国际商务函电Unit 5 Quotations, offer and counter-offer.ppt

外贸英语函电 Unit5Quotations OffersandCounter offer 报价 报盘和还盘 Offer offer报盘 报价 发盘 Anofferisapromisetosupplygoodsonthetermsandconditionsstated ItcoverstwopartsOfferer thepersonmakingtheoffer发盘人Offeree thepersontowhomtheofferismade受盘人 OfferandQuotation Aquotationismerelyanoticeoftheprice Inanoffer thesellernotonlyquotesthepricesbutalsoindicatesallnecessaryterms UnitFourQuotations offersandcounter offers ZMC 严格讲quote quotation与offer不同 quote quotation是报价 指某一商品的单价 offer是报盘 除单价外 还包括数量 交货期 付款方式等等 另外 offer比较固定 卖方价格报出后 一般不能轻易变动 而quote quotation则不同 卖方报价后 不受约束 可以根据情况略加调整 尽管有区别 但各国商人则往往把这两个词混用 这一点要特别注意 Businessknowledge UnitFourQuotations offersandcounter offers ZMC CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsurance CategoriesofOffer Firmoffer实盘Itisanofferwithatimelimitandengagement Onceitisacceptedbythebuyer boththesellerandbuyerhavenorighttorevoke alteroramend Non firmoffer虚盘Itisanofferwithoutengagement Itisusuallysubjecttothebuyer sconfirmation 报实盘FirmOffer Thisofferremainseffective firm open valid goodforaweek ThisofferexpiresonAugust8 Thisofferissubjecttoyourreplyherewithinfivedays 报虚盘Non firmOffer Thisofferissubjecttoourfinalconfirmation Thisofferismadewithoutengagement 不具有约束力 Businessknowledge Typicalsentencesofnon firmoffer Thisofferissubjectto Ourfinalconfirmation以我方最终确认为准Thegoodsbeingunsold以货物未售出为准Priorsale以先售为条件Changewithoutnotice以随时更改而无需另作通知为条件Ourapproval以我方认可为准Ourwrittenacceptance以我方书面接受为准Offerwithoutengagement Structureofanofferletter ExpressthanksfortheenquiryGivedetailsinanoffer whichareNamesofcommodities quality quantityandspecificationsDetailsofprice discountsandtermsofpaymentPackinganddateofdeliveryTheperiodforwhichtheofferisvalidPersuadingthebuyertoorderearlyClosingHopeofacceptance replyandorder UnitFourQuotations offersandcounter offers ZMC Letter1AFirmOffer DearSir Thankyouforyourenquiryfor Panda BrandColorTVSetsdatedMay16 Asrequested wearenowmakingyou subjecttoyourreplyreachinguswithin10days thefollowingoffer Commodity Panda BrandColorTVSetsItemNo Gb 8907Quantity 1 500setsPrice USD450 00persetCIFAlexandriaPayment ByconfirmedirrevocableL Cpayablebydraftatsightintheseller sfavor Shipment tobeeffectedwithin28daysafterreceiptofL C UnitFourQuotations offersandcounter offers ZMC Ourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality whichwillappealtodiscriminatingbuyers Wehavesomeregularordersathand Ifyou reinterestedinourproducts pleaseplaceyourorderassoonaspossible Wearelookingforwardtohearingfromyousoon Yoursfaithfully UnitFourQuotations offersandcounter offers ZMC II Counter offer还盘 Acounter offerisvirtuallyapartialortotalrejectionoftheoriginaloffer Italsomeansanewproposalputforwardbythebuyer Definitionofacounter offer Thestepsforwritingcounter offerletter1 Thankthesupplierfortheoffer2 Expressregretatinabilitytoacceptandstatereasons3 Putforwardconcreteamendmentsornewproposals4 Endtheletterwithhopeofanearlyreply UnitFourQuotations offersandcounter offers ZMC Yourpriceistoohigh 你方价格太高 类似的表达方式还有 Yourpriceisabithigh 你方价格有点高 Yourpriceisexcessive 你方价格过高 Yourpriceisratherstiff 你方价格相当高 Yourpriceisprohibitive 你方价格令人望而却步 Typicalsentencesofcounter offer UnitFourQuotations offersandcounter offers ZMC UsefulSentences 1 MayIsuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers 2 Yourbidisoutoflinewiththecurrentmarketprice 我能否建议贵公司对所报价格有所优惠 从而方便我们将贵公司产品向顾客推广 你们所报价格与市场行情不符 UnitFourQuotations offersandcounter offers ZMC UsefulSentences 3 Yourcompetitorsareofferingconsiderablylowerprices andunlessyoucanreduceyourquotations weshallhavetobuyelsewhere 4 Asthecompetitionhereisverykeen weregretweareunabletoacceptyourprices whichwillleaveusaverysmallmarginofprofit 你们的竞争者提供了相对较低的价格 如果你们不降价 我们将在别处购买 由于本地竞争激烈 很遗憾我们无法接受贵公司价格 它会让我们利润过于微小 Letter2ACounterOffer DearSir Weacknowledgereceiptofyourofferfor Panda BrandColorTVSetsdatedMay18 Regrettably weareunabletoacceptyourofferasyourpricesaretoohigh WealsohavesimilaroffersfromKoreanmake Theirpricesare5 lowerthanyours Weappreciatethegoodqualityofyourproducts Weacceptthatthequalityofyourproductsisbetter butitdoesnotjustifysuch UnitFourQuotations offersandcounter offers ZMC alargedifferenceinprice Wemightdobusinesswithyouifyoucouldmakeussomeallowance say5 onyourprices Otherwisewehavetodeclineyouroffer Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible Yoursfaithfully Letter3Counter CounterOffer DearSirs Thankyouforyourletterof20January2004 WearedisappointedtohearthatourpriceforFlamecigarettelightersistoohighforyoutoworkon YoumentionthatJapanesegoodsarebeingofferedtoyouatapriceapproximately10 lowerthanthatquotedbyus Weacceptwhatyousay butweareoftheopinionthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts Althoughwearekeentodobusinesswithyou weregretthatwecannotacceptyourcounterofferorevenmeetyouhalfway Thebestwecandoistoreduceourpreviousquotationby2 Wetrustthatthiswillmeetwithyourapproval Welookforwardtohearingfromyou Yoursfaithfully TonySmithChiefSeller 先生 二零零四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 商务知识拓展 如何对价格进行谈UsefulSentencePattern 1 说明价格上涨原因1 有时价格的上升是因为国际市场行情上涨 通货膨胀或是原材料价格的上升 Thepriceofcopperontheworldmarkethasgoneupconsiderablyinthepastfewmonths 2 在过去的几个月中 原材料的价格几乎上升了30 而我们的价格几乎保持不变 Thepriceofrawmaterialshasincreasedbyalmost30 duringthepastfewmonthswhileourpricehasremainedalmostthesame 3 这一商品的行情一直在不断地上涨 估计价格还会进一步地上涨 Themarketforthisarticlehaskeptsteadilyadvancingandonemayexpectafurtherincreaseinpriceinthefuture 4 价格上升是因为生产成本的上升 Thepriceisgoingupbecauseoftheriseincostofproduction 5 这一商品的国际行情呈上升趋势 种种迹象表明 在不久的将来价格还会进一步上涨 Theworldmarketforthisitemshowsanupwardtrend Thereiseveryindicationofafurtherriseinpriceinthenearfuture 6 正如你所知道的 全球的通货膨胀率在3 9 之间 而我们的价格与去年相比只上升了5 Asyouknow therateofinflationaroundtheworldisfrom3 to9 whiletheriseinourpriceisonly5 comparedwithlastyear s 1 其中 取消谈判 制造和利用竞争是逼迫对方让步的两个有效的武器和策略 除非你能降价 不然成交的希望十分渺茫 Unlessyoucanreducetheprice chancesforbusinessareremote 2 要是你坚持的话 我们就没有必要在谈下去了 我们还不如取消这笔生意算了 Ifyoustandfirm there snopointinfurtherdiscussions Wemightaswellcallthewholedealoff 3 要是你坚持原来的报价的话 我们看不出有成交的希望 Ifyouhangontotheoriginaloffer wecanseenoprospectofbusiness 4 你们的报价没有其他的卖主所提供的报价有竞争力 Yourpriceisnotsocompetitiveasthoseofferedbyothersellers 2 买方施加压力 5 我们已收到了比你方报价低得多的报价 因此 这笔生意能否成交主要取决于你们的价格 Wehavereceivedoffersmuchlowerthanyours Sobusinessdependsverymuchonyourprice 6 坦率地说 你们的报价比荷兰卖主的报价高出10 比日本卖主的报价高出7 要是你们的报价没有竞争力的话 我们可能从荷兰或日本进口 Tobefrank yourpriceis10 higherthanthatfromHollandand7 higherthanthatfromJapan Ifyourpriceisnotsocompetitive wemaybuyfromHollandorJapan 1 在谈判中 如果双方都坚持自己的价格 会使谈判陷入僵局 若要使谈判继续下去 可以说 为了打破僵局 我们准备降价5 Tobreakthedeadlock wearereadytoreducethepriceby5 2 我建议我们大家折中一下 这样就能做成生意了 Isuggestwemeeteachotherhalfwaysothatthebusinesscanbeconcluded 3 老实说 你如果坚持自己的价格 我们是不可能成交的 难道我们就找不到一个对双方都有利的价格吗 Tobehonest ifyouinsistontheprice wewon tbeabletomakeadeal Can twefindapricethatisgoodforbothsides 4 为了做成这笔生意 我建议我们在价格上大家各让一半 Togetthebusinessdone Isuggestwesplitthedifferenceinprice 3 打破僵局 1 在谈判中 让步是必须的 没有适当的让步 谈判就没法进行下去 但是过多的让步又会损害本方的利益 这时卖方可以采取一个策略是运用权力限制这块挡箭牌巧妙地拒绝买方进一步要求 我想我现在没法接受这一点 因为这超出了我的谈判限度 Idon tthinkIcanacceptitrightnow asitisbeyondthelimitsofwhatIcandiscuss 2 恐怕降价15 超出了我的谈判限度 I mafraida15 reductionisbeyondmynegotiatinglimit 4 运用权限 3 很抱歉我无权同意给你10 的折扣 I msorrya10 discountisoutsidewhereIcango 4 很抱歉我无权作出这么大幅度的降价 I msorryI mnotauthorizedtomakesuchabigreduction 5 我必须要请示一下公司本部才能就价格条件给你一个明确的答复 I llhavetoconsultmyhomeofficebeforeIcangiveyouadefiniteansweronthepriceterms NingboQianhuTradingCo Ltd 101LianfengRoad Ningbo315000 ChinaJune1 2006ThomasCo Ltd120GardenStreetVancouverV5Z3G7 CanadaDearMr Crown ThankyouforyourenquiryofMay24 Atyourrequest wearemakingyouthefollowingoffersubjecttoyourreplyreachingherebeforeJune23 2006 Article BrocadeHandbagsPrice US 12 00 pc CIFVancouverQuantity 5 000pcsShipment August 2006payment ByirrevocabledocumentaryLetterofCreditintheseller sfavor Wehopethattheabovewillbeacceptabletoyou andawaitwithkeeninterestyourformalorders YourSincerely DavidChen Notes 1 Atyourrequest应你方要求e g Atyourrequest wehaveamendedtheL C 应贵公司要求 我们已经修改了信用证 也可用 asrequested attherequestofsbe g Asrequest wearegivingyouanestimateofapproximaterequirementsfornextyear 应贵公司要求 寄上一份明年所需货物的预估表 Wearesendingthecountersampleattherequestofyouragent 应贵公司代理商要求 寄上对等货样 2 offerV 报盘Wecanofferyoulargequantitiesofheaddressflowersatattractiveprice 我们能以很具吸引力的价格给公司报盘大量头花 Offer还可用作名词 在makeoffer sendoffer giveoffer后经常接介词for或者one g Pleasemake sendusanofferforgoldandsilverthreadembroideredarticles 请报金银绣品价格 3 subjecttoyourreplyreachingherebeforeJune23 2006 以本公司最终确认为准 表示此盘为虚盘 Subjecttoyouracceptancewithintwoweeks 以贵公司在两周之内接受为条件 说明此报盘为实盘 Subjecttoyourimmediateacceptance 实盘 以贵公司立即接受为条件 4 TermsofPayment付款条件 5 irrevocabledocumentaryletterofcredit不可撤销的跟单信用证letterofcredit可数的普通名词 单数为aletterofcredit 复数为lettersofcredit 常用大写缩写形式 可写为L C或Ls C 当credit表示信用证时 复数为credits 6 inseller sfavor以卖方为受益人表示 以某人为收益人 对 有利 可以用 inone sfavor inthefavorofsb e g WehavemadearrangementswithBankofChinatoopenacreditinyourfavor 我们已安排由中国银行开立以贵公司为抬头的信用证 7 acceptable可接受的e g Thequalityisacceptable butthetimeofshipmentisnot 质量可以接受 但装运期不行 Wetrusttheaboveofferwillbeacceptabletoyou 我们相信上述报价贵公司是可以接受的 8 andawaitwithbeeninterestyourformalorders 并殷切地等待着贵公司正式下单 1 Withbeeninterest殷切地2 await 正式用语 V 等待 期待 与waitfor相近 e g Weawaityourfinalconfirmation 盼贵公司最终确认 UnitFourQuotations offersandcounter offers ZMC Sample1 DearSir Madam ThankyouforyourfaxofOct 18thoffering5000KGSVitaminEatUSD7 00perKGCIFHamburgforimmediateshipment whichispaidbyirrevocableL Catsightandeffectedbyyoufor110 offullinvoicevaluecoveringAllRisks Wearepleasedtoinformyouthatallthetermsandconditionsareacceptabletous Soweconfirmyourofferandplaceanorderwithyou PleasesendusacopyofyourSalesConfirmationforourcounter signature andwewillhaveourrelativeL CestablishedthroughABCBankoncereceiveit PleasenotethatthegoodsmustbeshippedwithinthevalidityoftheL C Yoursfaithfully EntireAcceptance Businessknowledge Responsestoanoffer 1 UnitFourQuotations offersandcounter offers ZMC Sample2 DearSir Madam WethankyouforyourofferofOct25forstainlesssteelsheets askingforpaymentbyconfirmed irrevocableLetterofCreditatsight Onthisbasis ithasindeedcostusagreatdeal FromthemomentweopentheLetterofCredittillthetimeourbuyerspayus thetie upofourfundslastsaboutfourmonths which wethink isunacceptable Ifyoucouldkindlymodifyyourtermsofpayment itwouldbefavorabletoencouragebusinessbetweenus Wepropose CashagainstDocumentsonArrivalofGoods Wehopeyouwillaccommodateusinthisrespectandlookforwardtoyourearlyreply Yoursfaithfully Counter offerAskingforModifyingTermsofPayment Responsestoanoffer 2 Businessknowledge UnitFourQuotations offersandcounter offers ZMC Sample3 DearSir Madam WethankyouverymuchforyourletterofJune9quotingforyourair conditioners Asourcustomersarenotfamiliarwiththebrandnameofyourproductsandthepriceyouhavequotedisfarhigherthanthatofotherfirms itisdifficultfortheitemstoattractourcustomers Ifweareinneedinfuture pleasekindlyreducethepriceasbestasyoucansoastofacilitateoursales Thankyouforyourattentiontothisreply Yoursfaithfully OfferDeclined Responsestoanoffer 3 Businessknowledge CompletethefollowingsentencesinEnglish 1 Assoonaswereceiveyourspecificenquiry a 我们将立即给你们报最优惠的拉哥斯 Lagos 到岸价b 我们即将给你们报最低价 2 Toacquaintyouwiththecottonpiecegoodsweexportnow a 我们已用航空快递给你邮件3样品书 b 我们已经邮寄了5本样品书 Exercise 3 Ifyouquotationiscompetitive A 我们将打算订购300台蝴蝶牌缝纫机 B 我们将大量订购男士衬衣 C 我们确信我们能大量订购印花床单 Exercises 1 Pleasereplyassoonaspossible 说明最早装船期和付款条件 2 Ifyouareinterested pleasecableus 说明所需数量 3 Wecabledyouyesterday 报你2000公斤核桃仁 walnutmeat 5月船期 4 Pleasereplyassoonaspossible 告知我们必要的详细情况 5 Wecabledyoutoday 向你订购5000打自来水钢笔 fountainpen 6 Wewroteyoulastweek 要求你们寄来你们最近的价目表 7 Pleasequoteusyourlowestprice 说明支付条款和包装情况 UnitFourQuotations offersandcounter offers ZMC 8 Itisregretfulthat你方报价与市价不符 9 如果你方把报盘降价2 wewillclosethebusiness 10 You dbetterloweryourprices 由于市场不坚挺 UnitFourQuotations offersandcounter offers ZMC Key 1 Pleasereplyassoonaspossible statingtheearliestdateofshipmentandthetermsofpayment 2 Ifyouarei