天津科技大学：国际贸易务实（双语）_Chapter 7 合同的商订和履行 Business Negotiation and Implementation（狄琳娜）

negotiation and7plementatiov of the contact 合同的商订和履行 ◎灭串斜技大等。 Tianjin University of Science Technology

Negotiation and Implementation of the Contact 合同的商订和履行

交易磋商程荐拉 询盘 还盘 Inquiry counter offer 授课教师狄琳 发盘 offer 接受 acceptance

授 课 教 师 狄 琳 娜 交易磋商程序 询盘 inquiry 发盘 offer 还盘 counter offer 接受 acceptance

⑥灭串科婆晶 418a 4.1.1 What is Enquiry? An enquiry is an overseas buyer to seller, inquiring about the terms or conditions of a sale 授课教师狄琳 Dow sarge

授 课 教 师 狄 琳 娜 4.1 Enquiry  4.1.1 What is Enquiry?  An enquiry is an overseas buyer to seller, inquiring about the terms or conditions of a sale

⑥天串科技大婴潘 4.1 2How to Ewguiuy electively A first enquiry a letter sent to a supplier with whom you have not previously done business should include a brief mention of how you obtained your potential suppliers name some indication of the demand in your area 授 for the goods which the supplier deal in 教■ c)Details of what you would like your 师 prospective supplier to send you, such as 狄 catalogue, a price list, discounts, methods of payment, delivery time, where appropriate samples

授 课 教 师 狄 琳 娜 4.1.2 How to Enquiry Effectively  A first enquiry– a letter sent to a supplier with whom you have not previously done business should include:  a) brief mention of how you obtained your potential supplier’s name.  b)some indication of the demand in your area for the goods which the supplier deal in.  c)Details of what you would like your prospective supplier to send you ,such as catalogue, a price list, discounts, methods of payment, delivery time,where appropriate, samples

⑥天串科抗大等。遇 d) closing sentence to round off the enquiry a Hereby are two models of the first enquiries 授课教师狄琳 Notebooks 8 Desktop

授 课 教 师 狄 琳 娜  d)A closing sentence to round off the enquiry.  Hereby are two models of the first enquiries:

Dear sirs Ne have heard from the british Embassy in Paris that you are producing for export hand-made shoes and gloves in natural materials There is a steady demand in France for high-quality goods of this type Sale are not high, but a good price can be obtained for fashionable designs 授课教师狄琳 Will you please send us your catalogue and full details of your export prices and terms of payment, together with samples of leathers used in your articles and if possible, specimens of some of the articles themselves? We are looking forward to hearing from you yours fatefully

授 课 教 师 狄 琳 娜 Model 1:from a french importer of fashion goods to a British exporter  Dear Sirs: We have heard from the British Embassy in Paris that you are producing for export hand-made shoes and gloves in natural materials. There is a steady demand in France for high-quality goods of this type.Sale are not high,but a good price can be obtained for fashionable designs. Will you please send us your catalogue and full details of your export prices and terms of payment, together with samples of leathers used in your articles and, if possible, specimens of some of the articles themselves? We are looking forward to hearing from you. yours fathfully

madel 2 Zno an Austalian engireering concern ta Dear sirs We have seen your advertisement in the Metal Worker and would be grateful if you would kindly send us details of your aluminum fittings Please quote us for the supply of the items listed on the enclosed enquiry form, giving your price CIF Melbourne. Will you please also indicate delivery times, ma( s your terms of payment, and details of discounts for regul purchases and large orders 课 Our annual requirements for metal fittings are 教 considerable, and we may be able to place substantial 师 ders with you if your prices are competitive and your 火 deliveries prompt. k We look forward to receiving your quotation Yours faithfully

授 课 教 师 狄 琳 娜 Model 2:From an Australian engineering concern to a British supplier  Dear sirs, We have seen your advertisement in the Metal Worker, and would be grateful if you would kindly send us details of your aluminum fittings. Please quote us for the supply of the items listed on the enclosed enquiry form, giving your price CIF Melbourne.Will you please also indicate delivery times, your terms of payment, and details of discounts for regular purchases and large orders. Our annual requirements for metal fittings are considerable, and we may be able to place substantial orders with you if your prices are competitive and your deliveries prompt. We look forward to receiving your quotation. Yours faithfully

⑥天串科技大婴潘 4. 1.3 Hau ta reply o maule a The reply will generally include Thank the writer of the letter of enquiry for the letter in question a Supply all the information requested, and refer both to enclosures and to samples, catalogues and other items being sent by separate post *a Provide additional information, not specifically 课 requested by the customer, so long as it is 教 relevant 师 狄 a Conclude with one or two lines encouraging the 琳 customer to place orders and assuring them of good service

授 课 教 师 狄 琳 娜 4.1.3 How to Reply Enquiries Effectively  The reply will generally include:  Thank the writer of the letter of enquiry for the letter in question.  Supply all the information requested, and refer both to enclosures and to samples, catalogues and other items being sent by separate post.  Provide additional information, not specifically requested by the customer, so long as it is relevant.  Conclude with one or two lines encouraging the customer to place orders and assuring them of good service

Dear sirs We thank you for your enquiry of october 12, and appreciate your interest in our products Details of our export prices and terms of payment are enclosed, and we have arranged for a copy of our catalogue to be sent to you today Our representative for europe Mr J. Needham will be in paris from the 24th to the 30th of this month and we have asked him to make an appointment to visit you during this peroid. He will have him a full range of samples of our hand-made lines, and is authorized to 课教师狄琳 discuss the terms of an order with you or to negotiate a contract We think our articles will be just what you want for fashionable trade, and look forward to the opportunity of doing business with you yours fatefully

授 课 教 师 狄 琳 娜 Model of reply:  Dear Sirs, We thank you for your enquiry of October 12, and appreciate your interest in our products. Details of our export prices and terms of payment are enclosed, and we have arranged for a copy of our catalogue to be sent to you today. Our representative for Europe, Mr .J.Needham, will be in Paris from the 24th to the 30th of this month, and we have asked him to make an appointment to visit you during this peroid.He will have him a full range of samples of our hand-made lines,and is authorized to discuss the terms of an order with you or to negotiate a contract. We think our articles will be just what you want for fashionable trade, and look forward to the opportunity of doing business with you. yours fathfully

⑥灭串科婆晶 二、发盘(O06n) ■发盘,又称发价,是指交易的一方向另一方提出一 定交易条件,并愿意按照提出的交易条件达成买卖 该项货物的交易,签订合同的一种口头或书面的表 示。《联合国国际货物销售合同公约》(以下简称 《公约》)第Ⅳ4条对发盘的定以为:“向一个或一 个以上持定的人提出的订立合同的建议,如累十分 投确定并且表明发盘人在得到接受时承受约束的意旨 课教师狄琳 即拘成发盘。一个建议如果写明货物并且明示或暗 示地親定数量和价格或舰定如何确定数量和价格 即为十分确定

授 课 教 师 狄 琳 娜 二、发盘（Offer）  发盘，又称发价，是指交易的一方向另一方提出一 定交易条件，并愿意按照提出的交易条件达成买卖 该项货物的交易，签订合同的一种口头或书面的表 示。《联合国国际货物销售合同公约》（以下简称 《公约》）第14 条对发盘的定义为： “向一个或一 个以上特定的人提出的订立合同的建议，如果十分 确定并且表明发盘人在得到接受时承受约束的意旨， 即构成发盘。一个建议如果写明货物并且明示或暗 示地规定数量和价格或规定如何确定数量和价格， 即为十分确定。