外贸函电Unit国际贸易报盘PPT课件.ppt

Unit4 Offer 学习目标 了解国际贸易报盘的基本知识 掌握报盘信函的主要内容和结构 基本表达 能够撰写国际贸易报盘信函 本讲内容 Section1 IntroductionSection2 SpecimenLettersSection3 SomeUsefulExpressions Section1 Introductionofoffer 报盘 Offer 又称为 报价 发盘 发价 递盘 报盘信函是指卖方在销售某种商品时 向买方报价 介绍商品情况 提出交易条件 包括商品名称 数量 价格 包装条件 付款条件 交货日期及有效期等 时所写的一种外贸信函 Section1 Introductionofoffer 1 收到对方的询盘之后提出 也主动向对方提出 2 报盘分为主动报盘和应求报盘 主动报盘是指卖方向买方提供商品信息 实际上是一种促销行为 应求报盘通常是卖方对客户询问价格等情况的回复 通常随函附寄报价单 Section1 Introductionofoffer 3 根据是否有约束力 报盘还可划分为实盘 FirmOffer 和虚盘 Non firmOffer 4 实盘是报盘人在规定的期限内对所提出的条件给予肯定表示 报盘人在有效期内不得随意改变和撤销报盘内容 报盘一经买方接受 买卖成交 此报盘在法律上有效 并对双方具有法律约束力 Section1 Introductionofoffer 5 实盘包括详细具体的交易条件 并且提供了报盘的有效期 因此 必须清楚 确定和完整 虚盘其实是一种预订 没有实盘那么完整和清楚 但比实盘更灵活 6 在实际业务中 构成报盘的内容 品名 品质 数量 包装 价格 交货时间与地点 支付条件等 都要有完整 明确肯定的规定 并不得附有任何保留条件 Section2 SpecimenLetters Letter1 AnofferreplyingtotheinquiryforChinesevelvetcurtainsDearSirs Wearegladtoreceiveyourletterof8Septemberandencloseacopyofourillustratedcatalogueandprice listgivingdetailsyouaskfor Wearealsosendingyousamplesofourproductbyseparatepostandconfidentthatyouwillagreethegoodsarebothexcellentinqualityandreasonableinprice Section2 SpecimenLetters Onregularpurchasesinquantitiesofnotlessthan300piecesofindividualitemswewouldallowyouadiscountof15 PaymentistobemadebyirrevocableL Catsight Becauseoftheirsoftnessanddurability allourcottonunderwearisrapidlybecomingsopopularthatwearefindingitdifficulttomeetthedemand Butifyouplaceyourordernotlaterthantheendofthismonth wewouldensurepromptshipment Wetrusttheofferwillbeacceptabletoyouandawaitwithkeeninterestyourorder Yoursfaithfully signature Section2 SpecimenLetters illustratedcatalogue插图目录bothexcellentinqualityandreasonableinprice物美价廉irrevocableL C LetterofCredit 不可撤销信用证Pleasenotethatpaymentistobemadebyconfirmed irrevocableL C availablebydraftatsight 请注意 付款方式是保兑的 不可撤销的见票即付的信用证支付 Section2 SpecimenLetters offern 报盘 发盘make send givesb anofferforsth Pleasemakeusanofferfor900piecesofcottonjackets 请给我们报盘900件棉夹克 Thisofferisfirm valid openfortwoweeks 本发盘两周有效 offerv 报盘 发盘Wecanofferyouvariouskindsofhand madegloves 我们可以给你报盘各种手工制的手套 Section2 SpecimenLetters Letter2 AfirmofferofrefrigeratorsDearSirs QINDAOREFRIGERATORYourfaxofFebruary10askingustoofferyouthesubjectarticlehasreceivedourimmediateattention Wearepleasedtoknowthatyouareinterestedinourproducts Inreplytoyourinquiry wetakepleasureinmakingyouoffersasfollows providedyourreplyreachesuswithin7daysfromtoday Section2 SpecimenLetters Specification Quantity set Price US BYD2121000410 00BYD1751000380 00BY219500395 00ThepriceisthebasicofCIFAlexandriaPacking atbuyer soption Shipment totalquantitytobedeliveredby3equalmonthlyshipments MarchtoMay 2011 Payment irrevocableConfirmedDocumentaryL CInviewofthefactthatourstockonhandhasbeenquitelowowingtoheavycommitment yourearlyorderisabsolutelyessential Yoursfaithfully Signature Section2 SpecimenLetters by3equalmonthlyshipments分三个月每次数量相等装货CIF cost insuranceandfreight 到岸价格 成本 保险费 运费的价格类似的 FOB freeonboard 离岸价格 船上交货价irrevocableConfirmedDocumentaryL C不可撤销的保兑的跟单信用证absolutelyessential必要的 Section2 SpecimenLetters Letter3 Anon firmofferforChineseCurtainsDearSirs Re ChineseVelvetCurtainsWehavereceivedyourkindenquirydatedNovember20th 2010 Incompliancewithyourrequest weincludedinthisletterourquotationsheetforvelvetcurtainsArtNo 31and32 TherespectivequantitiesarequotedonthebasisofCFRPortCopenhagen Thisofferissubjecttoourfinalconfirmation Astotherelativesamples wehavedispatchedthemtoyoubyseparateairmail Section2 SpecimenLetters TheChinesevelvetcurtainsareofgoodqualityandhavefineworkmanshipandlookgood Theyaremoderatelypriced whichisknowntoall Youwillcertainlyagreetothatwhenyouhaveexaminedoursamplesandquotationsheet Asourstocksarelowandthedemandisheavy itishopedthatyouwillsendusyourordersasearlyaspossible Ifyouneedanyfurtherinformationaboutourproducts pleasedonothesitatetoletusknowbyreturn Whatyoumentionedinyourletterinconnectionwiththequestionofagencyhasbeentakenintoouraccount Weshallreverttothematterlateron Awaitingyouresteemedfavorsandorders Yourstruly signature Section2 SpecimenLetters compliancen 依从 恭维 称赞incompliancewith依从 按照Incompliancewithyourrequest wemadereadjustmentofthedateoftheshipment 按照你方要求 我们对装运日期作了调整 respectiveadj 各自的 各个的Theteasofdifferentgradeshavetheirrespectiveprices 不同等级的茶叶各有不同的价格 takeintoone saccount takeintoconsideration 考虑 顾及Theirestimateofthecostdidn ttakeinflationintoaccount 他们对费用的估算没有把通货膨胀考虑在内 Section2 SpecimenLetters revertto回复到 重议Wewouldliketoreverttoyourearliertermsandconditionsaboutyourexport 我们想重新谈谈你们原先提出的出口条件 awaitv waitfor 等待Weareawaitingyourfavorablereply 我们正等待着你的答复 esteemv 尊重 敬佩 珍重Weshallesteemitasafavorifwereceiveyourorder 如蒙订单惠顾 将十分感谢 Section2 SpecimenLetters Letter4 AnofferforpriceandproductintroductionDearMr Raffle ThankyouforyourinquiryofNovember8aboutHappyBathroomstoday I vesentyouacatalogueinwhichyouwillseeourrangeofsanitarywares I vepleasedtoquoteyouasfollows WhiteColoredAcrylicBath147 40169 40Basin31 2032 90Pedestal21 6022 80Cistern69 1072 80Pan64 1067 30 Section2 SpecimenLetters Thepricesareexclusiveofthesalestaxbutincludedeliverytoyourwarehouseandarevalidforamonthfromthedateofthisletter Besides thepricesquotedareforordersofinvoicevaluebelow2 000 For1argerorders weofferalextra5percentdiscount Happybathroomequipmenthasanunrivalledreputationforhighqualityanddesignatverykeenprices WehadstocksoftheHappyrangeintwelveattractiveshadesandcandeliverwithintwoweeksofreceivingorder Wearesureyou llfindourpricessatisfactoryandlookforwardtohearingfromyou Yourstruly JohnNissan SalesManager Section2 SpecimenLetters sanitarya 卫生的equipmentn 设备quotev 报盘unrivalleda 无与伦比的pedestaln 基座reputationn 声誉cisternn 蓄水池keena 敏锐的 极好的warehousen 仓库stockn 库存品 存货valida 有效的shaden 色彩 Section2 SpecimenLetters ourrangeofsanitarywares我方的系列洁具exclusiveofthesalestax不包含销售税forlargeordersweofferanextra5percentdiscount 对于更大数额的订货 我们给予5 的折扣 atverykeenprices以低廉的价格 Section2 SpecimenLetters Letter5 AnofferforspecialallowanceFENGSHENGIMP EXP CO LTD Add 20thFloorForeignTradeBuilding Haicheng 361004 ChinaFax 0592 xxxTel 0592 xxxMay20 2011Mr MasaoYamashitaDaichikalSallCO Ltd6 10 1 ChomeKusatsuminatoNishi ku Hiroshima733Japan Section2 SpecimenLetters DearMr Yamashita Wearegladtolearnfromyourletterof19Mayofyourinterestinourproducts Pleasefindenclosedthecatalogueandpricelistyouaskedfor Alsoenclosedaredetailsourconditionsofsaleandtermofpayment Pleasenotethatweofferspecialallowanceonthefollowingbasis Onpurchaseexceedingatotalof US 10000butnotexceedingUS 2500 10 US 25000butnotexceedingUS 5000 20 US 5000andabove30 Section2 SpecimenLetters NospecialallowancecouldbegivingonatotalpurchasebelowUS 10000 Welookforwardtoyourfirstorders Yourssincerely LiuXiaodongManagerofDepartmentofAquaticProducts Section2 SpecimenLetters Alsoenclosedaredetailsofourconditionsofsalesandtermsofpayment 也随函附上我方有关销售条件与付款方式的说明 Weofferspecialallowanceonthefollowingbasis 我方根据下列情况提供折价优惠 Nospecialallowancecouldbegivenonatotalpurchasebelow 对交易额在 以下者 我公司不提供优惠 Section2 SpecimenLetters Letter6 AnofferformicrowaveovenDearSirorMadam Weacknowledgereceiptofyourfaxenquiryof18June askingustomakeanofferfor3500microwaveovens Inreply weareofferingyou subjecttoyourreplyreachingusonorbefore23June thefollowinggoods Commodity Chrysanthemum brandmicrowaveovenQuantity 3500setsQuality AsperattachedspecificationPrice AtUS 600persetCIFC3 NewYork Section2 SpecimenLetters Shipment DuringJune JulyPayment ByirrevocableandconfirmedLetterofCreditpayablebydraftatsightWeprideourselvesonthesuperiorqualityofourproductsandwouldbeconfidentthattheywillhelpyouexpandyourmarket Wetrustyouwilltakeadvantageofthisfavorableofferandsendusyouracceptanceatanearlydate Yoursfaithfully JohnSmith Section2 SpecimenLetters acknowledgereceiptof收到 同义 haveforacknowledgement inreceiptofWeacknowledgereceiptofyourletterofMarch13 我方收到贵方3月13日地邮件 WehaveforacknowledgementyourfaxdatedAugust26 我方收到贵方8月26日的传真 inreply兹复 一般放于句首 答复信函时常写成inreplyto InreplytoyourletterofMarch3 wemakethefollowingoffer 兹复你方3月3日来函 我方报盘如下 Section2 SpecimenLetters subjectto 以 为准 为条件 为有效Wesendyouafirmoffer subjecttoyourreplyreachingherebeforetheendofOctober 我方向贵公司报实盘 以你方答复于9月底前复到为有效 asper按照Weareinterestedinyourtransportmachinery detailsasperthelistattached 我们对你方的运输机械感兴趣 详情见附表 favorableadj 优惠的 有利的Adeeperunderstandingwillbefavorabletoourbusiness 进一步的了解将对我们的业务有利 Section2 SpecimenLetters 通常情况下 询盘 报盘 还盘是一个完整的过程 而且 这个过程是可以反复运行的 直到鉴定合同 那麽 下面我们看看一组例子 Section2 SpecimenLetters DearSir Wearealeadingdealerinwaterproofgarmentsinthiscity Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere butbeforeplacingafirmorderweshouldbegladifyouwouldsendus onfourteendaysapproval aselectionofmen sandwomen sraincoats Anyoftheitemsunsoldattheendoftheperiod andwhich Section2 SpecimenLetters Anyoftheitemsunsoldattheendoftheperiod andwhichwedecidenottokeepasstock wouldbereturnedatourexpense Welookforwardtohearingfromyousoon 敬启者 我们是一家经销防水衣的主要商号 我们的顾客对贵公司生产的雨衣有兴趣 并曾询问过它们的品质 若质量和价格适宜 你们的雨衣在这里会有较好的销量 但在正式下定单之前 我们希望先试销 如你们能选一批男 女装雨衣寄来 并同意给我们14天的试销期 我们将会感到很高兴 在此期限结束时 任何未销出而我们又不准备库存的产品将退还给你们 退货费用 Section2 SpecimenLetters 由我方负担 盼早日赐复 上例就是一个询盘的例子 下面我们再看看如何回复 Section2 SpecimenLetters Reply报盘DearSir Wewereverypleasedtoreceiveyourletterof5thAprilansweringouradvertisementfortypewritersand asrequested encloseacopyofourlatestillustratedcatalogueandcurrentpricelist WethinkthePortable95isthemostsuitabletypeforyou Hopetheimmediateanswer Section2 SpecimenLetters 先生 很高兴收到你方关于我们四月五号所登广告上的打印机的回复 正如你放所要求的 我方已寄上最新的插图目录和价格单 我们认为便携95型最符合您的要求 请尽快回复 Section2 SpecimenLetters DearSirs Thankyouforyourletterof20January2010 WearedisappointedtohearthatourpriceforFlamecigarettelightersistoohighforyoutoworkon YoumentionthatJapanesegoodsarebeingofferedtoyouatapriceapproximately10 lowerthanthatquotedbyus Weacceptwhatyousay butweareoftheopinionthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts Section2 SpecimenLetters Althoughwearekeentodobusinesswithyou weregretthatwecannotacceptyourcounterofferorevenmeetyouhalfway Thebestwecandoistoreduceourpreviousquotationby2 Wetrustthatthiswillmeetwithyourapproval Welookforwardtohearingfromyou Yoursfaithfully TonySmithChiefSeller 先生 二零一零年元月二十日来函收到 不胜感激 得知贵公司认为火焰牌打火机价格过高 无利可图 本公司极感遗憾 来函又提及日本同类货品报价较其低近百分之十 本公司认同来函的说法 然而 其他厂商的产品质量绝对不能与本公司的相提并论 虽然极望与贵公司交易 但该还盘较本公司报价相差极大 故未能接受贵公司定单 特此调整报价 降价百分之二 祈盼贵公司满意 谨候佳音 销售部主任托尼 斯密思谨上2010年1月20日 Section2 SpecimenLetters 当然 这样的过程不是一次就可以完成的 讨价还价的过程是反复而且持久的 需要双方斗智斗勇 知道双方都满意 才有可能继续下去 此间 也有因条件谈不拢而失败的 Section2 SpecimenLetters 此外 还有一个常用的结构需要注意 subjectto以 为条件 以 为准offersubjecttoourwrittenacceptance以我方书面接受为准的报盘offersubjecttosampleapproval以样品确定后生效为准的报盘offersubjecttoourfinalconfirmation以我方最后确认为准的报盘offersubjecttoexport importlicense以获得出口 进口 许可证为准的报价 Section2 SpecimenLetters offersubjecttopriorsale以提前售出为准的报盘offersubjecttogoodsbeingunsold以商品未售出为准的报盘offersubjecttoyourreplyreachinghere以你方答复到达我地为准的报盘offersubjecttofirstavailablesteamer以装第一艘轮船为准的报盘I mafraidtheofferisunacceptable Section3 SomeUsefulExpressions 1 offeror报盘人offeree受盘人2 asrequested正如所要求的3 inourfavor以我方为受益人4 asfollows如下5 periodofvalidity有效期6 moderateprice公道价格 Section3 SomeUsefulExpressions 7 Wethankyouforyourenquiryandaremakingyouthefollowingoffer subjecttoyourreplyreachingherebefore18thFebruary 感谢贵方的询盘 现报盘如下 以贵方答复于2月18日到达我方为有效 8 Thisisourlatestpricelist 这是我们的最新价格单 9 Ourpriceishighlycompetitive 我方价格极有竞争力 10 Canyoutellmethepricesofthesegoods 你能否报一下这些产品的价格 Section3 SomeUsefulExpressions 11 Wouldyoupleasegiveusanapproximateideaofthequantityyourequire 你们先谈一下大概要订多少好吗 12 Thesizeofourorderdependsgreatlyonyourprice 我们要订的数量 很大程度上取决于你方的价格 13 Ithinkit sbetterforyoutoquoteusyourpricefirst 还是你方先报价吧 14 I dliketohaveyourlowestquotationCIFSanFrancisco 希望你们报一下CIF旧金山的最低价 Section3 SomeUsefulExpressions 15 Wouldyoupleasetellusthequantityyourequiresoastoenableustoworkouttheoffer 为了便于报价 能不能请您谈谈你方所需的数量 16 Asyourrequest wenowkeepthisfirmofferopenforafurther8daysfromJune11 按照贵方要求 兹将该实盘自6月11日起再延长8天 17 IsthisyourCIPquotation 你们的报价是成本加运费和保险费的到岸价吗 18 ThisisourFOB quotationsheet 这是我们的FOB价 Section3 SomeUsefulExpressions 19 Ourpricesarecompetitiveenoughtoattractyourpotentialcustomers 我们的价格具有竞争力 足以吸引你们的潜在客户 20 Arethepricesonthelistfirmoffers 上面的价格是实盘吗 21 Allthequotationsonthelistaresubjecttoourfinalconfirmation 单中的所有价格以我方最后确认为准 22 Thepriceforthiscommodityhaschangedsomewhatcomparedwiththatoflastyear 这种产品的价格和去年比有些变化 Section3 SomeUsefulExpressions 23 Wecanworkouttheofferthiseveningandgiveittoyoutomorrowmorning 我们在今天晚上可以算出此报盘 明天上午交给你方 24 Howlongdoesyourofferremainvalid 你们的报价几天内有效 25 Ourofferremainsopenfor3days 我们的报价3天内有效 26 Wecanofferyouaquotationbasedupontheinternationalmarket 我们可以按照国际市场价格给你报价 Section3 SomeUsefulExpressions 27 Weoffer600setsofradiocassetterecorderatUS 70persetFOBC3 Dalianport shipmentduringMarch April 我们提供600套收录机报大连港离岸价每台70美元 含佣金3 3 4月份装船 28 Ifyourpriceisfavorable wecanbookanorderrightaway 如果你方价格优惠 我们马上订货 29 Wetrustthatyouwillbeabletoacceptouroffer whichshallbekeptopenagainstreplybycable 我们相信你方将接受我们的报盘 此盘至回电为止都有效 Section3 SomeUsefulExpressions 30 Tocomplywithyourrequest weareofferingyou7000setsofTVatRMB4000persetCIFLondonforshipmentduringOctoberandNovember othertermsandconditionssa