授课计划
课程名称：外贸英语函电 授课时间：×××× 编号：西游之女儿国篇2-3
教师姓名 | ××× | 授课班级 | ××× |
授课形式 | 讲授与讨论 | 课 时 | 3 |
授课项目 学习任务 | 椰子煲鸡Part 2 交易的准备、磋商与合同的签订 Unit 3 Offer |
教学目标 | 1. Understand the difference between firm offer and non-firm offer and grasp their relative expressions 2. Be familiar with the terms & conditions involved in an offer 3. Be able to make an offer |
教学重点 | 1. The main content of a letter of offer. 2. The uful patterns of the letter. |
教学难点 | Understand the difference between firm offer and non-firm offer and grasp their relative expressions |
教学场所及教具 | 教学场所：教室，尽量让学生分小组坐； 教具：黑板、粉笔、课件、多媒体投影、白纸（大张）、马克笔、胶带 |
教学方法 | 主要是激励与引导学生分组讨论，并将讨论结果用马克笔写在大张白纸上， 分组展示及总结。辅以讲授及案例讨论的方法。 |
课内外 婴儿肌肤作业 | 教材配套练习 |
写奶奶的作文 | | | |
教学过程及主要内容
【教学导入】 发盘是进行交易磋商的最基本步骤之一。 【课程具体内容】 一、发盘的主要内容 二、写作步骤 三、范文赏析 四、常用的词汇及句子 【课堂小结】 【作业布置】 |
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课程讲义
Unit 3 Offer
一、Warming up知识准备
发盘的主要特点与基本类型
二、刘禹辰Main Content 主要内容
1. An expression of thanks for the enquiry, if any;
2. Descriptions of goods: name of commodity, specification, quality, quantity, unit price and trade term, discount and terms of payment, etc.;
3. Packing and time of shipment, port of loading, port of destination, etc.; （包装，装运时间，装卸港）
4. The period for which the offer remains valid; （有效期）
5. The intention/desire of concluding a transaction (if not, then a non-firm offer) .
三、Writing Guide 写作步骤
Step 1. To express your thankfulness for the enquiry, if any; or to make an offer directly. (感谢对方询盘或直接发盘)
Step 2. State the trade terms and the validity.
(列明交易条件, 说明发盘的性质及有效期)
Step 3. To express your intention/desire of concluding a transaction.
(表达订立合同的愿望，或盼望收到对方订单、还盘或答复)
四、Specimen Letters 范文赏析（见教材）
五、拓展练习 （见教材）
六、常用词句总汇
Ⅰ. How to start---如何开头语
1. Referring to your letter of xxx enquiring for our …, we now offer挖肉补疮 you firm.
2. We confirm having received your enquiry of xxx for our …
3. In compliance with your request, we are making you an offer as follows, subject to our
final confirmation.
4. We are in receipt of your letter dated xxx informing us that you are in the market for……
5. As requested in your letter of xxx, we are making you the following offer.
6. Thank you for your inquiry of xxx for the captioned goods.
Ⅱ. Offer---报盘
报盘有效期表示法
1. This offer is firm, subject to your reply reaching here within 7 days.
2. We offer you firm the following subject to your reply reaching us before ……
3. We are making you the firm offer, subject to your acceptance within 3 days.
4. This offer will remain effective /valid /firm/open/ till…
5. We will keep the offer open until…
6. This offer is valid only for 5 days counting from today.
Non-firm offer团队销售虚盘常用表达方式
⑴ is subject to our final confirmation以我方最后确认为准
⑵ is without engagement 无约束力
1.This offer + ⑶ is subject to the goods being/ remaining unsold upon receipt of your order. 以货物尚未售出为准
⑷ is subject to prior sale. 以先售为准
2. Our quotation may change without notice.
3. We are making you an offer as follows without engagement.
4. We are enclosing our Proforma Invoice No. H-2321 in 3 copies, covering ……
Contents 具体内容
1. The price quoted is net without commission.
2. We now offer you firm for ……, at USD xxx per piece, CIF Liverpool, inclusive of your 3% commission. Shipment is to be made during ……. Payment is to be effected by irrevocable L/C at sight.
3. As requested, we submit you an offer for 10000 tins of boiled asparagus at EUR xxx per tin CIF Rotterdam for shipment in July, 2013.
III. Sending Sample and Catalogues 寄送样品及目录
1. We have airmailed you this morning some samples and our latest illustrated catalogues, showing exactly the quality, workmanship and the designs of our products.
2. We are nding you herewith 5 copies of our latest sample books for your reference.
3. We are nding you, under parate cover, some latest catalogues, samples and
brochures of our products for your reference.
4. Sample books and catalogues will be nt upon request.
IV. How to promote sales---促使成交
嘉兴秀水高级中学
1. It is in view of our long friendly business relationship that we have made you the most favorable price.
2. This is our favorable offer, which you can not obtain elwhere.
3. This is the best offer we can make and we believe that none of our competitors can equal the terms.
4. We hope you will find our quotation satisfactory and look forward to receiving your order.
