Unit-05-报价和发盘-商务信函的写作课件.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，以及如何进行报价和发盘的信函书写。在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖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，但也可不经过对方询盘而主动向对方提出。5.1 Introduction（简介）（简介）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。因此，实盘

2、又称为“有约束力的发盘”。报实盘时必须注意以下三点：（1）发盘必须注明是实盘。（2）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件。（3）发盘必须注明有效期。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。（2）提供所要求的所有信息，如价格、折扣及付款条件等细节。（3）对交货期或装运期的承诺。（4）如为实盘，应注明有效期。（5）希望对方接受报价订购货物。（2）向对方向对方提供所提供所要求的要求的信息信息 Please note our standard terms and conditions on the reverse side of

3、this quotation（请注意我（请注意我们列在本报价后面的交易条件。）们列在本报价后面的交易条件。）We can ship your order within 3 weeks upon receipt of your order.（我们能在收到订单后三周内（我们能在收到订单后三周内寄出货物。）寄出货物。）It is our usual practice to supply new customers with our goods for payment within one month from date of invoice,in the first instance,and lat

4、er to extend this term to three months.（我们通（我们通常的做法是：新客户首次订购我们的货物从结算日起常的做法是：新客户首次订购我们的货物从结算日起一个月内付款交货。之后，则宽限至三个月。）一个月内付款交货。之后，则宽限至三个月。）（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.（我们必须强调此报价只在（我们必须强调此报价只在3天内有效。天内有效。）Subject to being unsold to prior sale.（以未出

5、售为（以未出售为有效。）有效。）We cannot consider these prices firm for an indefinite period because of the situation on the coffee market.（鉴于咖啡市场的行情，我们无法长期（鉴于咖啡市场的行情，我们无法长期保持这一价格不变。）保持这一价格不变。）（4）表达希望对表达希望对方接受所报方接受所报价格早日订价格早日订货的愿望货的愿望 We trust you will find our quotation satisfactory and look forward to receiving

6、your order.（相信您会满意我们的报价，盼订货。（相信您会满意我们的报价，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。）Letter 2：Exporters quotationDear Ms.Chen,Thank you for your letter of 5th April,requesting for a further supply of our

7、 crockery,we are pleased to quote as follows:TeacupsUSD500.00 per hundred Tea SaucersUSD200.00 per hundred Tea PlatesUSD180.00 per hundred Tea-pots,2-pint USD3.00 each Net CIF Francisco The above quotation is subject to our final confirmation.You are allowed a discount of 5%for items ordered in quan

8、tities of 500 or more.The terms of payment 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 or

9、der.Yours faithfully,Leon AllenLetter 4：A non-firm offerDear 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 same sort of products.We are pleased to offer you USD150 pe

10、r 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 commission on our products,but a discount of 5%may be allowed if the quantity of your order is more than 1 000 sets.We hope you will agree to our offer and look forward to

11、receiving your order.Thank you again for your inquiry.Yours faithfully,Manager Shipment:to be made in three equal monthly installment;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 ac

12、ceptable to you and await your trial order with keen interest.Sincerely yours,John Leeds5.4 Focal Words5.4 Focal Words（焦点词汇）（焦点词汇）（焦点词汇）（焦点词汇）advisevt.通知，告知通知，告知We are studying your list of commodities and will advise you of our present interest.Please advise us when you will ship the goods.advisabl

13、e:adj.可取的，明智的可取的，明智的It is advisable that you should ship the goods by s.s.Red Star.advice:n.通知，报告通知，报告We have duly received the advice of opening an L/C.offern.报盘，报价报盘，报价This offer will remain effective for another 10 days from 15th May.vt.报盘报盘We offer you firm 50 long tons of Tin Foil Sheets at Stg

14、.135 per long ton CIF Shanghai for delivery in June.vi.给予，提供给予，提供For quantities of 10 tons and over,we can offer a discount of 15%on list prices.pricen.价格价格If prices are right,we should place a first order for 400 raincoats.vt.定价定价All our table-cloths are exquisitely made and moderately priced.Our l

15、ow-priced tweeds have a great market in East African Areas.price list:n.价格表，价目单价格表，价目单Will you please send us a price list of your portable transistor sets.quotevt.引用，复述引用，复述The buyer is always requested to quote the number of this Sales Confirmation in the L/C to be opened in favor of the seller.vt

16、.给给报价报价Please quote us your lowest price.vi.报价报价Will you please quote for the supply of approximately 100 reams of good quality white poster paper.5.5 Useful Sentences5.5 Useful Sentences（实用语句）（实用语句）（实用语句）（实用语句）1.发盘用语发盘用语to offer/to make an offer/to submit an offeringto offer firm/to make a firm off

17、erto offer subject to goods being unsoldto hold an offer open/to keep an offer opento withdraw an offer/to cancel an offerto alter an offerto extend an offer2.In our offer,we shall make it our business to charge you the lowest possible price for any quantity you may require,in order to give you an e

18、ntire satisfaction and to retain your customers.3.If your prices are most favorable than those of other suppliers we shall send you an order.4.This offer is firm subject to your immediate reply,which should reach us not later than the end of this month.There is little likelihood of the goods remaining unsold once this particular offer has lapsed.8.The item is presently sold out.Therefore,we cannot send you an offer.9.As requested,we are offering you the following subject to our final confirmation.10.On the 17th May,I venture to invite you to have a look at my shop,and wish me success.