外贸英语函电商务英语写作04.ppt

Unit Four Quotation, Sales Letters Offer and Counter-offer Main Contents Quotation and offer Offer definition; firm offer (features, contents); non-firm offer; specimen and explanation; useful expression Counter-offer definition; specimen and explanation; useful expression Counter-counter-offer definition; specimen and explanation; useful expression Effective Writing: Use common words 选词是写作中一个非常重要的部分。常用词汇一般都短小精悍，意义明确，易读易懂、和常用的词汇相对的是生僻词汇和一些罗嗦的短语。对比： Approximately about 关于 Initiate, commence begin开始 Duplicate copy 抄复，发送副本，复印 Determine decide决定 Accomplish, perform do 做 Terminate end 终止，结束 Endeavor try努力做 Utilize use使用，利用 Ineffectual useless无效的，无用的 Effective Writing: Be Positive 为了能在函电中达到积极向上的效果，主要有两个手段： 1.强调现在或将来是什么，不要强调现在或将来不是什么。 2.如有可能，避免是使用有消极意义的词汇。 如：I’m sorry we blundered on your order. We regret the inconvenience you’ve been caused by the broken mixer. 虽说作者的出发点是好的，是想真诚道歉，但是这些含有强烈否定意义的词，生动的提醒了读者以前发生的不幸事情，完全没有必要。若改写的话，效果不言则明： I want to apologize for the order we delivered. We’re truly sorry about the experience you had with your Keithman mixer. INTRODUCTION Quotations A quotation refers that buyers or sellers state some transaction terms about supplying goods to another party concerned. （报价或发价是指买方或卖方向对方提出的各项交易条件。）It is usually sent by the seller after the receipt of an enquiry. So，to some extent，we can say，a quotation is just equal to a reply to an enquiry. But sometimes a quotation can be sent voluntarily without an enquiry. A satisfactory quotation will include the following points: a. An expression of thanks for the enquiry (In the beginning) b. Details of prices, discounts and terms of payment c. A statement or clear indication of what the prices cover d. An undertaking as to date of delivery or time of shipment e. The period for which the quotation is va