Key point: useful terms and definitions of e-commerce Difficult points: writing skill s of a letter of offers

Requirement By the end of this lesson, you should be able to have a good command of □ e-commerce terms given in the lesson □ writing skills of a letter of offers □ useful sentences for letters of offers By the end of this lesson, you should be able to □ know how American consumers borrow □ tell of Japanese successful experience

How Do American Consumers Borrow? Abstract: The article analyzes the ways for American consumers borrow money. Key words: loan source; credit; parents or relatives; bank; credit union; small loan company; life insurance; pawnbrokers and pawnshops

New Words credit n 信用；赊购；信贷；revolving credit 循环信贷 depositor n. 储户 lodge 社团成员，集会地点 pawnbroker 典当商 signature loan 仅凭签字就可得到的贷款 character loan 指以借款人的个人声誉为依据的信用贷款

installment n 分期付的款 cash or loan value n. 现金价值或抵押最高贷款额 pawnshop 当铺 clutch v. 抓住；攫住 risk 保险对象 Truth in Lending Law 美国《消费者借贷保护法案》 loanshark shark诈骗；loanshark 放高利贷（诈骗）

Sentence Explanations Usually it is because they are such poor risks that they are unable to borrow from a legal lender. 通常是因为这些人的信誉太差，不能从合法贷款机构借到钱。poor risks信誉差的人；风险客户。

Business Letter Writing (III) Skill Training Business Letter Writing (III) Letters of Offers China National Import ‑ Export Corporation Shanghai Branch Shanghai China 19 November, 2003. Abdulla Samih ­ Co., 659 Saleem Road Karachi Pakistan

Dear Sirs, Re: Forever Brand Bicycles We thank you for your letter of 10th November enquiring for Forever Brand Bicycles.   We are exporting bicycles of various brands among which Forever Brand and Phoenix Brand are the most famous ones. They are in great demand abroad and our stocks are running down quickly. They are popular not only for their light weight, but also for the reasonable prices. We are confident that once you have tried our bike you will place repeat orders with us in large quantities.

Based on your requirement, we are quoting as follows: Forever Brand bicycles: 20" Men's Style at US$ 25 per set 20" Women's Style at US$ 27 per set 26" Men's Style at US$ 27 per set 26" Women's Style at US$ 28 per set   Payment Terms: By L/C at sight to be opened through a bank to be approved by the sellers. Shipment: January/ February, 2004 provided the covering L/C reaches the sellers by the end of this year.

The above prices are under-stood to be on CIF Karachi basis net The above prices are under-stood to be on CIF Karachi basis net. Please note that we do not allow any Commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.   The above quotation is made without engagement and is subject to our final confirmation.

Meanwhile, we would like to take this opportunity of introducing to you our Phoenis Brand Bicycles which enjoy the same popularity as Forever Brand. Enclosed please find a copy of our illustrative catalogue which will give you all the details. We hope you will find them interesting and let us have your orders.   We look forward to your early reply. Yours faithfully, (signed) China National Import Export Corp. Encl….

Useful Sentences 1.We thank you for your letter of 12 March and have the pleasure of offering you the following… 2.We have pleasure in quoting as follows:… 3.We have pleasure in offering you the following goods:… 4.We are pleased to inform you that our prices are quoted CIF Hamburg. 5.This offer is firm (open) (valid) for 5 days. 6.This is a special offer and is not subject to our usual discount.

7.This article is in good (great, heavy) demand. 8.After carefully calculating the price again, we decide to make a further concession of US ＄2 per yard in the hope that this would lead to an increase in business between us. 9.We offer, subject to your reply reaching here on or before 28th February, 500 Phoenix Brand Bicycles at ￡12 per set C1F London for shipment in April. 10.We have received your letter of ... and are pleased to quote you for 1.500 dozen Men's Shirts as per the sample sent you before, at the price of US ＄5 per piece CIF New York for prompt shipment.  (注解：CIF=cost + insurance + freight 到岸价格)

Japan’s Quick Studies in Survival Reading Materials (A) Japan’s Quick Studies in Survival Abstract: The article introduces some methods for Japanese businesses to survive, such as: control inventory, lower costs, focus specialties etc. Key words: Japanese businesses; control inventory; lower costs; focus specialties

A Knack of Wal-Mart’s Success Reading Materials (B) A Knack of Wal-Mart’s Success Abstract: This article analyzes the Wal-Mart's achievement which caps a bigger economic shift -- from producing goods to providing services. Key words: Wal-Mart's success; knack; producing goods; providing services 返 回