询盘报盘还盘.doc

Unit 2 Enquiry, Offer and Counter-offerEnquiry （询盘）1、简介：在国际商务中，要经过多次谈判洽商才能达成一致协议，而其中的流程包括：询盘（Enquiry）报盘（Offer）还盘（Counter-offer）。 2、释义：“询盘”是指交易的一方欲买、卖某项商品向交易方的另一方询问买、卖该项商品的各项交易条件的一种表示。包括一般询盘（General Enquiry）和具体询盘（Specific Enquiry）。而一般询盘指买方或卖方向对方索取商品目录、价目表、样品等，具体询盘指买方或卖方就指定商品要求对方发盘。询盘信函要求简短，具体，合理，有礼貌。3、信函的写作技巧：开头：1）说明自己的信息来源； 2）表明写信目的；正文：1）自我介绍； 2）陈述要求（索取商品目录，价目表，样品及其他条款）； 3）描述市场行情和可接受的合理价格(令对方有希望的句子)；结尾：期望得到回复。4、Usefull words ,phrases and sentences Enquiry /Inquiry:(n.) act of requesting information, especially on the availablity of specify products.询盘Sample: (n.)specimen,something taken from a lot to show what the rest is like.样品。Regular:(adj.) periodic;occuring at a fixed intervals.定期的，稳定的，正常的Quotation: (n,)amount stated as current price on sale 报价Catalogue(AME Catalog)(n.):a printed list or booklet of goods with necessary descriptions 商品目录Trial:(adj.) attempted/advanced on a provisional/experimental basis 尝试的，临时的,试验的Provided:(conj.) on condition(that);if 如果，假设Workable:(adj.) feasible;capable of being worked 可行的Dealer :(n.) someone who sells or buys a particular product，businessman 商人Demand :(n.) call for commodity by consumers 需求Discount :(n.) deduction from nomial value or price 折扣Favorable price优惠的价格Illustrated catalogue 附有图片说明的商品目录Learn fromthat For export For your information A stead demand Of high quality开头1、We have got your name and address through the introduction of our friend经朋友得知贵公司的名称和地址。2、During the Chinese Import&Export Commodities Fair held last week ,we had the pleasure of visiting your booth and are greatly interested in your products .在上周举行的中国进出口商品交易会中，我们有幸参观贵公司的展位，并且对贵公司的产品深感兴趣。3、Canton Fair has informed us that you are exporters of 广交会已告知我方贵公司是的出口商。4、We are impressed by the selection of overcoats that were displayed in your showroom at the 106th China Import&Export Fair in Guangzhou.广州举行的第106届中国进出口商品交易会（广交会）上，我们对贵方展台上展示的大衣系列服装很感兴趣。5、We read with interest your advertisement in China Daily and should be glad to receive your products particulars of your tender .我方对你方刊登在中国日报上的广告深感兴趣，如果能收到你方投标书上产品的详细资料，我们将很高兴。6、We learn from your advertisement in China Trade Directory that you are producing Chinese for export. We are quite interested in your product.7、We are informed that you have a stock of textile product for export. 获悉你方有一批待出口的纺织产品。正文4、As you know , we are a major importer and distributor for the (captioned) commodity in China , and we have many years experience in this particular line of business . 就你所知， 在中国，我们是携文商品的主要进口商和经销商，并且，我们在这个特殊的行业里有多年的经验。5、We are large dealers in and have had business connections with business men from many countries and regions.我们在产品上是很大的经销商，并且与很多国家和地区商人建立有商业关系。1、We would like to know aboutif 我们想了解有关2、Please could you give us further detail about 请给我们更多有关的信息。3、I was wondering if you could inform us about 我不知道你是否能告知我们关于6、We are interested in your new product and shall be pleased to have a cataloge and price list .我们对贵公司的新产品感兴趣，希望能寄来贵公司的产品目录和价格表。7、Kindly quote us your lowest prices for the goods listed below.请将下列货品的最低价格赐知。22、We hope that you could quote us the lowest price for cotton (产品名).23、Please quote us 100M/T CFR price. 请报100公吨成本加运费价。8、Would you please send us some samples with quotation ? 敬请惠寄报价单和样品，可否？9、Will you please let us have a ruling price list of the goods ? / Would you please send us a list of up-to-date/current prices of goods ?请惠寄最新价目表。11、As we are in the market for, we should be pleased if you would send us your best quotations.我们对有需求，如果你们能给我们最好的价格，我们将很高兴。16、Please inform us the quantity that can be supplied from stock . 请告诉我方可供现货的数量。17、Can you make us an additional discount of three percent ? 你们能否再给我们3% 的折扣？18、Please let us know your best terms and discount or cash payment .请告知我方以现金付款的优惠条款和折扣比例。20、Would you please send us as soon as possible your illustrated catalogue the latest price list, together with any samples you can let us have?21、Would you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be obliged if you could also quote your lowest CIF Liverpool(FOB/CFR/CIF+港口)， stating earliest date of shipment.14、There is a promising market here for moderately priced goods of the kind mentioned . 价格适中的上述商品在这里有良好的市场。15、There is a great demand for the products of superior quality at reasonable prices . 对质量上乘，价格公道的产品有很大的需求。10、If your price is workable , our buyer intends to place a trial order .如果你们的价格可行，我们的买方就会试订货物。19、We should book a trial order with you , provided you will give us a 5% commission .假如贵方给5% 的佣金，我们将向您们试订一批货。20、If your price is competitive, we will consider placing an order for 5,000 pairs(数量) with you.12、We are likely to place a large order with you if the quality of your product is acceptable and your price is favorable . 如果你们产品的质量可以接受，而且价格优惠，我们可能会向你大量订货。13、If your prices are more favorable than those of other suppliers , we might place the other immediately . 如果你们的价格能比其他供应商的价格更优惠， 我们就会马上订货。结尾1、We await your good news with patience .静候佳音。2、Kindly reply at your convenience . 惠请尽快回信3、Were looking forward to your early reply . 期盼你方早日回信。5、We are looking forward to receiving your immediate reply.4、We should be pleased if you would respond to our request at your earliest convenience . Offer （报盘、） I.简介1、发盘/报盘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（commodity）、品牌(brand)、规格(specifications)、数量（quantity）、单价（Unit price）、包装（packing）、装运（shipment）、付款方式（payment）、交货日期（date）等。发盘有实盘（firm offer）和虚盘（no-firm offer）之分。实盘是发盘人在规定的期限内愿按所提条件达成交易的肯定表示。发盘人所发实盘的内容具有达成交易的全部必要条件。实盘的发盘人在其规定的有效期限内受所发实盘的约束，即在发盘有效期内发盘人非经受盘人同意，不得撤回、变更或修改。受盘人在有效期内如无保留地接受，交易即告成立。虚盘是指对发盘人无约束力的发盘。凡是不具备实盘条件和要求的发盘都是虚盘。例如发盘的内容不肯定、不明确；或主要交易条件不完备；或发盘人有保留条件等。简之：实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.一项实盘必须具备： 1) 发盘的内容和词句必须肯定，不能用大约（about），参考价（reference price）等摸棱两可的词。 2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。 3) 发盘中不能有保留条件如：以我方最后确认为准 subject to our final confirmation 以货物的未售出为准 subject to goods being unsold 虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘: -Without engagement. 不负任何责任. -subject to prior sale 有权先售 -All quotations are subject to our final confirmation unless otherwise stated. 所作报价,除特别注明外,须经我方确认后方能生效. -Our offer is subject to approval of export license. 出口许可证准许签证,我方报价才有效.发盘/报盘有主动报盘和被动报盘之分，两者在开头部分的写作有所不同。2、被动发盘的写作技巧：开头：感谢对方来信；回复态度。正文： 1）自我介绍。（如无必要，可省。）2）回答对方在来信中的问题/要求。（报价内的单价、折扣、付款条件等详细资料，要一一说清楚。另，包装、运输及保险费亦套详加说明；运送货期日期；报价单有效期限等内容。）3）自我肯定+对对方的承诺；（以便让对方更有兴趣回信。）结尾：希望对方回信的句子。II.PhrasesVoluntary offer 主动报盘 to extend an offer 延长报盘to withdraw an offer 撤回报盘 to renew/reinstate an offer 恢复报盘to decline/turn down an offer 谢绝报盘 be subject to. 以为条件/以为标准without delay 毫不延迟地 proforma invoice （P/I） 形式发票 business license 营业执照 in sbs favor=in favor with sb 以为受益人，以为抬头by confirmed irrevocable L/C 凭保兑的不可撤销信用证 receive ones attention 得到某人的考虑take the necessary steps 采取必要措施 with keen interest 殷切地trial order 试订单 excellent value for money 货真价实in the event of =in case of 如果发生，万一 for your kind information 供你参考，顺便奉告enjoy fast sales 畅销 make a bid for sth 为某物出价allow sb a discount of.% on sth 对于某物给予某人百分之几的折扣开头9、Thank you for your specific enquiry of Sept.1.10、With reference to your letter of July 18, we are very glad to learn that you are interested in our arts and crafts.11、Thank you for your enquiry dated October 10, and your interest in our products as well.2、We confirm having received your enquiry of September 20 for(产品).兹确认收到你方9月20日有关.的询盘。3、Referring to your letter of enquiring for.we have pleasure in cabling you on offer as follows .关于贵方.对.的询价函现电报价格如下。4、With reference to you enquiry of July 10th ,shall be pleased to supply 50 sets of scanner at the prices of USD 100 each .感谢您7月10日的询盘，我方很高兴以每台100美元报价供应50台扫描仪。5、Your letter of .asking us to offer you has received our mediate attention.您.的来信要求我方为贵公司提供.一事已经得到我方的考虑。6、In response to your letter of inquiring for ,we wish to inform you that 兹答复你方.对.的询盘信，现告知你方.7、Thank you for your letter of asking us to make a firm offer of the goods captioned.谢谢你方.的来信，要求我们对标题所列商品报价以实盘。8、We have received your enquiry of .for our and now take pleasure in making you the following offer for your consideration.我们收到了你方.对我们.的询价，现高兴地向你报盘如下，供你考虑。正文1、 Compliance with your request ,we are making you the following offer, subject to your decision.应你方要求，现向你方报盘如下，由你方决定。2、As requested, we are offering you the following goods subject to our final confirmation.根据要求，我方就以下货物向贵方报价，该报价以我方最后确认为准。3、We are offering you , subject to our final confirmation, as follows .现报盘如下，以我方最后确认为准。4、In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference.5、We are enclosing some copies of our illustrated catalogue and a price list giving the details you ask for. Also under separated cover, we are sending you samples of various fashions which show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer.6、We are offering you goods of very high quality.7、In our price list, we give you information about the favorable prices of variety of our products. 在我们的报价单里，详细地向你方提供我方各类产品的优惠价格。8、Under separate cover, we are sending you arrange of samples and when you have a chance to examine them .we feel confidenrt that you will agree that the goods are both excellent in quality and very reasonable in price.我们邮寄样品一批，深信一旦你们有机会查看样品之后，定会认为该货品质量优，价格合理。9、We are willing to allow a 5% discount for all orders over 1,000 piece. 10、Well give a 20% discount on the order of over USD$1,000. 11、We would like to allow you a discount of 5%, if your order exceeds USD$1,000. 12 、As to the transaction will anmount exceeding $500, we will give a 2% discount. 对于金额超过500美元的交易，我们会给予2%的折扣。13、The price for this commodity is US$200 per set CIF London. 这种产品的伦敦到岸价是200美元一台。 14、You can be sure that our goods should be shipped before the end of November. 请你方相信我方的货物会在十一月份装运完毕。15、You can rely on our prompt attention to your future enquiry. 你方尽可放心，我方对以后的询价予以即时处理的。 16、You can rely on us to give your order immediate attention. 17、Im sure that our quotation is more favorable than any one you can receive from other sources. 相信我方报价比你方从他处能得到的任何报价都要优惠。18、By the way ,we wish to inform you that all cotton- bed sheets have become very popular on the world market .because of their durability and reasonable prices and it has been difficult for us to meet the increasing demand .顺提一下，由于我们的全棉床单经久耐用，价格合理，因而在国际市场非常畅销，我们现在已经难以满足日益增长的需求。 19、If any of the items listed in the catalogue meets your interested, please let us have your specific enquiry, and our quotation will be forwarded without any delay.20、Because of the excellent quality and low prices, you can be sure that our products will help you expand your market.21、The offer holds good until 5 oclock pm 10th of October,2005,beijing time .报价有效期到2005年10月10日下午五点,北京时间.22、Our offer ask for 5days .我们的报盘5天有效、23、The L/C remains valid until August 29.信用证有效期至8月29日止24、This offer is firm subject to your reply reading us by the 15th next month.此报盘为实盘，以你方在下个月15日前回复到为有效。25、We must stress that this offer can remain open for 2 days only.我们必须强调此报价只在3天内有效。 结尾4、Your prompt reply will be much appreciated . 希望立即答复为好。5、Your timely response to our request will be highly appreciated .如蒙立即答复我方请求，将不胜感激。6、It will be highly appreciated if you will send us an early reply ,we look forward to receiving your orders soon .期望尽快收到你方订单。7、We are waiting your early reply. 等候你方早日答复附： 学习外贸函电要掌握一些常用外汇的货币符号：US（USD） 美元 stg(GBP) 英镑DM(DEM) 德国马元 J￥(JPY) 日元SF(CHF) 瑞士法郎 FF(FRF) 法国法郎HK$(HKD) 港币 Can.$(CAD) 加元 Euro(EUT) 欧元 $A(AUD) 澳元 Counter-offer （还盘）简介：还盘是受盘人不完全同意发盘的内容而提出的修改或变更意见，受盘人若对发盘的某些交易条件不满意，或认为其中某些条款与他所预期的有出入他就可能拒绝这个报盘，或者提出自己的建议或条件。一收到这样的还盘，出口商要重新报盘，这很类似于市场上的讨价还价。还盘所涉及的贸易方面有：商品价格、规格、付款方式、包装交货日期、贸易术语等。还盘被视为一个新的发盘，一方面的发盘经对方还盘后即失去效力，除非得到原发盘人的同意，受盘人不得在还盘后反悔，再接受原来的发盘。还盘信函通常包括一下内容：开头：1）对对方的报盘表示感谢正文：2）对无法接受卖方的报盘表示歉意并说明原因 3）提出对报盘的更改意见及原因结尾：4）希望对方接受还盘（每封信件的具体内容会有变化，需根据实际情况加以调查）Useful worlds and phrases and sentencesRegret: feel sorry,disappointed,distressed about 遗憾，惋惜Decline: to refuse politely to accept or to do sth ; to become smaller ,fewer 谢拒；减少，下降Deny: to say that sth is not true 否定Approval: agreement 批准，同意Indicates: to show 表明，显示Trust: to believe, to have confidence 相信Reconsider: to think about sth again重新考虑Prompt: done without delay 及时的，迅速的Meet: to do or satisfy what is needed or what sb asks for 满足Prevailing: existing or most common at a particular time 普遍的，盛行的，流行的Entertain: to give admittance to :receive ;ready to consider 容纳，接受On usual terms:按常规惯例A narrow magin of profit:微利=leavewith only a small profit 无利可图，获利很低On the high side:偏高Information indicates that:消息表明，迹象表明At a price10%lower than:比低10%的价格Reduce a price by：将价格降低多少Reduce a price to:将价格降低到多少Out of line with :与不符、脱节In line with:与一致Prevailing price:=ruling price=market price=current price 时价，现价Allow sb. a discount: give/grant sb.discount (allowance)Swiftto:把转向Upward tendency:上升趋势 Downward tendency:下降趋势In view of :鉴于=consideringMeasure up to 符合，达到Meet sb. half way 各让一半，折中处理Take into consideration 将考虑在内Point out：notice remark 指出Invite your attention to 请注意Work on=workable 开展，进行下去 开头1、Thank you for your letter of April 5 enclosing your quotation.感谢你方4月5日来函所附的报价。2、We write to thank you for your prompt reply and detailed quotation.我们感谢你的及时答复和详细报价。正文A表示歉意1、We regret to tell you that your price is 10%highter than 很遗憾告知，你方价格比高10%2、Much to our regret, your prices appear to be on the high side.很遗憾的是，你方价格偏高。3、We regret inability to supply to goods at the price indicate in your letter NO.KR382.抱歉无法按你方KR382号信中所提价格供货。4、We regret having to remind you of the quality of your goods again.抱歉不得不再次提醒你方注意货物的品质。5、We very much regret to say that the goods supplied are not up to our expectations.很遗憾所提供货物令我们十分失望。6、We regret that we cant accept your order at the original price owning to the rice in the price of raw materials.由于原料价格上涨，抱歉无法按原价接受你方订单。7、We note with regret that your offer is not in line with market price at your end.我们很抱歉地获悉你方报价与本地市场价格不相符合。8、We appreciate the good quality of ,but unfortunatelyyour prices is out of line with prevailing market level.我们很欣赏的良好质量，但很遗憾你方的价格与现在市场水平不符。B、更改意见及原因1、May we suggested that 我们能否建议2、information indicates/shows that 10% lower than what you quoted ,we wonder if you could reduce your price to 有消息表明，比你们的报价低10%，我们想知道你方是否能将价格减少3、The best we can do is reduce our previous quotation by 20%.我们最多只能减少原报价的20%4、Your price is too high to work on, we advise you to reduce the price by /to 你方的价格太高，我们建议你们减少/到5、 Can you make us an additional discount of 3%? 你方能否给予我们3%的折扣？6、 Information has indicated that has been sold here at a level about 10% lower than yours . 有消息表明，在这里销售的比你的产品低10%的价格。7、 Your competitors are offering consider lower price and unless you can reduce your quotations ,we shall have to buy elsewhere .你们的竟争对手正在报相当低的价格，除非你们降低报价，否则我们将不得不从别处购买。8、If you can ship the goods in time ,we can conclude the business.如能及时装运，我们可以成交。9、 To be frank with you, if it werent for our long and good relations ,we wouldnt consider making you a firm offer at a price lower than we offer to others .老实说，如果不是因为我们长期良好的合作关系，我方不会考虑给你方这样一个低于报给其他买家的价格。结尾1、We hope you take our suggestion into serious consideration and give us your reply as soon as possible .我们希望你们认真考虑我方建议，并及早答复我方。2、We believe this will meet with your approval and hope our close cooperation will keep going。 我们相信你们会赞同并希望我们继续合作。3、We are looking forward to cooperating with you again .我们期待与你再次合作。Sample letters:An enquiry about womens blouses and sweaters:March 26,2010Dear Sales Manager,We have seen your advertisement online which aroused our great interest in your product. We are considering adding them to our product line.Please send us a catalog and price list of your womens blouses and sweaters. We also want to know if you accept customized orders of our own designs and patterns.Will you include terms of payment and also inform us how soon you can arrange for shipment upon receipt of our orders?We would very much appreciate it if you send the catalog and price list as soon as possible as we hope to add them to our spring promotion. Thank you for your assistance and we are looking forward to our early response.Yours Sincerely,John BrownPurchasing ManagerA Reply about to the inquiry about womens blouses and sweaters:April 1, 2010Dear Mr. Brown,In response to your inquiry of March 26,2010, asking abou