Unit 4(1) quotatipn & offers.ppt

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1、Words and phrasesDiscount At a discountCoincide with Quote quote sb a price for missionDelivery dateunder separate cover(或by separate mail/post）另行邮寄）另行邮寄Place an order with sbboth excellent in quality and very reasonable in priceBe desirous of sthAssure sb of sth.that从句be(or:rest)assure of sth.be(or

2、:rest)assure that 从句Words and phrasesDigital CamerasCosmetics Portable computersParts and components of Automobiles数码相机化妆品手提电脑汽车零部件Unit Unit 4 Quotations,Sales 4 Quotations,Sales Letters,Firm Offers&Letters,Firm Offers&Counter OfferCounter Offer Introduction.1、报价（、报价（quotation)是指按照规定的条是指按照规定的条款提供货物的

3、一种承诺。但若卖方后来款提供货物的一种承诺。但若卖方后来决定不出售，它则不像实盘那样具有法决定不出售，它则不像实盘那样具有法律约束力，即它可以撤销。律约束力，即它可以撤销。报价可以有不同的方式，比如，可以给报价可以有不同的方式，比如，可以给买方开个价供其参考；也可以给买方报买方开个价供其参考；也可以给买方报虚盘，作为交易磋商的邀请；还可以报虚盘，作为交易磋商的邀请；还可以报实盘，作为签订合约的意见。实盘，作为签订合约的意见。卖方为了争取灵活主动，在报价时往往卖方为了争取灵活主动，在报价时往往报虚盘。报虚盘。虚盘有如下表达方法：虚盘有如下表达方法：This offer is subject to

4、 our final confirmation.该报盘以我方最后确认为准。该报盘以我方最后确认为准。This offer is subject to the goods being unsold.该报盘以货物未出售为准。该报盘以货物未出售为准。Introduction2、报盘（报盘（offer)，也叫发盘，是卖方按照，也叫发盘，是卖方按照一定的交易条件在约定的期限内向买方出一定的交易条件在约定的期限内向买方出售某种商品的一种承诺。报盘一经对方接售某种商品的一种承诺。报盘一经对方接受，就具有法律效力，卖方不得随意撤回。受，就具有法律效力，卖方不得随意撤回。买方可以直接接受、拒绝或还盘。如买方可以

5、直接接受、拒绝或还盘。如买主认为报盘中任何条件无法接受，可还买主认为报盘中任何条件无法接受，可还盘就价格、包装、数量或交货日期提出异盘就价格、包装、数量或交货日期提出异议，并提出己方条件。卖方对此还盘可进议，并提出己方条件。卖方对此还盘可进行再次还盘。行再次还盘。实盘和虚盘：实盘和虚盘：实盘实盘(firm offer)：1)发盘的内容和词句必须肯定，不能用发盘的内容和词句必须肯定，不能用“大约大约（about）”“参考价（参考价（reference price）”等摸棱等摸棱两可的词。两可的词。2)发盘的内容明确完整，其内容应包括商品品质发盘的内容明确完整，其内容应包括商品品质（Quality

6、），数量（），数量（Quantity），包装（），包装（Packing），），价格（价格（Price），装运（），装运（Shipment），支付），支付（Payment）,有效期有效期(Validity)等。等。3)发盘中不能有保留条件如：以我方最后确认为准发盘中不能有保留条件如：以我方最后确认为准 subject to our final confirmation 以货物的未售出为准以货物的未售出为准 subject to goods being unsold 4)4)有效期有效期 1、this offer is firm(or:valid,open,good)for days。该报盘有效期

7、为该报盘有效期为天天 2、this offer is subject to your reply reaching us by(before)11:00 am Beijing time,Friday,August 10.3、We make you an offer as follows,provided your reply(acceptance)reaches us within 10 days.实盘和虚盘：实盘和虚盘：虚盘虚盘(non-firm offer)是发盘人所作的不肯定交易的表示是发盘人所作的不肯定交易的表示.凡不符凡不符合实盘所具备的上述三个条件的发盘合实盘所具备的上述三个条件的

8、发盘,都是都是虚盘虚盘.虚盘无须详细的内容和具体条件虚盘无须详细的内容和具体条件,也也不注明有效期不注明有效期.它仅表示交易的意向它仅表示交易的意向,不具不具有法律效力。有法律效力。Samples for Non-firm Offer：Without engagement.不负任何责任不负任何责任.subject to prior sale 有权先售有权先售 Our offer is subject to approval of export license.出口许可证准许签证出口许可证准许签证,我方报价才有效我方报价才有效。Our offers are subject to market f

9、luctuation此发盘价可按市价增减此发盘价可按市价增减 Introduction3、还盘（还盘（counter-offer)counter-offer)交易的一方在收到一项发盘后，不能完交易的一方在收到一项发盘后，不能完全同意对方的交易条件，提出不同的建议，全同意对方的交易条件，提出不同的建议，这种口头或书面的表示成为还盘或还价。这种口头或书面的表示成为还盘或还价。Letter-writing Guide完整的完整的报价和发盘报价和发盘应包括以下内容：应包括以下内容：（1）对询盘表示感谢；）对询盘表示感谢；（2）商品名称、质量、数量、包装及规格；）商品名称、质量、数量、包装及规格；（3）

10、详细说明价格及价格所包含的内容；）详细说明价格及价格所包含的内容；（4）说明付款条款；）说明付款条款；（5）装运期；）装运期；（6）报价的有效期）报价的有效期(如是实盘如是实盘)；（7）结尾表示希望该报价对方能接受）结尾表示希望该报价对方能接受I quotation Letter 1(P60-61)Anticipate vs.Expect:盼望、期望1、anticipate doing sth.anticipate that从句Eg.We anticipate receiving your early reply.2、expect to do sth.expect that从句Eg.We ex

11、pect the shipment to arrive in a few days.2、A sharp rise in price 价格急剧上升价格急剧上升 a decline in prices:物价下跌物价下跌3、The captioned goods 标题项下的货物4、Growing demand 增长的需求增长的需求 A large(great,good)demand 大的需求大的需求 Latent(potential)demand 潜在的需求潜在的需求 Overfull demand 过多的需求过多的需求Eg 获悉你地市场对婴儿玩具有较大需求，借此机会获悉你地市场对婴儿玩具有较大需求

12、，借此机会现寄上现寄上1234号报价单供参考。号报价单供参考。We have learnt that there is a good demand for baby toys in your market,and take this opportunity of enclosing our quotation sheet no.1234 for your reference.5、On the high(low)side(价格）偏高价格）偏高（低）（低）eg We regret to say that we cannot accept your offer,as your price is fo

13、und to be on the high side.6、provided conj.假若；倘使；假如假若；倘使；假如翻译：如果翻译：如果4 4月月1515日前收到贵方的订单，我日前收到贵方的订单，我们将给予贵方们将给予贵方5%5%的货价折扣。的货价折扣。Provided we receive your order by 15 April,we would allow 5%discount on the prices of goods.I quotation Letter 2(P63-64)1、offer:n.报盘报盘名词名词offer的基本用法是的基本用法是make(send,give)sb

14、.an offer for sth.We are pleased to make you an offer for infrared equipment as follows.很荣幸向你们就红外线设备报盘如下。很荣幸向你们就红外线设备报盘如下。翻译翻译:请向我们报外科用品请向我们报外科用品(surgical products)。Please make us an offer for surgical products.v7)to make(give,send)sb.an offer for(on)sth.向某人报盘vPlease make us an offer CIF Kobe for 10

15、 tons of Frozen Fish.请报10吨冻鱼CIF神户价。vWe take pleasure in sending you an offer for 50 sets of Milling Machines Type 70 as follows.我方高兴地向贵方发出50台70型铣床的报盘如下。I quotation Letter 2(P63-64)offer:v.报盘报盘动词的动词的offer基本用法是基本用法是to offer sb a pricefor sth 或或 to offer sb sth。Now we are offering you 50 metric tons of

16、 premixed concrete.我们现在向你们报我们现在向你们报50公吨预拌混凝土。公吨预拌混凝土。你来翻译：你来翻译：能否向我们报服饰配件能否向我们报服饰配件(garment accessories)价格？价格？Can you offer us your prices for garment accessories?v 4)to offer sb.sth.向某人报盘vWe offer you 1500 Forever Bicycles at US$32 per piece CIF Lagos for delivery in May.我方向贵方报盘1500辆永久牌自行车，CIF拉各斯价，

17、每辆32美元，5月份交货。vPlease offer us firm 20 M/T tons of wool FOB Sydney.请报20公吨羊毛实盘，FOB悉尼价。v 5)to offer CFR(CIF,FOB)报CFR（CIF，FOB）价vWe offer CFR Darwin for 60 tons albumen.兹报盘60吨蛋白CFR达尔文价。vPlease offer firm FOB Genoa for 2,000 Refrigerators Art.No.437.请报2000台货号437电冰箱实盘，FOB热那亚价。v 6)to offer as follows报盘如下vTh

18、ank you for your enquiry dated March 18 and now,we offer as follows.贵方3月18日询价函已收到，谢谢。现报盘如下I quotation Letter 3(P64-66)1、Price:Ex-work U.S.A.in US Currency CIF Guangzhou.在美国工厂交货，支付货币为美元，广州到岸价。在美国工厂交货，支付货币为美元，广州到岸价。解析解析：报盘中的价格必须有四个要素：货币、单价、计价单报盘中的价格必须有四个要素：货币、单价、计价单位和贸易术语。用位和贸易术语。用at连接价格：连接价格：We are g

19、lad to offer you 5000 yards of printed shirting at US$5 per yard CIF San Francisco.我们很高兴向你们报我们很高兴向你们报5000码印花细布，每码码印花细布，每码5美元，美元，CIF旧金山。旧金山。你来翻译：现报你来翻译：现报2200箱鱼罐头（箱鱼罐头（cartons of canned Fish），每箱），每箱50美元，美元，FOB青岛价。青岛价。We are now offering you 2200 cartons of canned fish at US$50 per carton FOB Qingdao.

20、I quotation Letter 3(P64-66)2、effect:vt.办理，进行，完成，实现办理，进行，完成，实现to effect payment/shipment/insurance办理支付办理支付/装运装运/保险保险 effect:n.效果；影响效果；影响 take effect from(or:on)come(or:go)into effect from(or:on)自（或在）自（或在）时开始生效时开始生效I quotation Letter 3(P64-66)3、be subject to:以以为准为准/为条件，受为条件，受制约制约注意注意to是介词，后接名词或名词性短语是

21、介词，后接名词或名词性短语This offer is subject to our final confirmation.本报盘以我发最后确认为准。本报盘以我发最后确认为准。你来翻译：本报盘以你方一周之内复到有效。你来翻译：本报盘以你方一周之内复到有效。This offer is firm subject to your reply reaching us within one week.II OffersLetter 1(P72-73)1、as per=according to 根据根据,按照按照 根据指示，我们已要求工厂改进该产品的包装。根据指示，我们已要求工厂改进该产品的包装。As pe

22、r instruction,we have asked the factory to improve the packing of the products.根据你的要求，我随附我们最畅销货物的信息。根据你的要求，我随附我们最畅销货物的信息。As per your request,I attach information about a number of our quick selling goods.II OffersLetter 1(P72-73)as per ones request=at ones request=comply with ones request“根据某人要求根据某人

23、要求”eg.At your request,we are going to modify the color of the sample.根据你们要求，我们将更改样品的颜色。根据你们要求，我们将更改样品的颜色。as requested:根据要求根据要求Eg.We regret we can not bring down the prices as requested.很遗憾不能满足你们的降价要求。很遗憾不能满足你们的降价要求。根据贵方要求，我方针对贵方询价表中根据贵方要求，我方针对贵方询价表中开列的产品作出如下的报盘：开列的产品作出如下的报盘：As requested(As per your

24、request),we are glad to offer you the items listed on your inquiry form as follows:II Offers2、net price 净价净价 current price 现价现价;market price 市价市价;buying price 买价买价;selling price 卖价卖价;retail price 零售价零售价;wholesale price 批发价批发价net price without commission 不含佣净价不含佣净价Eg All quotations are subject to our

25、 final confirmation.Unless otherwise stated or agreed upon,all prices are net without commission.所有报价须经我方最后确认，除非另有规定所有报价须经我方最后确认，除非另有规定或达成一致意见所有价格都不含佣金。或达成一致意见所有价格都不含佣金。II OffersLetter 2(P74-75)1、on the basis of 在在基础上基础上也可以说也可以说on basis，视中间词语的长短而定，视中间词语的长短而定eg 1.This price is calculated on FOB basis

26、.该价格是按该价格是按FOB计算的。计算的。eg 2.We trade with people in all countries on the basis of equality and mutual benefit.我们在平等互利的基础上和各国人民进行贸易。我们在平等互利的基础上和各国人民进行贸易。你来翻译：价格主要是根据供求状况确定的。你来翻译：价格主要是根据供求状况确定的。Price is determined mainly on the basis of supply and demand.II Offers2、in view of 鉴于鉴于，考虑到，考虑到Eg.In view of

27、the fact that our stock on hand has been quite low owing to heavy commitment,your early order is absolutely essential.鉴于我方库存极少，而且大量承约，你鉴于我方库存极少，而且大量承约，你方早日发出订单十分必要。方早日发出订单十分必要。II Offers鉴于以上所述，我们强烈要求你们尽快装运。鉴于以上所述，我们强烈要求你们尽快装运。In view of the above,we strongly urge you to effect shipment as soon as pos

28、sible.Letter 3(P74-75)1.confirm:vt.确认；证实确认；证实注意：不能接动词不定式，只能接名词、注意：不能接动词不定式，只能接名词、名词性短语或从句名词性短语或从句 We confirm(having received)your email of June 30.我们确认已收到你方我们确认已收到你方6月月30日电子邮件。日电子邮件。We confirm to have received your email of June 30.We are writing to confirm your offer for CD-roms.兹去函确认（或兹去函确认（或“接受接受

29、”）你方）你方CD光盘的报光盘的报盘。盘。我们的客户已确认将参加本届广交会。我们的客户已确认将参加本届广交会。Our client has confirmed that they will attend this Canton Fair.Writing Skills（写作技巧）（写作技巧）报价和发盘信函的写作步骤及常见表达方式：报价和发盘信函的写作步骤及常见表达方式：写作步骤写作步骤 表达方式表达方式（1）对对方对对方的询价的询价表示感表示感谢谢 Thank you for your enquiry and for your interest in our products.（感谢您的询价以（

30、感谢您的询价以及对我方产品的兴趣。）及对我方产品的兴趣。）In reply to your inquiry of，we have the pleasure of offering you as follows.(为复你方为复你方询价，现报询价，现报盘如下。）盘如下。）We thank you for your inquiry of and are pleased to quote as follows.（我们对（我们对您在您在日的询价表示感谢并愿意提供以下产日的询价表示感谢并愿意提供以下产品。）品。）（2）向对向对方提方提供所供所要求要求的信的信息息 Please note our stand

31、ard terms and conditions on the reverse side of this quotation（请注意我们列在本报价后面的交（请注意我们列在本报价后面的交易条件。）易条件。）We can ship your order within 3 weeks upon receipt of your order.（我们能在收（我们能在收到订单后三周内寄出货物。）到订单后三周内寄出货物。）Packing charges are included in the price,and we can make delivery whenever you wish.价格已含包装费价格已

32、含包装费,并且我们随时可以交货并且我们随时可以交货（3）表明报价表明报价的有效期的有效期 We must stress that this offer can remain open for three days only.（我们必（我们必须强调此报价只在须强调此报价只在3天内有效。）天内有效。）Subject to being unsold/prior sale.（以未（以未出售为有效。）出售为有效。）This offer is subject to your acceptance within 7 days.此盘以贵方在此盘以贵方在7天内接受为有天内接受为有效效（4）表达希望表达希望对方接

33、受对方接受所报价格所报价格早日订货早日订货的愿望的愿望 We trust you will find our quotation satisfactory and look forward to receiving your order.（相信您会满意我（相信您会满意我们的报价，盼订货。）们的报价，盼订货。）We look forward to receiving your order soon.（盼尽早收到你方订单。）（盼尽早收到你方订单。）We look forward to the pleasure of serving you.（期盼能为您服务。）（期盼能为您服务。）translati

34、on1、由于此货需求量甚大，所以该、由于此货需求量甚大，所以该盘有效期不能超过盘有效期不能超过5天。天。Because there is a large demand for the goods,the offer will be open only for 5 days.2、兹报实盘，以我方时间、兹报实盘，以我方时间7月月10日日星期二下午星期二下午5时以前复到为有效。时以前复到为有效。We are sending you a firm offer,subject to your reply here by 5 p.m.our time,Tuesday,July 10.3、如果、如果3月月1

35、0日之前收到你方订单，日之前收到你方订单，我方将报我方将报5月上旬船期的实盘。月上旬船期的实盘。Provided your order reaches us before May 10,we will make you an firm offer with shipment available in the beginning of May.4、我们正在仔细研究你方报盘，希、我们正在仔细研究你方报盘，希望将此盘保留到月底有效。望将此盘保留到月底有效。We are now studying your offer and hope that it will keep open till the e

36、nd of the month.Dear Sirs,In reply to your letter of May 5,were sending you an offer,subject to your reply here by 5 p.m.our time,Thursday,July 27,as follows:Commodity:Boots for ladiesSpecifications:more than 20 assortments with new designs of brown or red colors(detailed in catalogue)Quality:the le

37、ather used is of superior qualityPrice:at US$95 to 300.00 per pair CIF Tianjin according to various designsPayment:Confirmed,irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment.Packing:at per buys demandShipment:SeptemberUnder separate cover,we have sent you a sample of our leather for your reference.We look forward to receiving your order soon.Yours faithfully,