外贸函电翻译(七)询价函.ppt

第六讲 询价与议价 （ Letter of Inquiry and Negotiation） 常用术语与表达 询盘（enquiry） 报盘(offer) 还盘（counter-offer） 定盘（firm offer ） 1.询价函的概念 询价函就是买方向卖方就某项商品交易条 件提出询问的信函。询价的目的是请对方 报出商品价格，询价对交易双方都没有法 律上的约束力。 主要内容 商品目录本； 价目单； 商品样品，样本等。 格式 1标题：写明信函种类。 2称谓。 3正文：主要内容 4结尾。 询盘（enquiry） 询盘（enquiry）也叫询价，是指交易的一 方准备购买或出售某种商品的人向潜在的 供货人或买主探寻该商品的成交条件或交 易的可能性的业务行为，它不具有法律上 的约束力。 询盘的内容可涉及：价格、规格、品质、 数量、包装、装运以及索取样品等，而多 数只是询问价格。所以，业务上常把询盘 称作询价。 询盘 询盘不是每笔交易必经的程序，如交易双方彼此 都了解情况，不需要向对方探询成交条件或交易 的可能性，则不必使用询盘，可直接向对方发盘 。 询盘可采用口头或书面形式 。 在实际业务中,询盘只是探寻买或卖的可能性,所以 不具备法律上的约束力,询盘的一方对能否达成协 议不负有任何责任.由于询盘不具有法律效力,所以 可作为与对方的试探性接触,询盘人可以同时向若 干个交易对象发出询盘。 但合同订立后，询盘的内容成为磋商文件中不可 分割的部分，若发生争议，也可作为处理争议的 依据。 在实际业务中，询盘一般多由买方向卖方发出， 是买方主动发出的向国外厂商询购所需货物的函 电。 对多数大宗货物和商品，应同时向不同地区、 国家和厂商分别询盘，以了解国际市场行情，争 取最佳贸易条件 。 对规格复杂或项目繁多的商品，不仅要询问价 格，而且要求对方告之详细规格、数量等，以免 往返磋商、浪费时间。 询盘对发出人虽无法律约束力，但要尽量避免 询盘而无购买诚意的做法，否则容易丧失信誉。 对垄断性较强的商品，应提出较多品种，要求 对方一一报价，以防对方趁机抬价。 询盘也可以是卖方向买方发出的征询其购 买意见的函电。 卖方对国外客户发出询盘大多是在市场处 于动荡变化及供求关系反常的情况下，探 听市场虚实、选择成交时机，主动寻找有 利的交易条件。 询盘问题，从表面看，是一个比较简单的 问题，其实是一个很深的问题，也是一个 所有从事外贸工作需要思考的问题，因为 这关系到能不能抓住这个客户、能不能发 展这个客户的问题。 询盘需要考虑的问题 询盘的技巧 样例 报盘（offer） 报盘（offer）也叫报价，是卖方主动向买方提供 商品信息，或者是对询盘的答复，是卖方根据买 方的来信，向买方报盘，其内容可包括商品名称 、规格、数量、包装条件、价格、付款方式和交 货期限等。报盘有两种： 虚盘（non-firm offers）, 即无约束力的报盘。一 般情况下，多数报盘均为虚盘，虚盘不规定报盘 的有效日期，并且附有保留条件，如：The offer is subject to our final confirmation/prior sale. 该 报盘以我方最后确认/事先售出为准。 实盘（firm offers）则规定有效日期，而且卖盘一 旦被接受，报盘人就不能撤回。 还盘（counter-offer） 还盘（counter-offer）又称还价，是受盘人对发盘内容不 完全同意而提出修改或变更的表示，是对发盘条件进行添 加，限制或其他更改的答复。还盘只有受盘人才可以做出 ，其他人做出无效。 受盘人在接到发盘后，不能完全同意发盘的内容，为了进 一步磋商交易，对发盘提出修改意见，用口头或书面形式 表示出来，就构成还盘。 受盘人在收到发盘后，有两种处理办法：一种是完全同意 发盘所提出的交易条件，并及时向对方发出接受通知，这 就是所谓达成交易；另一种情况是，不同意发盘人在发盘 中所提出的条件，并向发盘人提出自己的修改条件，这就 是所谓的还盘。 此外，还有一种有条件的接受，即在答复对方的发盘时， 在表示“接受”的同时，又附加上某种条件，这是还盘的另 一种形式，实际上也是对发盘的拒绝。 还盘（counter-offer）是交易方式之一，即接盘 人对所接发盘表示接受，但对其内容提出更改的 行为。还盘实质上构成对原发盘的某种程度的拒 绝，也是接盘人以发盘人地位所提出的新发盘。 因此 ，一经还盘，原发盘即失效，新发盘取代它 成为交易谈判的基础。如果另一方对还盘内容不 同意，还可以进行反还盘（或称再还盘）。还盘 可以在双方之间反复进行，还盘的内容通常仅陈 述需变更或增添的条件，对双方同意的交易条件 毋需重复。在国际贸易中，往往经过多次的还盘 、反还盘，才最终达成协议。 一般说，一方的发盘经对方改变了内容， 还盘以后就应视为失效，发盘人不再受原 发盘的约束；同时，接盘人在还盘中对原 发盘有任何一点的改变，或对原发盘有任 何一点的减少和增加，都是对原发盘的拒 绝；接盘人在还盘以后又愿意接受原发盘 ，发盘人既可以确认，也可以拒绝。 还盘应注意的事项 定盘（firm offer） 定盘（firm offer）是指在发盘人发盘后受盘 人完全接受发盘的条件而确定交易或者在 受盘人收到发盘后提出一定的变更条件后 发盘人表示接受而确定交易的情形。 一般定盘以后双方就步入了合同签订的阶 段。 询盘 Inquiry惯用表达 1. What is it in particular youre interested in? 2. Im interested in your bicycles. 3. I think they will find a ready market in Malaysia. 4. Id like to have your lowest quotations, C.I.F. Rotterdam. 5. Thank you for your inquiry. 6. Would you tell us what quantity you require so that we can work out the offer? 7. We wish to place an order with your corporation for 5,0000 bicycles. 你对哪些产品感兴趣 ？ 我对你们的自行车感 兴趣。 我觉得它们在马来西 亚会很有销路。 我想请你们报鹿特丹 到岸价的最低价格。 谢谢你的询价。 为了便于我方提出报 价，能否请你谈谈你 方需求的数量？ 我们希望向贵公司订 购5,0000辆自行车。 8. Could you give me an indication of the price? 9. Here are our F.O.B. price lists. The final prices are subject to our confirmation. 10. Wed like to know what you can offer in this line as well as sales, such as mode of payment, delivery, discount, etc. 11. As a rule, we deliver all our orders within three months after receipt of the covering letters of credit. 12. Our prices compare favorably with those offered by other manufacturers either in Europe or anywhere else. 你们提出一个估计价 格好吗？ 这是我们离岸价的价 目单，最后价格以我 方确认为准。 我们想了解一下你们 在这方面的供货能力 、付款、装运和折扣 等销售条件 一般来说，在收到信 用证后3个月内就可 以全部交货。 同欧洲或其他地区的 供货商提出的报价相 比，我们的价格是优 惠的。 Offer 报盘 1. We have the offer ready for you. 2. I come to hear about your offer for fertilizers. 3. We are in a position to offer tea from stock. 4. We can offer you a quotation based upon the international market. 5. We offer firm for reply 11 a.m. tomorrow. 6. My offer was based on reasonable profit, not on wild speculations. 我们已经为你准备好报盘 了。 我来听听你们有关化肥的 报盘。 我们现在可以报茶叶现货 。 我们可以按国际市场价格 给您报价。 我们报实盘，以明天上午 11点答复为有效。 我的报价以合理利润为依 据，不是漫天要价。 7. We always try out best to meet your requirements in view of our long relations. 8. Is your offer a firm one or one subject to final confirmation? 9. This offer is based on an expanding market and is competitive. 10. Please renew your offer for two days further. 11. Please renew your offer on the same terms and conditions. 12. The offer will remain open for 3 days. 鉴于我们长期的贸易关 系，我们总是尽力满足 你们的要求。 你报的是实盘还是以最 后确认为准？ 此报盘着眼于扩大销路 而且很有竞争性。 请将报盘延期两天 请按同样条件恢复报盘 。 报价的有效期为3天。 还盘 Counter offer 1. We think your offer is too high, which is difficult for us to accept. 2. Our offer is reasonable and realistic. It comes in line with the prevailing market. 3. If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 4. Lets have your counteroffer. 5. We make a counter-offer to you of $150 per metric ton F.O.B. London. 6. Your counteroffer is too low and we cant accept it. 7. Its absolutely out of the question for us to reduce our price to your level. 8. We cant accept your offer unless the price is reduced by 5%. 9. Im afraid I dont find your price competitive at all. 10. Still, I think it unwise for either of us to insist on his own price. 11. Ill respond to your counter-offer by reducing our price by three dollars. 12. If the price is higher than that, wed rather call the whole deal off. 我们认为你方的报价太高了，我方难以 接受。 我方的报价是合理的、现实的，符合当 前市场的价格水平。 如果你方坚持自己的价格，不作让步， 我们没有必要再谈下去了。 请还个价。 我们还价为每公吨伦敦离岸价150美元。 你方还价太低了，我方无法接受。 我们不可能将价格降到你方要求的那样 低。 除非你们减价5%，否则我们无法接受报 盘。 我看你们的报价毫无任何竞争性。 不过，我认为彼此都坚持自己的价格是 不明智的。 我同意你们的还价，减价3元。 如果价格比这还高，我们宁愿放弃这桩 生意。 议价 Negotiating Prices 1. Its not possible for us to make any sales at this price. 2. Well, ordinarily its $ 13.62! But since our business relationship is of long standing, I will make it $ 13.00. 3. Your price is higher than other companies. 4. But considering the high quality, our price is very reasonable. 5. If you could go a little lower, Id give you the order here and now. 6. Im afraid I cant. They are our bottom wholesale prices. 7. Could you make it $6.50 per set, C.I.F. Hamburg? 8. What about the quantity? 9. 500 sets for September shipment. 10. Can we meet each other half way? 11. I must talk with my boss before I make up my mind. 12. Lets close the deal at $6.70 per set, C.I.F. Hamburg. 我们无法以这种价格销售。 唔，通常是要13.62美元的！不过 考虑到我们长久以来的贸易关系 ，我算你13美元吧。 你方的价格比其它公司的价格高 。 不过鉴于产品的优良质量，我们 的价格非常合理。 如果你能把价格降低一点，我马 上便向你们订货。 恐怖不能。这已经是我们的批发 底价了。 你能否把价格定在每套6.50美元 ，C.I.F.汉堡？ 数量多少？ 500套于9月装船。 我们能折衷一下吗？ 作决定之前，我必须和我老板讨 论一下。 让我们以每套6.70美元C.I.F.汉堡 商定这宗买卖吧。 询价函的翻译 Dear sirs, We are glad to note from your letter of 1st September that , as exporters of Chinese Cotton Piece Goods , you are desirous of entering into direct business relations with us. This happens to coincide with our desire. At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information, regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile, please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment. Should your price be found competitive and delivery date acceptable, we intend to place a large order with you. We trust you will give us an early reply. Yours faithfully, 询盘函(Enquiry) Dear sirs, We learn from Spett. Ditta Fratelli of Rome that you are producing for export hand-made gloves in a variety of natural leathers. There is a steady demand here for gloves of high quality and although sales are not particularly high. Good prices are obtained. Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment? I should find it most helpful if you could also supply samples of the various skins of which the gloves are made. Yours faithfully, 还盘函 Dear Sirs， Thank you for your letter of 20 January 2006. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mentioned that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say, but we are of the opinion that the quality of the other makers does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. Yours faithfully, 复盘函(Counter-offer ) Dear sirs, We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of some of the skins we regularly use in our manufactures. Unfortunately, we cannot send you immediately a full range of samples, but you may take it that such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality. Mr Wang, our overseas director, will be in Rome early next month and will be pleased to call on you. He will have with him a wide range of our manufactures and when you see them we think you will agree that the quality of the material used and high standard of craftsmanship will appeal to the most selective buyer. We also manufacture a wide range of hand-made leather hand-bags in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to show you samples when he calls. We look forward very much to the pleasure of receiving an order from you. Yours faithfully, 定盘（firm offer) Dear sirs, Groundnuts & Walnutmeat We confirm your cable of 2nd September asking us to make you firm offers for both Groundnuts (花生) and Walnutmeat(胡桃肉)CFR Copenhagen. We cabled back this morning, offering you 250 metric tons of Groundnuts, Hand-picked, Shelled and Ungraded at RMB￥ 1,800 net per metric ton CFR Copenhagen or any other European Main Port for shipment during October / November,2013. This offer is firm, subject to the receipt of reply by us before 25th September. Please note that we have quoted our most favorable price and are unable to entertain any counteroffer. As regards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them. As you are aware that there has been lately a large demand for the above commodities, such growing demand has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply. Yours truly, Dear sirs, A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested. We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg 60 per dozen with a quantity discount of up to 15%, though we ar