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1、單擊此處編輯母版標(biāo)題樣式,,單擊此處編輯母版文本樣式,,第二級(jí),,第三級(jí),,第四級(jí),,第五級(jí),,Project Two:,Enquiries, Offers and Counter-offers,Objectives of this Project:,,1.詢盤,報(bào)盤和還盤的內(nèi)容,,2.詢盤,報(bào)盤和還盤信的基本寫法,,3.詢盤,報(bào)盤和還盤信中常用的詞匯及表達(dá)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(jià)，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(jià)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(bào)價(jià),,quote sb. a price for (or: on) sth.,,報(bào)給某人某種商品的價(jià)格,,*Please quote us your lowest prices for,,personal computers. 請(qǐng)報(bào)個(gè)人電腦的最低價(jià)。,,*We quoted this article at US$278 per case.,,這種商品每箱報(bào)價(jià)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(qǐng)報(bào)一千件皮夾克的最優(yōu)惠大連船上交貨價(jià)。,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(jià)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(bào)盤，報(bào)價(jià),,make (or: give, send) sb. an offer for(or: on) sth. 報(bào)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(bào)三百羅“中華”牌鉛筆，每羅成本加運(yùn)費(fèi)、保險(xiǎn)費(fèi)到倫敦價(jià)三點(diǎn)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(bào)盤。,,offer v. 報(bào)盤，報(bào)價(jià)，給予，提供,,offer sb. sth. 報(bào)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(bào)盤，當(dāng)即告知你方。,,*For quantity of 5,000 dozen, we can offer a discount of 5%.,,數(shù)量達(dá)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(shí)告之某人某事,,,*Please keep us informed of the supply position in your market.,,請(qǐng)隨時(shí)告知你處市場(chǎng)的供應(yīng)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(jià)格與市場(chǎng)不符。,,6. confirmation n. 確認(rèn)，證實(shí)
15、,,Purchase Confirmation 購貨確認(rèn)書 Sales Confirmation 銷售確認(rèn)書,,*Your early confirmation will benefit both of us.,,早日確認(rèn)將對(duì)你我雙方都有利。,,confirm v.t. 確認(rèn)，證實(shí)，確定,,*Please write to confirm your reservation.,,請(qǐng)來信確認(rèn)一下您所預(yù)訂的項(xiàng)目。,,7.,a firm offer 實(shí)盤，是外貿(mào)業(yè)務(wù)用語，一般都規(guī)定有效期，即有時(shí)間的限制。以下短語和句子都是表示實(shí)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(fù)于10月15日星期五，我方時(shí)間下午5點(diǎn)到達(dá)為有效。,,*This offer is subject to your reply here within seven days. 此盤以7天內(nèi)回復(fù)為有效。,,*Our offer is firm (valid, good, open) for five days.,,我方報(bào)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(wù)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(rèn)為準(zhǔn),,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(bào)盤,,10.,counter-offer 還盤，是外貿(mào)業(yè)務(wù)用語，指受盤人對(duì)收到的報(bào)盤提出修改條件。該詞可作動(dòng)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(bào)盤，請(qǐng)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(jià)格不合理。,,,11. conc
19、lude v. 達(dá)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(jià)格一經(jīng)商定，交易很快就達(dá)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(dá)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(jìn)口價(jià)格如此高的機(jī)器。,,12.,valid adj. 有效的,,*The old price list is valid until the 31 August.,,舊價(jià)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(bào)盤有效期為三個(gè)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(dòng)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(jià)格太高。,,類似的表達(dá)方式還有：,,Your price is a bit high.,,你方價(jià)格有點(diǎn)高。,,Your price is excessive.,,你方價(jià)格過高。,,Your price is rather stiff.,,你方價(jià)格相當(dāng)高。,,Your price is prohibitive.,,你方價(jià)格令人望而卻步。,,Keys to the Exercises,1.Translation:,,(1)財(cái)務(wù)狀況 (2)投標(biāo),出價(jià) (3)有競(jìng)爭(zhēng)力的產(chǎn)品,,(4)歐洲主要港口 (5)僅供參考 (6)耐用消費(fèi)品 (7)全球配
23、額,,(8)款式樣品 (9)促銷材料 (10)季節(jié)性價(jià)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(bào)盤與還盤(Enquiries_Offers_and_Counter-offers)
