外贸函电第二版-Unit-05-报价和发盘ppt课件.ppt

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1、Unit 5 Quotation and Offer报价和发盘报价和发盘目的：掌握发盘的基本约束，以及如何进行报价目的：掌握发盘的基本约束，以及如何进行报价和发盘的信函书写。和发盘的信函书写。2what is an offer? 在国际贸易中，发盘（在国际贸易中，发盘（Offer）又称发价，）又称发价，在法律上又称在法律上又称“要约要约”，是指买方或卖，是指买方或卖方向对方提出的各项交易条件。发盘通方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提但也可不经过对方询盘而主动向对方提出。出。 offer n

2、. make sb. an offer on/for “向某人就某物报盘向某人就某物报盘”e.g. We are pleased to make you our offer for/on black tea. We are pleased to have received your offer for mens shirts. 我方很高兴收到你方男式衬衫的报盘。我方很高兴收到你方男式衬衫的报盘。 offer v. “提出某事物供考虑、接受或拒绝提出某事物供考虑、接受或拒绝” ,引：报盘引：报盘e.g. Please offer us 100 metric tons of xxxx. We wi

3、ll advise you once we are in a position to offer. 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。以下是有关报盘的常用语：为某商品向某人报盘以下是有关报盘的常用语：为某商品向某人报盘lmake somebody an offer for /on somethinglsend somebody an offer for /on somethinglgive somebody an offer for /on somethinglsubmit somebody an offer for /on somethinglforward som

4、ebody an offer for /on somethinglcable somebody an offer for /on somethingltelex somebody an offer for /on something5lto accept offer; 接受报盘接受报盘 lto confirm offer; 确认报盘确认报盘lto decline offer; 拒绝报盘拒绝报盘lto entertain offer; 考虑报盘考虑报盘lto extend offer; 延长报盘延长报盘l to withdraw offer； 撤回报盘撤回报盘lto cancel offer 撤

5、销报盘撤销报盘6 传统意义上的传统意义上的quotation（报价）与（报价）与offer(报盘报盘)是有区别的。是有区别的。前者往往只含有商品、价格、数量，而后者应包括商品名前者往往只含有商品、价格、数量，而后者应包括商品名称、规格、价格、数量、包装、装运、支付等七项内容。称、规格、价格、数量、包装、装运、支付等七项内容。现在用现在用offer 取代取代quotation的用法越来越多。的用法越来越多。 Commodity 品名品名 Specifications 规格规格 Quantity 数量数量 Unit price 单价单价 Packing 包装包装 Shipment 装运装运 Pay

6、ment 支付支付7 There are two kinds of offers. One is firm offer, the other is non-firm offer or offer without engagement.8 在实际业务中，当发盘针对一个或几个特定的受盘人在实际业务中，当发盘针对一个或几个特定的受盘人明示或暗示发盘人在明确、完整和最终的条件下订立合明示或暗示发盘人在明确、完整和最终的条件下订立合同的明确意图时，该盘就为实盘。同的明确意图时，该盘就为实盘。 受盘人一旦在发盘的有效期内有效地表示接受，这个受盘人一旦在发盘的有效期内有效地表示接受，这个实盘就为不可撤销，并

7、会对发盘人和受盘人双方产生约实盘就为不可撤销，并会对发盘人和受盘人双方产生约束力。待有效期一过，此报盘即失效，发票人不再承担束力。待有效期一过，此报盘即失效，发票人不再承担报盘中规定的义务，此时受盘人即使想接受，发票人也报盘中规定的义务，此时受盘人即使想接受，发票人也有权拒绝成交。有权拒绝成交。 因此，实盘又称为因此，实盘又称为“有约束力的发盘有约束力的发盘”。报实盘时必。报实盘时必须注意以下三点：须注意以下三点： （1）发盘必须注明是实盘。）发盘必须注明是实盘。 （2）发盘必须明确、清楚、完整、具有最终效力并）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件。列出所有的主要交易

8、条件。 （3）发盘必须注明有效期。）发盘必须注明有效期。9The firm offers are usually expressed by the following patterns:l This offer is subject to your reply reaching here on or before 19th October. 该报盘该报盘10月月19日之前复到有效日之前复到有效 l This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间该报盘以我方时间10月月3日星期三

9、上午日星期三上午10时以前答复为有效。时以前答复为有效。 l We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。以自本日起一周之内你方复到为准。 l This offer is (remains, is kept, is held) firm (valid, open, good, effective) for 5 days. 本报盘日内有效本报盘日内有效 l This offer is subject to your acceptance within two we

10、eks. 本报盘本报盘2周内有效周内有效 l We can keep the offer until 本报盘本报盘前有效。前有效。10l虚盘虚盘(non-firm offer)，也称不受约束的发价，也称不受约束的发价(offer without engagement /free offer)。在报盘时，为了掌握主动常带。在报盘时，为了掌握主动常带有附加条件。虚盘是发盘人有保留地表示愿意按一定条件有附加条件。虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发盘内容约束，也不做任何承诺，任何时达成交易，不受发盘内容约束，也不做任何承诺，任何时候都可以改变、修改甚至取消。候都可以改变、修改甚至取

11、消。l虚盘不必有完整的内容，没有时限的规定，而且也不明确虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定。一般都注明不肯定。一般都注明“仅供参考仅供参考”或或“以我方最后确认为以我方最后确认为准准”等字样。因此，虚盘是不受约束的、试探性的报价，等字样。因此，虚盘是不受约束的、试探性的报价，其目的在于了解顾客，了解市场。其目的在于了解顾客，了解市场。11The non-firm offers are usually expressed by the following patterns：lThe offer is subject to change without notice. 我方报

12、价如有变更，不另通知。我方报价如有变更，不另通知。lThe offer is subject to our final confirmation. 该盘以我方最后确认为条件。该盘以我方最后确认为条件。lThe offer is subject to goods being unsold. 该盘以货物未售出为条件。该盘以货物未售出为条件。lThe offer is subject to our written acceptance. 该盘以我方书面接受为准。该盘以我方书面接受为准。 lThe offer is subject to shipping space available. 该盘以有舱位

13、为准该盘以有舱位为准 。完整的报价和发盘应包括以下内容：完整的报价和发盘应包括以下内容： （1）对询价表示感谢。）对询价表示感谢。 （2）提供所要求的所有信息，如价格、折扣及付款条）提供所要求的所有信息，如价格、折扣及付款条件等细节。件等细节。 （3）对交货期或装运期的承诺。）对交货期或装运期的承诺。 （4）如为实盘，应注明有效期。）如为实盘，应注明有效期。 （5）希望对方接受报价订购货物。）希望对方接受报价订购货物。 13常用句型常用句型句型句型1：感谢对方的来函：感谢对方的来函（1）5月月2日函悉，按你方要求，我们作如下发盘，以日函悉，按你方要求，我们作如下发盘，以我方最后确认为主。我方最

14、后确认为主。Weve received your letter of May 2, and as requested, we are offering you the following subjects to our final confirmation.（2）感谢你方）感谢你方5月月10号来函寻购号来函寻购500吨苹果。吨苹果。We thank you for your enquiry of May 10 for 500 tons of apples.14常用句型常用句型（3）为复你方）为复你方500吨苹果的询盘，我们特向你吨苹果的询盘，我们特向你方发盘如下：方发盘如下：In reply

15、to your enquiry for apples, we offer you 500 tons of apples as follows:15常用句型常用句型句型句型2 报价（报盘）报价（报盘）（1）我们向你方报）我们向你方报50吨冻鱼，每吨吨冻鱼，每吨500美元美元CIF欧洲主欧洲主要港口。要港口。We offer you 5 tons Frozen Fish at USD 500 per ton CIF EMP.（2）我们现向你方报）我们现向你方报500打男式衬衫，每打打男式衬衫，每打80美元，美元，CIFC5 旧金山，旧金山，5月装运。月装运。We are making you an

16、 offer for 500 dozen Mens Shirt at USD 80 percent CIFC5 San Francisco for shipment in May. 16常用句型常用句型（3）我们现向你方报）我们现向你方报500辆好孩子牌自行车，辆好孩子牌自行车，每辆每辆35美元美元CIF纽约，纽约，7月装运，此报盘以你月装运，此报盘以你方方5月月5日前复到为有效。日前复到为有效。We offer , subject to your reply reaching here on or before May 5th , 500 Good Baby Brand Bicycles a

17、t USD 35 percent CIF NewYork for shipment in July.17常用句型常用句型句型句型3 支付条款支付条款（1）付款方式以不可撤销即期信用证支付，并以我方）付款方式以不可撤销即期信用证支付，并以我方为受益人。为受益人。Payment is to be made by irrevocable L/C at sight to be opened in our favor.(2)我们要求以不可撤销信用证凭即期汇票支付，在装运我们要求以不可撤销信用证凭即期汇票支付，在装运前前30天开出。天开出。We require payment by irrevocable

18、 L/C payable by draft at sight to be opened 30 days before the time of shipment .18常用句型常用句型（3）我们支付方式是保兑的，不可撤销即期信）我们支付方式是保兑的，不可撤销即期信用证，凭全套装运单据支付。用证，凭全套装运单据支付。Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.19常用句型常用句型句型句型4 装运装运1、这笔订货在、

19、这笔订货在5月装运。月装运。Shipment is to be made / effected in/ during May.2、我们将在收到你方信用证后、我们将在收到你方信用证后30天内装运，但具体的天内装运，但具体的时间要在收到你方的正式订单后再定。时间要在收到你方的正式订单后再定。We will deliver the goods within 30 days after/upon receipt of your L/C but specific time is to be fixed upon receipt of your official order.3、货物将在收到你方相关的信用

20、证后、货物将在收到你方相关的信用证后3个月内装运。个月内装运。The goods will be shipped within 3 months upon receipt of your relative L/C.20常用句型常用句型句型句型5：发盘有效期：发盘有效期1、本盘有效期为、本盘有效期为3天。天。This offer is valid for 3 days.2、本发盘以我方最后确认为准。、本发盘以我方最后确认为准。The offer is subject to our final confirmation .3、本发盘以你方、本发盘以你方5月月23日前复到为有效。日前复到为有效。Th

21、e offer is subject to the reply reaching here before of May 23.4、以未出售为有效。、以未出售为有效。Subject to being unsold/ to prior sale.21lprior to 在在以前；先于；优先于以前；先于；优先于lshe visited me on the day prior to her death. l她去世的前一天还来看我。她去世的前一天还来看我。 lprevious： 指时间上、顺序上较早的，或指正在谈指时间上、顺序上较早的，或指正在谈论的某事的前一个。论的某事的前一个。 the previo

22、us week lforegoing： 指前所述的，是指前所述的，是following的反义词。的反义词。 lpreceding： 特指时间和地位上紧接在前。特指时间和地位上紧接在前。 Each generation surpasses the preceding one. 5.3 Specimen Letters（样函）（样函）Letter 1：Request for quotation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged1 if you

23、would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts2 allowable, (2) terms of payment, and (3) earliest possible date of del

24、ivery3. Truly yours, Fred Jacksonn Pint n. 品脱；品脱； 一品脱的量器或容器；一品脱的量器或容器； 一品脱一品脱容器的东西容器的东西n a pint of milk. n Lets go out for a pint Letter 2：Exporters quotation Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our crockery4, we are pleased to quote as follows:

25、Teacups.USD500.00 per hundred Tea Saucers.USD200.00 per hundred Tea Plates.USD180.00 per hundred Tea-pots, 2-pint USD3.00 each Net CIF Francisco The above quotation is subject to our final confirmation5. You are allowed a discount of 5% for items ordered in quantities of 500 or more. The terms of pa

26、yment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Leon AllenLet

27、ter 3：A firm offer from the seller Dear Sirs, As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1,000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payment by

28、confirmed irrevocable letter of credit6 payable by draft at sight7. This is the best offer we can make8 at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we are sending you some samples separately. Yours ver

29、y truly, Chun 27offer firm: make a firm offer 报实盘报实盘 l兹报实盘，以我方兹报实盘，以我方10月月3日星期三下午日星期三下午5时时以前答复为有效。以前答复为有效。l兹报实盘，以自本日起一周之内你方复到兹报实盘，以自本日起一周之内你方复到为准。为准。We offer you firm subject to your reply here within one week from today.We offer you firm subject to reply by 5 p.m. our time, Wednesday, 3rd, October.

30、28as follows: 如下。固定说法，注意拼写。如下。固定说法，注意拼写。l We are glad to make you a firm offer as follows:我们很高兴向你报实盘如下：我们很高兴向你报实盘如下：l The findings of our investigation are as follows:我们调查的结果如下：我们调查的结果如下：29The shipment is to be made during June. 六月装运。六月装运。 Be to do的结构常用于表示按计划做某事。如：的结构常用于表示按计划做某事。如： We are to open th

31、e letter of credit through the Bank of China.付款方式：我们要求保兑的不可撤销的即期信用证。付款方式：我们要求保兑的不可撤销的即期信用证。The payment is to be made by confirmed irrevocable letter of credit at sight.30l即期信用证即期信用证l L/C payable by draft at sight 即期信用证即期信用证lby draft at sight /by sight draft 凭即期汇票支付凭即期汇票支付31即期信用证有如下表示法：即期信用证有如下表示法：ls

32、ight L/C lL/C at sightlL/C available by draft at sightlL/C available by sight draftlL/C payable against /by draft at sightlL/C payable against /by sight draft32l usance L/Cl 常见的有见票后常见的有见票后30天，天，60天和天和90天议付的信用证。见天议付的信用证。见票后多少天议付的信用证的表达法很多，以见票后票后多少天议付的信用证的表达法很多，以见票后30天天议付的信用证为例，常见的表达有：议付的信用证为例，常见的表达有：

33、l L/C available by draft at 30 days after sight;l L/C payable against /by draft at 30 days after sight;l usance L/C at 30 days;l 30 days usance L/C 远期信用证有如下表示法：远期信用证有如下表示法：33for your information 顺告你方顺告你方,供你方参考供你方参考 l For your information, Indian dealers are offering the same item at a price about 5

34、per cent lower than yours.现告知你方，印度交易商正以比你方低现告知你方，印度交易商正以比你方低5%的价格对同一产品报价。的价格对同一产品报价。 Letter 4：A non-firm offer Dear Sirs, We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better and pictures are clearer than s

35、ame sort of products. We are pleased to offer you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. Please note that there is no commission9 on our products, but a discount of 5% may be allowed if the quantity of your order is more than 1,

36、000 sets. We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry. Yours faithfully, ManagerLetter 5：A special offer Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our f

37、inal confirmation, as follows. Art. No.: 81000 Printed Shirting Design No.: 72435-2A Specifications: 30367269, 35/ 3642 yards Quantity: 12 600 yards Packing: in bales or in wooden cases, at sellers option10 Price: USDXXX per yard CIFC5% Vancouver Shipment: to be made in three equal monthly installme

38、nt11; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await your trial order with keen interest. Sincerely yours, John Leeds37Concrete 具体的、实在的具体的、实在的 混凝土混凝土 lb

39、e set in concrete（政策，思想观念）固（政策，思想观念）固定不变的，确定的；不可变更的定不变的，确定的；不可变更的I do not regard the constitution as set in concrete. 我不认为宪法是不可变更的。我不认为宪法是不可变更的。 lin the concrete (正式正式)具体地；实际上，具体地；实际上，事实上事实上38take pleasure inlHe seems to take a great pleasure in doing such things. 39The goods are packed in wooden ca

40、ses. 货物装在木箱里。货物装在木箱里。 表示包装的基本句型为表示包装的基本句型为“in(内包装内包装/小包装小包装) of (单位重单位重量量/数量数量)，(内包装内包装/小包装小包装) to a (外外/大包装大包装)”，例如：，例如： The goods are to be packed in boxes of one piece each, 5 boxes to a wooden case. 货物用盒子包装，每盒装一件，每货物用盒子包装，每盒装一件，每5盒装一木箱。盒装一木箱。 The goods are to be packed in plastic bags of 2 kg, 2

41、0 bags to a carton. 货物装在塑料袋里，每货物装在塑料袋里，每2公斤装公斤装1袋，每袋，每20袋装一纸箱。袋装一纸箱。40equall(the) first among equals 鹤立鸡群者鹤立鸡群者lother (或或 all) things being equal 其他因素（或条件）不变，同等条件下其他因素（或条件）不变，同等条件下lIt follows that, other things being equal, the price level will rise. 所以，在同等条件下，价格水平会上升。所以，在同等条件下，价格水平会上升。 41Installmen

42、t 部分；部分； 分期付款；分期付款； （丛书杂（丛书杂志等的）一部，一期志等的）一部，一期 lI shall soon pay the last installment of my debt. 不久我将偿付我的最后一期债款。不久我将偿付我的最后一期债款。 linstallment savings 零存整取储蓄零存整取储蓄linstallment payment 分期付款的支付分期付款的支付 Letter 6：Exporters quotation Dear Sirs, We thank you for your enquiry of 23rd September for Silk 6311.

43、 While we appreciate your efforts in pushing the sale12 of our products, we very much regret that we not in a position to13 offer you the desired quality, owing to excessive demand. However, we should like to take this opportunity to offer without engagement14 the following material as a close subst

44、itute for your consideration: 500 pieces Silk 6103 at $4.8 per yard. CIF Hamburg, including your commission of 3%. If you are able to close business as we propose here, please tell us as soon as possible. Yours faithfully, Kevin James43l push v. 推进推进 (商业上引申为商业上引申为推销推销)l 例句例句: Please make efforts to

45、push this article.l be in a position to do sth 能够能够 l He wasnt in a position to help me. l sale n. 销售销售l trial sale 试销试销l push sales 推销推销l expand sales with sb., expand business 与与扩大业务扩大业务l enjoy fast sale 畅销畅销l enjoy good sale44ltake this opportunity tollet me take this opportunity to introduce mys

46、elf to you. 让我借此机会作一下自我介绍让我借此机会作一下自我介绍. 45lsubstitute n. 代用品代用品 , 替代品替代品lWe would suggest your accepting Pattern No.45 as a substitute. l substitute v. 代替代替l以以 A 代替代替 B 是是 substitute A for B 或或 substitute B by A 或或 substitute B with A.lCan you substitute for the singer who is ill? Letter 7：A special

47、 offer Dear Mr. Martin, Thank you for inquiry of June 16 for your bicycles. At your request15, we are making you the following offer subject to your reply reaching here before July 15. Unit Price: $ 250 Payment: by irrevocable Letter of Credit in sellers favor16. Delivery Date17: within 90 days afte

48、r receipt of your order. The above prices are on a CIF San Francisco basis. We manufacture and export 10 models of bicycles which are well-known for their solid frame18, reasonable price, and attractive design19. If you are interested in other models, please see the enclosed catalogue. As you know,

49、the market is advancing recently. Please take advantage of the present situation and send us an order early. Sincerely yours , Per n be in (或或 out of) the framen 符合（或不符合）条件的；成为（没有成为）符合（或不符合）条件的；成为（没有成为）关注的焦点关注的焦点n advancing market 上涨市场，上扬市场上涨市场，上扬市场Unit 4 Firm Offer & Non-firm Offer 49 一一 Translate

50、the following phrasesan illustrated catalogue a firm offer price list subject to our final confirmation counter offer non-firm offer the most favorable price make sb. an offer for sth. by confirmed irrevocable L/C letter of credit 带插图的样本带插图的样本实盘实盘价格清单价格清单以我方最后确认为准以我方最后确认为准还盘还盘虚盘虚盘最优惠价格最优惠价格给给就就报盘报盘用