P ractical

1. Practical Business Writing This course is designed to help you learn and apply the principles of written communication in business and professional contexts. Welcome Lectured by Satine Lee Guangzhou Open University

2. Objectives: UNIT 5 BUSINESS CONTACT/COMMUNICATION • Know how to make inquiries & offers • Understand how to make counter-offer & recounter-offers • Produce letters of business negotiations • Know how to place orders & sign contract Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 2 of 23

3. UNIT 5 BUSINESS CONTACT/ COMMUNICATION Task 1 Enquires & Offers 询盘与报盘 Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 3 of 23

4. Trade Terms – On Price Terms • FOB (Free on board): 离岸价（货物越过船舷前得所有费用和风险发货方承担） • CFR/C&F(Cost & Freight): 成本加运费（货物到目的港的一切费用，除保险外都由发货方承担） • CIF(Cost, insurance and freight): 到岸价（货物到目的港的一切费用，保险由发货方承担） Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 4 of 23

5. On Payment Terms • L/C (Letter of Credit): 信用证 • T/T (Telegraphic Transfer): 电汇 • D/A (Documents against Acceptance): 承兑交单 • D/P (Document against Payment): 付款交单 Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 5 of 23

6. On Shipment Terms • G.W (Gross Weight): 毛重 • N.W (Net Weight): 净重 • B/L (Bill of Lading): 提单 • ETA (Estimated Time of Arrival): 预计到达时间 • PO (Purchasing Order): 订单 Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 6 of 23

7. What is the inquiry & offer Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 7 of 23

8. Inquiry • An inquiry is a request forinformation • It is usually the importers that make inquiries • They invite a quotation or an offer for the goods they want or just ask for some general information about those goods • There are quite a few ways to make an inquiry, such as by telephone, through face-to-fact talk, letter, telegram or fax, and via MSM (even QQ) Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 8 of 24

9. Two Kinds of Inquiry A general inquiry（普通询盘） The buyer ask for general information he needs, such as a catalogue（目录）, a price list or quotation sheets（价目表或报价单）, a sample（样品）, an illustration（图片）, etc. Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 9 of 23

10. A specific inquiry（具体询盘） The buyer points to the products he wants, such as the name of the commodity（商品名称）, the specifications（规格）, the quantity（数量）, the unit price FOB or CIF（单价）, the time of shipment（装船期）, the terms of payment（支付方式）, etc. Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 10 of 23

11. CASE STUDIES Page 212 Sample 1 A General Enquiry for Plastic Toys Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 11 of 23

12. CASE STUDIES Page 213 Sample 2 A Specific Enquiry for Fabrics Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 12 of 23

13. A Letter of Enquiry 一般询价信写四或五段 Source of information Reason for enquiry Asking for information of the product you want: price, list, and catalogue Giving references Further business s r a g f Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 13 of 23

14. Offer An offer is the seller’s promise to supply goods on stipulated terms It is often a reply to an inquiry a i Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 14 of 23

15. Two Kinds of Offer Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 15 of 23

16. Firm offer/ Offer with engagement（实盘） • It provides a period of validity, during which it remains valid until it expires. 发盘人有肯定的订立合同的旨意，一旦接盘人在有效时间内表示完全同意，交易即达成的报盘。 • E.g. 我们给你方报一下这个盘，但以你方在本月底之前接受为条件。 We are making you, subject to your acceptance before the end of this month, the under-mentioned offer. Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 16 of 23

17. Soft offer/ Offer without engagement（虚盘） • It is unclear, incomplete and with reservations. It is not binding on the offerer. 发盘人没有肯定的订立合同的旨意，如发盘内容不明确、发盘内容不完备、发盘不是最终的等，这种发盘对发盘人无约束力。 • E.g. 我们给你方报一下这些货，但以我方最后确认为准。 We offer you, subject to our final confirmation, the following goods. Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 17 of 23

18. CASE STUDIES Page 214 Sample 3 A Firm Offer for Vacuum Cleaner Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 18 of 23

19. CASE STUDIES Page 215 Sample 4 A Nonfirm Offer for Teacups and Teapots Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 19 of 23

20. Replies toEnquiries Enquiries-----Replies From an ord customer: state firstly how much you appreciate it From a new customer: state firstly you are glad to receive it/ express lastly your expection of cooperation f f Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 20 of 236

21. Writing Priciples Complete: answer all the questions Courteous Prompt f f f Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 21 of 23

22. Writing Task Wang Hua received a letter from Veera Mani, a customer from Iran, regarding his great interest in the products of his company as well as his request for the detailed information about the products. Now Wang Hua is going to reply to the enquiry. Compose a letter of offer by referring to the given notes on Exercise 3. Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity 22 of 23

23. THANK YOU Practical Business Writing Lectured by Satine Lee Guangzhou Open Univeresity