外贸函电之询盘、报盘与还盘概要优秀PPT.ppt
Project Two:Enquiries,Offers and Counter-offersObjectives of this Project:1.询盘,报盘和还盘的内容2.询盘,报盘和还盘信的基本写法3.询盘,报盘和还盘信中常用的词汇及表达方式 Introduction:Definition of an Definition of an e enquirynquiry,offer,counter-offer,offer,counter-offer:Anenquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.Anofferisaformalpresentationofthegoodstobesuppliedonthetermsspecifiedthereinforthebuyersacceptance.Thedifferencebetweenanofferandaquotation:Thedifferencebetweenanofferandaquotation:Aquotationisnotan“offer”inthelegalsense.Itisjustanindicationofpricewithoutcontractualobligationandsubjecttochangewithoutpreviousnotice.Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.The following structure may be referred to in writing an The following structure may be referred to in writing an e enquirnquiry y:1.State the source of the information and make a self-introductionatthebeginningoftheletter.2.Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescription or specification of the goods he requires orexpress his willingness to enter into business relationswiththerecipient,etc.3.Endtheletterbyexpressingtheexpectationforanearlyreply.A satisfactory letter concerning anA satisfactory letter concerning an offer offer or quotation can be or quotation can be written in the following way:written in the following way:1.Opentheletterbyexpressingthanksfortheenquiry,ifany.2.Explainthedetailsofbusinessconditions,suchasnameofcommodities,quality,quantity,specifications,unitprice,typeofcurrency,packingcondition,dateofdelivery,termsofpayment,discount,ect.3.Endtheletterinthewaythatencouragestheenquirerstoplaceanorderorgiveanearlyreply.Letters including a counter-offer can be written in the Letters including a counter-offer can be written in the following structure:following structure:1.Opentheletterbythankingtherecipientforhisoffer.2.2.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.3.3.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.4.4.Closetheletterbyexpressingexpectationsforafavorablereply.New Words and Expressions1.enquire/inquiryv.询询价，价，询购询购，询问询问inquirefor/aboutsth.询购询购某种商品某种商品*ThankyouforyourletterofSeptember1inquiringfor3,000m/tsNortheastRice.感感谢谢你方九月一日你方九月一日询购询购三千公吨三千公吨东东北大米的来信。北大米的来信。*Theladiespyjamasyouareinquiringforarenowoutofstock.你方你方现询现询价的女士睡衣没价的女士睡衣没货货。*Weareinquiringaboutthesupplyofsugarandcoffee.我方正在我方正在询购询购糖和咖啡的糖和咖啡的货货源。源。2.quotev.报报价价quotesb.apricefor(or:on)sth.报给报给某人某种商品的价格某人某种商品的价格*Pleasequoteusyourlowestpricesforpersonalcomputers.请报请报个人个人电脑电脑的最低价。的最低价。*WequotedthisarticleatUS$278percase.这这种商品每箱种商品每箱报报价二百七十八美元。价二百七十八美元。*WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报请报一千件皮一千件皮夹夹克的最克的最实实惠大惠大连连船上交船上交货货价。价。3.placev.发出，置于，售出*Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与你方大量订货。*Weregretthatourcustomershaveplacestheirorderselsewhere.很缺憾我方的客户在其他地方已经订货了。4.offern.报盘，报价make(or:give,send)sb.anofferfor(or:on)sth.报给某人某种商品*Wearemakingyouanofferfor(or:on)300gross“Chunghua”BrandPencilsatStg.3.1pergrossCIFLondon.现报三百罗“中华”牌铅笔，每罗成本加运费、保险费到伦敦价三点一英镑。*Wearepleasedtohavereceivedyourofferformensshirts.我方很兴奋收到你方男式衬衫的报盘。我方很兴奋收到你方男式衬衫的报盘。offerv.报盘，报价，赐予，供应报盘，报价，赐予，供应offersb.sth.报给某人某种商品报给某人某种商品*Wewilladviseyouonceweareinapositiontooffer.一俟我们能报盘，当即告知你方。一俟我们能报盘，当即告知你方。*Forquantityof5,000dozen,wecanofferadiscountof5%.数量达到数量达到5000打，我方给打，我方给5%折扣。折扣。5.informv.通知，告知通知，告知informsb.ofsth.orinformsb.thatkeepsb.informed(advised/posted)ofsth.随时告之某人某事随时告之某人某事*Pleasekeepusinformedofthesupplypositioninyourmarket.请随时告知你处市场的供应状况。请随时告知你处市场的供应状况。*Weshallinformyouofthedateofsailing.我方将通知你方开航日期。我方将通知你方开航日期。*Toourregret,weareinformedthatourpricescantmatchthemarketlevel.缺憾的是，我方被告之价格与市场不符。缺憾的是，我方被告之价格与市场不符。6.confirmationn.确认，证明确认，证明PurchaseConfirmation购货确认书购货确认书SalesConfirmation销售确认书销售确认书*Yourearlyconfirmationwillbenefitbothofus.早日确认将对你我双方都有利。早日确认将对你我双方都有利。confirmv.t.确认，证明，确定确认，证明，确定*Pleasewritetoconfirmyourreservation.请来信确认一下您所预订的项目。请来信确认一下您所预订的项目。7.afirmoffer实盘，是外贸业务用语，一般都规定有效期，即有时间的限制。以下短语和句子都是表示实盘的用语：*Thisofferissubjecttoyourreplyhereby5p.m.ourtimeFriday,October15.此盘以你方答复于10月15日星期五，我方时间下午5点到达为有效。*Thisofferissubjecttoyourreplyherewithinsevendays.此盘以7天内回复为有效。*Ourofferisfirm(valid,good,open)forfivedays.我方报盘有效期为5天。8.Confirmed,IrrevocableLetterofCreditpayablebydraftatsight不行撤销的，凭即期汇票支付的信用证confirmedLetterofCredit保兑信用证documentaryLetterofCredit跟单信用证9.Non-firmoffer虚虚盘盘，是是外外贸贸业业务务用用语语，一一般般没没有有有有效效期期，没没有有约约束束力力。以以下下短短语都是表示虚盘的用语：语都是表示虚盘的用语：subjecttoourfinalconfirmation以我方最终确认为准以我方最终确认为准subjecttogoodsbeingunsold以货物尚未售出为有效以货物尚未售出为有效subjecttopriorsale以先售为条件以先售为条件subjecttochangewithoutnotice不经通知可以变更不经通知可以变更anofferwithoutengagement(obligation)无约束性的报盘无约束性的报盘10.counter-offer还还盘盘，是是外外贸贸业业务务用用语语，指指受受盘盘人人对对收收到到的的报报盘盘提提出出修修改改条条件件。该词可作动词或名词。该词可作动词或名词。Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.假如不能接受我方报盘，请发传真告知你方最好的还盘。假如不能接受我方报盘，请发传真告知你方最好的还盘。Thepriceyoucounter-offeredisunreasonable.你方还盘价格不合理。你方还盘价格不合理。11.concludev.达成，达成，缔结缔结(条条约约等等)；确定；确定*BritainconcludedatradeagreementwithChina.英国和中国英国和中国签签署了署了贸贸易易协协定。定。*Oncethepricehadbeenagreed,adealwasquicklyconcluded.价格一价格一经经商定，交易很快就达成了。商定，交易很快就达成了。*WehaveconcludedatransactionwithABCCompanyonawidevarietyoflightindustrialproducts.我我们们与与ABC公司就多种公司就多种轻轻工工业业品达成了交易。品达成了交易。conclusionn.结结束，束，议议定，定，结论结论*Theydecidedtobringthenegotiationtoaspeedyconclusion.他他们们确定尽快确定尽快结结束束谈谈判。判。*Wehavecometotheconclusionthatitwouldbeunnecessarytoimportamachineatsuchahighprice.结论结论是没有必要是没有必要进进口价格如此高的机器。口价格如此高的机器。12.validadj.有效的有效的*Theoldpricelistisvaliduntilthe31August.旧价格旧价格单单有效期至有效期至6月月31日止。日止。*TheL/CisvaliduptotheendofDecember.该该信用信用证证有效期至有效期至12月末。月末。*Theofferisvalidforthreeweeks.该报盘该报盘有效期有效期为为三个星期。三个星期。validityn.有效有效*The agreement shall become null and void automatically uponexpirationofitstermofvalidity.本本协议协议期期满满后自后自动动无效。无效。*Thetermofvalidityisoneyear.有效期有效期为为一年。一年。13.Yourpriceistoohigh.你方价格太高。你方价格太高。类类似的表达方式似的表达方式还还有：有：Yourpriceisabithigh.你方价格有点高。你方价格有点高。Yourpriceisexcessive.你方价格你方价格过过高。高。Yourpriceisratherstiff.你方价格相当高。你方价格相当高。Yourpriceisprohibitive.你方价格令人望而却步。你方价格令人望而却步。Keys to the Exercises1.Translation:(1)财务状况(2)投标,出价(3)有竞争力的产品(4)欧洲主要港口(5)仅供参考(6)耐用消费品(7)全球配额(8)款式样品(9)促销材料(10)季节性价格调整(1)Technicalintensiveproducts(2)QualityasperBuyersSample(3)potentialmarket(4)quantitydiscount(5)competitiveproduct(6)brand(7)conditionalacceptance(8)currentprice(9)portofdestination(10)commodityprice3.TranslatethefollowingintoEnglish(1)Weareinterestedinthecannedfoodinyourpricelist.Pleasesendusthecatalogueandtherelatedpricelist.(2)Asrequested,weareofferingbelow,subjecttoourfinalconfirmation.(3)Ifyouthinktheofferisacceptablepleasecableusimmediatelyforourconfirmation.(4)Asthemarketisinanupwardtendencywewouldadviseyouinyourinterestthatyouplaceanorderimmediately.(5)Weintendtopurchasewalnutmeat.Pleasequoteusyourlowestquotationbyindicationtheplaceoforigin,packing,specificationindetail,quantitysuppliableandtheearliesttimeofdelivery(6)Ifyourqualityissatisfactoryandthepriceiscompetitiveinourmarketandtheweshallplaceregularorderswithyou.(7)Wehavetoemphasizethatthevalidityoftheofferisonlythreedayssincethevelvetinstockislimitedwhilethemarketdemandishuge.(8)WehaveaclientwhoisinterestedinHaierrefrigeratemadeinyourcountry.Pleaseofferusfor500setsonCIFNewYorkforAprilshipment.(9)ThanksforyourofferofMarch10butwearesorrytosayyourpriceistoohighandproposeyoucangiveus20%discount.(10)Duetothesluggishmarket,wewontreachthedealunlessyoucanreduceby4%ofyourprice.(11)Qualityismoreimportantthanprice.Ifyoutakethequalityintoaccountthepriceweofferedismorefavorable.(12)Topromotethetradebetweenuswereduceourofferby2%.(13)Thepriceweofferedisthelowestoneandweregretwecannotmakeanyfurtherreduction.(14)Sineyourpriceisfarlowerthanourcostwecannotconsideryourprice.Extras:1.We shall make a reduction on our price if you increase the quantity to 1,000 pcs.2.We refer to your offer of 18th May.3.Id like to direct your attention to the quality of the goods which is superior to that of other makes.4.Many of our clients requested us to approach you for offers.5.Thank you for your quotation of/on September 5th for 500 pieces of the captioned goods.6.We offer you for 200 TV sets at US$on FOB New York basis for August shipment.7.If you could make a reduction by10%in quotation,we have confidence in securing large orders for you.
