外貿(mào)函電之詢盤、報盤與還盤(Enquiries_Offers_and_Counter-offers)

1、Project Two: Enquiries, Offers and Counter-offersObjectives 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(dá)方式 Introduction: An enquiry is a request for information. In the international business the importer may send an inquiry to an exporter, inviting a quotation and or an offer f

2、or 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 the buyers acceptance.A quotation is not an “offer” in the legal sense. It is just an indication of price wi

3、thout contractual obligation and subject to change without previous notice.A counter-offer is virtually a partial rejection of the original offer. It also means a counter proposal put forward by the buyer. 1.State the source of the information and make a self-introduction at the beginning of the let

4、ter. 2. State the purpose of writing the letter. For example, 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 ex

5、pectation for an early reply.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, date of delivery, terms of payment, discount, e

6、ct.3. End the letter in the way that encourages the enquirers to place an order or give an early reply.1. Open the letter by thanking the recipient for his offer.2. Decline the original offer by providing the recipient with detailed and reasonable reasons.3. Put forward the desired business conditio

7、ns and try to persuade the recipient to accept them.4. Close the letter by expressing expectations for a favorable reply.New Words and Expressions1.enquire /inquiry 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

8、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

9、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 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 .

10、 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. offer 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.

11、 現(xiàn)報三百羅“中華”牌鉛筆，每羅成本加運(yùn)費(fèi)、保險費(fèi)到倫敦價三點一英鎊。 *We are pleased to have received your offer for mens shirts.我方很高興收到你方男式襯衫的報盤。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(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

12、5%折扣。 5. inform v. 通知，告知 inform sb. of sth. or inform sb. that keep sb. informed (advised/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(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 ca

13、nt 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(rèn)，證實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)將對你我雙方都有利。confirm v.t. 確認(rèn)，證實，確定*Please write to confirm your reservation. 請來信確認(rèn)一下您所預(yù)訂的項目。 7. a firm offer 實盤，是外貿(mào)業(yè)務(wù)用語，一般都規(guī)定有效期

14、，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 to 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，我方時間下午5點到達(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. 我方報盤有效期為5天。8. Confirmed, Irrevocab

15、le Letter of Credit payable by draft at 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su

16、bject to change without 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(wù)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

17、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。 conclusion n. 結(jié)束，議

18、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. 舊價格單有效期至6月31日止。*The L/C is valid

19、 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. Your price is too high. 你方價格太高。類似的表達(dá)方式還有：Y

20、our 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(dāng)高。Your price is prohibitive. 你方價格令人望而卻步。 Keys to the Exercises1.Translation:(1)財務(wù)狀況 (2)投標(biāo),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(fèi)品 (7)全球配額 (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)Q

21、uality as per BuyersSample (3)potential market (4)quantity discount (5)competitive product (6)brand (7)conditional acceptance (8)current price (9)port of destination (10)commodity price3.Translate the following into English(1)We are interested in the canned food in your price list. Please send us th

22、e 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 the market is in an upward tendency we would advise you in your interest that you place an o

23、rder 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 delivery(6)If your quality is satisfactory and the price is competitive in our market and the

24、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 who is interested in Haier refrigerate made in your country. Please offer us for 500 sets on CIF N

25、ew 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 wont reach 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