函電 報(bào)價(jià)和發(fā)盤(pán)

1、Communicating in International Business,國(guó)際商務(wù)函電,Chapter Quotation and offer,5.1 Introduction QuotationA suggestion to supply goods on the terms and conditions stated. OfferA promise to supply/buy goods on the terms stated. It must be made and accepted before a contract can exist. Keynotes：Offers shou

2、ld be made with accuracy . Once accepted they are binding legally.,Offer An offer by an exporter (common practice ) The exporter sends out information about what he is ready to sell , the exact price ,quality and quantity . An offer by an importer(uncommon practice ) The importer sends out informati

3、on about what he is going to buy , and the trade terms.,Offer Firm offer:irrevocable The offeror cannot refuse to conduct the business if the offer is accepted by the offeree. The firm offer has legal binding force. Non-firm offer: revocable The offeror can take back a non-firm offer at will.,Non-fi

4、rm offer: revocable 虛盤(pán)的表示： Without engagement (obligation) Subject to prior sale Subject to our final confirmation,Offer Offer based on enquiry Pertinent to a definite object(針對(duì)某一具體商品) Voluntary offer Complete and attractive,5.2 Writing skills,How to describe your products: 1.Our design is elegant a

5、nd workmanship is superior. 2.Because of fine quality and attractive/unique designs of our products, they are a good value for the money/price. 3.They are selling well/ very popular in the North American markets. 4.We can introduce them to the market at a cost price. 5.This is a must for every house

6、hold. 6.The quality of other makes does not measure up to that of our products.,Supply position: 1.We can supply from stock, but only limited quantities are available. 2.We can guarantee supply by the end of May. 3.We shall contact you again once the supply improves/ fresh supplies are available. 4.

7、We are sorry to say that our stocks are running low and the maximum we can supply is ,Encouraging orders: 1.We hope you will let us have your order before further rises in costs make price increases unavoidable. 2.All you need to do is to fill in the order form and drop it into a mailbox /fax us imm

8、ediately,How to make an offer: 1.When making an offer in respond to an enquiry, begin by repeating the date and the commodity enquired for. 2.When making a voluntary offer, try to offer more attractive terms. 3.An offer should include the major terms of the transaction.,1.For the fancy brand AGT-4 G

9、arment sewing machine,The best price is USD78.00 per set FOB Shanghai 2.The minimum quantity is one 20FCL and with the purchase of two or more containers ,the price is reduced by 2%. 3.All these blankets are packed in plastic bags with zip of 1 piece each , 20 pieces to a carton. 4.Delivery is to be

10、 made within 45 days after receipt of order. 5.Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight. 6.The insurance shall be effected by the seller covering the invoice value plus 10% against Institute Cargo Clause.,Trade terms:,1.This offer is valid for ten days.

11、 2.For acceptance within two weeks. 3.This quotation is effective while stock last. 4.This offer is subject to our final confirmation. 5.This quotation is firm for orders dispatched/replying here before 1 August 2001,Validity and other conditions:,How to make an offer: 4.In a sales letter, say how y

12、our product differs from others. Provide necessary information. Tell your reader the page number to save his time. 5.Talk about the market and supply situation to induce an order. 6.Introduce other products to increase the chance of business. 7.Do not make you letter too long. 8.End your letter by e

13、xpecting the order,1.We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order. 2.As we have been receiving a rush of orders now ,we would advise you to place your order as soon as possible . 3.This favorite offer

14、will not be repeated for some time ,and we accordingly look forward to an early order from you . 4.Any orders you place with us will be processed promptly.,Optimistic ending,Chapter Quotation and offer,5.3 Sample letters 5.4 Accuracy As to HX2012, one set to a case Shipment :. Payment:By L/C at sigh

15、t Insurance:.,offer: n. 1.報(bào)實(shí)盤(pán)的句型：實(shí)盤(pán)是有有效期的，一般用Subject to+ date 表示。 offer: 1) n. make somebody a firm offer subject to your reply reaching us+ date. We are now making you a firm offer subject to your reply reaching us before April 30, 2005.,Words and expressions,2) n. make somebody a firm offer on CIF

16、/FOB/CFRbasis, subject to your reply reaching us + date. We are making you a firm offer on CIF Vancouver basis subject to your reply reaching us before September 30. 2.的報(bào)盤(pán): offer of/for/on something May we have your offers for the items listed in your catalogue?,3.Offer of something: 數(shù)量的報(bào)盤(pán)；的報(bào)盤(pán) We ar

17、e working on your offer of 1,000 tons of chemical fertilizer. 4.表示報(bào)盤(pán)有天的有效期The offer is firm/valid/open/good for days. This offer is firm/valid/open/good for 5 days.,offer: vt 1.offer somebody something atprice + the trade term (CIF/CFR/FOB) time of shipment, terms of payment by L/C, D/P, D/A,etc. We

18、 offer you 2,000 dozen Mens Shirts at US $ 54 per dozen, net CIF New York, shipment during August, terms of payment by an irrevocable L/C. 2.Offer somebody firm something atprice以的價(jià)格向某人報(bào)某物的實(shí)盤(pán),offer: vi. Offer firm fordays. 報(bào)實(shí)盤(pán)，有效期天,Dialogue,A talk on trade fair when can I get a firm offer?,Jones , a

19、 hardware dealer, is visiting the Guangzhou Trade Fair 您好！女士 我是巴巴拉.瓊斯 很高興見(jiàn)到您。瓊斯女士。我叫孫麗麗。請(qǐng)坐。 謝謝。孫小姐。 這是您第一次來(lái)廣交會(huì)嗎？ 是的。 您游覽過(guò)整個(gè)展廳(exhibition halls)了沒(méi)有？ 是的，我前天已經(jīng)四處看過(guò)。展廳真是大(spacious)，我迷路了好幾次呢。,Dialogue (1),when can I get a firm offer?,是嗎？您可以看指示牌(follow the sign)的。 我是這么做的。但是，你知道的，展會(huì)真是規(guī)模巨大. 我明白。 噢！您這兒的品種還真多

20、。 很高興您這么講。不過(guò)事實(shí)上我們的產(chǎn)品可能還沒(méi)有達(dá)到國(guó)際最先進(jìn)水平。 我得說(shuō)你們近年來(lái)確實(shí)干得不錯(cuò)。 謝謝。 我要購(gòu)買(mǎi)一些五金器具(hardware)。這是我列的清單。我希望您能給我最好的報(bào)價(jià)。 我會(huì)盡力的。,Dialogue (1),when can I get a firm offer?,謝謝。如果你們的報(bào)價(jià)好，我又能夠拿到我要的傭金，我可以立即下訂單。 我確信您發(fā)現(xiàn)會(huì)我們的報(bào)價(jià)非常有競(jìng)爭(zhēng)力。近年來(lái)，五金器具價(jià)格上漲了不少，但我們的價(jià)格仍然沒(méi)有多大變化 那很好。我什么時(shí)候能獲得報(bào)價(jià)？ 我們今晚會(huì)把報(bào)價(jià)單做好，您明天上午可以拿到。你明天有空再來(lái)嗎？ 好的。我明天上午九點(diǎn)會(huì)過(guò)來(lái)，怎樣？ 那太

21、好了。明天見(jiàn) 再見(jiàn)。,when can I get a firm offer?,Exercises,. Translate Since the competition of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices. 由于紡織品在我方市場(chǎng)競(jìng)爭(zhēng)激烈，你方有必要報(bào)最低價(jià)。,Exercises,2. We shall place substantial orders with you provided your new products are excellent

22、 in quality and competitive in price. 只要你方產(chǎn)品質(zhì)量?jī)?yōu)良，價(jià)格有競(jìng)爭(zhēng)性，我們將向你們大量訂購(gòu)。,Exercises,3. There is a steady demand here for bicycles of high quality ,as cycling is popular in our country. 由于我國(guó)騎自行車很普遍，此地對(duì)高質(zhì)量的自行車有穩(wěn)定的需求。,Exercises,4. Will you please grant us a special allowance on annual total purchases above U

23、SD 20,000? This would enable us to maintain the low selling prices that will be an important reason for the growth of our business .,Exercises,如果每年總購(gòu)買(mǎi)量在2萬(wàn)美元以上，請(qǐng)能給予我方特別折扣。這樣可使我們保持較低的銷售價(jià)，這將是我們貿(mào)易發(fā)展的一個(gè)重要因素。,Exercises,6. 請(qǐng)報(bào)最好的CIF上海價(jià)格，注明最早裝運(yùn)期。 Please quote us your best CIF Shanghai prices, stating the earliest date of shipment.,Exercises,7. 如果你方價(jià)格有競(jìng)爭(zhēng)力，我們?cè)甘状斡嗁?gòu)1200打，即每種型號(hào)各400打。 I