LOGO 世纪商务英语阅读教程（专业篇Ⅰ）DUTP 商务英语

UNIT 5UNIT 5

Enquiries & Offers

Additional Expressions4

1 Reading2

Listen & Talk11

Case Study3

Contents

Listen & Talk

Listening

Role Play

Dialogue

Mr. Smith is inquiring about the quality, price of samples after visiting the show room.Smith: I’m here to do some market survey, obtain samples and place some orders if possible.Wang: We have some samples in our showroom. Would you like to have a look first?Smith: Yes, I’d like to. Wang: This way, please.(After visiting the showroom)Smith: Thank you. As a matter of fact, I’m particularly interested in your silk blouses. Will you give me an introduction of them?Wang: As you see, they are rich-looking and beautiful. And they sell well in the world market.Smith: Would you accept our orders according to our designs and patterns?Wang: Yes, if the order is a sizable one.Smith: Could you tell me the price?Wang: Here’s our latest price list. The prices are FOB Tianjin. And they are subject to our final confirmation.Smith: I see. I’ll come back to discuss it to some details after I studied your price list.Wang: All right. If you have any questions, please feel free to contact me anytime.

Listen and Talk

Dialogue One An Enquiry

Brown: Ms Li, I’m anxious to know about your offer.Li: Well, we’ve been holding it for you, Mr. Brown. Here it is, 1000 cases of Green Tea, at $22 per kilogram, CIF Vancouver. Shipment will be in August.Brown: I’m afraid your price is too high. It will be difficult for us to make any sales.Li: I’m rather surprised to hear you say that, Mr. Brown. You know the price of green tea has gone up since last year. Ours compares favourably with what you might get elsewhere.Brown: I’m afraid I can’t agree with you. India has just come into the market with a lover price.Li: Well, everybody in the tea trade knows that China’s green tea is of top quality. Considering the quality, I should say the price is reasonable.Brown: No doubt yours if of high quality, but still, there is keen competition in the market. I understand some countries are lowering their prices.Li: So far our tea has stood the competition well. Other clients keep on buying from us, and few other teas can compare with ours either for flavour or colour. Brown: But I believe we’ll have a hard time convincing our clients at your price.Li: To be frank with you, if it were not for our good relations, we wouldn’t consider making you a firm offer at this price.Brown: All right. In order to get the business done, I accept it.Li: I’m glad that we’ve settled the price.

Listen and Talk

Dialogue Two An Offer

A: Welcome to our company. Please have a seat. B: Thanks. . A: Yes. We have of the goods.B: Would you please ? If your price is , I can place the order.A: It depends on . Our is 90 dollars per metric ton.B: Your is worth considering. When would be if I place an order for the goods?A: , we can ship the goods in July.B: Thank you for your help.A ： It’s my pleasure.

Listening

Dialogue 1 An Enquiry

I’d like to know if Article B259 is available a large stock

give me a quotation favorable

the quantity you request average price

quotation the earliest delivery date

If you place your order with us in a week or so

Dialogue 2 An Offer

A: . Would you please let us know about your price?B: But could you give us a rough idea of ? You know, the price varies according to the quantity.A: Let’s say, 800 sets.B: In that case, . You will find our price is most competitive. A: What are your ?B: By at sight.A: Then could you tell me the earliest possible ?B: Within one month after your letter of credit reaches us.A: Is your offer or ?B: Our offer is a firm offer and for 3 days.A: Well, thank you for your offer. After I think it over, I’ll give you a phone call tomorrow.B: All right. A: I hope so. Good-bye!B: Good-bye!

We are interested in your electronic bicycle

the quantity you require

our offer is US$ 200 per set, FOB Shanghai.

terms of payment letter of credit

time of shipment

firm without engagement remains good

I hope we can do business together and looking forward to seeing you again.

Listening

Role Play

Mr. White wants to buy walnut meat from Shandong

Native produce Imp. & Exp. Corporation. Mr. Zhang,

sales manager of the corporation meets him.

Practice 1

Practice 2

Make your American clients an offer for fancy silks.

Reading

perceive On entering his house, we at once ~d him to be a man of taste. 一进他的房子，立刻感觉到他是个高雅的人。rapport be in ~ with, in close relationship or sympathy with 与 ... 关系密切或融洽priority 售卖所得将按优先顺序分配。 The proceeds of the sale (eg of the property of a bankrupt) will be distributed according to ~.perception （正式用语）感觉，知觉 ; 了解，领悟力，理解力perceptive adj. 有悟性的，有理解力的，与感觉有关的 perceptible adj. 显而易见的，可察觉的utterance 清晰（有缺陷，很快）的语调 a clear/defective/very rapid utteranceambiguity 让我们把这一段中意义含糊的辞句解说明白。 Let’s clear up the ~ in this paragraph.degenerate He denied that the young men of today were degenerating, eg that they were becoming less hard-working, less intelligent, less honest, than those of earlier times. 他否认这一代的年轻人不如上一代 ( 努力、聪明、诚实 ) 。bluff ~ sb into doing sth (lead sb to do sth or believe sth by deceiving him) They were ~ed into supposing we were ill prepared. 他们受骗以为我们没有好好准备。exaggerate He has an ~d sense of his own importance. 他过于自大（自视过高）。You ~ the difficulties. 你夸大了那些困难。

Words & Expressions

Exercises

请报给我们 5 公吨核桃仁 FOB 上海价。

我们对你方的电视机很感兴趣，愿知每台价格是多少。

如能供应两千吨玉米，请告知条件和每吨的价格。

我们接到你方 5 月 16 日对花生的询价单。

根据市场行情，我方报价如下：200 公吨钢板，欧洲主要口岸 CIF 价，每公吨 3000 美元， 10 月船期。

上述报盘以我方最终确认为准。 我们已另邮寄给你方样品和两份

商品目录。 由于此项商品需求量很大，请尽

快回复。

Please quote us for 5 metric tons of walnut meat FOB Shanghai.

We are interested in your TV sets, and we’d like to know what the price for each set is.

Should you be able to supply 2,000 tons of corn, please let us have your trade terms.

We have received your enquiry of May 16th for our peanuts.

In view of the market condition, we are offering as follows ： 200 metric tons of steel plate at USD3000 per metric ton CIF Europe Main Ports for shipment in October.

The above offer is subject to our final confirmation.

We have sent you sample and two copies of catalogue.

As the goods are in heavy demand, please reply the soonest possible.

Translate the following sentences into English.

Exercises

As soon as we receive your specific enquiry, we shall quote you our most favorable price CIF Rotterdam.

If your quotation is competitive, We shall place large orders for men’s shoes.

We can see no indications that the prices of raw materials will rise.

We are informed that you are in the market for woolen mixed blanket.

As regards Walnut meat, we would inform you that the few parcels we have at present are under offer elsewhere.

As soon as we have fresh supplies available, we will make you an offer.

We shall appriciate your attention and reply to our enquiry.

This offer will be kept open till the end of this month.

一收到贵方的具体询盘，我们将立即给你报最优惠的CIF 鹿特丹价。

如果贵方报价具有竞争力，我们将大量订购男士皮鞋。

没有迹象表明原材料价格将上涨。

我们了解到贵方有意购买混纺毛毯。

关于核桃仁，我们手头仅有的几批货正在向别处报盘。

一旦我方获得新的供货，将立即向贵方报盘。

非常感谢我方询盘得到贵方办复。

本报盘将保留于月底有效。

Translate the following sentences into Chinese.

Case Study

Dear Sirs, We are glad to inform you that

we are interested in hand-made gloves of genuine leather. There is a steady demand here for gloves of high quality and good prices can be obtained.

Will you please send us a copy of your catalogue for gloves, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of the genuine leather gloves.

Yours faithfully

Practice: Make a reply to the letter with the following points: Indicating the detailed

prices and terms of payment;

a copy of catalogue has been enclosed as requested;

Sample of various leather gloves will be sent under separate cover.

Case Study

Dear Sirs,

We are in receipt of your letter of May 10th and airmailing you one catalogue and sample book for our printed shirting under separate cover.

In order to start a concrete transaction between us, we take pleasure in making you a special offer as follows, which is subject to our final confirmation.

Art. No. Printed Shirting 8259 Specifications: 35×36×42 yds Quantity: 12,000 yards Packing: in bales Price: US$... per yard FOB Tianjin Shipment: in 3 equal monthly lots, beginning from June, 2008 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opene

d 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,

Listening Comprehension

1. Our buyers asked for your price list or catalogue. 2. Prices quoted should include insurance and freight to Vancouver.

3. I would like to have your lowest quotations C.I.F. Vancouver. 4. Will you please send us your catalogue together with a detailed offer? 5. We would appreciate your sending us the latest sam ples with their best prices. 6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices. 7. Will you please inform us of the prices at which you can supply?

8. If your prices are reasonable, we may place a large order with you. 9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you. 10. As there is a growing demand for this article, we have to ask you for a special discount.

11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order. 12. Please quote your lowest price CIF Seattle for each of the follow- ing items, including our 5% commission. 13. Please keep us informed of the latest quotation for the following items. 14. Mr. Smith is making an inquiry for green tea. 15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month? 16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. 17. Please quote us your price for 100 units of Item 6 in your catalog. 18. Those items are in the greatest demand in foreign markets. 19. Would you please quote me your prices for the goods? 20. We have quoted this price based on careful calculations.

Listening Comprehension

A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card. B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department. A: Nice to see you, Mrs. Anderson. B: Nice to see you too, Mr. Brown. Won’t you sit down? A: Thank you. B: What would you like, tea or coffee? A: I’d prefer coffee if you don’t mind. B: Is it your first trip to the Fair, Mr. Brown? A: No, it’s the fourth time.

B: Good. Is there anything you find changed about the Fair? A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before. B: Really, Mr. Brown? Did you find anything interesting? A: Oh, yes. Quite a bit. But we are especially interested in your products. B: We are glad to hear that. What items are you particularly inter - ested in? A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price? B: All right.

A: I’m glad to have the opportunity of visiting your corporation. I hope to conclude some substantial business with you. B: It’s a great pleasure to meet you, Mr. Brown. I believe you have seen our exhibits in the showroom. May I know what particular items you’re interested inA: I’m interested in your hardware. I’ve seen the exhibits and studied your catalogues. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I’d like to have your lowest quotations, C.I.F. Vancouver.

B: Thank you for your inquiry. Would you tell us the quantity you require so that we can work out the offers? A: I’ll do that. Meanwhile, could you give me an indication of price? B: Here are our F.O.B. price lists. All the prices in the lists are subject to our confirmation. A: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It’s the general practice. B: As a rule we don’t allow any commission. But if the order is a substantial one, we’ll consider it. A: You see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even two or three percent would help. B: That’s something we can discuss later.

Listening Comprehension

A: When can I have your firm C.I.F. prices, that is to say, the final offer, Mr. London? B: We’ll have them worked out by this evening and let you have them tomorrow morning. Would you be free to come by then? A: Yes. I’ll be here tomorrow morning at 10.B: Perfect. Our offer remains open for 3 days. A: I don’t need that long to make up my mind. If your prices are agreeable and if I can get the commission I want, I can place the order right away. B: I’m sure you’ll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven’t changed much.A: I’m glad to hear that. As I’ve just said, I hope to conclude some substantial business with you. B: We shall be very pleased. Is there anything else I can do for you, Mrs. Anderson?A: I’m buying for chain department stores in Canada. They are also interested in Egyptian carpets. Could you introduce me to the person in charge of this line? B: Certainly, I’ll make an appointment for you with Mr. Jordan of the Egypt National Native Produce and Animal By-products Import and Export Corporation. A: Thank you very much.

Words and Expressions promising 有希望的，有前途的initial 最初的 a long- term contract 长期合同grant 批准，给予substantial 数量大的，大量的subject to our confirmation 以我方确认为准covering 有关的chain department store 连锁百货店 receipt 收到；收据 a ready market 市场畅销 do business on a commission basis

做有佣金的买卖 price sheet / price list 价格单 as a rule 通常，一般来说 C.I.F Vancouver 温哥华到岸价quotation 报价，标价enquiry 询价showroom 展示厅，陈列室hardware 五金制品 There’s no indication of price. 没有标明价格commission 佣金sales literature 销售说明书 specification 规格 F.O.B. prices 离岸价，船上交货价 firm offer 实盘

LOGO 世纪商务英语阅读教程（专业篇Ⅰ）DUTP 商务英语

Thank you!Thank you!