Module Four.doc

Module Four Making Quotations and OffersSpecimen Letters for Analysis (1)1. acknowledge v. 承认或宣布收到acknowledgement n. 承认；收悉通知acknowledge receipt of make acknowledgement to 确认收到某人来信用acknowledge确认收到某人来电报用confirm1) 确认收到你方十月十日来函。 We acknowledge your letter of Oct.10. We acknowledge receipt of your letter of Oct.10We make acknowledgement to your letter of Oct.10.We have for acknowledgement your letter of Oct.10.2. date v. 加日期于；日期为；与介词of作用相同 你方十一月十八日来函收悉。 We have received your letter of Nov.18. We have received your letter dated Nov. 18.3. offer 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Useful expressions: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a combined offer 搭配报盘1) We hope to be able to offer next week. 我们希望下周能报盘。 2) We can offer for Mens Shirts at competitive prices.我们能以竞争性的价格开报男式衬衫的报盘。3) We will make you a firm offer as soon as possible.我们能尽快向你方报实盘。DifferenceOffer 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。Our offer is firm for three days.4.firm adj. 确定的；有效的1) Our offer is firm for three days. 我方报盘有效期为三天。 2) Were pleased to make you a firm offer. 欣然向你方报实盘。5.subject adj. 以为条件；以为准；取决于；后接介词to1) Were making you a firm offer as follows, subject to your reply reaching us by the end of this week. 现向你方报实盘如下，以你方答复于本周末前到达为有效。2) The offer is subject to our final confirmation. 本报盘以我方最后确认为准。Tips: 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： 1) The offer is subject to prior sale. 本报盘以货物先售出为条件。2)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。3) The offer is subject to goods being unsold.本报盘以货物未售出为条件。4) 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同受盘人签订合同，除此之外，没有任何保留条件。一般保留条件有以下表达法：1) subject to our final confirmation.2) subject to prior sale.3) subject to the goods being unsold. 4) subject to change without notice 5) without engagement 6.entertain v. 考虑接受1) 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。2) 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。7.counteroffer n. v. 还盘；还价1) Your counteroffer is not in line with the international market price.你方还盘与国际市场价格不符。2) We cannot entertain your suggestion because it does not seem workable.我们不能考虑接受你方的建议，因为此建议似乎不可行.3) They would not entertain any price lower than $150 per ton.他们不会考虑任何低于每吨一百五十美元的价格。8.in respect of ph. 就而言in respect to 关于；就来说；with respect to 关于；就来说；至于；in this respect 在这方面1) In respect to the price is workable, but the delivery date is not acceptable.就价格而言还做得开，但交货期不能接受。2) With respect to those letters，I think the best thing is to burn them.关于这些信件，我认为最好把它们烧掉。3) Our company gave him $200 in respect of the work he had done.对于他所干的工作，我公司支付他二百美元。4) His work is good in respect of quality but bad in respect of quantity.他工作的质量还行，但数量不行。9. parcel n. 一批货 部分货物，小宗货物其概念是这样的：在国际贸易中，某些商品除了大宗买卖需要用整整一条船来装运之外，还有一些数量较小的交易和少量货物的托运，用不着整条船，非整船或整船货物的一部分，通常就称为小宗货物，或部分货。 类似的表达法还有lot 10. be under offer 正在报盘中；正在出售中be on offer The goods are under offer elsewhere and we cannot offer you at present.货物已向其它地区报盘，因而目前不能给你方报盘。11.bid n. v. 递价to make sb a bid for sth at a price 以价格向某人递价to bid a price for sth 就向某人递价 1) They bid $1780 per metric ton but some competitors outbid them.他们递价每公吨1780美元，但一些竞争者出价更高。2) No other buyer has bid higher than your bid.没有哪个买主做出比你方更高的递价。12. obtain v. 获得；得到 Our products have obtained unanimous approval.我们的产品得到一致的认可。Difference between obtain and secureobtain为一般用语，secure指难以得到的或得花费气力才能获取的13.for your information 仅供参考；顺便告知；顺致奉告；for your reference 供你方参考 for your perusal 供你方斟酌（详细阅读） for you to study 供你方研究 14.demand n. v. 需求，后接介词forbe 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1) 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。2) 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。3) We demand immediate delivery.我们要求立即交货。4) We are sorry to be unable to meet your demands.很抱歉，我们不能满足你方的要求。15. result v. 结果result in 导致某种后果result from 产生某种结果1) It is obviously that the damage to the captioned goods result from rough handling.显而易见，标题项下货物的破损是由野蛮装运所致。2) We appreciate your efforts in pushing the sale of our products that have resulted in some transactions with us.我们十分感激您在推销我产品方面所做出的努力，并促使数笔交易的达成。3) If you fail to establish the L/C in time, you will be held responsible for any loss resulting from the delay.倘若你方不能按时开立信用证，你方须负责因此而造成的一切损失。16. benefit n. 利益；好处；救济金；v.(by / from) 有益于；使受益1) We developed trade with them for mutual benefit.为了双方的利益，我们发展同他们的贸易。2) The new factory will be a great benefit to the town.这家新工厂对该镇的发展很有利。3) We benefit greatly by this frank talk.我们从这场坦率的谈话中受益。4) He does not seem to have benefited from the treatment.这种治疗方法对他的疾病似乎没有多大效果。5) Our suggestion will be of benefit to both your firm and ours.我们的建议对我们双方都有利。6) There is no doubt that we both parties shall benefit by this arrangement.毫无疑问，这一安排对我们双方都有利。17.advancing market 行市上涨 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 active. 行市活跃The market is strengthening. 行市坚挺Market is declining. 行市下跌 Market is weak. 行市疲软18. acceptance n. 接受1) We are looking forward to receiving your early acceptance.期待早日收到你方的接受。2) Your early acceptance will be highly appreciated.Chinese version of the letter执事先生： 事由：真丝衬衫和真丝连衣裙兹确认收到你方本月18日来信，获悉你方要求得到真丝衬衫和真丝连衣裙CIF伦敦的实盘。 现向你方开报真丝衬衫3,000打，每件45英镑CIF伦敦净价，装运期为2010年4月份。付款条件是以我方为受益人的、保兑的信用证凭即期汇票支付。此报盘为实盘，以你方答复于12月25日前到达我方为有效。 请注意我们已报出最优惠价格，因而任何还盘都不予考虑。 关于真丝连衣裙，现告知你方:我们目前仅有的几笔货已向其它地区报盘，但若你方能给我们一个可接受的递价，你方则很有可能获得该货。 顺便告知，近来对上述商品的需求量很大，如此日益增长的需求必然导致价格的上涨，然而，你方若能立即接受就可以充分利用市场上涨这一机会从中渔利。谨呈， Task 2Specimen Letters for Analysis (2)1. request v. n. 要求at ones request= at the request of 应某人的请求by request 依照请求on request 一经要求就，承索即寄in request 需要1) We request your prompt attention to this matter.请求你方对此事予以迅速办理。2) We request that you should carefully consider our proposal. 请对我方的提议予以认真考虑。3) We are sending you the enclosed at the request of your representative.应你方代表要求现将所需之件随函寄去。4) At your request, we gave you an estimate of approximate requirements for next year. 应你方请求，我们给你一个明年大概需要量的估计数。5) We gave your representative, by request, a copy of our latest catalogue.我们依照要求给你方代表一份最新的目录册。6) Our latest catalogue will be sent on request. 最新目录册承索即寄。7) This commodity is now in popular request. 需求此货的用户很普遍。2. take pleasure in doing sth 高兴地做某事have pleasure in doing sth 高兴地做某事take the pleasure of doing sth 高兴地做某事have the pleasure of doing sth 高兴地做某事 1) We take the pleasure of informing you that we have effected your shipment on board S.S“Blue Bird”.欣然通知你方,我们已将你的货物装上“蓝鸟”轮。3. valid adj. 有效的；正当的remain valid 有效 1) We regret to learn that you have not been able to make valid effort to push this line.遗憾得知你方推销此类货物未能生效。2) They gave no valid reason for failure to open the L/C.他们对未能开出信用证没有举出正当理由。3) Our firm offer remains valid only for five days.本确盘有效期仅保留五天。4. profitable business 赚钱的生意5. in our favor 以为受益人；以为抬头的We will open the relative letter of credit in your favor.我们将开立以你方为受益人的有关信用证。6. negotiation n. 议付；兑现；negotiate v. 议付negotiable adj.可谈判的；可转让的1) Please amend the credit accordingly to enable negotiation of the draft.请对信用证作出相应的修改以便能议付汇票。2) Please amend the L/C as requested, otherwise we cannot negotiate our draft.请按要求修改信用证，否则我方无法议付汇票。3) Since the dispute is not negotiable, it may be necessary to resort to arbitration.由于争议无法谈判解决，只能诉诸仲裁。4) Order bills of lading are negotiable.指示提单可以转让。Chinese version of the letter执事先生：事由：童装你方4月4日来信中表达了对我童装很感兴趣，对此深表谢意。 应你方要求，兹欣然向你开报下列报盘，以我方最后确认为准：数量 货号 品牌 单价2,000 CW211-I 小兔子 25.00美元2，000 CW211-II 小老虎 28.00美元1，000 CW211-III 白雪 26.00美元 价格：成本保险加运费蒙特利尔价支付：以我方为收益人的100%保兑的信用证凭即期汇票支付，信用证必须在装运前一个月开到卖方并在装船后15天内在中国议付有效。如你所知，我们的库存有限而需求非常活跃。你的早日决策至关重要。我们确信你们能做一笔赚钱的买卖。 盼即复。谨上， Letter 3 Asking for pro forma invoice1. proforma invoice 形式发票；又称预开发票proforma invoice又称预开发票，进口方有时要求出口方将打算出售的商品的名称、规格、单价等条件开立一种非正式的参考性的发票用以向本国当局申请进口或批准外汇之用，这种发票称为形式发票。形式发票的用途：1） 申请进口许可证；2） 申请外汇；3） 代替报盘或报价；4） 在进口报关而正式发票尚未到达时，可供进口商报关之用;5） 分批交货；6） 用寄售方式销售货物 2. no question about sth. 做某事没有任何问题no question about doing sth. 做某事没有任何问题3. authorities n. 当局；4. the said （前面）所说的；所谈及的 5. import license 进口许可证export license 出口许可证 business license 营业执照driving license 驾驶执照6. approve v. 批准；通过；赞成；称许 approval n. 批准；认可；同意；meet with approvalmeet with general approvalmeet with wide approval1) Your proposal has been approved by our manager.你的提议已得到我方经理的批准。2) Your proposal has met with general approval.你的建议得到一致同意。3) We expect that our application will soon be approved.预期我们的申请不久即可获得批准。4) The authorities have approved our application for import license.当局已批准了我们申请的进口许可证。to win / earn sbs approval得到赞许By doing well at school he hoped to win his parentsapproval.他在学校表现不错，希望以此得到父母的赞许。in approval 用某种方式表示赞许The parents smiled in approval.父母笑着表示赞许。执事先生： 收到你方样品，谢谢。如果你方能接受每打13美元大连离岸价，请寄给我方形式发票，我们准备向你方订购花式贝壳纽扣1000打。 我们从当局获取必要的进口许可证是毫无问题的。一经所说的许可证申办下来，我们即开立以你方为收益人的不可撤销的信用证。 我们希望这一订单将是以后一系列订单的第一笔。谨呈，Letter 4 A reply to the general inquiry1. compliance n. 按照，应允in compliance with In compliance with your request , we are sending you our latest price list.应您方要求，现寄上我们最新的价格表。2. article n. 货物，商品3. be of service to sb.为某人 服务She is retiring after 30 years of loyal service to her school. 她为学校忠心耿耿地效力30年后就要退休了。4. on account of 由于敬启者： 感谢您方3月11日的询盘信。 应您方要求，我方现寄去我公司带有插图的目录册以及各类纯棉衬衫的样品。 因为近期原材料的涨价，我们很快会修改这种商品的价格。 真诚希望能为您方效劳。谨上，Letter 5 Making free offers1.the European market 欧洲市场 2.quality n.质量sales by sample凭样品买卖 quality as per sellers sample凭卖方样品买卖 quality as per buyers sample凭买方样品买卖3.beautiful in design 设计美观4.substantial adj.大量的on a substantial scale大规模 on a large scale大规模 We shall be able to deal in these goods on a substantial scale.我们能大量（大规模）经营该商品。For such a substantial first order we would hope that you could offer us a more attractive price.对于这样大量的首批订货我们希望你方能报给我们一个更具有吸引力的价格。5.press v.催促；紧迫，敦促Please press them for punctual shipment.请催促他们按时装运。They press us for repeat order.他们催促我们要续订单。The seller pressed the buyer to open the L/C immediately.6.repeat order续订单：指与原订单除了装运期不同外，价格、数量等其它交易条件也不完全相同。7.saleable = salable 可销的；适销的8.as follows 如下1) Their proposals are as follows.他们的提议如下:2) We are making you a firm offer as follows:现向你方报实盘如下：9.meet with a favorable reception 深受欢迎类似的表达法： to enjoy popularity to enjoy fast sales to meet with great favor 1) Our handicrafts have enjoyed general popularity in the European market.我们的工艺品在欧洲市场普遍受欢迎。2) Our silk are known for good quality. They are one of our traditional exports. Silk blouses are brightly colored and beautifully designed. Theyve met with great favor overseas and are always in great demand.我们的丝绸是以质量出名的。丝绸是我们的传统出口项目之一。丝绸女衬衫色彩鲜艳，设计美观，在国外很受欢迎，需求量很大。 执事先生： 感谢你方6月15日询购手工刺绣纯棉台布500打。 我们的台布在欧洲市场上深受欢迎。这不只是因为台布的质量好、设计美观，而且也因为是手绣的。在过去的几年里，很多商人已向我们大量订货，有些还渴望续订货。我们相信我台布在你市场上同样适销。 对你所要求的数量，我们现报盘如下，以我方最后确认为准。手工刺绣纯棉台布：数量：1000条 货号205 单价10美元/条数量：100条 货号202 单价20美元/条成本保险加运费安特卫普净价支付：凭即期信用证装运：收到信用证后56周内 我们另函寄给你们一些最新的目录册以供参考。 如上述报盘可接受的话，请传真告知以便我方确认。谨上， Keys to exercises:II. Translate the following into English: 1. At your request, we are making an offer for 500 pieces of “Flying Pigeon” Bicycles as follows. 2. This offer is firm, subject to your reply reaching us by the end of this month. 3. If you find our offer acceptable, please cable us for confirmation. There is no questi