商务英语函电Unit-3-报盘课件.ppt

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1、Unit3 Offerletters报盘3-1Objectives目标1、Learntheconceptionandthemaincontentsofanofferbyheart2、Understandthebasicstructureofofferletter3、Practicewritingafirmofferandnon-firmofferbyusingwordsandexpressionsinthelist.4、Askthestudentstomasterthekeywordsandbasicsentencesfreely5、Gaintheabilitytowriteofferofan

2、ysubjectwiththehelpof.havinglearnedinanofferletter.6、Masterthewritingmethodsofofferletterthroughdoingmoreexercise.7、Trytheirbesttowriteoutthelettersofafirmofferandnon-offer3-2Leadingin导入Haveyoueverlearnedanoffer?DoyouunderstandthemeaningofanofferinBusinessEnglish?Ifyouknowanoffer,Whatdoyouthinkofano

3、ffer?Thefollowingarepartsoffiveletters.Perhapsyouwilllearnsomethingaboutanoffer.Explainyourreasonstoyourpartnerandlisttheimportantpointsthatshouldbeincludedinanoffer.3-3PracticalReading实用阅读1.Althoughinmanytypesofbusiness,ithasalwaysbeenthepracticeforthesuppliertomakeanofferdirectlytohisregularcustom

4、ersandtootherswhomaybeinterestedinhisgoods,withoutwaitingforanenquiry.Thesuppliershouldmakeanoffertohimwhenhehasreceivedanenquiryfromthebuyeranddecidedtosellthegoods.2.Wehavelearnedthatquotationisjustanindicationofpricewithoutcontractual obligation,anditis subject to changewithoutpreviousnotice.But

5、offerisdifferentfromquotation.5.Anfirmofferisapromisemadetoaspecificpersonorpersonstoexpressorimplyadefiniteintentionoftheofferor tomakeacontractunderclear,completeandfinaltradeterms.Onceitis unconditionally acceptedbytheoffereewithinitsvalidity,itcannotberevoked oramended andis binding onbothpartie

6、s.6.Anon-firm(soft-firm)isanofferwhichisnotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituations,Thisformisgenerallyusedwhenthereisstillmuchtodiscussandmanytermsarenotyetagreedupon.7.Themaindifferencebetweenafirmofferandanon-firmofferisthattheformerhasvaliditywhilethelatterdoesno

7、t.NewwordsandExpressions1.indication,indikeinn.指示，指出；迹象；象征2.contractualkntrktuladj.契约的，合同的3.obligation,blieinn.义务；职责；债务4.offerfn.发盘、报盘；提议；意图5.statedsteitidadj.规定的；阐明的；定期的6.intentionintennn.意图；目的；意向7.advertisingdvtaiziv.公告；为做广告（advertise的ing形式）8.currencykrnsin.货币；通货9.validityvlidtin.有效性；正确；正确性10.spec

8、ificspisifikadj.特殊的，特定的；明确的；详细的；具有特效的11.offerorfrn.要约人；报价人；发盘人12.unconditionally,nkndinliadv.无条件地13.offeree,fri:n.受要约人；接盘人，受盘人；被发价人14.revokedrivukvt.撤回，取消；废除15.amendedmendidv.修订；改进（amend的过去分词）1.besubjectto受支配，从属于；常遭受；有倾向的2.becapableof能够3.othertermsconcerned.相关的条款4.firmoffer实盘5.non-firmoffer虚盘6.isbin

9、dingon对具约束力Notes cable of 电报CIF abbr.到岸价（Cost,Insurance and Freight）for the above goods 上述提到的商品strengthening market 强劲的市场B.TheBasicStructureofOfferLetter报盘基本结构SalutationBody1)Thankthebuyerwhosendouttheinquiryatthebeginningoftheoffer;thedatewhentheinquirywasreceivedmightbelistedaswell.2)Thingssenttot

10、hebuyer(catalogueandtheprices,samplesiftheresany)havebeensenttothem,andthethingsbywhichways,andinwhichformshavebeendelivered.3)Brieffavorablecommentsabouttheproductsthemselves4)Typeofoffertobemade5)Articlenumber6)Goodsname7)Specification8)Purchasequantityrequired(optional)C.TheMainPointofOfferLetter

11、报盘的要点1)Expressionofthethanksfortheinquiry,ifany.Shethankedmefortheoffer.她对我的报盘表示感谢。2)Nameofcommodities,qualityandspecifications(includingsizes,models,material,etc.)Whenthedollarfalls,themodelsguidethemtobuycommodities,andthesubsequentwaveofbuyingpushesuptheprices.当美元汇率下跌，经济模式则引导他们购买商品，而之后的几波购买浪潮推高了商

12、品的价格。in“QualityFirst,UsersFirst,theSupremacyofCredibility”purposes本着“质量第一、用户第一、信誉至上”的宗旨Pickaproductyoulike,anddescribeitsfeatures,specifications,andprice.选择一个你喜欢的产品，并说明其功能、规格和价格。5)PackingconditionanddateofdeliveryPackingconditionmeanswhetherthepackingandpresentationisproper.商品包装情况：填运输外包装和包装状况是否良好。Th

13、edateofdeliveryisapproaching,butwehaventreceivedyourcoveringletterofcredit.虽然交货期日益临近，我们至今仍未收到您方有关信用证。6)ValidityperiodoftheofferArticle30Theperiodofvalidityofanexportlicenseshallnotexceed6months.第三十条出口许可证的有效期不得超过6个月。7)IndicationofwhatthepricecoversPrice,quantityandcostoftransportation?价格、数量和运输成本吗？The

14、priceisreasonablebecausethequalityissuperior.这价格是合情合理的，因为品质极好。3-5SampleLettersofOffer报盘样信Specimen1AFirmOfferofRiceandsoybeansJuly18，2007Re:afirmofferforriceDearMr.Zhang,ThisistoconfirmyourtelexofMay16，2007,askingyoutomakeafirmofferforriceandsoybeansCFR.Wetelexedyouthismorningofferingyou30metrictonso

15、fpolishedriceatUS2，300permetrictonand20metrictonsofsoybeansatUS2，900permetricton,CFR,forshipmentduringJuly-August2007.Thisofferisvalid,subjecttothereceiptofyourreplybefore10June，2007.Notes soybeans大豆CFRabbr.运费在内条件（CostandFreight）valid有效的subjectto以为准，以为条件withoutdelay立即；毫不迟延地Specimen2AFirmOfferofSugar

16、July29,2011Re:AnOfferforSugarDearMr.WangYong,WeareinreceiptofyourletterofJuly17,2011askingustooffer10000metrictonsofthesubjectsugarforshipmenttoJapanandappreciateverymuchyourinterestinourproduct.Tocomplywithyourrequest,weareofferingyouthefollowing:1.Commodity:DalianSuperiorWhiteCrystalSugar.2.Packin

17、g:Tobepackedinnewgunnybagsof100kgs.each.3.Quantity:10000(tenthousand)metrictons.4.Price:US$105.00(USdollarsonehundredandfive)permetricton,FOBDalian.5.Payment:100%byirrevocableandconfirmedL/Ctobeopenedinourfavortobedrawnatsight.6.Shipment:ThreeorfourweeksafterreceiptofL/Cbythefirstavailableboatsailin

18、gfromDaliantoLisboa.Pleasenotethatwedonothavemuchreadystockonhand.Therefore,itisimportantthat,inordertoenableustoeffectearlyshipment,yourL/Cshouldbeopenedintimeifourpricemeetswithyourapproval.Weareawaitingyourreply.Yourssincerely,ChenBinNorthAmericanSalesDepartmentNotesinreceiptof已收到metrictons公吨（met

19、ricton复数形式）tocomplywithyourrequest按贵方的要求crystalsugar冰糖gunnybag麻布袋FOB船上交货（价格）；离岸价格irrevocable不可撤销的insbsfavor对某人有利onhand在手边；在场；即将发生approval批准；认可；赞成Specimen3ANon-FirmOffer2,August201Kee&Co.,Ltd55RegentStreetLondon,UKDearSirs:ThistimelastyearyouplacedanorderforTypeBS362car.Thisisadiscontinuedlinewhichwe

20、hadonofferatthetime.Wenowhaveasimilarproductonoffer,TypeCN233.Itoccurstousthatyoumightbeinterested.Adescriptiveleaflet(传单)isenclosedNotesastockof储存的20%discount20%的折扣inviewof鉴于；考虑到Specimen4ANon-FirmOfferofLGCellPhoneNovember19,2010Re:Non-firmofferforLGcellphoneDearMr.Gibson,Thankyouforyourletterdated

21、October23,2010,inwhichyouexpressyourinterestinourLGcellphone.Atyourrequest,wetakepleasureinmakingyouthefollowingoffer,subjecttoourfinalconfirmation.Commodity:LGcellphoneSpecification:CYT187Quantity:1200Color:RedBluePrice:US$310perLGcellphoneShipment:onemonthafterreceiptofL/CPayment:byconfirmed,irrev

22、ocableL/CinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipmentandremainvalidfornegotiationinChinatillthe15daysaftershipment.Asyouknow,ourstockislimitedandthedemandisgreat.Yourearlydecisionisnecessaryandlookforwardtoyourpromptreply.Yourssincerely,MarySalesManager3-6KeywordsofOfferlet

23、ter报盘重点词1.offern.发（报）盘，报价（包括两种形式：firmoffer实盘，non-firmoffer虚盘）1)firmoffer实盘（offerwithengagement）：发盘人对其发盘的内容不得变更和反悔，否则将承担违约的法律责任。non-firmoffer虚盘(offerwithoutengagement)：一般用“以我方最后确认为准”这一形式，以避免发生误解而引起不必要的争议和纠纷。2)常用短语：toofferfor对报价tomakeanofferfor对报盘（报价）toforwardanoffer(ortosendanoffer)寄送报盘togetanoffer(o

24、rtoobtainanoffer)获得报盘tocableanoffer(ortotelegraphanoffer)电报（进行）报价offerandacceptancebypost通过邮政报价及接受toacceptanoffer接受报盘toentertainanoffer考虑报盘togiveanoffer给报盘tosubmitanoffer提交报盘officialoffer正式报价（报盘）3)报价(quotation)与发（报）盘(offer)的区别。offer的交易条件完整，即包括了1.品名2.规格3.数量4.单价5.包装6.交货期7.付款方式；而quotation通常只包括品名、规格和单价3

25、项,有的quotation中包括了数量和交货期，但一般是有库存现货(对于期货quotation是报不出数量和交货期来的，但是offer中必定包括)，不像上述offer的交易条件那样完整。quotation通常是对一个新客户的第一次询盘(firstenquiry)的答复，而offer是买卖双方经过一段时间的交易磋商后，卖方较为正式的发盘。2.receipt n.收到；接受Wearenowinreceiptofyourletterofthe5thApril,handingusanorderforwoodsheet.现在我们收到贵公司4月5日来函及木材订单一份。Wearetodayinreceipt

26、ofcableadvicesfromMoscowthattheyhaveissuedanirrevocablecredit.今日我们收到从莫斯科拍来的电报。据该电称：他们已开出不可撤销的信用证。5.confirmedadj.确认的；保兑的；坚定的；惯常的confirmv.确证；使坚定confirmedcredit保兑信用证TheconfirmedcasesspantheAmericas,Europe,AsiaandOceania.确认的范围跨越美洲、欧洲、亚洲和大洋洲。Whilethisisaverynewresearch,ithasyettobeconfirmed.虽然这是一项极新的研究，还

27、有待进一步证实。6.subjectto以为条件，以为准Thesearetheindicatorsofcrisis,subjecttodataandstatistics.这些是数据和统计资料显示出来的危机指标。Weofferyoufirmsubjecttoreplyhereby10a.m.,Tuesdayourtime.兹报实盘，以我方时间星期二上午10时以前复到为准。Ourofferissubjecttoapprovalofexportlicence.出口许可证准许签证，我方报价才有效。7.L/Caletterofcredit信用证confirmedL/C保兑信用证unconfirmedL/C

28、不保兑信用证sightL/C即期信用证usanceL/C远期信用证transferableL/C可转让信用证untransferableL/C不可转让信用证revocableL/C可撤销信用证irrevocableL/C不可撤销信用证8.validadj.有效的，有根据的；正当的validperiod有效期限ValidPeriod:3monthsbyfreezing.保存期限：冷冻保存三个月。bevalidfor有效期为Thenewcontractwouldbevalidfor5years.这份新合同的有效期为五年。Wedliketomakethecontracttobevalidfortwo

29、yearsatthebeginning.刚开始，我们先把合约的期限定为两年。validtill有效至L/Cshallbevalidtillthefinalpayment.信用证的有效期应该到最后一次付款。9.faxv.n.传真faxmodem传真猫FaxService传真服务FaxServer传真服务器Ihavenomobilephonesorfaxmachinesintheoffice.我办公室里没有手提电话和传真机。Oh,bytheway,couldIsendfaxtoLondoninmyroom?噢，顺便问一下，我可以在房间里发传真到伦敦吗？Canyoufaxacopyofthetour

30、itinerarytomequickly?你能尽快传真一份行程给我吗？Illfaxthismenutoyouimmediately.我会立刻把菜单传真给您。10.atsight见票即付，即期L/CatsightisnormalforourexporttoFrance.我们向法国出口一般使用即期信用证付款。3-7BasicSentencesofOfferletter报盘基本句型1.inreplytoyourofferof.答复您InreplytoyourofferofApril15,wewouldliketomakethefollowingcounteroffer.答复您4月15日的报价，我方希

31、望还价如下。InreplytoyourofferofJune10,wehavejusttelexedyouasfollows.答复您6月10日的报价，我方刚才已拍发电传如下。2.Wethankyouforyourofferof./Yourofferon.isappreciated.感谢您的报价WethankyouforyourofferofMay15forDigitalWatchAZ-83.非常感谢贵方5月15日对AZ-83数字手表的报价。YourofferonCarStereoSetGD103isappreciated.感激您对GD103汽车立体音响设备的报价。Wethankyouforyo

32、urfaxofferof5thJuly.非常感谢贵方7月5日的传真报价。3.reply回复Wehopetoreceiveyourearlyreply.我方希望早获得回复。Welookforwardtoyourfaxreplybyreturn.我方希望贵方立刻以传真回复。Yourfavorablereplyisverymuchlookedforwardto.企盼收到您同意的答复。Weareawaitinggoodreplyfromyou.我方正期待贵方的好消息。Yourearliestpossiblereplywillbeappreciated.如蒙尽早回复，则感幸甚。4.Wethankyouf

33、oryourinquiry.感谢贵方询盘WethankyouforyourinquirydatedJuly10forthecaptionedgoods.Enclosedyouwillfinddetailsofourconditionsofsalesandtermsofpayment.感谢贵方7月10日对上述商品的询盘。在随函附件中您会看到我们的销售和付款条件。WethankyouforyourinquirydatedMarch18.Inreplywearemakingyou,subjecttoyourreplyreachingusbyApril10,thefollowingoffer.感谢贵方

34、3月18日的询盘。在附函中我们发盘如下，以你方4月10日前答复有效。Wethankyouforyourinquiry.WeareinformedinyourfaxofFebruary4thatourproductsareenjoyingfastsales.Inviewofthiscase,wewishtoextendthesalesofourproductstoyourmarketandnowwearesendingyouourofferforournewproducts.感谢贵方询盘。我们从贵方2月4日传真中获悉，我们的产品销售很好。鉴于此，我们愿在贵方市场推进我们的产品销售，现对我方新产品

35、发盘如下。Wethankyouforyourinquiry.Wearegladtotakeadvantageofthischancetointroduceourvariousproductsavailabletoyou.感谢贵方询盘。我们很高兴利用这个机会向您介绍我们的各种产品。eintoeffect执行；使用；生效Theoffercomesintoeffecttomorrow.本发盘明天起开始执行。ThenewpriceswillcomeintoeffectonMarch1stinthecomingyearandrevisedpricelistsarebeingprepared.新价格明年3

36、月1日开始使用，新的价目表正在准备当中。Therevisedquotationcomesintoeffectnextweek.修改过的报价从下周起生效6.Wouldyoutellme/us.?请告诉我（们）好吗？Wouldyoutellusthequantitysothatwemayworkouttheoffer?请告诉我你方订购数量，以便我方核算报盘。Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?为了便于我方报价，能否请你谈谈你方的需求数量？Wouldyoutellmehowmuchyouwanttobuy?能告

37、诉我您要买多少吗？7.Wearepleasedto.我们很愿意Wearepleasedtogiveyouaquotationforourcommodities.我们很高兴给贵方报价。Ifyouareinterested,werepleasedtomakeyouafirmoffer.如果感兴趣，我方很高兴为你方报实盘。8.Thisoffer.这报盘Thisofferisafirmone.这个报盘是实盘。Thisofferwillvalidfor3days.报价的有效期为3天。Theofferwillremainopenfor5days.报价的有效期为5天。9.Wehope.我们希望Wehopet

38、oreceiveordersforthesegoods.我们希望收到这些商品的订单。Wehopeyouwillavailyourselfoftheapproachingseasonandsendusanimmediatereply.我们希望您利用即将来临的季节，立即回复我方。10.besubjectto以为准Pleasenotethatourofferissubjecttoyourconfirmationreachingushereonorbeforethe30thnextmonth.请注意我方的发盘，在贵方下个月30日前予以确认方可有效。Thisofferissubjecttoyourrep

39、lyreachingusbyMarch16,Beijingtime.本发盘以贵方北京时间3月16日前答复我们方可有效。Ourofferissubjecttogoodsbeingunsold.我方发盘以未售商品为准。Ourofferissubjecttochangewithoutnotice.我方发盘如有变化，不另通知。3-8SituationalDialogues(情景对话)Dialogue1AcceptinganOffer(1)Harley:Howmuchdidthebuyersbid（叫价）onourhouse?Tom:Youraskingpricewasthreehundredthous

40、anddollars.Thepotential（可能的）buyersofferedtwohundredninetythousanddollars.Harley:Thatsagreatoffer!Tom:Yes,itisagoodoffer.Beforeyouaccept,weshouldlookatsomedetails.Harley:Whatelsedoweneedtolookat?Tom:Theywantyoutopayallclosingcosts.Ofcourse,theyaremakingthesalecontingent（因情况而异的）onaninspectionshowingno

41、majordefectsinthehouse.Harley:Ithinkthatsoundsfair.Tom:Youcouldputinacounteroffer,butIknowthatthesebuyersalsohavetheireyesonanotherhousedownthestreet.Harley:Idefinitelywanttoaccepttheiroffer.Tom:Excellentdecision!Iwillnotifythemimmediately.AcceptinganOffer(2)Harley:Iamsoanxioustohearwhatthebidwasono

42、urhouse!Tom:Rememberthatwesettheaskingpriceatthreehundredthousanddollars.Thefirstofferistwohundredninetythousanddollars.Harley:ThatswaybetterthanIexpectedsoearlyinthegame!Tom:Theofferisdefinitelyagoodone,butletsmakesurewelookatthewholepicture.Harley:Whataretheotherconsiderations（考虑）?Tom:Theywantyout

43、opayfortheinspection,buttheywanttopickouttheinspector.Ifthehouseisdefective（有缺陷的）,theywillwantoutofthedeal.Harley:Idonthaveaproblemwiththat.Tom:Youcouldmakethemacounteroffer,butIknowthatyouneedatimelysale.Harley:PleasenotifythebuyersthatIhaveacceptedtheiroffer.Tom:Ithinkthatyouaremakingtherightchoic

44、e.Iwillphonethebuyersrightaway!AcceptinganOffer(3)Harley:Myfriendsaidthatyouhadcalledregardingmultiple（多样的）offersformyhome.Tom:TheOpenHousewasquiteasuccess.Lastnightwereceivedthreeoffersonyourhome!Harley:Iamanxioustohearhowgoodanofferwereceived!Tom:Offersaboveandbelowtheaskingpricecamein.Onewasright

45、onthemoney.Harley:Letsgowiththehighestbid!Tom:Weneedtolookatanumberoffactorsindecidingwhichbidtogowith.Harley:Whatmattersbesidesgettingthemoneyforthehouse?Tom:Weneedtomakesurethatthesepotentialbuyersallactuallyqualifytoevenpurchaseahome.Harley:Idontevenknowwheretobegincheckingonabuyerscredit（信誉）info

46、rmation.Tom:Wecanchecktoseeifthesebuyershavealreadysoldtheircurrent（现在的）home.Thiswouldmakethemmoredesirable（令人满意的）.Harley:Ithinkthatgatheringthatinformationwillbehelpfultome.Tom:PleaseletmeknowifIcanfurtherassistyouinmakingyourdecision.Dialogue2DecidingWhichOffertoAccept(1)Harley:Yourofficecalledand

47、leftamessagethatseveraloffershadcomeinonourhome.Tom:Yes,wereceivedthreeoffersinonedayforyourhome!Harley:Weretheoffersforagoodprice?Tom:Oneofferwasforthefullaskingprice,oneslightlybelow,andoneabove.Harley:Well,Iamgoingtoacceptthehighestbid,ofcourse!Tom:Actuallythereareafewthingstoconsiderotherthanwho

48、isofferingthemostmoney.Harley:WhatotherfactorsdoIneedtoconsider?Tom:Weneedtoconsiderthelikelihood（可能性）ofthebuyersactuallybeingabletopurchasethehouse.Harley:Howdowecheckonthebuyersabilitytopurchaseourhome?Tom:Wewillchecktoseeifthesebuyersarepre-qualifiedfortheloan（贷款）amountthattheyneed.Thisinformatio

49、nwillhelpyoumakeagooddecision.Harley:Whenwegetallofthatinformation,thenIwillmakemydecision.Tom:Whenyoumakethatdecision,Iwillpresentittothebuyers.DecidingWhichOffertoAccept(2)Harley:Ireceivedyoure-mailaboutthemanypurchaseoffersformyhouse.Tom:Ithasbeenquiteabusydayregardingyourhome.Wejustreceivedthree

50、offers!Harley:Didthepotentialbuyersofferagoodprice?Tom:Therewereoffersaboveandbelowyouraskingprice,aswellasoneexactlyfortheaskingprice.Harley:Thehighestbidisalwaysthebestbid!Tom:Weneedtolookatthebigpictureindecidingwhichbidtoaccept.Harley:Whatthingswouldyoulikemetolookat?Tom:Justbecauseabuyerofferst