《商務(wù)英語(yǔ)函電》課件-Module 3 詢盤(pán)的回復(fù)

BusinessCorrespondences外貿(mào)英語(yǔ)函電Module3ReplytotheEnquiry詢盤(pán)和回復(fù)目的:了解詢盤(pán)回復(fù)的基本寫(xiě)作技巧3.2WritingSkillsofReplies寫(xiě)作步驟表達(dá)方式（1）感謝對(duì)方的詢價(jià)Manythanksforyourenquiryof…（多謝您于……日的詢價(jià)。）Thankyouforyourenquiryandforyourinterestinourproducts.（感謝你方詢價(jià)以及對(duì)我方產(chǎn)品的興趣。）Wethankyouforyourenquiryof…（對(duì)你方在……日的詢價(jià)信深表感謝。）（2）表示很高興寄……給對(duì)方Wearepleasedtoenclose…（我們很高興附寄給您……。）Wehavethepleasureofenclosing…（我們很高興附寄給您……。）Wearesendingyouourlatestpricelistandcatalogue.（我們附寄給您我們的最新價(jià)格表和產(chǎn)品目錄。）寫(xiě)作步驟表達(dá)方式（3）說(shuō)明所能提供商品的詳細(xì)信息及優(yōu)點(diǎn)Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我們確信，您將會(huì)認(rèn)為我方產(chǎn)品是市場(chǎng)上最好的，大大優(yōu)于競(jìng)爭(zhēng)對(duì)手目前所供的產(chǎn)品。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（寄去的樣品會(huì)使您相信我方制造的醫(yī)療器械質(zhì)量上乘。）寫(xiě)作步驟

表達(dá)方式（4）表明所提供的價(jià)格是合理的和具有競(jìng)爭(zhēng)性的且說(shuō)明實(shí)行價(jià)格的期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（這是我們能做到的最低報(bào)價(jià)，您會(huì)承認(rèn)，在我們的競(jìng)爭(zhēng)者中沒(méi)有一家能提供與我們一樣的報(bào)價(jià)。）PriceisvaliduntilDec.31.（這些價(jià)格至12月31日有效。）Subjecttobeingunsold.（在未出售前有效。）寫(xiě)作步驟

表達(dá)方式（5）闡明所能接受的付款條件和可能的交貨期Ourtermsofpaymentarecashondelivery.（我們的付款條件是貨到付款。）Weshouldrequirepaymentbybanker’sdraftonreceiptofourproformainvoice.（我們要求在收到形式發(fā)票后通過(guò)銀行匯票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（通常我們?cè)谑盏接唵魏笕齻€(gè)星期內(nèi)就可供貨。）寫(xiě)作步驟表達(dá)方式寫(xiě)作步驟表達(dá)方式（6）希望客戶對(duì)報(bào)價(jià)滿意并能很快收到訂單或希望未來(lái)長(zhǎng)期開(kāi)展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我們希望您對(duì)我們的報(bào)價(jià)滿意并期盼您的訂貨。）wefoundthatoneofyourgoodsistooursatisfaction.Welookforwardtodoingbusinesswithyou.（我們盼望與你方洽談業(yè)務(wù)。）SpecimenLetter1--GeneralEnquirySubject:InquiryaboutBarbiesCollectionGirl’sWear.

DearAmy, WearetheimportersandmanufacturerofvariousChildren’sWearinIndia.IamlookingfortheBarbiesCollectiontobesuppliedinIndiaonaregularbasis.LookingforSkirtsandlongpants.Kindlyreplyonanurgentbasis. ContactName:Mrnareshshukla Company:i-care Country/Territory:India BusinessEmail:naresh.shukla@Telephone:91-11-30825970Fax:91-11-308259751Web:SpecimenLetter2--AReplyDearMr.Naresh,SogladreceivingyourenquiryforourBarbies'collectionfromAdatedXXX.Thanksalot.Wearealeadingmanufacturerinchildren’swearinChinaandourproductshavebeenexportedtocustomersallovertheworldsuchas****.TheBarbiesCollectionisthemostpopularstyleinourfactory,sellingfast.However,detailedpricelistfortheskirtsandlongpantswillbe

senttoyoubasedonyourspecificfurtherproductdescriptionsuchascolor,specification,specialdesignrequirementetc.PleasecheckthefollowingstylesphotowhichshouldbesuitableforyourIndianmarketandtellusmorerequirementsontheexactskirtsandlongpants.Pleasedonothesitatetocontactusifanyquestionandwearewaitingforyourreply.Bestregards,SpecimenLetter3--ASpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseblanketcoverandarewillingtoestablishbusinessrelationswithus.

Atpresent,weareinterestedinblanketcoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonblanketcover,soastoacquaintuswithmaterialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.

Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenSpecimenLetter4--AReplytotheAboveDearSirs,ThankyouverymuchforyourletterofApril28,2004.Wearepleasedtosendyousamplesandallthenecessaryinformationonblanketcoverunderseparatecover.Atyourrequest,wearedelightedtomakeyouanoffer,subjecttoyourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/SeptemberPayment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Youwillrealizefromthecataloguewesentyou,ourblanketcoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,Baicu發(fā)盤(pán)函寫(xiě)作------實(shí)盤(pán)FirmOffer發(fā)盤(pán)函的內(nèi)容1.確認(rèn)收到詢盤(pán)，回復(fù)客戶提出的要求

2.強(qiáng)調(diào)產(chǎn)品優(yōu)勢(shì)和特色3.按客戶要求發(fā)盤(pán)，列明主要交易條件4.說(shuō)明報(bào)價(jià)的有效期5.鼓勵(lì)客戶訂貨6.禮貌性結(jié)尾確認(rèn)收到詢盤(pán)，回復(fù)客戶提出的要求WearepleasedtoreceiveyourenquiryofMar.13,inwhichyouaskedaboutourplushtoys.Thesamplesyouaskedforwillbesent

toyoubyseparatepost.sent：空郵：airmailedbyseparatepost：另郵。還可以說(shuō)byseparatemail/underseparatecover強(qiáng)調(diào)產(chǎn)品優(yōu)勢(shì)和特色Wethinkyouhavemadeanexcellentchoiceinselectingthefouritems,andonceyouhaveseenthesamples,wearesureyouwillbeimpressedbythequalityofinnerandouterfabric.優(yōu)良工藝fineworkmanship獨(dú)特的設(shè)計(jì)uniquedesignArt.No.CommodityNameMin.OrderQuantityUnitPriceCIFRotterdam20’FCLBasisLCLBasisKB0278TwinBear400setsUSD9.79/setUSD11.49/setKB0677BrownBearwithRedBow400setsUSD14.79/setUSD16.37/setKB5411TwinBearinBalletCostume400setsUSD11.69/setUSD13.39/setKB7900BearinPinkT-Shirt400setsUSD15.67/setUSD17.25/set按客戶要求發(fā)盤(pán)，列明主要交易條件(規(guī)格、數(shù)量、包裝、裝運(yùn)、價(jià)格、付款、保險(xiǎn))Asrequested,wewouldliketoquoteourfavorablepricesasfollows:按客戶要求發(fā)盤(pán)，列明主要交易條件Packing（包）:KB0278&KB5411:2pcs/set,4sets/ctn,1008sets/20’FCLKB0677&KB7900:3pcs/set,8sets/ctn,1080sets/20’FCL

紙箱包裝方式集裝箱容納數(shù)量Payment（付）:BysightL/C(也可以說(shuō)成L/Catsight)其他支付方式還有什么呢？L/Cat30days’sight/L/C30daysaftersight;L/C30daysafterB/Ldate;D/P;D/A;T/TShipment（裝）:Tobeeffectedwithin30daysfromreceiptoftherelevantL/C.

uponreceiptof…:等…一收到；等…一寄到

若訂貨早于本月底，到證后30天內(nèi)交貨：with(相當(dāng)于“條件是，若”)

yourordernolaterthan

theendofthismonth能在5月出運(yùn)，但信用證必須在2009年3月底前開(kāi)到：withtherelevantL/CreachingusbytheendofMarch2009Insurance（保）:For110%invoicevalue

coveringAllRisksandWarRisks.

說(shuō)明投保加成率說(shuō)明投保險(xiǎn)種說(shuō)明報(bào)價(jià)的有效期Becauseoffluctuatingexchangerates,theofferisvalidfor21days/3weeks.實(shí)盤(pán)：是發(fā)盤(pán)人在一定期限內(nèi)愿按所提條件達(dá)成交易的肯定表示。實(shí)盤(pán)的發(fā)盤(pán)人在其規(guī)定的有效期限內(nèi)受到所發(fā)實(shí)盤(pán)的約束，即在發(fā)盤(pán)有效期內(nèi)發(fā)盤(pán)人非經(jīng)收盤(pán)人同意，不得撤回、變更或修改。受盤(pán)人在有效期內(nèi)如無(wú)保留地接受，交易即告成立。除以上表達(dá)方式以外，還有如：Theofferisfirmsubjecttoyourreplyreachingusby5p.m.,March19,ourtime.3月19日我方當(dāng)?shù)貢r(shí)間下午5點(diǎn)前收到你方答復(fù)為準(zhǔn)。虛盤(pán)：非承諾性的表示，沒(méi)有時(shí)限的規(guī)定。如：Theofferissubjecttoourfinalconfirmation鼓勵(lì)客戶訂貨WebelieveyouwillfindareadysaleforourproductsinNetherlands

ashaveotherretailersthroughoutEuropeandAmerica,andwedohopewecanreachanagreementonthetermsquoted.areadysale：暢銷，很快賣(mài)出去的禮貌性結(jié)尾Thankyouforyourinterest;welookforwardtohearingfromyousoon.必不可少！注意事項(xiàng)發(fā)盤(pán)的內(nèi)容需完整，對(duì)于客戶在詢盤(pán)函中指定的某項(xiàng)交易條件，即使同意都應(yīng)在發(fā)盤(pán)函中作明確的表述。WewouldliketopointoutthatweusuallysettleouraccountsonD/Pat30daysaftersight.WerequesttheDecemberdelivery.在發(fā)盤(pán)函中對(duì)客戶感興趣產(chǎn)品的賣(mài)點(diǎn)予以突出強(qiáng)調(diào)。Onceyouhaveseenthemachineinoperation,youwillbeimpressedbyitstrouble-freeperformance.對(duì)于客戶在詢盤(pán)函中的特殊要求或詢問(wèn)，一定及時(shí)作出回應(yīng)。Sincewehavereceivedarushoforders,weregrettosaythatweareunabletomakedeliveryuntilJanuary.發(fā)盤(pán)時(shí)應(yīng)明確數(shù)量。數(shù)量的改變會(huì)直接影響到國(guó)內(nèi)費(fèi)用的分?jǐn)?！所以在?bào)價(jià)時(shí)，必須說(shuō)明每一個(gè)價(jià)格所對(duì)應(yīng)的數(shù)量。報(bào)LCL時(shí)，告知客戶工廠所提出的最低起訂量。報(bào)FCL時(shí)，告知客戶整箱所對(duì)應(yīng)的商品數(shù)量。實(shí)盤(pán)范文：DearSirorMadam,Wehavereceivedyourletterdated

日期

andappreciateyourinterestIn

ourproducts.(Wewerepleasedtoreceiveyourletterof

日期

andthankYou

foryourinterestinourproducts.)Youwillnotefromourcablethatweareinapositiontoofferyouproductasfollows:Quality:Size:Weight:Color:Quantity:Price:Shipment:Payment:Thisofferisfirmsubjecttoyourimmediatereplywhichshouldreachus

notlaterthan

具體日期。闡述其它事項(xiàng)Weshouldsuggestinyourinterestthatyouplacetheorderwithuswithoutdelay.Unit3EnquiriesandReplies詢盤(pán)和回復(fù)Unit3EnquiriesandReplies詢盤(pán)和回復(fù)目的:學(xué)習(xí)詢盤(pán)相關(guān)范文。

詢盤(pán)（Enquiry）在對(duì)外貿(mào)易中，詢盤(pán)，也叫詢價(jià)(inquiry或enquiry)是買(mǎi)方或買(mǎi)方對(duì)于所要購(gòu)買(mǎi)或出售的商品向另一方作出的詢問(wèn)。詢盤(pán)是交易的起點(diǎn)，可以分為：一般詢盤(pán)(ageneralinquiry):

索取普通資料，諸如：目錄(acatalogue)、價(jià)目表或報(bào)價(jià)單(aprice-listorquotationsheets)、樣品(asample)、圖片(illustratedphotoprints)等。具體詢盤(pán)(aspecificinquiry):具體詢問(wèn)商品名稱(thenameofthecommodity)、規(guī)格(thespecifications)、數(shù)量(thequantity)、單價(jià)(theunitpriceFOB…CIF…),裝船期(thetimeofshipment)、付款方式(thetermsofpayment)等。詢盤(pán)一般多為買(mǎi)方向賣(mài)方發(fā)出，買(mǎi)方通過(guò)詢盤(pán)信，簡(jiǎn)明扼要的向賣(mài)方了解一般的商品信息。利用E-mail寫(xiě)詢盤(pán)信，無(wú)須寫(xiě)的過(guò)分客氣，只需具體、簡(jiǎn)潔、措詞得體。有的詢盤(pán)信開(kāi)門(mén)見(jiàn)山，直截了當(dāng)說(shuō)明訂購(gòu)打算，希望對(duì)方給予一定優(yōu)惠條件;有的詢盤(pán)信則以征詢信息的方式，不許下訂貨諾言，以避免結(jié)果未訂購(gòu)可能形成的日后交易中的障礙。SpecimenLetter1--ASpecificEnquirySubject:EnquiryDearSir,

Weareinterestedinbuyinglargequantitiesofsteelscrewsinallsizes.

WewouldbeobligedifyouwouldgiveusaquotationperkilogramC&FLiverpool,England.Itwouldalsobeappreciatedifyoucouldforwardsamplesandyourprice-listtous.Weusedtopurchasetheseproductsfromothersources.Wemaynowprefertobuyfromyourcompanybecauseweunderstandthatyouareabletosupplylargerquantitiesatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofyourproducts.WelookforwardtohearingfromyoubyreturnE-mail.Sincerely,主題：詢盤(pán)親愛(ài)的先生：本公司有意大量購(gòu)買(mǎi)各型號(hào)鋼螺釘，欲知每公斤運(yùn)抵英國(guó)利物浦的成本價(jià)運(yùn)費(fèi)價(jià)格。如蒙惠賜上述報(bào)價(jià)單，不勝感激。如能惠寄樣本和價(jià)格表，亦必感激不盡。本公司素來(lái)從其他公司購(gòu)買(mǎi)此類貨物，聞悉貴公司貨物質(zhì)優(yōu)價(jià)廉，故欲與貴公司建立合作關(guān)系。盼復(fù)。你真誠(chéng)的xxxSpecimenLetter1--ASpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseblanketcoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinblanketcoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonblanketcover,soastoacquaintuswithmaterialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenSpecimenLetter2--ASpecificEnquiryDearSirs,Wearealeadingdealerinwaterproofgarmentsinthiscity.Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality.Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere.Butbeforeplacinganfirmorder,weshouldbegladifyouwouldsendus,onfourteenday'sapproval,

aselectionofmen'sandwomen'sraincoats.Anyoftheitemsunsoldattheendoftheperiod,andwhichwedecidenottokeepasstock,wouldbereturnedatourexpense.Welookforwardtohearingfromyousoon.Sincerelyyours,Anderson常用句型(1)Couldyougiveussomeideaaboutyourprice?請(qǐng)介紹貴方的價(jià)格好嗎?(2)DoyouofferFOBorCIF?你們報(bào)船上交貨價(jià)還是到岸價(jià)?(3)Howlongdoesyourofferremainvalid/firm/open?你們的報(bào)價(jià)多長(zhǎng)時(shí)間有效?(4)Willyouletusknowwhatyourtermsofpaymentare?能否告知貴方付款條件?(5)Pleasemakeusanofferwithinthismonthsincewehavemadeaninquiryforyourproducts.我們已對(duì)你們的產(chǎn)品進(jìn)行詢價(jià)，請(qǐng)?jiān)诒驹聝?nèi)給予報(bào)盤(pán)。(6)PleasesendusyourbestofferbyInternetstatingpaymenttermsandtimeofshipment.請(qǐng)用互聯(lián)網(wǎng)向我們報(bào)最優(yōu)價(jià)，說(shuō)明支付條件和裝運(yùn)期。(7)Fullinformationastoprices,quality,quantityavailableandotherrelativeparticularswouldbeappreciated.請(qǐng)?jiān)敻鎯r(jià)格、質(zhì)量、可供數(shù)量及其它有關(guān)情況。Module3-1Enquiry詢盤(pán)Introduction

詢盤(pán)是商務(wù)洽談中真正的第一步?！霸儽P(pán)”是指交易的一方欲買(mǎi)、賣(mài)某項(xiàng)商品向交易方的另一方詢問(wèn)買(mǎi)、賣(mài)該項(xiàng)商品的各項(xiàng)交易條件的一種表示。包括一般詢盤(pán)（GeneralEnquiry）和具體詢盤(pán)（SpecificEnquiry）。而一般詢盤(pán)指買(mǎi)方或賣(mài)方向?qū)Ψ剿魅∩唐纺夸洝r(jià)目表、樣品等，具體詢盤(pán)指買(mǎi)方或賣(mài)方就指定商品要求對(duì)方發(fā)盤(pán)。詢盤(pán)信函要求簡(jiǎn)短，具體，合理，有禮貌寫(xiě)作要點(diǎn)及要求:

詢盤(pán)要點(diǎn)：開(kāi)頭：1）說(shuō)明寫(xiě)信的目的，消息來(lái)源和感興趣的商品。正文：2)具體說(shuō)明想了解的商品的有關(guān)細(xì)節(jié)，如商品的目錄、價(jià)格、交易條件等；

3)介紹本地對(duì)商品的需求情況等；結(jié)尾：4)期望；希望盡快收到報(bào)盤(pán)。寫(xiě)作要點(diǎn)及要求:

回信要點(diǎn)：開(kāi)頭：1）感謝對(duì)方的詢盤(pán)；正文：2)具體介紹商品：名稱、質(zhì)量、數(shù)量和規(guī)格；

3)進(jìn)一步介紹商品的價(jià)格、優(yōu)惠條件、貿(mào)易術(shù)語(yǔ)和裝運(yùn)等；

4)如果是實(shí)盤(pán)，說(shuō)明報(bào)盤(pán)的有效期；結(jié)尾：5)期望；希望報(bào)盤(pán)能得到對(duì)方接受。每封信件的具體內(nèi)容會(huì)有變化，需要根據(jù)實(shí)際情況加以調(diào)整。注：針對(duì)買(mǎi)方的詢盤(pán)回復(fù)，其實(shí)就是一封報(bào)盤(pán)信。TeachingobjectivesUponcompletionofthischapter,youshould:beawareoftheinformationtobecoveredingeneralinquiryandspecificinquiry.beabletomakeinquiriesonthedetailedinformationaboutdifferentproducts.beabletouserelatedwordsandphrasestomakeinquiries.Warming-up:Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

enquiry（詢盤(pán)）offer（發(fā)盤(pán)）counteroffer（還盤(pán)）acceptance（接受）Soenquiryisthefirstrealstepinbusinessnegotiation.Q:

1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?2.Eachoftheabovestepsismadeby(prospective)buyersorsellers?Suggestedanswers:1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction.2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（約束）andofferisusuallymadebytheprospectivesellerwithengagement(firmoffer實(shí)盤(pán))orwithoutengagement(non-firmoffer虛盤(pán)).EnquiryTheimportanceofenquiry:Enquiryisthefirstrealstepinbusinessnegotiation.Thenatureofenquiry:Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement（約束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit詢盤(pán)or詢價(jià)inChinese.Theclassificationofenquiries:I.GeneralEnquiries:

（一般詢盤(pán)）requestforpricelists,literature宣傳資料orcatalogue,etc.II.SpecificEnquiries:

（具體詢盤(pán)）(strongerintensiontomakeanorderthangeneralenquiries)requestforquotations/offersordetailedtradetermssuchasprices,tradeterm,discount,packingconditions,timeofshipment,termsofpayment,specifications,insuranceorotherinformationforcertainarticles.GeneralinquiryIftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.(Generally,itisalsoafirstinquiry.Thatisaninquirywritingwithoutfirstwritingalettertoestablishbusinessrelations).Generalinquiry一般詢盤(pán)——買(mǎi)主為了了解情況向賣(mài)主索取商品目錄本、價(jià)目單、樣品或樣本等一般信息。GeneralinquiryStructureThesourceofinformationandabriefself-introductionTheintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)StatingthepossibilityofplacinganorderGeneralinquiry初次詢盤(pán)信一般包含以下內(nèi)容：簡(jiǎn)單告知如何獲得賣(mài)方的名址，寫(xiě)一些你方的業(yè)務(wù)情況。你地市場(chǎng)需對(duì)方經(jīng)營(yíng)的貨物告知對(duì)方你所需的信息3.StepsinwritinganEnquiryletter:1)Introducingyourfirmandtheproductsitdealsin

2)Statingthepurposeoftheletter

3)Explainingwhatyouwanttherecipienttodo4)Endingwithanoptimisticnoteandrequestanearlyreply

SpecificinquiryIftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Whatisthedifferencebetweenofferandquote?OFFER是外貿(mào)業(yè)務(wù)恰談的第一步,是交易的一方向另一方提出買(mǎi)或者賣(mài)某種商品的各項(xiàng)交易條件．并表示愿意按這些條件達(dá)成交易．在報(bào)盤(pán)的有效期內(nèi)，一經(jīng)對(duì)方接受，合同即告成立．報(bào)盤(pán)的主要內(nèi)容應(yīng)該包括商品名稱，品質(zhì)，數(shù)量。包裝，價(jià)格，交貨日期和方式，及支付方式等．報(bào)盤(pán)還有實(shí)盤(pán)和虛盤(pán)之分．實(shí)盤(pán)是指可以從報(bào)盤(pán)的內(nèi)容上判明發(fā)盤(pán)人有肯定的訂立合同的意圖．此報(bào)盤(pán)一經(jīng)接受，發(fā)盤(pán)人就不得更改或撤銷報(bào)盤(pán)的內(nèi)容，否則將承擔(dān)法律責(zé)任．它具有內(nèi)容名確（ＣＬＥＡＲ），內(nèi)容完整（ＣＯＭＰＬＥＴＥ）和無(wú)保留條件（ＦＩＮＡＬ）三個(gè)特點(diǎn)。虛盤(pán)則是指從報(bào)盤(pán)的內(nèi)容上可以看出發(fā)盤(pán)人有某種保留并無(wú)肯定的訂立合同的意圖．此報(bào)盤(pán)對(duì)發(fā)盤(pán)人來(lái)說(shuō)，無(wú)任何法律約束力．它的特點(diǎn)就是內(nèi)容不明確，主要交易條件不完整或有保留條件．ＱＵＯＴＥ是賣(mài)方報(bào)價(jià)，一般是指只報(bào)出價(jià)格，而未提出其他條件．OFFER：報(bào)盤(pán)QUOTE：報(bào)價(jià)SpecificinquiryStructureMentioningthepreviousletteryou’vereceivedfromtheexporter.Enquiringaboutthedetailsofthegoodssuchasnames,descriptions,specifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.Wordsandphrases價(jià)格price合理的價(jià)格reasonableprice具有競(jìng)爭(zhēng)力的價(jià)格competitiveprice優(yōu)惠的價(jià)格favorableprice單價(jià)unitprice

總值totalvalue

金額amount

傭金commission凈價(jià)netprice折扣discount

批發(fā)價(jià)wholesaleprice

零售價(jià)retailprice

現(xiàn)行價(jià)格（時(shí)價(jià)）current/prevailingprice國(guó)際市場(chǎng)價(jià)格world(International)marketprice離岸價(jià)（船上交貨價(jià)）FreeonBoardFOB成本加運(yùn)費(fèi)價(jià)（離岸加運(yùn)費(fèi)價(jià)）CostandFreightCFR到岸價(jià)（成本加運(yùn)費(fèi)、保險(xiǎn)費(fèi)價(jià)）cost,insuranceandfreightCIFWarming-UpIfyouareinterestedinthefollowingproductsandwanttoknowsomethingaboutthem,whatwouldyouwriteinyourletterofinquiry?SampleletterDearSirs,WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelain（瓷的）TeaSetNo.TSM001.Weshallbepleasedifyouwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.Shouldyourpricebecompetitiveanddateofshipmentacceptable,weintendtoplacealargeorderwithyou.Yourearlyreplywillbehighlyappreciated.Trulyyours,1. inquiry(enquiry)n.詢盤(pán)，詢價(jià)make(or:send,give,fax)sb.aninquiryforsth.向某人詢購(gòu)某種商品Wethankyouforyourinquiryforsunflowerseeds.我們感謝你方有關(guān)向日葵籽的詢盤(pán)。Uponreceiptofyourspecificinquiry,weshallsendyouourquotationsandsamples.一收到你方具體詢盤(pán)，我方立即給你方寄出我方的報(bào)價(jià)及樣品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我們市場(chǎng)有大量對(duì)我“涼爽”牌空調(diào)的詢盤(pán)。NewWords&ExpressionsNewWords&Expressionsinquirev.詢價(jià)，詢購(gòu)，詢問(wèn)inquireforsth.詢購(gòu)某種商品ThankyouforyourletterofSeptember1Theladies’pyjamasyouareinquiringforarenowoutofstock.你方現(xiàn)詢價(jià)的女士睡衣沒(méi)貨。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在詢購(gòu)糖和咖啡的貨源。NewWords&Expressions2. beinterestedin…對(duì)(某商品)有興趣，常用以表示有意購(gòu)買(mǎi)某種商品，是打算購(gòu)買(mǎi)某種商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我們對(duì)進(jìn)口中國(guó)絲綢領(lǐng)帶感興趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他們有客戶對(duì)你方六種圖樣的裝飾布感興趣。NewWords&Expressions3.quotequotev.報(bào)價(jià)quotesb.apricefor(or:on)sth.報(bào)給某人某種商品的價(jià)格Pleasequoteusyourlowestpricesforpersonalcomputers.請(qǐng)報(bào)個(gè)人電腦的最低價(jià)。WequotedthisarticleatUS$278percase.這種商品每箱報(bào)價(jià)二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.請(qǐng)報(bào)一千件皮夾克的最好大連船上交貨價(jià)Languagepointssend…underseparatecoverWehavethepleasureofsendingyouunderseparatecoverourlatestcatalogue.我們很榮幸給你方另寄我方最新的商品目錄。請(qǐng)另寄一個(gè)樣品。Pleasesendasampleunderseparatecover.Languagepointsregardingcovering關(guān)于1.請(qǐng)寄給我們一個(gè)關(guān)于你方新產(chǎn)品的商品目錄.Pleasesendusacatalogueregardingyournewproducts.2.我們將寄關(guān)于這些產(chǎn)品的價(jià)格單供你方參考。Weshallsendthepricelistregardingtheseproductsforyourreference.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(1)請(qǐng)報(bào)最低價(jià)。Pleasequotethelowestprice.(2)請(qǐng)報(bào)上海船上交貨最低價(jià)。Pleasequotethelowestprice,F.O.BShanghai.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(3)請(qǐng)報(bào)最低價(jià)，包括3%的傭金。Pleasequotethelowestprice,including3%commission.(4)請(qǐng)報(bào)最低價(jià)，說(shuō)明最早的裝運(yùn)期。Pleasequotethelowestprice,statingtheearliestdateofshipment.Languagepointscompetitive具有競(jìng)爭(zhēng)力的1.他們的價(jià)格更具有競(jìng)爭(zhēng)性。Theirpricesaremorecompetitive.2.我們的商品賣(mài)的很快因?yàn)樗鼈兊膬r(jià)格具有競(jìng)爭(zhēng)力。Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.Languagepointsreasonable/favorable合理的/優(yōu)惠的1.我們的價(jià)格很合理。我們不能降價(jià)。Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.2.我們的價(jià)格非常優(yōu)惠，所以我們建議你方立即購(gòu)買(mǎi)。Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.Languagepointsacceptablecanbeaccepted可接受的1.如果你方的價(jià)格可接受，我們將大量購(gòu)買(mǎi)。Ifyourpriceisacceptabletous,wewillbuyinlargequantities.2.我們不能接受你方價(jià)格。我們只好在別處購(gòu)買(mǎi)Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.Languagepointsplaceanorderwithsb.forsth.向某人定購(gòu)某商品如果你能降價(jià)，我們將大量訂購(gòu)。Wecanplacealargeorderifyoucanreducetheprice.Languagepointsappreciate感激，感謝1.Weshallbeappreciatedifyoucouldsendusabrochure.如果你方能寄給我們一個(gè)商品小冊(cè)子，我們將不勝感激。2.WeshallappreciateitifyoucanshipthegoodsbeforeAugust.如果你方能在八月前裝運(yùn)貨物我們將不勝感激。Usefulexpressionsforenquiries1.說(shuō)明信息來(lái)源2.直截了當(dāng)說(shuō)明要買(mǎi)的貨物pattern1:take(have,feel)interestinWetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:beinterestedin/beofinteresttosb.Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.Pattern3:beinthemarketforsth.Weareinthemarketforthemechanicaltoysillustratedinyourcatalogue.Pattern4:bedesirousofsth.

Wearedesirousofyourlowestquotationsforfrozenrabbit.3.請(qǐng)求對(duì)方寄送目錄，價(jià)格表和樣品Willyoupleasesendusyourillustrated/latestcatalogueandpricelist?Kindlyletushaveadescriptionofyour….Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.4.強(qiáng)調(diào)對(duì)方報(bào)價(jià)合理Providedpricesareright,…Ifyourquotationisreallycompetitive,….Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5.詢問(wèn)對(duì)方所能提供的折扣。寫(xiě)清所能接受的支付條件和期望的交貨時(shí)間Weshouldliketoknowifyouallowdiscounts.PleaseletusknowyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6.表示訂購(gòu)貨物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly?Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.SummaryInquiryLanguagepointsGeneralinquiryquoteStructureofgeneralinquiryinclusiveofSpecificinquiryCompetitive/favorableStructureofspecificinquiryplaceanorderwithsb.forsth.

appreciateAssignmentsCasestudyTask:Workinpairs.Readthefollowinglettersanddiscusswithyourpartnerwhatyoushoulddobeforesendingtheelectronicfiles.discusshowtoreplyincasesomeoneenquiresforBottlePod.discusswithyourpartnerhowtoreplytothethirdletterifyoudonotproduceMulti-FunctionTripods?WritingYouarerequestedtowritethreelettersonthebasisoftheresultsofyourdiscussionabove.Letter1DearSirorMadam:WehaveseenthebriefintroductionaboutyourGorillaPodandarequiteinterested.Wouldyoupleasesendusmoreinformationastothepriceterm,minimumquantity,etc.Meanwhile,aswewouldalsoliketoknowaboutsomeotherlinesyouhandle,yourillustratedcatalogbye-mailwillbeappreciated.YourssincerelyLetter2DearMr.Johnson,LastyearweboughtfromyouaconsignmentofBottleCameraPods,andtheysoldwellhere.Doyoustillmakecamerapodsofthistype?Ifso,pleaseletusknowthepricesforquantitiesofnotlessthanonegreatgross.Deliverywithinsixweeksoforderwouldbehighlyappreciated.Bestregards,Letter3DearSirorMadam:1.AsoneoftheleadingimportersandwholesalersofphotographicequipmentinAustralia,weareveryimpressedbythenewesttripodsyoudisplayedattherecentexhibitioninNewYork.2.Thereisasteadydemandherefordifferenttypesoftripods,especiallythefashionablerangeswithhighquality.Wehavebeenreceivinganumberofenquiriesfromourtradeconnectionsinthisareaforthefollowingtripod:3.ProductName:Multi-FunctionTripodsFeatures:1.Threewayultra-smoothphoto/videofluid-effectpanheadwithquick-releaseplateandbubblelevel2.Panhandletensionlockforsecurepositioningandeasyadjustment3.2bubblelevelsforfineadjustmentsFour–sectionlegswithrubberfeetandretractablespikesQuick-leverleglocksforfastandeasysetupDiameterof1stleg:20mmExtendedheight:144cmFoldedlength:45.0cmGrossweight:1kg.Max.load:2.0kg.Willyouplease,therefore,quoteusyourlowestpriceC.I.F.Sydney?Thiswouldenableustomaintainlowsellingpricesthathavebeenanimportantreasonforthegrowthofourbusiness.Wemaybeabletoplaceregularorderswithyouifyourpricesarecompetitive.Wearelookingforwardtoreceivingyourearlyreply.Yoursverytruly,Module3-2Offer報(bào)盤(pán)發(fā)盤(pán)/報(bào)盤(pán)函是指賣(mài)方在銷售某種商品時(shí)，向買(mǎi)方報(bào)價(jià)、介紹商品情況、提出交易條件，包括商品名稱（commodity）、品牌(brand)、規(guī)格(specifications)、數(shù)量（quantity）、單價(jià)（Unitprice）、包裝（packing）、裝運(yùn)（shipment）、付款方式（payment）、交貨日期（date）等。發(fā)盤(pán)有實(shí)盤(pán)（firmoffer）和虛盤(pán)（no-firmoffer）之分。實(shí)盤(pán)是發(fā)盤(pán)人在規(guī)定的期限內(nèi)愿按所提條件達(dá)成交易的肯定表示。發(fā)盤(pán)人所發(fā)實(shí)盤(pán)的內(nèi)容具有達(dá)成交易的全部必要條件。實(shí)盤(pán)的發(fā)盤(pán)人在其規(guī)定的有效期限內(nèi)受所發(fā)實(shí)盤(pán)的約束，即在發(fā)盤(pán)有效期內(nèi)發(fā)盤(pán)人非經(jīng)受盤(pán)人同意，不得撤回、變更或修改。受盤(pán)人在有效期內(nèi)如無(wú)保留地接受，交易即告成立。虛盤(pán)是指對(duì)發(fā)盤(pán)人無(wú)約束力的發(fā)盤(pán)。凡是不具備實(shí)盤(pán)條件和要求的發(fā)盤(pán)都是虛盤(pán)。例如發(fā)盤(pán)的內(nèi)容不肯定、不明確；或主要交易條件不完備；或發(fā)盤(pán)人有保留條件等。Introduction

簡(jiǎn)之：實(shí)盤(pán)是發(fā)盤(pán)人（Offerer）按其提供的條件以達(dá)成交易目的的明確表示。實(shí)盤(pán)具有法律效力.受盤(pán)人(Offeree)一旦在有效期限內(nèi)接受實(shí)盤(pán)上的條