《外贸函电u》PPT课件.ppt

,Unit 4 Offer,外贸英语函电,,Basic Knowledge Concerned,Letter-writing Guide,Sample Letters,Practical Training,Part One,Part Two,Part Three,Part Four,Contents,,Part One,(1) A firm offer is a promise to sell at a stated price and condition within a stated period of time (a certain time limit). It usually contains such expressions as “for acceptance within. days”, “firm offer”, “be valid before.”, etc. The firm offer creates a power of acceptance permitting the offeree by accepting the offer to transform the offerors promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn. (2) A non-firm offer is an offer made without engagement. It is subject to confirmation by the seller after being accepted by the buyer. It usually contains the words “subject to our final confirmation”, or similar qualifying words. Nowadays, a non-firm offer is usually taken as an inducement to offer rather than an offer.,1. Firm Offer and Non-firm Offer,,Part One,(1) An offer is a response made in reply to an inquiry or an expression made voluntarily with a view to expanding business. An offer may be made by a seller or a buyer. (2) A bid refers to the offer made by the buyer. It has the same features as any offers made by the seller.,2. Offer and Bid,,Part Two,A satisfactory offer usually includes the following: (1) an expression of thanks for the inquiry, if any (2) the name of commodities, quality, quantity, packing and specifications (3) the details of prices, discounts and terms of payment (4) a statement or clear indication of what the prices cover (5) the date of delivery (6) the period for which the offer is valid ( if it is a non-firm offer, this part will be omitted),4. The Contents of an Offer,,A Non-Firm Offer May 6, 2002 Dear Sirs, Thank you very much for your letter of April 28. We are pleased to send you samples and all necessary information on Blanket Cover under separate cover. At your request, we are pleased to make you an offer, subject to our final confirmation, as follows: Commodity: “Golden Phoenix” Brand Blanket Cover No. 21 Size: 180cm200cm Color: All kinds of colors Quantity: 1000 pcs. Price: 15 net each piece CIF London Shipment: During August/ September,Sample 1,,Payment: By 100% confirmed, irrevocable letter of credit in our favor payable by draft at sight to reach the sellers one month before shipment, and remain valid for negotiation in China till the 15th day after shipment. As you will realize from the catalogue we sent you that our Blanket Cover is a perfect combination of warmth, softness, easy care，we are sure that you can get benefit from our products. We look forward to your prompt reply. Yours faithfully, Manager Export Department,,1.non-firm offer /offer without engagement 虚盘 虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发 盘内容的约束，也不做任何承诺，任何时候都可以改变、修改甚至 取消。因此，虚盘是不受约束的、试探性的报价，其目的在于了解 顾客、了解市场。虚盘表示方法如下： subject to change without notice 如有变更，不做预先通知 subject to our final confirmation 以我方最后确认为条件 subject to goods being unsold 以货物未售出为条件 subject to prior sale 以先售为条件 without engagement 无约束力,Notes,,firm offer 实盘或确盘 实盘主要特点是：对发盘人具有约束力，在实盘规定的有效期内，发盘人不得随意撤回或修改实盘的内容。实盘一经受盘人在有效期内无条件地接受，即无须再经过发盘人的确认，就可以达成交易，构成对双方都有约束力的合同。 实盘表示如下： Subject to your reply reaching us before Subject to our receiving your reply before 以我方之前收到你方复到为准,Notes,,2. at your request 按照要求（或请求） 商业书信按对方要求办某事后在通知对方时，常用于 句首，相当于 as requested, 或in compliance with your request,或complying with your request 等。 e.g. All the goods must be supplied as requested by the importer. 所有货物必须严格按照进口商的要求提供。 At your request, we have sent you a copy of our latest pricelist. 根据贵方要求，已给你方寄去一份最新的价目表。,Notes,,request v. 要求， 请求 宾语可以是名词或动名词，或以动词不定式为宾语补足语的复合宾 语，或以that引起的从句（虚拟语气）。 e.g. We request your prompt consideration.我们要求你方马上考虑。 We request your attending to this matter immediately. 我们要求你方对此事给予关注。 We request you to take this matter into prompt consideration. 我们要求你方马上考虑此事。 We request that you (should) carefully consider our proposal. 我们要求你方认真考虑我们的建议。,Notes,,3. offer n. / v. 报盘 名词报盘与动词make, send, give, cable 等连用， 后接介词 for, on 或of, 接for最普遍，接on较少见。 买方提及卖方的报盘时，接 of为好。 e.g. Please make us an offer for Iron Nails. 请给我们铁钉报盘。 We are working on your offer of 2000 kilos Black Tea.,Notes,,offer vi./vt. offer sb./sth. offer sb. sth. E.g. We offer you firm the following ,subject to your reply reaching here before October 2. 我们报确盘如下，以你方十月二日前复到为有效。 We offer you firm the following on the same terms and conditions. 我们按照同样的条件报实盘如下: We will offer as soon as possible.我们将尽快报盘。 If you can offer, please fax us.如能报盘，请来电。,Notes,,4. subject to 以为条件， 以为准 e.g. The offer is subject to your supply received by us before 6 p.m. May 17, 2002, our time. 本报盘以我方时间2002年5月17日下午6时前收到你 方答复为有效。 The offer is made subject to the goods being unsold.本报盘以货物未被售出为准。,Notes,,5. net adj. 净 (Here the word means “net price”.) “15 net”= “a net price of 15” Usually the word “net” is placed after the port of destination or the basis on which the price is quoted. e.g. FOB Shanghai net CFR London net CIF Lagos net Here it is placed after the actual price, because the phrase indicating the price is rather long. If the price is quoted on CFR Copenhagen basis, we would say: at RMB ￥1,800 CFR Copenhagen net.,Notes,,6.in ones favor 或 in favor of 以为受益人 e.g. We will request our bankers to open an L/C in your favor upon receipt of your confirmation of this order. 一俟收到你方关于此项订货的确认后，我方便要求银 行开出以你方为受益人的信用证。 We open an irrevocable Letter of Credit No. 8406 in favor of ABC Trading Co. Ltd. （信用证用语）兹开立第8406号不可撤销的信用证， 受益人ABC贸易有限公司。,Notes,,7. negotiation n. 谈判，商议；议付 e.g. The agency problem is still under negotiation. 代理问题仍在商议之中。 We are now in negotiation with the department concerned to make all-round arrangements. 为作全面安排，我们正在与有关部门商议。 We surrendered a clean on board bill of lading for the negotiation of payment. 议付时我们呈递了清洁装运提单。,Notes,,Part Three,Dear Sirs, Re: Copper We acknowledge receipt of your letter of April 15, and confirm having faxed you today in reply, as per confirmation copy enclosed1. You will note from our fax that we are in a position to offer you 50 tons of copper at the attractive price of Stg.2 600 per ton CFR3 Shanghai for delivery within one month after your placing an order with us. Payment is to be effected by an irrevocable L/C in our favour, payable by draft at sight4 in Pounds Sterling in London. This offer is firm, subject to5 your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed. Yours faithfully,A Firm Offer,Sample 2,,1. as per confirmation copy enclosed 正如随函附上的确认副本 2. Stg. =Sterling 英镑 一些常用的货币符号e.g. US$(USD) 美元 Can.$ (CAD)加元 Stg. (GBP)英镑 Euro(ED)欧元 A$ (AUD)澳元 HK$ (HKD)港元 J ￥(JPY)日元 RMB￥ (RMB)人民币 3. “CFR”指“Cost and Freight”, “成本加运费” 4. by an irrevocable L/C in our favour, payable by draft at sight 凭以我方为受益人的不可撤销的信用证以即期汇票支付,Notes,,Part Three,Dear Sir, We are glad to note from your letter of May 1, 2007, that you, as an exporter of Chinese computers, are willing to establish a direct business relationship with us. This happens to coincide with our desire. At present, we are interested in HP Computer, Art. No. Hp780, and would be pleased to take the initiative in making a bid. Our bid for this item is US$400 per set CIF Lagos, inclusive of our 5% commission. Shipment should be in June, 2007. Should the price be found workable, and delivery date acceptable, we intend to place a large order with you. Your early reply would be highly appreciated. Yours faithfully,Sample 3,A Buyers Bid,,Notes,1. coincide with: be identical or similar to sth. else. e.g. The price quoted by you does not coincide with the current market. 2. take the initiative in making a bid 主动递盘 3. “inclusive of” 相当于“including”该表达译为“含我方5%的佣金” 4. large order 大(额)订单,,Part Four,1. Put the following English into Chinese. (1),Beginning Training,以为准,(1) subject to.,(2) comply with ones request,按照某人的要求,(3) offer from stock, have goods in stock,供现货；有现货,,Part Four,1. Put the following English into Chinese. (2),(4) without engagement,无约束,(5) in view of.,鉴于; 考虑到,(6) firm offer,实盘,,Part Four,1. Put the following English into Chinese. (3),(7) Your inquiry is receiving our immediate attention and we hope to make you an acceptable offer in a few days.,贵方询盘收到，我方正在处理当中，希望不日即可给你们发出可接受 的报盘。,(8) We thank you for your inquiry of July 6 and we are sending you, under separate cover, a sample of the product you requested together with our price list.,谢谢贵方7月6日的询盘。我们特此另封寄出你们所要产品的样品及我 方的价目表。,,Part Four,1. Put the following English into Chinese. (4),关于贵方10月15日询问女士牛仔裤事宜，我们随函附上第213号报价 单供你方考虑。希望贵公司认为我方价格是可以接受的。,(9) With reference to your letter of October 15, inquiring for womens jeans, we enclose our quotation No.213 for your consideration and trust you will find our prices acceptable.,(10) Our best offer is given below subject to our final confirmation.,以下是我方最优惠报盘，此盘以我方最后确认为准。,(11) We must stress that this offer is good for two days only because of the heavy demand for the limited supplies of these goods in stock.,我方必须强调：由于本商品存货有限，需求较大，此盘有限期仅为两天。,,Part Four,1. Put the following English into Chinese. (5),(13) We have taken due note of your requirements for sugar but regret being unable to supply at this present time. We will certainly e-mail you as soon as there is any stock available.,我们很了解贵方对白糖的需求，但很遗憾目前不能供货。将来能供货 时，我方一定通过电子邮件和贵方联系。,(14) This offer expires on August 20, 2007. Your immediate reply by e-mail would be appreciated.,本报盘有效期至2007年8月20日。如贵方能立即以电子邮件答复，我 们将不胜感激。,,Part Four,1. Put the following English into Chinese. (6),我们要指出的是，我方的报价还可能会在不通知贵方的情况下作调整。 最后价格以贵方下订单时我们的确认为准。,(15) We wish to state that our quotations are subject to alteration without notice and to our confirmation at the time of placing your order.,(16) We regret to say that the goods requested by you are unavailable for the time being, and for this reason we refrain from making you an offer.,很遗憾贵方所要的货物目前还没有，因此我们只好收回我方的报盘。,,Part Four,Dear Sirs, Thank you for your letter of September 15, 2007, and the inquiry enclosed for our White Rabbit pajamas. At your request, we are making you a firm offer (1) 20000 dozen womens pajamas at US$48.5 per dz. CFRC5% Lagos (2) shipment in March, 2008. Payment is to be made by confirmed, irrevocable L/C payable (3) draft (4) sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalogue have been sent (5) separate mail. Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements. We are looking forward to your early reply. Yours sincerely,for,_,for,_,at,_,by,_,by,_,2. Read the following letters and choose the best one from the given answers for the missing prepositions.,,Part Four,Intermediate Training,1. Put the following Chinese into English. (1),as per attached list,(1) 见附页,(2) 报实盘,make/submit a firm offer,(3) 交货,make delivery,,Part Four,1. Put the following Chinese into English. (2),(4) 凭保兑的不可撤销的信用证以即期汇票支付,by confirmed, irrevocable L/C payable by draft at sight,(5) 撤销一项发盘,withdraw/cancel an offer,(6) 现价,current/market price,,Part Four,1. Put the following Chinese into English. (3),(7) 谢谢贵公司的询盘我们有大量的男士皮鞋现货供应,很高兴向贵方报盘 如下,(8) 此报盘以我方在收到贵公司答复时货物未售出为有效,Thank you for your inquiry. We have a large quantity of mens leather shoes in stock, and are pleased to offer them as follows.,This offer is subject to the goods being unsold on receipt of your reply.,(9) 此报盘有效期仅为三天,This offer is open for three days only.,,Part Four,1. Put the following Chinese into English. (4),This offer is firm, subject to your cable reply reaching here before November 6.,(10) 这是实盘,以贵方11月6日前电复到此有效,(11) 如对我方报价感兴趣,请于10月底前用电报接受,If our offer is of interest to you, please cable your acceptance before the end of October.,(12) 该批花生系用普通旧麻袋包装,每袋净重约50公斤,The peanuts are packed in ordinary second-hand gunny bags of about 50 kg net each.,,Part Four,1. Put the following Chinese into English. (5),In your letter you requested us to quote you CIF Kuwait price, including your commission of 3%, which has received our immediate attention.,(13) 来信要求我方报CIF科威特价,包括贵方佣金3%,我方已立即办理,(14) 我们现有绿豆供应,如有兴趣,请告所需数量,我方将报最优惠价格,We have some stocks of green beans on hand. If they are of interest to you, please inform us of the quantity required so that we may make you the best price.,,Part Four,1. Put the following Chinese into English. (5),We trust this product will find a ready market