外贸函电之询盘、报盘与还盘.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优优惠大惠大连连船上交船上交货货价。价。3.placev.发发出，置于，售出出，置于，售出*Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方如你方产产品品质质量好，价格可接受，我量好，价格可接受，我们们将与你方大量将与你方大量订货订货。*Weregretthatourcustomershaveplacestheirorderselsewhere.很很遗遗憾我方的客憾我方的客户户在其他地方已在其他地方已经订货经订货了。了。4.offern.报盘报盘，报报价价make(or:give,send)sb.anofferfor(or:on)sth.报给报给某人某种商品某人某种商品*We are making you an offer for(or:on)300 gross“Chunghua”BrandPencilsatStg.3.1pergrossCIFLondon.现报现报三百三百罗罗“中中华华”牌牌铅铅笔，每笔，每罗罗成本加运成本加运费费、保、保险费险费到到伦伦敦价三点一英敦价三点一英镑镑。*Wearepleasedtohavereceivedyourofferformensshirts.我方很高我方很高兴兴收到你方男式收到你方男式衬衬衫的衫的报盘报盘。offerv.报盘报盘，报报价，价，给给予，提供予，提供offersb.sth.报给报给某人某种商品某人某种商品*Wewilladviseyouonceweareinapositiontooffer.一俟我一俟我们们能能报盘报盘，当即告知你方。，当即告知你方。*Forquantityof5,000dozen,wecanofferadiscountof5%.数量达到数量达到5000打，我方打，我方给给5%折扣。折扣。5.informv.通知，告知通知，告知informsb.ofsth.orinformsb.thatkeepsb.informed(advised/posted)ofsth.随随时时告之某人某事告之某人某事*Pleasekeepusinformedofthesupplypositioninyourmarket.请请随随时时告知你告知你处处市市场场的供的供应应情况。情况。*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.遗遗憾的是，我方被告之价格与市憾的是，我方被告之价格与市场场不符。不符。6.confirmationn.确确认认，证实证实PurchaseConfirmation购货购货确确认书认书SalesConfirmation销销售确售确认书认书*Yourearlyconfirmationwillbenefitbothofus.早日确早日确认认将将对对你我双方都有利。你我双方都有利。confirmv.t.确确认认，证实证实，确定，确定*Pleasewritetoconfirmyourreservation.请请来信确来信确认认一下您所一下您所预订预订的的项项目。目。7.afirmoffer实盘实盘，是外，是外贸业务贸业务用用语语，一般都，一般都规规定有效期，即有定有效期，即有时间时间的限的限制。以下短制。以下短语语和句子都是表示和句子都是表示实盘实盘的用的用语语：*This offer is subject to your reply here by 5 p.m.our time Friday,October15.此此盘盘以以你你方方答答复复于于10月月15日日星星期期五五，我我方方时时间间下下午午5点点到到达达为为有效。有效。*Thisofferissubjecttoyourreplyherewithinsevendays.此此盘盘以以7天天内内回复回复为为有效。有效。*Ourofferisfirm(valid,good,open)forfivedays.我方我方报盘报盘有效期有效期为为5天。天。8.Confirmed,IrrevocableLetterofCreditpayablebydraftatsight不可撤不可撤销销的，凭即期的，凭即期汇汇票支付的信用票支付的信用证证confirmedLetterofCredit保保兑兑信用信用证证documentaryLetterofCredit跟跟单单信用信用证证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。以以下下短短语语都是表示虚都是表示虚盘盘的用的用语语：subjecttoourfinalconfirmation以我方最后确以我方最后确认为认为准准subjecttogoodsbeingunsold以以货货物尚未售出物尚未售出为为有效有效subjecttopriorsale以先售以先售为为条件条件subjecttochangewithoutnotice不不经经通知可以改通知可以改变变anofferwithoutengagement(obligation)无无约约束性的束性的报盘报盘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件。条件。该词该词可作可作动词动词或名或名词词。Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.如果不能接受我方如果不能接受我方报盘报盘，请发传请发传真告知你方最好的真告知你方最好的还盘还盘。Thepriceyoucounter-offeredisunreasonable.你方你方还盘还盘价格不合理。价格不合理。11.concludev.达成，达成，缔结缔结(条条约约等等)；决定；决定*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.他他们们决定尽快决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)Technical intensive products (2)Quality as per BuyersSample (3)potential market (4)quantity discount (5)competitive product (6)brand (7)conditional acceptance (8)current price (9)port of destination (10)commodity price3.Translate the following into English(1)We are interested in the canned food in your price list.Please send us the catalogue and the related price list.(2)As requested,we are offering below,subject to our final confirmation.(3)If you think the offer is acceptable please cable us immediately for our confirmation.(4)As the market is in an upward tendency we would advise you in your interest that you place an order immediately.(5)We intend to purchase walnut meat.Please quote us your lowest quotation by indication the place of origin,packing,specification in detail,quantity suppliable and the earliest time of delivery(6)If your quality is satisfactory and the price is competitive in our market and the we shall place regular orders with you.(7)We have to emphasize that the validity of the offer is only three days since the velvet in stock is limited while the market demand is huge.(8)We have a client who is interested in Haier refrigerate made in your country.Please offer us for 500 sets on CIF New York for April shipment.(9)Thanks for your offer of March 10 but we are sorry to say your price is too high and propose you can give us 20%discount.(10)Due to the sluggish market,we wont reach the deal unless you can reduce by 4%of your price.(11)Quality is more important than price.If you take the quality into account the price we offered is more favorable.(12)To promote the trade between us we reduce our offer by 2%.(13)The price we offered is the lowest one and we regret we cannot make any further reduction.(14)Sine your price is far lower than our cost we cannot consider your price.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.
