E时代外贸英语.ppt

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1、询盘和答复询盘和答复Enquiries and Replies 询盘是指交易的一方欲购买或售出某种商品,向对方询问卖该种商品的各项交易条件(如商品的品质,规格,价格,装运等).询盘实质上是邀请对方发盘(invitation of offers),在商法上属于邀请要约.l询盘,又称为询价,可以分成两种.一种只询问价格,索取商品目录或样品,被称为一般询盘(General Enquiries);另一种询盘则包括特定商品的各项交易条件,被称为具体询盘(Specific Enquiries).Key Wordslenquire v.l询购；询价；询问询购；询价；询问 l1.enquire for 询购某

2、物询购某物 lThe goods you enquire for are out of stock.l所询之货已脱销。所询之货已脱销。l2.enquire about 打听某事打听某事lThey have enquired about the possibility of the sale of their products.l 他们曾打听过有无可能销售他们的产品他们曾打听过有无可能销售他们的产品lI want to enquire about the quantity you require for next quarter.l 我想打听一下你们下季度所需要的数量我想打听一下你们下季度所需要

3、的数量l3.enquire into 调查；了解调查；了解lIts our duty to enquire into this matter.l 我们将负责调查此事。我们将负责调查此事。lThe whole matter has to be enquired into.l 整个事情必须查清。整个事情必须查清。lenquiry ln.交易交易(=transaction)（可数名词）可数名词）lAt the moment,there are only small enquires for such goods.l 目前对这类商品只有小数量的询盘。目前对这类商品只有小数量的询盘。lWe have a

4、n enquiry for 5000 pairs of silk socks.l 我们现有我们现有50005000双丝袜的询价单一份。双丝袜的询价单一份。lI just want to make enquiries about the train schedule.l 我只是想打听以一下火车的时刻表。我只是想打听以一下火车的时刻表。lThe enquiry into the whereabouts of the documents took almost half a year.l 调查那些文件的下落花了几乎半年的时间调查那些文件的下落花了几乎半年的时间常用表达常用表达l1.Wed like

5、to know what you can offer as well as your sales conditions.我们想了解你们能供应什么，以及你们的销售条件。2.Could you please send us a catalog of your rubber boots together with terms of payment?你能给我们寄来一份胶靴的目录，连同告诉我们付款方式吗？3.Please let us know your lowest possible prices for the relevant goods.请告知你们有关商品的最低价。l(4)We take int

6、erest in your canned goods and wish to have the catalogues.l我们对你方的罐头食品有兴趣，希望能收到目录。l(5)We are interested in bicycles in various sizes and please send us a copy of your illustrated catalogue with details of the prices and terms of payment.l我们对不同尺寸的自行车感兴趣，请寄一份带插图的目录并详告价格和付款条件。l(6)Well fax you as soon a

7、s we are in the market.l一旦我方要货就会发传真给你们。l l(7)We are desirous of your lowest quotations for frozen rabbit.l我们想要你方冻兔肉的最低报价。lCan you give me an indication of price?你能给我一个估价吗？回复询盘注意问题回复询盘注意问题：l1.回复的格式、语气、语法是否标准，合乎商业惯例。2.回复的内容是否正确，包括贸易惯例，术语等。3.对产品的描述是否正确，包括数量、质量、包装等。4.回复的条件是否苛刻，超出市场的平均值。常用表达常用表达lRepliesl

8、(1)This is in reply to your enquiry of October 8.l西安答复你方10月8日的询盘。l l(2)With regard to your enquiry for typewriters,we wish to give the following in reply.l关于你方关于打印机的询盘，我们愿作如下的答复。l(3)We welcome your enquiry of May 26th,2007 and thank you for your interest in our products.We specialize in this line of

9、 business.l欢迎你们2007年5月26日的询盘，并感谢你们对我们产品的兴趣。我们专门经营此业务。l(4)We enclose our latest catalogue and a price list giving details you ask for.l西安附寄最新目录和价格单，上面有你们要求了解的详细情况。SamplelEnquirylDear Sirs,lWe learn from the British Embassy that you are producing for export hand-made shoes and gloves in pure hide and

10、other natural materials.lThere is a steady demand here for high-class goods of this type,especially in the brighter colors.Sales are not high,but a good price can be obtained for fashionable designs.lWill you please send us your catalog and full details of your export prices and terms of payment,tog

11、ether with any samples you can let us have?lWe look forward to hearing from you soon.l Yours faithfullylReply Dear Sirs,lYour enquiry of October 10 is receiving our attention,and we thank you for your interest in our products.lA copy of our illustrated export catalog will be sent to you today,togeth

12、er with a range of samples of the various skins used in the manufacture of our gloves and shoes.We think the colors will be just what you want for the fashionable trade,and the beauty and elegance of our designs,coupled with the superb workmanship,should appeal to the discriminating buyers.lOur repr

13、esentative,Mr.J.Needham,will be in Paris next week and will be pleased to call on you with a full range of samples of our hand-made lines.He is authorized to discuss the terms of an order with you or to negotiate a contract.lWe look forward to receiving an order from you.Faithfully yours,发盘，还盘和返还盘发盘

14、，还盘和返还盘Offer,Counter Offer and Re-counter Offerl在国际贸易实务中，发盘发盘也称报盘、发价、报盘、发价、报价报价。法律上称之 为“要约”。发盘可以是应对方询盘的要求发出，也可以是在 没有询盘的情况下，直接向对方发出。发盘一般是由卖方发出 的。Key Wordsloffer v.l1.出价；报盘出价；报盘 lOther suppliers are offering a much better price.l 其他供货商报的价格要优惠得多。lWe cannot offer more than 50 tons of sugar at present.l

15、目前我们最多只能报50吨糖。l2.（主动）提供；给予（主动）提供；给予lI hope you could offer us your most favorable terms.l 希望能给我们最优惠的条件。希望能给我们最优惠的条件。lIf your order is large enough,we can offer you a discount of 10%.l 如果订数很大，我们可给如果订数很大，我们可给10%10%的折扣的折扣。ln.报盘报盘1.常用句型常用句型A)A)make Sb an offer for 给某人报。（商品）B)Sth be under offer 某商品在出售中C)

16、the offer is firm(valid,good,open)for(or until)此报盘有效期为。（到。为止）l2.常用搭配常用搭配l to accept offer 接受报盘l to decline offer 谢绝报盘l to entertain offer 考虑报盘l to renew offer 恢复报盘l to withdraw offer 撤销报盘lbid l n.递价；递盘（常指买方发给卖方的报盘递价；递盘（常指买方发给卖方的报盘）lWell try to get a bid from the buyers.l 我们试图从买主那里获得递价。我们试图从买主那里获得递价。

17、lWe made a bid at RMB￥1,500 per M/T for the groundnuts.l 花生，我们出价每公吨人民币花生，我们出价每公吨人民币1 1，500500元元。lv.递价（后接价格）递价（后接价格）lWe dont think buyers will bid a higher price.l 我们认为买主不会出更高的价格。我们认为买主不会出更高的价格。lThey have bid a price,which we think will be acceptable to you.l他们递了一个价，我们认为你方可接受。他们递了一个价，我们认为你方可接受。lcurre

18、nt price 现价 lmarket price 市价lbuying price 买价 lselling price 卖价lnet price 净价lgross price 毛价 lmaximum price 最高价lminimum price 最低价lretail price 零售价l wholesale price 批发价”buy”是是一一般般用用语语，对对于于较较正正式式或或规规模模较较大大的的业业务往往用务往往用”purchase”一词。一词。如如：We are interested in purchasing 15,000 tons of wheat.我们想购买我们想购买15000

19、 15000 吨小麦。吨小麦。在在市市场场上上寻寻购购大大宗宗商商品品还还可可说说“be in the market for“。如如：From the Internet we know that you are now in the market for various kinds of paints.从英特网上我们了解到你们正询购各种油漆。从英特网上我们了解到你们正询购各种油漆。lsell off拍卖，贱卖拍卖，贱卖lThe rest of the goods will be sold off at reduced prices.l剩下的商品将降价出售。剩下的商品将降价出售。lsell ou

20、t卖完卖完lWeve sold out all our stocks.存货已售完。存货已售完。l表示表示“处理处理”（出售）商品时，常用（出售）商品时，常用“dispose”。l 如如：We are disposing our stocks at low pries because dull reason is coming.l 因淡季来临，我们正在低价抛售库存。因淡季来临，我们正在低价抛售库存。lThe sweepings were eventually disposed of.l 地脚货终于处理了。地脚货终于处理了。常用表达常用表达l(1)We offer you 1,500 Foreve

21、r Bicycles at US$32 per piece for delivery in May.l我们向你方报盘，1500辆永久牌自行车，CIF拉各斯价，每辆32美元，5月份交货。l(2)Thank you for your enquiry dated March 18 and now,we offer as follows.l谢谢你方3月18日询价，现报盘如下。l(3)We take pleasure in sending you an offer for 50 sets of Milling Machine Type 70 as follows.l我们高兴地向你方作出50台铣床的如下报

22、盘。l(4)We make you the following offer,subject to your reply reaching here within 3 days.l我们做出如下报盘，以你方答复在3日内到达此地为有效。l(5)This offer is subject to goods being unsold.l本报价以货物未售出为有效。l(6)This offer is firm for 5 days.l此报盘的有效期为5天。l(7)As the prices quoted are exceptionally low and likely to rise,we would ad

23、vise you to accept the offer without delay.l由于所报价格特别低，并可能上涨，我们建议你方立即接受此报盘。l(8)As the market is firm with an upward tendency,we would suggest in your interest that you accept our offered price.l由于市场坚挺，行情看涨，为了你方的利益我们建议你方接受报价。l(9)We trust you will find our offer satisfactory and look forward to receivi

24、ng your order.l我们相信你方会对我们报盘感到满意，期望收到你方订单。l(10)We invite your attention to our other products,details of which you will find in the catalogue.l请注意我们的其他产品，详细信息见目录。还盘还盘Counter-offersl(1)If you cannot accept it,please make best possible counter-offer.l如不能接受，请尽力给一个最好的还盘。l(2)Your offer is unworkable,as so

25、me parcels of Japanese makes have been sold here at a much lower price.However,in view of our-standing business relationship we make you such a counter-offer.l你方的报盘无法让人接受，因为这里有几批日本货以低得多的价格出售，但是，鉴于我们之间的长期贸易关系，特向你方作此还盘。l l(3)Your price is on the high side and we have to counter-offer as follows,subjec

26、t to your reply received by us on or before April 8.l你方价格偏高，我们不得不作如下还盘，以我方在4月8日或以前收到你方的答复为有效。l(4)The price you counter-offer is out of line with the market,so it is beyond what is acceptable to us.l你方还价与市场不一致，故我方无法接受。l(5)We cannot entertain business at your price,since it is out of line with the pre

27、vailing market,being 20%lower than the average.l我们不能考虑按你方价格成交，因为你方价格与现时市场不一致，要比一般价格低20%。l（6）My offer was based on reasonable profit,not on wild speculations.l我的报价以合理利润为依据，不是漫天要价。l（7）Moreover,Weve kept the price close to the costs of production.l再说，这已经把价格压到生产费用的边缘了。l（8）We cant accept your offer unles

28、s the price is reduced by 5%.l除非你们减价5%，否则我们无法接受报盘。l（9）Im afraid I dont find your price competitive at all.l我看你们的报价毫无任何竞争性。订单及执行订单及执行key wordsl在在外外经经贸贸英英语语中中表表示示“商商品品”，“货货物物”的的词词较较多多，要要注注意意几几个个常常用用词词的的用用法法与与区区别：别：lmerchandise 商品（总称，无复数形式）商品（总称，无复数形式）lThe merchandise is being strictly examined.l 商品正在严

29、格检验。商品正在严格检验。lgoods 货物货物（永远为复数，较普通用语）（永远为复数，较普通用语）lThe goods enquired for are out of stock for the moment.l 所询货物暂脱销。所询货物暂脱销。larticle 商商品品；货货物物(尤尤指指某某种种具具体体商商品品。在在报报盘盘与与销销售售合合同同中中常常以以“Art.No.。”形式出现形式出现。lstock n。l1.存货；现货存货；现货lThese are the only stocks available。l 这些是仅有的存货。这些是仅有的存货。lWe dont have any st

30、ock of the bicycles as you required.l 我们没有你要的那种自行车现货。我们没有你要的那种自行车现货。l2.股票；证券股票；证券 lShe owns some stock in that company.l 在那个公司她有些股份。在那个公司她有些股份。lIs there any stock exchange in your area?l 你们那儿有没有证券交易所？你们那儿有没有证券交易所？lAmerican stock has been going down since the attack of the World Trade Center.l自世贸中心被袭

31、以来，美国股市一直在下跌自世贸中心被袭以来，美国股市一直在下跌。l3.常用搭配常用搭配l lsupply from stock 供。现货供。现货l We can supply this quantity from stock.l 我们可供这个数量的现货我们可供这个数量的现货。have in stock 有。现货有。现货 Wed like to place repeat orders if you have a large quantity of rice in stock.如大米存货丰实，我想续订。如大米存货丰实，我想续订。out of stock 脱销脱销 Black tea,first g

32、rade,is out of stock at present.一级红茶现已脱销。一级红茶现已脱销。lrefer v.l1.谈及；提到谈及；提到（与（与to搭配）搭配）lWe refer to our letter dated May 20.l 兹谈及我方兹谈及我方5 5月月2020日函日函。lReferring to your enquiry of May 22,we very much regret that we have no supply in stock.l 关关于于贵贵方方5 5月月2222日日询询盘盘，非非常常抱抱歉歉我我们们手手头无现货头无现货。l2.参照；参阅参照；参阅（与

33、（与to搭配）搭配）lPlease refer to our fax of May 15.l 请参阅我方请参阅我方5 5月月1515日传真。日传真。lWe referred to our records and found that the said commission had already been paid.l我们参阅了我方记录，查明该笔佣金已付。我们参阅了我方记录，查明该笔佣金已付。l3.提交；交付提交；交付 lWe have referred this matter to our factory in Dalian.l我们已将此事提交我在大连的厂家处理我们已将此事提交我在大连的厂家

34、处理。lIf the arbitrators cannot agree,please refer to the umpire.l 如如果果仲仲裁裁员员的的意意见见不不一一致致，请请交交裁裁定定人人裁裁定。定。l4 指示；接洽指示；接洽 lWe have referred them to you for their requirements.l 我们已请他们向你们洽购所需货物。我们已请他们向你们洽购所需货物。lYour Commercial Counselors Office has referred us to you for establishing business relations w

35、ith your corporation.l 贵贵国国商商务务处处让让我我们们与与您您联联系系有有关关与与贵贵公公司司建建立立业业务关系事宜。务关系事宜。lreference n.谈及；关于谈及；关于lwith reference to。;in reference to。;Reference is made to。常置于句首，常置于句首，l表示表示“关于关于”。如：如：lWith reference to our usual payment terms,we can do otherwise than L/C at sight.l 关于通常的支付条件，我们除即期信用证外也接受其他做法。lfor

36、 your reference 供你方参考供你方参考 lWe attach hereto our enquiry list for your reference.l 兹附询价单一纸供你方参考。lWe shall appreciate it if you will send some up-to-date patterns for our reference.l 如能寄一些最新的款式作参考，将甚为感激。订单及执行订单及执行l常用表达句型常用表达句型l(1)We thank you for your quotation of May 20 and now place an order with y

37、ou for the following items.l谢谢你方5月20日的报价，现向你方订购下列商品。l(2)We are pleased to place the following orders with you if you can guarantee shipment from Shanghai to Singapore by October 9.l若你方能保证在10月9日以前将货物由上海运至新加坡，则我方乐于向你方订购下列货物。l(3)In reply to your letter of May 10 quoting us the prices of soy beans,we pl

38、ace a trial order as mentioned in the enclosed sheet.l现回复你方5月10日大豆报价函，试订购如所附订单。l(4)We are pleased to find that your materials appear to be of fine quality.as a trial,we are delighted to send you a small order for 2,500 dozen Rubber Shoes.l我们对你方的产品质量和价格均感满意，现寄去试订单，请供应现货。l(5)We are glad to confirm our

39、 fax order dispatched this morning as follows:l我们很乐意确认今天早上传真订单如下：l(6)We have received your catalogue and price list,and now we order the following goods at the prices named.l一收到你方目录和价格单，现按所示价格订购下列货物。l(7)Thank you for your quotation for bicycles,but we regret that we have to place our order elsewhere

40、 as your prices are too high for this market.l谢谢你方自行车报价，但遗憾的是，你方价格对此市场来说过高，我们不得不向别处订购。l执行订单执行订单Fulfillment of ordersl(1)We have received your order No.751 and it will be executed to your satisfaction.l我们已收到你方751号订单，订单的执行将使你方满意。l(2)Pleased be assured that the order will be punctually fulfilled.l请放心，我

41、们将准时运交你方所订的货物。l(3)Your order is receiving our immediate attention and we will keep you informed of the progress.l我们正在迅速处理你方订单，并将随时告知你方进展情况。确认与合同确认与合同Confirmation and Contractl(1)We cannot but cancel the contract since you have failed time and again to fulfill your part of the contract.l由于你方未能及时地履行合同

42、，并且部分重复履行合同，我方只能取消合同。l(2)We do hope the successful result of this contract will lead to further cooperation and business between us.l我们真的希望这次合同的圆满执行能给我们带来进一步的合作和业务。l(3)Please see to it that the stipulations in the relevant credit are strictly in accordance with the terms stated in the contract.l请注意信

43、用证中的规定一定要完全和合同中的条款相一致。l(4)We hope you will take your commercial reputation into account and execute the contract.l我们希望你方要考虑一下商誉，并去执行合同。l(5)Im very glad that through our mutual efforts,our negotiation has come to a successful conclusion.l我们非常高兴经过我们双方的努力，我们的谈判终于有了一个圆满的结果。lSamplelDear Sir or Madam:lWe

44、have just received your email about contract terms dated July 3.All the other terms are accepted except arbitration terms.lWe think that its better to submit our arbitration case to an organization in a third country if any disputes arise.Of course,it is not necessary to submit a case to arbitration

45、 as long as our two parties can discuss the matter in a friendly manner.But it is better to make the stipulations complete before we sign the contract.lWe look forward to your prompt reply.lBest wishes,l我们已经收到你方7月3日关于合同条款的邮件。除了仲裁条款，其他的条款都能接受。l我方认为如果发生任何纠纷，向第三国的机构提交我们的仲裁案例会比较好l些。当然，只有我们双方能友好协商解决这些纠纷，

46、就没必要申请仲裁了。但在我们双方签合同之前，还是将规定说完全比较好些。l期待你方的及时回复。支付支付Paymentl（注）：“费用”一词是日常生活中极常用的词。请注意比较英语中诸多表示费用的词：lexpense（费用；花费）,fee（费用）,cost（成本；费用）,price（价格；代价）,lpayment（支付）,value（价值；金额）,expenditure（开支；花费）,toll（服务费；代价）ldecline v.l1.谢谢绝绝；婉婉辞辞（后后面面可可接接名名词词，不不定定式式，动动名名词等词等）l We very much regret we have to decline you

47、r offer.l 很抱歉，不得不谢绝你方订单。很抱歉，不得不谢绝你方订单。l 2.下降；下跌下降；下跌lShares declined in a weak market.l市价疲软，股票下跌。市价疲软，股票下跌。l（注注）：refuse refuse 表表示示“拒拒绝绝”是是普普通通用用语语；declinedecline是是较较正正式式的的客客套套语语，语语气气较较委委婉婉；rejectreject也也可可表表示示“拒拒绝绝”，在在外外经经贸贸业业务务中中常常用用来来表表示示“拒收拒收”，“驳回驳回”，语气最强烈。如，语气最强烈。如：lThe buyer rejected all the excuses that the seller made for the delayed delivery。l 买方驳回卖方提出的关于延迟交货的一切托词。买方驳回卖方提出的关于延迟交货的一切托词。l We reject the goods because they are much more inferior to the sample.l 我们拒收这批货，因其质量比样品差多了。我们拒收这批货，因其质量比样品差多了。