发布时间 : 星期一 文章商务英语函电讲稿更新完毕开始阅读
阅读给定材料 2分钟 Dear Sirs,
We thank you for your fax offer of 1st June for 25,000 yards of rayon/woolen mixed fabric and 23,000 yards of dyed cotton shirting.
We immediately contacted our customers and they showed a great interest because there is a growing demand for cotton textiles. The prices you quoted, however, are found too much on the high side. ABC Company, one of our customers, told us that they would possibly take up your entire stock of dyed cotton shirting, provided that the material is offered lower than 95p a yard. ABC is one of the leading garment manufacturers in our country, so there is a good chance of finalizing an order with them if the present price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market.
As for the rayon/woolen mixed fabric, our customers hold a fairly large stock at present because of large shipments recently received from Hong Kong. You will, however, receive orders from us soon because we are sure the recent brisk demand will deplete our stock before long.
In these circumstances, we are most anxious that you will do your utmost to reduce the price for dyed cotton shirting and we await your reply with great interest.
Yours faithfully,
Dear Sirs,
We have carefully studied your letter of 17th October. As our two firms have done business with each other for so many years, we should like to grant your request to lower the prices of our underwear. But there are difficulties. Our cost of raw materials has risen sharply in the past four months and to reduce prices by 15% you mention could not be done without considerably lowering our standards of quality. This is something we are not prepared to do. Instead of 15% reduction on underwear, we suggest a reduction of 8% on all lines on order for US$ 3,000 or more. On orders of this size we could manage to make the reduction without lowering our standards.
We hope you will agree to our counter-suggestion and look forward to receiving regular orders from you as in the past.
Yours faithfully,
? Main Points on counter-offer:
常见词汇 5-1 worth 1) adj.
a. 值??的，相当于??价值的
The Sales Contract was worth around $250 000. 这份销售合同约值25万美元。
b.值得??的，有??的价值的(后面可直接接名词或动名词)
We don’t agree with you that it is a mere trifle not worth bothering about. 你方认为那只是一件小事不值得担心，我们不同意。
We should say that this new product of ours is well worth your effort to promote. 我们认为我们的新产品很值得你方努力推销。
The order is too small to be worth the expense of opening an L/C for. 这笔订货太小，不值得花钱开信用证。 2) n.
a.价值，货币价值，物质价值
The actual worth of this parcel is well over $100 000. 这些货的实际价值大大超过10万元。
25
b.值一定金额的数量
Last year we shipped to you ￡800 000’s worth of chemicals. 去年我们给你方装运了价值80万英镑的化工商品。 辨析：worthless, valueless与priceless worthless 无价值的，无用的
valueless 无价值的，没用的，无效果的 priceless 无价的，极其贵重的 This contract is now worthless. 这份合同现在毫无价值了。 The necklace is valueless. 这条项链不值钱。
Control of the sea was a priceless asset to the union. 对联邦来说，对海的控制权是极宝贵的财富。
常见词汇5-2 account 1) n. 账目，账款，账户
We keep an account with the Bank of China in Beijing. 我们在北京中国银行开有账户。
a. for account of 为??，代??，受??委托
We hereby issue an irrevocable L/C in your favour for account of China Trading Co., Shanghai. 兹受上海中国贸易行的委托，开给你方不可撤销的信用证一份。 b. (to be)for sb’s account, for the account of sb. 由某人负担 The arbitration fees shall be for the account of the losing party. 仲裁费用须由败诉一方负担。 c. on account of 由于，因为
On account of lack of direct steamer, please allow transhipment in your L/C. 因为没有直达船，在你的信用证中请注明准许转船。
On account of difference in taste, your designs do not suit this market. 由于趣味不同，你的设计款式不适于此间市场。 d. to take?into account 考虑，重视
You should take into account not only the price but also the quality. 你应予以考虑的不仅是价格，而且还有质量。
e. on one′s own account 为自己的利益，自行负责
We buy this commodity for a friend of ours, not on our own account. 此商品是我们代朋友买的而非为自己。 f. not on any account 无论如何不
Not on any account shall the safe be opened without my express orders. 没有我明确的指示，无论如何不能打开保险箱。 有关account的常见短语
auditing of account 查账 capital account 资本账户 common account 共同账户
keeping current account 流水账的登记 running account 流水账 sales for account 赊账 accountancy 会计职业
26
accountancy firm 会计机构 accountancy law 会计法
accountancy section 会计科，核算科 accountancy service 会计业务 accountant 会计师，会计员 certified public accountant 注册会计师 chartered accountant (英)注册会计师 general accountant 总会计师
accounting 会计学，会计，核算
accounting period 会计年度，会计结算期 economic accounting 经济核算 managerial accounting 管理会计学 management accounting 管理会计 2) v.与 for 连用
a.说明(原因等)，是??的原因
It is impossible for us to account for the delay. 我们无法解释耽误的原因。 b.(指数量等)占??
Oil exports account for 30% of the total export bill. 石油出口额占出口总账单的30%。
? Supplements
1. Words 单词 worth, account
Expressions商业用语 come to business 成交 close a bargain
put the deal through
give one’s hands on bargain auditing of account 查账 capital account 资本账户 common account 共同账户 Phrases 短语
at one′s earliest convenience, in view of, see one′s way (clear) to do sth.(doing sth), for account of, on the account of, to make an exception of 2. Discriminations辨析
worthless, valueless与priceless cope with与deal with
3. Grammar Points 语法点 much as是复合从属连词，引导让步状语从句，表示“虽然很??” 。 此外，inasmuch as, insomuch as, in as much as, in so much as(分开写比较文诌诌的，不常用)均是复合从属连词，引导原因状语从句，表示“因为、由于、既然??”。
? Afterclass Exercise:
Suppose you are intend to buy 500-1000 reams of A4 poster paper. Before you place an order, you’d like to see some samples and know something about price, earliest delivery date and terms of payment.
27
You are requested to write ： (A) a letter of enquiry
(B) a letter of offer according to the given situation
QUOTATIONS, SALES LETTERS, FIRM OFFERS & COUNTER OFFERS 报价、推销信、实盘及还盘 Ⅰ. Quotations 报价
A quotation is a promise to supply goods on the terms stated. It, however, is not legally binding as a firm offer if the seller later decides not to sell. Specimen Letters 1. Quotation and Reply 报价及回复 (Quotation) Dear Sirs,
We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:
Commodity: \ Size: 74 × 84in Weight: 4lbs.
Colour: yellow, brown, green assortment Quantity: 1,000 pcs.
Price: US $40.00 per piece CIF Montreal Shipment: October
You are cordially invited to take advantage of this attractive offer. We are
anticipating a large order from the United States, and that will cause a sharp rise in price. We look forward to receiving your order. Yours faithfully, (Reply)
Dear Sirs,
(\
Thank you for your quotation of August 24 for 1,000 pieces of the captioned goods. We immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets. The prices you quoted, however, are found too much
28