer was dissatisfied with the price, so he made a counter-offer to Wang Hua. Wang Hua didn ’ t want to lose such a big customer, so he had to make a great effort to save this business. Firstly, he consulted the manager to grant this customer a more favorable price. Additionally, he convinced the customer of the good quality of their products and the first-rate service. I. Overview 内容附后 II. General Format III. Case Studies 内容附后 IV. Useful Expressions and Structures 内容附后 V.Exercises 注：标记红色的录入题库 Task Three Order 学前思考 The customer was very satisfied with Wang Hua’s cooperative attitude and enquired more information about other models of products. After a careful study, the customer was greatly impressed by the remarkable designs and the good quality of their products, so he made the first order from Wang Hua’s company. I. Overview 内容附后 II. Genera Format III. Case Studies 内容附后 IV. Useful Expressions and Structures 内容附后 V.Exercises 注：标记红色的录入题库
After constant business negotiations, Wang Hua and his customer reached an agreement on the various terms,such as 学前思考 quantity,packing,price,payment, shipment,delivery,and so forth.Both parties finally signed the contract. No pain,no gain.His great effort really deserved his success I.Overview 内容附后 Task Four Business II.Business Contract Contract 内容附后 General Format III. Case 内容附后 Studies IV. Useful Expressions 内容附后 and Structures IV.Exercises 注：标记红色的录入题库 待教师提 直播课堂 供 待教师提 主题讨论 供 Task One Enquiries and Offers I.Overview An enquiry is usually made by purchasers or importers without engagements to obtain information about the commodities they want to order,such as prices,catalogue, time of delivery,terms of payment,etc.It may be made by letter,telegram,telex or fax or even by telephone or through face-to-face talk.Upon receiving an enquiry, the seller or exporter should be as prompt as possible to give a polite and helpful reply. An offer,either in response to an enquiry or by way of adverts,circulars and letters, is a proposal of terms and conditions of buying or selling a certain commodity,on which a business may be concluded.It usually includes names of commodity,quality, quantity,specifications,price,terms of payment,packing,delivery date,etc. 1.Function
3 Task Four Business Contract 学前思考 After constant business negotiations, Wang Hua and his customer reached an agreement on the various terms, such as quantity, packing, price, payment, shipment, delivery, and so forth. Both parties finally signed the contract. No pain, no gain. His great effort really deserved his success. I. Overview 内容附后 II. Business Contract General Format 内容附后 III. Case Studies 内容附后 IV. Useful Expressions and Structures 内容附后 IV.Exercises 注：标记红色的录入题库 直播课堂 待教师提 供 主题讨论 待教师提 供 Task One Enquiries and Offers I. Overview An enquiry is usually made by purchasers or importers without engagements to obtain information about the commodities they want to order, such as prices, catalogue, time of delivery, terms of payment, etc. It may be made by letter, telegram, telex or fax or even by telephone or through face-to-face talk. Upon receiving an enquiry, the seller or exporter should be as prompt as possible to give a polite and helpful reply. An offer, either in response to an enquiry or by way of adverts, circulars and letters, is a proposal of terms and conditions of buying or selling a certain commodity, on which a business may be concluded. It usually includes names of commodity, quality, quantity, specifications, price, terms of payment, packing, delivery date, etc. 1. Function
An enquiry usually serves as the door opener for potential business.It helps the purchaser to get to know the market and choose the most preferential price among the offers made by different sellers. An offer serves as the first step in business negotiation.By carefully answering all the questions raised by the enquirer,it tries to build up the buyer's confidence in your products and encourage the buyer to place orders with you. 2.Purpose The main purpose of an enquiry is to collect information about the goods the purchaser intends to order,on which the decision-making for his or her best provider is based. The main purpose of an offer is to convince the enquirer that it is advisable for him or her to place orders with you due to the advantages of your goods and trade terms over other providers. 3.Content In a General Enguiry,you first state how you came to know about the seller and provide some information about your firm.Then you express your interest in the seller' s products and enquire about the catalogue,price list and so on.In a Specific Enquiry,you start directly with the specific information you would like your seller to send you,such as the discounts your seller can offer regarding a particular commodity,method of payment,delivery date,etc. An offer,in reply to an enquiry,usually consists of three parts.In the opening paragraph,you express your thanks for the enquiry.In the body part,you list clearly the price and trade conditions,such as terms of payment,discounts,the least quantity of an order,shipment date,etc.In the closing paragraph,you can stress the quality of your commodities to build up confidence in your potential buyer as well as the advantages of your offer.Besides,to encourage further business, you can provide information of other products available in your company.Finally, you express your wish for an early order. 4.Considerations Since a transaction is concluded between companies rather than between individuals, an enquiry should be addressed to the company so that a quick reply can be expected. And it should be concise,courteous and specific,without asking for confidential information. There are two kinds of offers:firm offer and nonfirm offer.A firm offer is a promise to sell goods at a stated price within a stated period of time and it cannot be withdrawn once accepted.A nonfirm offer,however,might include fewer terms and is indefinite and incomplete with reservations,which is not binding on the seller. II.General Format
4 An enquiry usually serves as the door opener for potential business. It helps the purchaser to get to know the market and choose the most preferential price among the offers made by different sellers. An offer serves as the first step in business negotiation. By carefully answering all the questions raised by the enquirer, it tries to build up the buyer’s confidence in your products and encourage the buyer to place orders with you. 2. Purpose The main purpose of an enquiry is to collect information about the goods the purchaser intends to order, on which the decision-making for his or her best provider is based. The main purpose of an offer is to convince the enquirer that it is advisable for him or her to place orders with you due to the advantages of your goods and trade terms over other providers. 3. Content In a General Enquiry, you first state how you came to know about the seller and provide some information about your firm. Then you express your interest in the seller’ s products and enquire about the catalogue, price list and so on. In a Specific Enquiry, you start directly with the specific information you would like your seller to send you, such as the discounts your seller can offer regarding a particular commodity, method of payment, delivery date, etc. An offer, in reply to an enquiry, usually consists of three parts. In the opening paragraph, you express your thanks for the enquiry. In the body part, you list clearly the price and trade conditions, such as terms of payment, discounts, the least quantity of an order, shipment date, etc. In the closing paragraph, you can stress the quality of your commodities to build up confidence in your potential buyer as well as the advantages of your offer. Besides, to encourage further business, you can provide information of other products available in your company. Finally, you express your wish for an early order. 4. Considerations Since a transaction is concluded between companies rather than between individuals, an enquiry should be addressed to the company so that a quick reply can be expected. And it should be concise, courteous and specific, without asking for confidential information. There are two kinds of offers: firm offer and nonfirm offer. A firm offer is a promise to sell goods at a stated price within a stated period of time and it cannot be withdrawn once accepted. A nonfirm offer, however, might include fewer terms and is indefinite and incomplete with reservations, which is not binding on the seller. II. General Format
Sender's contact details Name Address City,State,Zip Code Phone Number Email Address Date (Month,Day,Year) Addressee's Contact Details Name Title Company Address City,State,Zip Code Salutation Dear Mr./Ms.Last Name, Body of Application Letter First Paragraph Middle Paragraph(s) Final Paragraph Complimentary Close Faithfully/Sincerely/Respectfully yours, (Applicant's handwritten signature) Signature (typed) Enclosure(s) III.Case Studies Sample 1 A General Enquiry for Plastic Toys Haowang Plastics Co.,Ltd. 45-47 Changshan Road,Fuzhou,350006 Fujian Province,P.R.China Fax:(0591)3456791Te1.:(0591)3456786 9Jan.,2010 Thomson Plastics Co.,Ltd. 567 Causeway Bay Hong Kong Dear Sir or Madam
5 Sender's contact details Name Address City, State, Zip Code Phone Number Email Address Date (Month, Day, Year) Addressee’s Contact Details Name Title Company Address City, State, Zip Code Salutation Dear Mr./Ms. Last Name, Body of Application Letter First Paragraph Middle Paragraph(s) Final Paragraph Complimentary Close Faithfully/Sincerely/Respectfully yours, (Applicant’s handwritten signature) Signature (typed) Enclosure(s) III. Case Studies Sample 1 A General Enquiry for Plastic Toys Haowang Plastics Co., Ltd. 45-47 Changshan Road, Fuzhou, 350006 Fujian Province, P. R. China Fax: (0591)3456791 Tel. : (0591)3456786 9 Jan. , 2010 Thomson Plastics Co. , Ltd. 567 Causeway Bay Hong Kong Dear Sir or Madam
We learn from the Internet that you are a leading manufacturer and sales agent of plastic products in Hong Kong.We are much interested in importing plastic toys from you. We should be obliged if you will let us have a detailed information about the toy range you produce.Please indicate any new items not yet introduced in China and send some samples if possible. We await your early reply.Thank you. Yours faithfully, Alex Cheng Manager of Imp/Exp Department Sample 1 is a first enquiry.It is a general enquiry made in the hope of establishing trade relations.Therefore,the language used is relatively courteous and formal. The salutation is general and the complimentary close is businesslike. Sample 2 A Specific Enquiry for Fabrics Dear Linda, Could you please take some time to read this email very carefully and answer the following questions ASAP? 1.Please advise if there are any more sales samples to be sent?If so,when will you send the samples? 2.Please complete the attachment and return by Friday this week.I need the following information completed on my spreadsheet and then return to me. A.FOB COST (We will supply all labels and tickets) B.FABRIC USAGE.(This can be approximate) C.FABRIC GROUP MINIMUM.(Please be realistic our orders never very large but we will do our best to give you good orders all the time) D.MINIMUM QUANTITY PER STYLE.(I need to know what is the smallest quantity you can make in a style,for example,we may have three styles in a fabric group,one has sold very well so we order 1,000 units,the second style has sold average so we will order 500 units and the last has sold poorly so we want to know what the smallest qty that you are happy to make for example 200 units) 3.Following is a list of information I need for each fabric group.Please study 6
6 We learn from the Internet that you are a leading manufacturer and sales agent of plastic products in Hong Kong. We are much interested in importing plastic toys from you. We should be obliged if you will let us have a detailed information about the toy range you produce. Please indicate any new items not yet introduced in China and send some samples if possible. We await your early reply. Thank you. Yours faithfully, Alex Cheng Manager of Imp/Exp Department Sample 1 is a first enquiry. It is a general enquiry made in the hope of establishing trade relations. Therefore, the language used is relatively courteous and formal. The salutation is general and the complimentary close is businesslike. Sample 2 A Specific Enquiry for Fabrics Dear Linda, Could you please take some time to read this email very carefully and answer the following questions ASAP? 1. Please advise if there are any more sales samples to be sent? If so，when will you send the samples? 2. Please complete the attachment and return by Friday this week. I need the following information completed on my spreadsheet and then return to me. A. FOB COST (We will supply all labels and tickets) B. FABRIC USAGE. (This can be approximate) C. FABRIC GROUP MINIMUM. (Please be realistic our orders never very large but we will do our best to give you good orders all the time) D. MINIMUM QUANTITY PER STYLE. (I need to know what is the smallest quantity you can make in a style, for example, we may have three styles in a fabric group, one has sold very well so we order 1,000 units, the second style has sold average so we will order 500 units and the last has sold poorly so we want to know what the smallest qty that you are happy to make for example 200 units) 3. Following is a list of information I need for each fabric group. Please study
each group carefully and send the fabric information in the same format as the example below. Fabric Group:COTTON SPANDEX TWILL Styles Numbers:T5W2244102 T5W2457102 T5W2726102 Construction:WOVEN 125X50 20X20+40D Composition 98%COTTON 2%SPANDEX Finish:REACTIVE DYED AND PRINTED Width:48/50" Weight (g/m2):210 Weight (oz/yd2):5.2 I look forward to your reply. Best regards, George Petheriotis Production Logistics Manager Sample 2 is a specific enquiry,directly asking for specific information.Both parties are quite familiar with each other and have a certain history of trade. Therefore,the language used is more casual and informal.The salutation is more specific,the complimentary close is less formal,and even some short forms like “ASAP”can be used. Sample 3 A Firm Offer for Vacuum Cleaner Dear sirs, Referring to your letter of September 12 enquiring for our vacuum cleaner,we are offering you 32,000 "Bright Moon"Brand vacuum cleaners,at USD 22 per piece CIF Vancouver for shipment in November,2009.Payment is to be made by an irrevocable, confirmed L/C payable by draft at sight.The offer is firm,subject to your reply to us within 5 days. The illustrated catalogues enclosed will show you exactly sizes and designs of our goods.In view of our long and friendly relations,the price we have quoted you is already the most favorable price and no counter-offer will be entertained. Your immediate confirmation of our offer is anticipated. Yours faithfully, >
7 each group carefully and send the fabric information in the same format as the example below. Fabric Group: COTTON SPANDEX TWILL Styles Numbers: T5W2244102 / T5W2457102 / T5W2726102 Construction: WOVEN 125X50 20X20+40D Composition 98% COTTON 2% SPANDEX Finish: REACTIVE DYED AND PRINTED Width: 48/50" Weight (g/m2): 210 Weight (oz/yd2): 5.2 I look forward to your reply. Best regards, George Petheriotis Production & Logistics Manager Sample 2 is a specific enquiry, directly asking for specific information. Both parties are quite familiar with each other and have a certain history of trade. Therefore, the language used is more casual and informal. The salutation is more specific, the complimentary close is less formal, and even some short forms like “ASAP” can be used. Sample 3 A Firm Offer for Vacuum Cleaner Dear sirs, Referring to your letter of September 12 enquiring for our vacuum cleaner, we are offering you 32,000 “Bright Moon” Brand vacuum cleaners, at USD 22 per piece CIF Vancouver for shipment in November, 2009. Payment is to be made by an irrevocable, confirmed L/C payable by draft at sight. The offer is firm, subject to your reply to us within 5 days. The illustrated catalogues enclosed will show you exactly sizes and designs of our goods. In view of our long and friendly relations, the price we have quoted you is already the most favorable price and no counter-offer will be entertained. Your immediate confirmation of our offer is anticipated. Yours faithfully, …
Sample 3 is a firm offer.The writer specifies not only the brand name,quantity, unit price,delivery date and terms of payment,but also the validity of the offer. At the end of the letter,the offerer told the enquirer that he had quoted the most favorable price and would not accept any counter-offer. Sample 4 A Nonfirm Offer for Teacups and Teapots Xin Chao Imp.Exp.Company 12/F Foreign Trade Building Hanzhong Road,Nanjing,210064 P.R.China 10Jan.2010 Walker Preece Co.,Ltd. 4 Wimble Road Birmingham B16 6PE UK Dear Mr.White, Thank you for your enquiry dated 8 January for teacups and teapots.We are pleased to quote as follows: Teacups:USD 1,200 per hundred Tea saucers:USD 1,000 per hundred Teapots (2-pint):USD 15 per piece (The prices quoted include packing and delivery.) We will allow you a discount of 20%if the order exceeds 100 items (100 inclusive). We require payment by irrevocable sight Letter of Credit,and we can guarantee delivery within 15 days after we receive the L/C. Please contact us if you need any further information. We look forward to receiving your order. Yours sincerely, Kevin Chou Sample 4 is a nonfirm offer in reply to an enquiry.In the letter,the seller quoted the prices of teacups,teasaucers and teapots respectively,indicated the terms of payment required and mentioned the possible special offer,but the validity of the offer was not specified. IV.Useful Expressions and Structures
8 Sample 3 is a firm offer. The writer specifies not only the brand name, quantity, unit price, delivery date and terms of payment, but also the validity of the offer. At the end of the letter, the offerer told the enquirer that he had quoted the most favorable price and would not accept any counter-offer. Sample 4 A Nonfirm Offer for Teacups and Teapots Xin Chao Imp. / Exp. Company 12/F Foreign Trade Building Hanzhong Road, Nanjing, 210064 P. R. China 10 Jan. 2010 Walker & Preece Co. , Ltd. 4 Wimble Road Birmingham B16 6PE UK Dear Mr. White, Thank you for your enquiry dated 8 January for teacups and teapots. We are pleased to quote as follows: Teacups: USD 1,200 per hundred Tea saucers: USD 1,000 per hundred Teapots (2-pint): USD 15 per piece (The prices quoted include packing and delivery.) We will allow you a discount of 20% if the order exceeds 100 items (100 inclusive). We require payment by irrevocable sight Letter of Credit, and we can guarantee delivery within 15 days after we receive the L/C. Please contact us if you need any further information. We look forward to receiving your order. Yours sincerely, Kevin Chou Sample 4 is a nonfirm offer in reply to an enquiry. In the letter, the seller quoted the prices of teacups, teasaucers and teapots respectively, indicated the terms of payment required and mentioned the possible special offer, but the validity of the offer was not specified. IV. Useful Expressions and Structures
1.Enquiry (1)State the source of information 1)With reference to your advertisement in Business World,August 12,could you please send us a copy of your latest catalogue? 兹就贵公司在8月12日《商业世界》上刊登的广告，可否惠寄我方一份贵公司最新的 商品目录？ 2)Having obtained your address from our agent in the Holland,we are writing to enquire about the varieties and prices of your products. 我们从我方在荷兰代理人处得悉你们的地址，现特去函询问贵公司产品的品种及价格。 (2)Show interest in products 1)We take an interest in various kinds of Men's Shirts. 我们对各种男衬衫感兴趣。 2)We are interested in the electronic energy saving lamps. 我们对电子节能灯感兴趣。 3)Your textiles are of interest to us. 我们对你们的纺织品感兴趣。 (3)Ask for relevant materials 1)We shall be glad if you will send us your samples. 若贵公司能寄给我们样品，我们将非常高兴。 2)We shall appreciate it if you could let us have your brochure. 若贵公司能寄给我们小册子，我们将不胜感激。 3)It will be appreciated if you could send us your latest catalogues. 若贵公司能寄来最新目录，将不胜感激。 (4)Ask for quotations 1)We shall appreciate it if you could make us the best offer for your Children's bicycles on CIF New York basis. 若能报给我们贵公司儿童自行车纽约到岸价的最低价，将不胜感激。 2)Can you make an offer,C&F London,at your earliest convenience? 您能尽快报一个伦敦港成本加运费价格吗？ 3)Would you please quote us your best price FOB Dalian for 1,000 pieces of leather jacket? 请报一千件皮夹克的最好大连船上交货价。 (5)Other requirements 1)We have to draw your attention to the point that we will place substantial orders with you if your price is competitive. 我们得请您注意：若贵公司所报价格具有竞争力，我们将大宗订购
9 1. Enquiry (1) State the source of information 1) With reference to your advertisement in Business World, August 12, could you please send us a copy of your latest catalogue? 兹就贵公司在 8 月 12 日《商业世界》上刊登的广告，可否惠寄我方一份贵公司最新的 商品目录？ 2) Having obtained your address from our agent in the Holland, we are writing to enquire about the varieties and prices of your products. 我们从我方在荷兰代理人处得悉你们的地址，现特去函询问贵公司产品的品种及价格。 (2) Show interest in products 1) We take an interest in various kinds of Men's Shirts. 我们对各种男衬衫感兴趣。 2) We are interested in the electronic energy saving lamps. 我们对电子节能灯感兴趣。 3) Your textiles are of interest to us. 我们对你们的纺织品感兴趣。 (3) Ask for relevant materials 1) We shall be glad if you will send us your samples. 若贵公司能寄给我们样品，我们将非常高兴。 2) We shall appreciate it if you could let us have your brochure. 若贵公司能寄给我们小册子，我们将不胜感激。 3) It will be appreciated if you could send us your latest catalogues. 若贵公司能寄来最新目录，将不胜感激。 (4) Ask for quotations 1) We shall appreciate it if you could make us the best offer for your Children's bicycles on CIF New York basis. 若能报给我们贵公司儿童自行车纽约到岸价的最低价，将不胜感激。 2) Can you make an offer, C & F London, at your earliest convenience? 您能尽快报一个伦敦港成本加运费价格吗？ 3) Would you please quote us your best price FOB Dalian for 1,000 pieces of leather jacket? 请报一千件皮夹克的最好大连船上交货价。 (5) Other requirements 1) We have to draw your attention to the point that we will place substantial orders with you if your price is competitive. 我们得请您注意：若贵公司所报价格具有竞争力，我们将大宗订购
2)How about the supply position of Item No.6?I'd like to know whether you could supply from stock. 6号商品的供货情况如何？我想知道贵公司能否提供现货。 2.Offer (1)Expressing thanks for the enquiry 1)Thank you for your enquiry dated March 18 and your interest in our products. 谢谢你方3月18日的询价及对我们公司产品感兴趣。 2)Thank you for your letter of September 1 enquiring for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 (2)Emphasizing the strength of your company 1)You'1l see that our offer compares favorably with the quotations you can get elsewhere. 您会发现我们的报价比别处要便宜。 2)We are known for our high-quality products,reasonable prices and reliable services. 我们是以优质产品、合理价格及可靠服务而出名的。 (3)Talking about prices 1)Our offer is (kept)valid/good/available/open/firm/effective for 3 days. 我们的报盘三天有效。 2)We make you the following offer,subject to your reply reaching here within 3 days. 我们做出如下报盘，以你方答复在3日内到达此地为有效。 (4)Talking about payment terms 1)Payment is to be made by irrevocable L/C at sight to be opened in our favor. 以不可撤销即期信用证付款，并以我方为受益人。 2)We require payment by irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. 我们要求以不可撤销信用证凭即期汇票支付，在装运前30天开出。 (5)Ending the letter 1)We look forward to having the opportunity to do business with you. 我们期盼有机会能与贵公司做生意。 2)Please contact us if we can be of any further help to you. 如需我们提供进一步的帮助，请跟我们联系。 New Words and Phrases 0
10 2) How about the supply position of Item No.6? I’d like to know whether you could supply from stock. 6 号商品的供货情况如何？我想知道贵公司能否提供现货。 2. Offer (1) Expressing thanks for the enquiry 1) Thank you for your enquiry dated March 18 and your interest in our products. 谢谢你方 3 月 18 日的询价及对我们公司产品感兴趣。 2) Thank you for your letter of September 1 enquiring for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 (2) Emphasizing the strength of your company 1) You’ll see that our offer compares favorably with the quotations you can get elsewhere. 您会发现我们的报价比别处要便宜。 2) We are known for our high-quality products, reasonable prices and reliable services. 我们是以优质产品、合理价格及可靠服务而出名的。 (3) Talking about prices 1) Our offer is (kept) valid/good/available/open/firm/effective for 3 days. 我们的报盘三天有效。 2) We make you the following offer, subject to your reply reaching here within 3 days. 我们做出如下报盘，以你方答复在 3 日内到达此地为有效。 (4) Talking about payment terms 1) Payment is to be made by irrevocable L/C at sight to be opened in our favor. 以不可撤销即期信用证付款，并以我方为受益人。 2) We require payment by irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. 我们要求以不可撤销信用证凭即期汇票支付，在装运前 30 天开出。 (5) Ending the letter 1) We look forward to having the opportunity to do business with you. 我们期盼有机会能与贵公司做生意。 2) Please contact us if we can be of any further help to you. 如需我们提供进一步的帮助，请跟我们联系。 New Words and Phrases