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1、單擊此處編輯母版標題樣式,,單擊此處編輯母版文本樣式,,第二級,,第三級,,第四級,,第五級,,Project Two:,Enquiries, Offers and Counter-offers,Objectives of this Project:,,1.詢盤,報盤和還盤的內(nèi)容,,2.詢盤,報盤和還盤信的基本寫法,,3.詢盤,報盤和還盤信中常用的詞匯及表達方式,Introduction:,Definition of an enquiry,offer,counter-offer:,An,enquiry,is a request for information. In,,the internat
2、ional business the importer may send,,an inquiry to an exporter, inviting a quotation,,and or an offer for the goods he wishes to buy or,,simply asking for some general information,,about these goods.,,,An,offer,is a formal presentation of the goods,,to be supplied on the terms specified therein for
3、,,the buyer’s acceptance.,,The difference between an offer and a quotation:,,A quotation is not an “offer” in the legal sense. It is just an,,indication of price without contractual obligation and subject,,to change without previous notice.,,A,counter-offer,is virtually a partial rejection of the or
4、iginal,,offer. It also means a counter proposal put forward by the,,buyer.,,,,The following structure may be referred to in writing an,enquiry,:,1. State the source of the information and make a self-introduction at the beginning of the letter.,,2. State the purpose of writing the letter. For examp
5、le, the writer may explain to the recipient what he wants, give a description or specification of the goods he requires or express his willingness to enter into business relations with the recipient, etc..,,3. End the letter by expressing the expectation for an early reply.,,,A satisfactory letter
6、concerning an,offer,or quotation can be written in the following way:,1. Open the letter by expressing thanks for the enquiry, if any.,,2. Explain the details of business conditions, such as name of,,commodities, quality, quantity, specifications, unit price,,,type of currency, packing condition, da
7、te of delivery, terms,,of payment, discount, ect..,,3. End the letter in the way that encourages the enquirers to,,place an order or give an early reply.,,Letters including a counter-offer can be written in the following structure:,Open the letter by thanking the recipient for his offer.,,,2.,Declin
8、e the original offer by providing the recipient with detailed and reasonable reasons.,,,3.,Put forward the desired business conditions and try to persuade the recipient to accept them.,,,4.,Close the letter by expressing expectations for a favorable reply.,New Words and Expressions,1.,enquire /inqu
9、iry v. 詢價，詢購，詢問,,inquire for/about sth. 詢購某種商品,,*Thank you for your letter of September 1,,inquiring for 3,000,,m/ts Northeast Rice.,,感謝你方九月一日詢購三千公噸東北大米的來信。,,*The ladies’ pyjamas you are inquiring for are now out of stock.,,你方現(xiàn)詢價的女士睡衣沒貨。,,*We are inquiring about the supply of sugar and coffee.,,我方正
10、在詢購糖和咖啡的貨源。,,2. quote v. 報價,,quote sb. a price for (or: on) sth.,,報給某人某種商品的價格,,*Please quote us your lowest prices for,,personal computers. 請報個人電腦的最低價。,,*We quoted this article at US$278 per case.,,這種商品每箱報價二百七十八美元。,,*Would you please quote us your best price,,FOB Dalian for (or: on) 1,000 pieces of
11、 leather,,jacket.,,請報一千件皮夾克的最優(yōu)惠大連船上交貨價。,3.,place v. 發(fā)出，置于，售出,,*If the quality of your goods is good and the price is acceptable to us, we will place a large order with you .,,如你方產(chǎn)品質(zhì)量好，價格可接受，我們將與你方大量訂貨。,,*We regret that our customers have places their orders elsewhere.,,很遺憾我方的客戶在其他地方已經(jīng)訂貨了。,,4. off
12、er n. 報盤，報價,,make (or: give, send) sb. an offer for(or: on) sth. 報給某人某種商品,,*We are making you an offer for (or: on) 300 gross “Chunghua” Brand Pencils at Stg.3.1 per gross CIF London.,,現(xiàn)報三百羅“中華”牌鉛筆，每羅成本加運費、保險費到倫敦價三點一英鎊。,,,*,We are pleased to have received your offer for men’s shirts.,,我方很高興收到你方男式襯
13、衫的報盤。,,offer v. 報盤，報價，給予，提供,,offer sb. sth. 報給某人某種商品,,*We will advise you once we are in a position to,,offer. 一俟我們能報盤，當即告知你方。,,*For quantity of 5,000 dozen, we can offer a discount of 5%.,,數(shù)量達到5000打，我方給5%折扣。,,5.,inform v. 通知，告知,,inform sb. of sth. or inform sb. that …,,keep sb. informed (advise
14、d/posted) of sth.,,隨時告之某人某事,,,*Please keep us informed of the supply position in your market.,,請隨時告知你處市場的供應情況。,,*We shall inform you of the date of sailing.,,我方將通知你方開航日期。,,*To our regret, we are informed that our prices can’t match the market level.,,遺憾的是，我方被告之價格與市場不符。,,6. confirmation n. 確認，證實
15、,,Purchase Confirmation 購貨確認書 Sales Confirmation 銷售確認書,,*Your early confirmation will benefit both of us.,,早日確認將對你我雙方都有利。,,confirm v.t. 確認，證實，確定,,*Please write to confirm your reservation.,,請來信確認一下您所預訂的項目。,,7.,a firm offer 實盤，是外貿(mào)業(yè)務用語，一般都規(guī)定有效期，即有時間的限制。以下短語和句子都是表示實盤的用語：,,*This offer is subject t
16、o your reply here by 5 p.m. our time Friday, October 15. 此盤以你方答復于10月15日星期五，我方時間下午5點到達為有效。,,*This offer is subject to your reply here within seven days. 此盤以7天內(nèi)回復為有效。,,*Our offer is firm (valid, good, open) for five days.,,我方報盤有效期為5天。,,8. Confirmed, Irrevocable Letter of Credit payable by draft at
17、sight,,不可撤銷的，憑即期匯票支付的信用證,,confirmed Letter of Credit 保兌信用證,,documentary Letter of Credit 跟單信用證,,,9.,Non-firm offer虛盤，是外貿(mào)業(yè)務用語，一般沒有有效期，沒有約束力。以下短語都是表示虛盤的用語：,,subject to our final confirmation 以我方最后確認為準,,subject to goods being unsold 以貨物尚未售出為有效,,subject to prior sale 以先售為條件,,subject to change w
18、ithout notice 不經(jīng)通知可以改變,,an offer without engagement (obligation)無約束性的報盤,,10.,counter-offer 還盤，是外貿(mào)業(yè)務用語，指受盤人對收到的報盤提出修改條件。該詞可作動詞或名詞。,,If our offer is not acceptable, please fax your best counter-offer.,,如果不能接受我方報盤，請發(fā)傳真告知你方最好的還盤。,,The price you counter-offered is unreasonable.,,你方還盤價格不合理。,,,11. conc
19、lude v. 達成，締結(jié)(條約等)；決定,,*Britain concluded a trade agreement with China.,,英國和中國簽署了貿(mào)易協(xié)定。,,*Once the price had been agreed, a deal was quickly concluded.,,價格一經(jīng)商定，交易很快就達成了。,,*We have concluded a transaction with ABC Company on a wide variety of light industrial products.,,我們與ABC公司就多種輕工業(yè)品達成了交易。,,,conclus
20、ion n. 結(jié)束，議定，結(jié)論,,*They decided to bring the negotiation to a speedy conclusion.,,,,他們決定盡快結(jié)束談判。,,*We have come to the conclusion that it would be unnecessary to import a machine at such a high price.,,結(jié)論是沒有必要進口價格如此高的機器。,,12.,valid adj. 有效的,,*The old price list is valid until the 31 August.,,舊價格單有效期至
21、6月31日止。,,*The L/C is valid up to the end of December.,,該信用證有效期至12月末。,,*The offer is valid for three weeks.,,該報盤有效期為三個星期。,,validity n. 有效,,*The agreement shall become null and void automatically upon expiration of its term of validity. 本協(xié)議期滿后自動無效。,,*The term of validity is one year. 有效期為一年。,,13.
22、Your price is too high. 你方價格太高。,,類似的表達方式還有：,,Your price is a bit high.,,你方價格有點高。,,Your price is excessive.,,你方價格過高。,,Your price is rather stiff.,,你方價格相當高。,,Your price is prohibitive.,,你方價格令人望而卻步。,,Keys to the Exercises,1.Translation:,,(1)財務狀況 (2)投標,出價 (3)有競爭力的產(chǎn)品,,(4)歐洲主要港口 (5)僅供參考 (6)耐用消費品 (7)全球配
23、額,,(8)款式樣品 (9)促銷材料 (10)季節(jié)性價格調(diào)整,,(1)Technical intensive products (2)Quality as per Buyer'sSample,,(3)potential market (4)quantity discount (5)competitive product,,(6)brand (7)conditional acceptance (8)current price,,(9)port of destination (10)commodity price,,3.Translate the following into Eng
24、lish,,(1)We are interested in the,canned food,in your,price list,. Please send us the catalogue and the related price list.,,(2)As requested, we are offering below,,subject to our final confirmation.,,(3)If you think the offer,is acceptable,please cable us immediately for our confirmation.,,(4)As th
25、e market,is in an upward tendency,we would advise you,in your interest,that you,place an order,immediately.,,(5)We,intend to,purchase walnut meat.Please quote us your lowest quotation by indication the,place of origin, packing, specification,in detail,,quantity suppliable,and the,earliest time of de
26、livery,(,6)If your quality is satisfactory and the price is competitive in our market and the we shall,place regular orders with,you.,,(7)We have to emphasize that,the validity of the offer,is only three days since the velvet,in stock,is limited while the market demand is huge.,,(8)We have a client
27、who is interested in Haier refrigerate made in your country. Please,offer,us,for,500 sets,on,CIF New York,for,April shipment.,,(9)Thanks for your offer of March 10 but we are sorry to say your price is too high and propose you can,give,us 20%,discount,.,,(10)Due to the,sluggish market,, we won’t,rea
28、ch the deal,unless you can reduce by 4% of your price.,,,(11)Quality is more important than price. If you,take,the quality,into account,the price we offered is more favorable.,,(12)To promote the trade between us we,reduce,our offer,by,2%.,,(13)The price we offered is the lowest one and we regret we
29、 cannot,make any further reduction,.,,(14)Sine your price is far lower than our cost we cannot,consider,your price.,Extras:,,1. We shall make a reduction,on,our price if you increase the quantity,to,1,000 pcs.,,2. We refer,to,your offer,of,18th May.,,3. I’d like to direct your attention,to,the qu
30、ality,of,,the goods which is superior,to,that of other makes.,,4. Many of our clients requested us,to,approach you,for,offers.,,5. Thank you,for,your quotation,,of / on,,September 5th,for,500 pieces,of,the captioned goods.,,6. We offer you,for,200 TV sets,at,US$…,on,FOB New York basis,for,,August shipment.,,7. If you could make a reduction,by,10%,in,quotation, we have confidence,in,securing large orders,for,you.,,
外貿(mào)函電之詢盤、報盤與還盤(Enquiries_Offers_and_Counter-offers)
