外贸函电09.09Lecture6OfferU.ppt

Lecture 6 Offer （Part 1）,Objectives: After this section you will: be able to translate and make firm offer. be able to translate and make a non-firm offer.,Review KEY TO PRACTICE (Unit 3),Translate the following business terms and expressions 1. enjoy a good reputation 2. enquiry 3. learn from 4. illustrated catalogue 5. a promising market 6. quantities at regular intervals 7. a leading importer 8. after receipt of the covering L/C 9. reasonable price 10. look forward to receiving your reply,II. Translate the following sentences into Chinese. 1. 请发给我们贵方的宣传手册、批发价格单以及付款方式。 2. 五台机床的最优惠价格是多少？ 3. 上面所列各项每一样请发一个样品给我们。 4. 请告知我方是否有现货。 5. 我方有兴趣购买电脑，但在做出最后决定前我方需要了解更多关于价格的具体信息。 6. 我方想买贵方目录八所列的男士领带。 7. 我们想了解贵方是否能够提供我方设计的瓷器。如果可以，请告知我方全面信息。 8. 如果贵方产品和条件比其他供货商更优惠，我方将向贵方定货。 9. 请给我们报贵方的最低价、最大折扣和交货日期。 10. 我方很乐意向贵方发样品和报价。,III. Translate the following sentences into English. 1. One of our clients is interested in Italian leather shoes. Please send us your samples and quotations. 2. Please offer the lowest price and the earliest delivery date. 3. Please quote us CFRC5% Los Angeles. 4. We are interested in your sun glasses, please quote us your lowest price with the best discount.,5. Please send us the samples in available designs and colors. 6. We will offer a 30% discount if the order is more than 1000 units. 7. Please inform us the largest quantities you are able to deliver at regular intervals. 8. Enclosed is a catalogue for your reference to give you a general idea of our products. 9. Please let us know the details of CIF price, discount and term of payment. 10. There is a promising market between us in this field. .,Ex IV Dear Mr. William: I learn from Kennan Ltd. that you are a leading exporter of plaited straw articles in your country and have enjoyed a good reputation from your customers. We have great interest in importing your products and would appreciate your sending us illustrated catalogue and price list if possible. We also want to know the detailed information of shipment and payment. We hope this will be a good start for further business relations between us. Yours Sincerely, Frances ABC Co., Ltd.,New Lecture: Offer,Key Words & Expressions,offer stock hold subject to demand (a ready) market in a position engagement,A offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an inquiry that is either written or oral.,firm offer: an offer, usu. in written form, which states it may not be withdrawn, revoked, or amended for a specific period of time.实盘,non-firm offer: an offer which is not binding upon the sellers and the details of the offer may change in certain situations. 虚盘,Language Points,1. offer: a promise made by the seller t supply goods on terms stated. v.n.报盘,offer sb sth at a price 以价格向某人报盘 offer sb firm 给某人报实盘 make sb a firm offer for sth at a price 向报实盘,a firm offer 实盘 a non-firm offer 虚盘 to accept an offer 接受报盘 to confirm an offer 确认报盘,a firm offer 实盘 a non-firm offer 虚盘 to accept an offer 接受报盘 to confirm an offer 确认报盘 to decline an offer 拒绝报盘 to entertain an offer 考虑接受报盘 to extend an offer 延长报盘 to withdraw an offer 撤销报盘 to cancel an offer 取消报盘 to renew an offer 恢复报盘,Language Points,Language Points,We hope to be able to offer next week.,我们希望下周能报盘。,We can offer for Mens Shirts at competitive prices.,We will make you a firm offer as soon as possible.,我们能尽快向你方报实盘。,offer 与quotation的区别： Offer为报盘，也就是说除了针对某种商品的价格外，还应该包括数量、交货期、支付方式等交易条件。 Quotation为报价，即某种商品的价格。An indication of the price at which a seller might be willing to offer goods for sale.,我们能以竞争性的价格开报男式衬衫的报盘。,Our offer is firm for three days.,2. firm adj. not subject to change, definite 确定的；有效的,Were pleased to make you a firm offer.,我方报盘有效期为三天。,欣然向你方报实盘。,Language Points,Language Points,3. stock n. 库存；存货 store of goods available for sale, distribution or use, in a shop, warehouse, etc.,a stock of 一批现货,from stock （ex stock） 现货；动用库存,in stock 库存中,come into （to） stock 库存有货,out of stock 无货；缺货,Language Points,There is no more stock on hand.,We can supply you from stock.,我们可以现货供应。,手头已无存货。,The type you required is out of stock， but the similar type is in stock.,你方询购的型号无货。类似的型号有货。,Language Points,4. hold: v. continue to be true or valid,3)The offer I made to you last week still holds.,上星期我给你买的发盘仍然有效。,1) 该论据仍然站得住脚。,The argument still holds.,2)The offer hold good until 4 oclock p.m.,18teh of December, Beijing time.,我们的报盘有效期到北京时间12月18日下午4点。,Language Points,2)Were making you a firm offer as follows, subject to your reply reaching us by the end of this week.,5.subject adj. depending on sth as a condition 以为条件；以为准；取决于；,现向你方报实盘如下，以你方答复于本周末前到达为有效。,1)The plan is subject to the directors approval.,该计划须经主管批准。,Language Points,The offer is subject to .,本报盘以为准。,这个表达法是典型的虚盘，即无约束力的报盘。类似的表达法：,The offer is subject to prior sale.,本报盘以货物先售出为条件。,The offer is subject to change without notice.,本报盘以随时更改而勿需另作通知为条件。,The offer is subject to goods being unsold.,本报盘以货物未售出为条件。,We make you the offer without engagement.,此报盘为无约束力的报盘。,Caution,一个实盘从法律角度上讲，必须符合三点要求才构成实盘： Clear 内容清楚确切不含糊其词，模棱两可。 Complete 交易条件完整（商品名称、规格、包装、数 量、交货期、价格支付方式、装运期等）;对 报盘有效期做出规定，这一点也很重要。 Final 无保留：发盘人愿意按照他所提出的交易条件 受盘人签订合同，除此之外，没有任何保留条件。,Language Points,subject to our final confirmation subject to prior sale subject to the goods being unsold subject to change without notice without engagement,一般保留条件有以下表达法：,Language Points,As we have quoted our most favorable prices and any counteroffers will not be entertained.,我方所报价格已是最优惠的，因此不能考虑接受任何还盘。,6. entertain v.(fml) be ready and wiling to consider 考虑接受,We are not in a position to entertain any fresh orders on account of the uncertainty of raw materials.,由于原材料的不稳定，所以不能考虑接受任何新订单。,Language Points,Language Points,7. demand n. v. 需求，后接介词for,be in large demand for 大量需求 be in good demand for 大量需求 be in heavy demand for 大量需求 be in brisk demand for 需求活跃 be in regular demand for 常年需求 be in small demand for 需求不大,Language Points,They made the demand that you deliver the goods in the fourth quarter.,他们要求你们在第四季度交货。,We demand immediate delivery.,我们要求立即交货。,The buyer demands of the seller to ship the goods within a month.,买方要求卖方在一个月内发货。,Language Points,8. the strengthening market 行市坚挺,The market advances. 行市上涨 The market rises. 行市上涨 The market stiffens. 行市坚挺 The market hardens. 行市坚挺 The market soars. 行市上涨 Market is strong. 行市坚挺 Market is firm. 行市坚挺,Market is brisk. 行市活跃 Market is advancing. 行市上涨 Market is declining. 行市下跌 Market is weak. 行市疲软,Language Points,9. be in a position to do sth 能够做某事,强调能做某事的关键因素是所处的地位，在其“位”谋其“政”而不是靠主观努力所能达到的，因此不能接条件从句。,We are not in a position to accept your duplicate order as the goods you required are out of stock.,我们无法接受你方重复订单，因为你所要求的货物已没有库存。,Language Points,10. Engagement n.(fml) formal promise or guarantee, esp. in writing,He doesnt have enough money to meet all his engagement.,他无钱偿付承诺的一切债务to make the payments he has promised to make.,Lecture 6 Offer (Part 2),Objectives: After this section you will: be able to translate and make firm offer. be able to translate and make a non-firm offer.,Chinese version of letter 1 （发盘）,敬启者： 关于贵方12月3日的对茶壶的询盘，我们很乐意提供报盘。 除了那些在经济学家杂志中的广告，我们所附的目录里提供了多种不同类型的茶壶的介绍。大多数类型可以现货供应，标有星号的则可以在45-60天内发货。 对于价值在6，000美元以上的订单我们给予2%的折扣，超过20，000美元的则给予3%的折扣。 我们的报盘有效期到北京时间12月18日下午4点。 期盼收到你们的回复。 谨上， 吉姆 ABC有限公司销售经理,Chinese version of letter 2 （回盘）,敬启者/执事先生： 感谢贵方12月8日的报盘. 我们对于贵方所附目录单里的各种茶壶非常满意。但是你方的报盘我们无法接受。你方报的价格比其他供货商的要高。我们希望贵方对于超过2万美元的订单能给予5%的折扣。 我们希望你们能重新给我们报盘，谢谢。 谨上 玛丽 BCD 有限公司,Chinese version of letter 3 （发实盘）,敬启者/执事先生： 2008年4月6日有关查询太阳眼镜CIF新加坡的电子邮件收悉。 今日上午我们电子邮件报价：太阳眼镜3000副，每副CIF新加坡为24美元。于2008年5月或6月装运。 该报盘为实盘，以贵公司于2008年4月16日前回复有效。 该报价为最优惠价，恕不还价。 近来该类产品需求量大，令价格上涨。请贵公司把握机会，尽早落实订单为盼。（请贵公司抓住上涨的行情，尽快回复） 谨上 迈克 BCD 有限公司,Chinese version of letter 4 （替代品推荐）,敬启者/执事先生： 感谢贵方1月2号的询盘。但是很遗憾，由于需求过大，我们无法报给你方所需商品。 但是，我们希望借此机会就下列最接近你方所需的产品进行报价，供你方考虑/参考，此报盘没有约束力：（报虚盘） 300套5230型号茶壶，上海离岸价30美元每套。 我方将寄去一份样品供您参考。如果你方能接受我方此报价/若贵方能就我方提议达成交易，请尽快告知。 谨上 克拉克 BCD 有限公司,How to make an offer,Analyzing Letter 1,Paragraph One: thanks for the inquiry Paragraph Two: explanations of the details Paragraph Three: validity of the offer Paragraph Four: hope for acceptance of the offer,Writing Steps,1. Expression of thanks for the inquiry, if any; 2.Name of commodities, quality, quantity and specifications (including sizes, models, material, etc); 3.Prices, discounts and terms of payment; 4.Packing and delivery; 5. Validity period of the offer,An offer letter usually includes the following contents:,KEY TO PRACTICE (Unit 4),Translate the following business terms and expressions 1. offer 2. firm offer 3. subject to 4. without engagement 5. non-firm offer 6. a heavy demand 7. owing to 8. for your consideration 9. allow a discount 10. result in,II. Translate the following sentences into Chinese. 1. 我们的报盘三天有效。 2. 我们现在可以报茶叶现货。 3. 我们可以按国际市场价格给您报价。 4. 我的报价以合理利润为依据，不是漫天要价。 5. 此报盘着眼于扩大销路而且很有竞争性。 6. 该报盘以你方回复本月底前到达我方为有效。 7. 我们已按你方要求将报盘延期。 8. 该报盘以商品未售出为准。 9. 该报盘不具约束力。 10. 我们恕不接受还盘。,III. Translate the following sentences into English. 1.Thank you for your enquiry in April 5. 2. In reply to your enquiry for our products, we have pleasure in offering as follows: 3. All prices in the price list are subject to our confirmation. 4. We are willing to make you a firm offer at this price. 5. Our offer is RMB300 per set of teapot, FOB Shanghai.,6. We can not accept your offer, unless your reduce your price by 5%. 7. We will give you the preference of our offer. 8. A growing demand of this product results in increased price. 9. We take this opportunity to offer similar goods. 10. We are really sorry that we are not in a position to offer you the goods inquired. .,Ex IV Dear Mr. Harry: In reply to your enquiry letter of June 14, we have pleasure in making an offer for Transistors. We offer you 5000 sets of “Spring Thunder” Brand Transistors at $20 each, CIF Dares-Salaam. This offer is firm, subject to the receipt of your reply before 20 June, 2008. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. We hope you can accept the offer and wait for your favorable reply. Yours Sincerely, Tom ABC Co., Ltd.,Additional Ex.,Practice Lessons,II. Translate the following into English:,按照请求，我们现报盘500辆飞鸽牌自行车如下。,此报盘为实盘，以你方在本月底前复到有效。,At your request, we are making an offer for 500 pieces of “Flying Pigeon” Bicycles as follows.,This offer is firm, subject to your reply reaching us by the end of this month.,We are pleased to offer you a firm offer CIF Lagos for “Forever “Brand Bicycles,我们高兴地给你方报永久牌自行车拉各斯成本保险加运费的实盘。,If you find our offer acceptable, please cable us for confirmation. There is no question about getting the necessary import license.,如果你方认为这一报盘可接受，请即来电，以便我方确认。获得必要的进口许可证是没有问题的。,Practice Lessons,Practice Lessons,关于标题项下的货物，随函寄去形式发票88号一式两份。请注意我们报盘有效期至6月10日。,As to the captioned goods, we are sending you, under cover, a proforma invoice No. 88 in duplicate. Please note that our offer remains good until June 10.,本报盘将保留至月底有效。,This offer will keep valid till the end of this month.,Practice Lessons,我们的钢笔价格是每打6美元温哥华到岸价。,We can make you offer for various kinds of Chinese canned fruits at the most attractive prices.,我们能以具有吸引力的价格向你方报各式各样的中国水果罐头。,The price of our pen is US$6.00 per dozen CFR Vancouver.,Practice Lessons,现按你方请求报盘如下，以我方最后确认为准。,上述报盘无约束力。,We are making you an offer at your request as follows, subject to our final confirmation.,The above offer is a free offer. / The above offer is without engagement.,1. We shall make a reduction _ our price if you increase the quantity to 5,000 pcs.,Practice Lessons,3. We are prepared to keep the offer open _ 25th this month.,III. Fil