外贸英语函电

外贸英语函电,Unit1BasicKnowledgeofBusinessLetterWriting,FormandstructureofbusinesslettersDifferentstyleofBritishandAmericanbusinesslettersWritingprinciplesofthebusinessletter,Fourformsofbusinessletters,Fullblockform齐头式Eachpartofaletteristypedfromtheleftmargin,soitisconvenienttobetypedwithatypewriter,butthelayoutisntbeautiful,sosomebusinessmanuseamodifiedblockformwithindentedstyle.Modifiedblockformwithindentedstyle混合式Thesendersaddressistypedorprintedintheup-middlepart.Thereceiversaddressstartsfromtheleftmargin.Thereferenceanddatearetypedonthesameline.Thecomplimentarycloseaswellasthesignaturearetypedfromthemiddlelittletowardstheright.,Modifiedblockform改良式Allthepartsstartfromtheleftmargin,exceptthedate,complementarycloseandsignaturewhicharepositionedsameasthatinthemodifiedblockformwithindentedstyle.Simplifiedform简化式Itissomewhatlikefullblockform,butsomepartsareomitted,suchassalutationandcomplementaryclose.,Structure,Letterhead信头Referenceanddate编号和日期Insidenameandaddress封内名称及地址Attentionline注意事项Salutation称呼Subjectline事由Bodyoftheletter信文Complementaryclose结尾敬语Signature签署enclosure附件Carboncopynotation抄送Postscript附言,Structure,a.Letterhead信头:Thesendersname,postaladdress,telephonenumber,faxnumberandE-mailaddress,etc.Usuallyletterheadisprintedintheup-centerorattheleftmarginofaletterwritingpaper.Insomecountries,theletterheadcontainsotherdetails,e.g.IntheU.K.thedirectorsnamesofacompanyaregiven.,Structure,b.Referenceanddate编号和日期Reference:Thereferencemayincludeafilenumber,departmentalcodeorinitialsofthesignerfollowedbythatofthetypistoftheletter,e.g.Yourref:JBD/WM;Ourref:WDW/LPTheyaretypedimmediatelybelowtheletterhead.Ifdesired,thereferenceinitialscanalsobeplacedatthelowerleftmargintwolinesbelowthenameofthesigner.,Date:a.AvoidtypingthemonthinfiguresanditshouldbetypedinfullEnglishname,e.g.Februaryb.The-th,-st,and-rdthatfollowthedaycanbeomitted,buttheyearshouldbetypedinfull,e.g.5May,2009Datecanbetypedinthefollowingorder:Britishorder:1)1stOctober,2000;2)1October,2000Americanorder:1)October1st,2000;2)October1,2000Note:themonthandthedaycantbeseparatedbyacomma,buttheremustbeacommabeforetheyear.,c.InsidenameandaddressThenameandaddressofthereceiveristypedattheleft-handmarginabouttwotofourplacesbelowthedate.Itappearsexactlythesamewayasontheenvelope.地址:从小到大;门牌号与街道名之间不加标点,但在城市与国家名称之间须用逗号隔开.,Messrs.(Messieurs:各位先生)isacourtesytitleusedforpartnershipswhosefirmsnameincludesapersonalelement,asinMessrs.Macdonaldb).Paragraphcorrectly,confiningeachparagraphtoonetopic;c).Seethatyourtypingisaccurateandthedisplayartistic.Aimatanattractiveandpleasingappearanceforyourletter.Marginsarealsoveryimportant.Iftherehasbeenpreviouscorrespondence,thereplyletterwillrefertoitinthefirstparagraph.Thewritersplans,hopesandexpectationswillbeexpressedinthelastparagraph.ThankyouforyourletterofFebruary8,2009.WearepleasedtoreceiveyourletterofFebruary8,2009.InreplytoyourletterofFebruary8,2009,.,Someexpressionsusedintheend:1)Phrases:Awaitingyourgoodnews,weare.Lookingforwardtoyourearlyreply,weremain.Lookingforwardtoreceivingyourshippingadvice,weremain.2)Sentences:Weawaityourgoodnews.Wehopetoreceiveyourearlyreply.Wearelookingforwardtoyourfavorableandpromptreply.Wetrustyouwillgiveusanearlyreply.Yourfavorable/immediate/promptreplywillbehighlyappreciated.pleasegiveusyourreplyassoonaspossible.,h.Complementaryclose结尾敬语Itisapolitewayofendingaletterandisinkeepingwiththesalutation.“谨上”.Formal:Dearsir(s),yoursfaithfully,Gentlemen:trulyyours,Lessformal:DearMr.Henry,(:)yourssincerelyorsincerelyyours,1)Inthesimplifiedform,salutationandcomplementaryclosecanbeomitted;2)Whenthecomplimentarycloseisused,itmustneverbeseparatedfromthesubstanceofaletterbycarriedtoaseparatesheet;3)Whenusingcontinuationsheets,anotherpaperofthesamequalitymustbetypedwithaheadtoshow:thenumberofthesheet(inthecenterofthepage);thenameofyourcorrespondent(ontheleft-handside);thedateoftheletter(ontheright-handside).E.g.-2-L.A.Brizier信的正文,每一段的开始一行都缩进若干格(一般与称呼末一字母取齐)。2.称呼用法,英式一般用DearSirs,后用逗号。美式则用Gentlemen:后用冒号。3.结尾语的用法,英式和美式的习惯各不相同,在美式中Sincerelyyours,只限用于商业书信。英式则不然,商业书信或亲友间来往书信中都可用。4.日期写法也不相同,英式是按日月年的顺序。美式则按月日年的顺序。5.信封写法的不同点:发信人的姓名、地址,英式写在左下角,美式写在左上角。航空信的空邮字样“AIRMAIL”“VIAAIRMAIL,”“BYAIRMAIL,”英式印在信封的左上角,美式则印在贴邮票的下方。,Writingprinciplesofthebusinessletter,CourtesyConsiderationCompletenessClarityConcisenessConcretenessCorrectness,CourtesyCourtesyisnotmerelypoliteness.ItstemsfromasincereYou-attitude.(polite)WehavereceivedwithmanythanksyourletterofOct.7,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyouattentiontoaspecialofferwhichwehavemadeinit.(courteous)Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatestcatalogenclosed,whichyourequestedinyourletterofOct.7.Toanswerletterspromptlyisalsoamatterofcourtesy.ConsiderationWhenwritingabusinessletter,weshouldkeepthereadersrequest,needs,desires,aswellashisfeelingsinmind.,a.you-attitudewe-attitude:weallow2percentdiscountforcashpaymentyou-attitude:youearn2percentdiscountwhenyoupaycashb.Focusonthepositiveapproachnegative:wedontbelieveyouwillhavecausefordissatisfaction.wecantsendyouwhatyourequirethistime.positive:wefeelsurethatyouwillbeentirelysatisfied.Perhapsnexttimewewillsatisfyyourneed.CompletenessAbusinesslettershouldincludeallthenecessaryinformation.,ClarityThewritershouldtrytoa.Avoidusingthewordswhichhavedifferentunderstandingorunclearmeaning,e.g.AstothesteamerssailingfromHongkongtoSanFranisco,wehavebimonthlydirectservices.Rewrite:WehavetwodirectsailingseverymonthfromHongkongtoSanFraniscoWehavesemimonthlydirectsailingfromHongkongtoSanFranisco.WehaveadirectsailingfromHongkongtoSanFraniscoeverytwomonths.b.Payattentiontopositionofthemodifiers.e.g.Weshallbeabletosupply10casesoftheitemonly.Weshallbeabletosupply10casesonlyoftheitem.,c.Payattentiontothesentencestructure.E.g.Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay25byair.Wesentyou,byair,5samplesofthegoodswhichyourequestedinyourletterofMay25yesterday.d.Paragraphcarefullyandproperly.Eachparagraphhasonlyonetopic.,ConcisenessUsingconcisesentencesandfewestwords,withoutlosingcompletenessandcourtesy.a.Avoidusingwordyexpressions.e.g.WewishtoacknowledgereceiptofyourletterWeappreciateyourletterb.Avoidunnecessaryrepetition.c.Useshortsentences,simplewordsandclearexplanations:1)useawordtoreplaceaphraseenclosedherewithatthistimeenclosednowduetothefactthatadraftintheamountof$1000becauseadraftfor$1000,2)Useaphrasetoreplaceasentence.Pleasedonthesitatetocalluponus.Pleasewritetous.Pleaseseethatanenquiryisconductedtodeterminethereason.pleasefindoutthereason.3)UsewordstoreplaceclausesWerequirefull-automaticwashingmachinewhichisofthenewtype.Werequirenew-typefull-automaticwashingmachine.d.Avoidpaddedexpressions.Itshouldbenotedthatthisisthebestwecando.Foryourinformationweencloseacatalogue.e.Usesubjectlineflexiblyandproperly.,ConcretenessMakethemessagespecific,definiteandvivid.e.g.ST858L5-BandStereoRadioCassetteRecorderisoffullfunctions.ST858L5-BandStereoRadioCassetteRecordercandeliverssuperbFM/MW/LW/SW1/SW3/FMStereobandreception.Fullauto-stopandautomaticquickprogramsearch.,CorrectnessCorrectnessrefersnotonlytocorrectusageofgrammar,punctuationandspelling,butalsotostandardlanguage,properstatement,accuratefiguresaswellasthecorrectunderstandingofcommercialjargons.1)withpronounsOurcompetitorspriceare2%-3%percentlowerthanus.ours2)withverbsItisoneofthemachinesthatwasdeliveredlastweek.were3)withconjunctionsThisfridgenotonlyisattractiveinproperprice,butalsoingoodquality.isnotonly4)withsubjectsDepositingmoneywithus,ourbankcanpayyouhighdividends.youearnhighdividends,5)AvoidusingoverstatementsItisthelowestpriceavailabletoyou.Itisthelowestpricewecanofferyounow.Wearewell-establishedexportersofallkindsofgoodsmadeinSweden.Wearewell-establishedexportersofSwedishsundrygoods,suchastoys,buttonsandstationery.6)Useaccuratenumbers5%upto10%5%upto10%bothinclusive(orexclusive),7)UsecapitallettersNorth,West,East,West.Whentheyareusedfordistrictsorareas,butnotfororientations.ThenameandthebrandofacommodityThenameofdocumentThenameofthetransportationtoolse.g.theS.S.“LuckyPrince”(steamship)them.v.“EastWind”(motorvessel),exercises,ShannxiMachinery2)theintroductionfromhisbusinessconnections;3)theintroductionfromhissubsidiariesorbranches,agentsabroad;4)themarketinvestigations;5)attendanceattheexportcommoditiesfairs;6)visitabroadbytradedelegationsandgroups;7)self-introductionsorenquiriesreceivedfromthemerchantsabroad;8)thebanks;9)theCommercialcouncilorsoffice;10)thechambersofcommercebothathomeandabroad.,BearinmindThefirststepofproperbehaviorishalfbusinessdone!,Lettersforestablishingbusinessrelations,Letter1:importerwritestoexporter.keywords:deal,compete,standing,regardingdeal:(C)n.交易(transaction)make(do)adealwith与做交易dealoncredit信用交易,赊账买卖e.g.Webelievewecanputthedealthrough.v.dealin经营(tradein,handle)e.g.Wedealinchemicals,whiletheyhandlefoodstuffsforexport.dealwith:与打交道,与做生意,处理某事.e.g.Somebusinessmenarehardtodealwith.Pleasedealwiththeordercarefully.,进口商给出口商的信,敬启者:承蒙贵国驻伦敦大使馆参赞处介绍,使我方获得贵公司地址,兹写信想与贵公司建立贸易关系。本公司与此地主要轻工产品经销商联系甚密,我方相信,若贵方报价有竞争力的话,我方可以销售大量中国商品。有关我方资信状况,请向伦敦英国银行查询。请告知贵方出口产品的必要信息。谨上,Letter2:Self-introductionbyExporter,当if条件句中有助动词should,had或were时,则可以省去if,而将should,had,were置于句首,从而构成倒装虚拟句,意义不变。Shouldanyoftheitemsbeofinteresttoyou,pleaseletusknow.如果其中哪一项你感兴趣,请告知我方。Werehetoleavetoday,hewouldgetthereforbusinessnegotiationbyMonday。Ifheweretoleavetoday,hewouldgetthereforbusinessnegotiationbyMonday.如果他今天启程,就能赶上星期一的商务谈判。Hadsuchadisasteroccurred,thedamagewouldhavebeenincalculable.=Ifsuchadisasterhadoccurred,thedamagewouldhavebeenincalculable.如果这样的灾难发生,其损失将是无法估量的。Note:IfIwereyou不能倒装成:WereIyou的形式。,forwardv.运送，寄送Thegoodswillbeforwardedtoyouwithinthe3rdquarteroftheyear.货物将于第三季度内发运给贵方。freightforward运费到付Wearearrangingtosendyou1,000penstoreplacetheunsoldbalanceof970.pleasereturnthelattertous,freightforward.我方正安排发运1000支钢笔，替换尚未售出的970支剩余钢笔。请退回剩余的970支钢笔，运费到付。,出口商的自我介绍,敬启者:本公司是中国最大的机械设备出口公司之一。随函附上一份有关我公司目前可供货物所有详情的目录,希望贵方能对其中的一些产品感兴趣。若蒙收到贵公司对其中产品的询价,我公司将不胜感激,并报我公司最低价。若贵公司不进口上述商品的话,恳请贵方将此信转交给经营此类商品的进口公司。我公司希望收到贵方及时有利的回复。谨上,Letter3:exporterswritestoimporter,keywords:business,specializein,enjoygreatpopularity,recommendBusiness:1.贸易,商业,业务e.g.WehavedonebusinesswithABCcompanyformanyyears.2.交易,买卖(U)e.g.Businesshasbeenclosedatthisprice.3.工商企业,公司,商号(C)e.g.Therearemanybusinessesengagedinthistrade.Businessesarelessoptimisticabouteconomicprospects.,Recommend：vt.1.推荐，介绍J.Smith3）expressyourhopeThestructureoflettersforreplies:1）thanksfortheinquiryandbrieflystatethecontentoftheinquiry2）replytotheinquiry3）raiseyourhope,Note:ifyoudonthavetheinquiredgoodsatpresent,youshouldalsoreplythelettercarefullyandcourteously.youmayfirstlyshowyourthankstotheenquiry;thenyouexpressyourregret:Wearesorrythatwehavenostockatpresent.oryoucandelaythedateofdelivery:CouldyouacceptdeliveryinJulyorSeptember?oryoualsocanrecommendotherproducts:MayIdrawyourattentiontoitem14?Perhapsyoudliketoglancethroughourcatalogue.,Letter1:Generalenquiryandreply,Keywords:price,discount,profitablePrice:1)n.价格advancedprice上涨了的价格averageprice平均价格base/basicprice基价,底价bedrock/bottom/floorprice最低价格keenprice低价ceiling/highest/peak/top/outsideprice最高价costprice成本价格,生产价格current/present/market/prevailing/rulingprice时价,市价,现行价,Letter1:Generalenquiryandreply,exceptional/specialprice特价fair/reasonableprice合理价格blackmarketprices黑市价格favorableprice优惠价格firm/fixedprice固定价格forwardprices期货价格illegalpricehike乱涨价legalprice法定价格offeredprice卖方的开价officialfixedprice官价,wholesaleprice批发价格retailprice零售价格tenderprice投标价格“underthehammer”price拍卖价格unitprice单价e.g.Businessispossibleifyoucanraise(increase,lift,improve)thepriceby5%.如你方出价能提高5%,可能成交。Businessispossibleifyoucanreduce(cutorcutdown,lower)thepricetoXX.如果你方能将价格减至英镑,可能成交。Wehavealreadystretchedthepricetothehighestpricewecando.我方已将价格出到了最高限度。,2)v.开价,定价Pleasepriceyourofferaslow(easy,keen)aspossible.请尽可能报低价。Thegoodsarepricedtoohigh.此货定价太高。Thenewproductofoursismoderatelypriced.我们的这项新产品定价适度。,Letter1:Generalenquiryandreply,一般询价敬启者:从纽约的ABC公司处得知,贵方是贵国主要出口商之一。目前，我方对进口贵方产品很感兴趣。若能向我方函寄产品目录样品簿或者在可能的情况下惠寄样品，我方将不胜感激。请告知详细的广州到岸价格、折扣及付款方式等。希望此次合作将是我们双方长期而有利的贸易关系的良好开端。谨上,一般询价回复,Keywords:sample,underseparatecover,L/C有关sample的短语aspersample按照样品countersample反样,对等货样equaltosample和样品相同fullrangeofsample全套样品onthebasisofsample根据样品outturnsample装船样品uptosample达到样品、比得上样品representativesample有代表性样品samplebook样品册sampleofnovalue/nocharge/freeofcharge/freesample免费样品,samplepost样品邮寄sampleforreference参考样品sampleinvoice样品发票1)n.样品(在表示“的样品”时,常接介词of或接for)Qualitymustbeuptosample.质量必须完全与样品相同。Thesampleisforreferenceonly.样品仅供参考。2)v.取样以作检验;检验样品的结果是Weareadvisedbytheusersthattheyhavesampledthegoodsandfoundthequalityanswerthepurposeverywell.用户告诉我们他们曾取样检验,认为质量完全合乎要求。,Letter1:Generalenquiryandreply,回复敬启者:贵方3月21日询价函收悉。感谢贵方对我方的出口产品感兴趣。兹随函附寄数份带插图的目录和价目表，上面有贵方要求了解的情况。同时，我方又为贵方另函寄去产品样品，由此即可了解到我方产品的质量和工艺。我方相信，当贵方看到产品时，一定会同意我方的产品对挑剔的顾客也是很有吸引力的。按照订购货品的数量多少，我方可以给予适当的折扣。至于付款方式，我方通常要求用即期信用证支付。再次感谢贵方对我方产品的兴趣。我方期盼着贵方的订单，同时请贵方相信，我方会对贵方订单作出及时而认真的考虑。谨上,Letter2:specificenquiryandreply,Keywords:commission,placeanorderwithsbforsthplaceanorderwithsb.forsth.向某人订购某物Ifyourpriceisworkable,weshallplaceatrialorderwithyoufor50casesBlackTea.如贵方价格可行，我方可向贵方试订购红茶50箱。,Letter2:specificenquiryandreply,Order:1)n.订单,定购,所订的货;汇票Weaccepttheordersubjecttopaymentinadvance.如果预付货款我们就可以接受订货。表示所订的商品时,名词order一般后接for间或接of.Wethankyouforyourorderof100tonsBitterApricotKernels.感谢你方向我方订购100吨苦杏仁。Ifthefirstshipmentturnsoutsatisfactory,weshallbeabletoplacesubstantialorderswithyou.假如第一批货令人满意,我方将能继续向你方大量订货。,有关order的常见短语bankmoneyorder银行汇票acceptanorder接受订单articlemadetoorder定制品beonorder已定购(尚未发货)blockorder整批预订joborder分批订货first/initialorder首批订货repeatorder再次订货,placeanorder下达订单confirmanorder接受订货carryout/execute/fulfill/fillanorder执行订单holdup/suspendanorder暂停执行订单withdraw/cancel/cut/rescind/revokeanorder取消定货declineanorder谢绝订货refuse/turndownanorder拒绝订购pendingorder未完成的订单trialorder试订购,2)v.订购,订(货)Ifyouorderimmediately,wecanprobablyarrange5000cases.如你方立即订货,我方可能安排5000箱。3）辨析:order与indentorder是买方直接向卖出的购货订单;indent是中间商受买方委托代购货物而开出的清单,也称委托代购订单。WehavemuchpleasureinenclosingourIndentDNL123coveringanorderfor101FlowerVasefromourclientsMessrs.Johns大众化的质量soundquality完好的质量fairaveragequality(F.A.Q)中等品,大路货,Confirmed,irrevocableLetterofCreditpayablebydraftatsight不可撤消信用证是指信用证一旦开出，在其有效期内未经出口商及有关当事人的同意,开证行不得单方面撤消或修改信用证，它必须对出口商提交的符合信用证规定的单据付款.可撤消信用证是指开证行可以不征得出口方的同意,也不提前通知出口商,有权随时修改或撤消信用证,只是要将修改或撤消的行为及时通知给有关当事人.保兑信用证也被称为不可撤消的保兑信用证,它是指保兑行应开证行或收益人的要求,在开证行开出的不可撤消信用证上加列保兑文句,从而使该信用证具有了开证行和保兑行双重付款承诺.不保兑信用证就是一般的不可撤消信用证,只有开证行的付款承诺.即期信用证是指开证行或付款行在收到符合信用证规定的单据后，要立即履行付款责任.,对数码相机询价,敬启者:我公司有意大量购买各品牌数码相机,如蒙告知优惠的深圳到岸价,将不胜感激。如能惠寄样品和价格表，亦必感激不尽。我公司素来向其他公司购买此类货品，因获悉贵公司能大量供货且价格具有吸引力，特转向贵公司购买，此外，我们也相信贵公司产品的质量。盼早复。诚挚问候。谨上,对数码相机询价的回复,敬启者：非常感谢贵方7月15日的询盘，很高兴贵方对我公司的数码产品感兴趣。先随函寄上我方附插图的产品目录和价目表，上面有贵方想要了解的详细情况。至于付款方式，我方通常要求是保兑的、不可撤消的即期信用证。我方已向中国销售过此类产品，并且在该国由北京进出口公司代理。敬请贵方直接与该公司联系。我方认为该公司会向贵方提供有关我方产品的详细情况，并且相信贵方定会发现我方的产品质量可靠，价格合理。诚挚问候。谨上,对纺织品的询价,敬启者：我方有幸自荐，我方是中国纺织品的代理商，从事此类产品的经营已有5年之久。如贵方能向我方邮寄数份如下产品的目录及样品，将非常感激。a.毛巾、床单和毛毯b.婴儿尿布c.男女服装和童装d.男女内衣和儿童内衣e.棉织品f.缝纫线g.棉绒针织衣h.合成纤维织品i.贵方有意报价之产品期盼早复。谨上,对化妆品的询价,Keywords:asper,quotation,deliverydateasper:按照Asperyourrequest,wehaveshippedallyourordersbyS.S.“Atlas”.我方已按要求将贵方全部订货装上了“Atlas“轮船。,对化妆品的询价,敬启者：事由：化妆品我方是本城市日用化学品的主要进口商。若能与贵公司建立贸易关系，将感到非常高兴。目前，我方对贵公司化妆品很感兴趣（详情参见我方所附第1345号询价单），并期盼早日报最低价。我方想提及的是，如果贵方产品价格具有吸引力，交货日期可以接受，我方将即刻从贵方订货。期盼早复。谨上,对手提式计算机的询价,Keywords:desire,commission,对手提式计算机的询价,敬启者：我方从贵方8月1日的来信中获悉，作为计算机制造商，贵方热切盼望与我方建立直接的贸易关系。这正好与我方愿望相同。经过对贵方产品目录的研究，我方有意购买贵方的PH-88型手提式计算机。请报包括我方2%佣金的CIF广州最低价，并告知最早交货期。如果贵方报价具有竞争力并且交货日期可以接受，我方便从贵方大量订货。请尽早回复。谨上,对汽车零部件的询价,敬启者：贵方在时代周刊上刊登的广告吸引了我们，我们目前对贵方的汽车零部件感兴趣。如蒙惠寄贵方最新目录，则非常感激。请报随寄询价函上各产品的价格，并请告知最早交货期及定期订货的折扣。如果贵方产品质量能使我们满意，且产品的价格和折扣比其他供应商的优惠的话，我们将与贵方长期合作。谨上,Usefulexpressionsonenquiries给买方报虚盘(non-firmoffer),作为交易磋商的邀请;给买方报实盘,作为签订和约的建议.,Non-firmoffer,虚盘(non-firmoffer,offerwithoutengagement)也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交易的表示。在日常的业务中，外寄的报价单、价目单及形式发票等，一般都注明“仅供参考”或“以我方最后确认为准”。这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来说，较为灵活，可以根据市场的变化，挑选成交时机和对手，以取得有利的交易条件。但是，受盘人有时把它看成一般的业务联系，而不利于达成交易。,虚盘有如下表达方法:WearereadytosellA我方准备卖A商品。WeofferA,ShipmentJuly,CIFLondonsterling500permetricton.我方报盘A商品，七月份装船，每公吨CIF伦敦500英镑。Weoffersubjecttoourfinalconfirmation.我方报盘(各项交易条件)以我方最后确认有效。Wemakeyouanoffersubjecttothegoodsbeingunsold.我方向你方报盘，以未售出为准。Wesubmityouthisoffersubjecttopriorsale.我方向你方报盘，以先售为条件。Weofferyousubjecttochangewithoutnotice.我方向你方报盘，此报盘如有变化不另行通知。Weoffersubjecttomarketfluctuation此发价可按市价增减,Firmoffer,即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受，发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外，实盘还有两个内容：一是明确提出这个发盘是个实盘(firmofferorirrevocable).但这也不是必要条件另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。,在当前的国家贸易中，使用实盘报价较多。但遇到下列情况之一，实盘立即失效：1）受盘人在实盘有效期外表示接受，发盘人不受约束。(e.g.Thisofferisfirm(valid,open,good)fordays)2）受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。3）一经受盘人作出还盘，原发盘也随之失效。,卖方常带的附加条件:Thisofferissubjecttoyourreplyhere(reachingus)by11:00amBeijingtime,Friday,August10.该报盘以8月10日星期五上午11:00(北京时间)之前贵方回复为有效.Wemakeyouanofferasfollows,providedyourreplyreachesuswithin10daysfromtoday.我方向贵方报盘如下,以自今日起10天内贵方复到为有效.Weofferyoufirmsubjecttoyourreplyherewithinoneweekfromtoday.兹报实盘，以自本日起一周之内你方复到为准。,Thestructureofanoffer,1)Adviseyouhavereceivedtheinquiryandbrieflystatethecontentoftheinquiry.2)Thedetailedinformationforyouroffer3)Askthebuyertomakeadecisionearly.,Counter-offer,还盘:交易的一方在接到一项发盘后，不能完全同意对方的交易条件,为了进一步洽商交易,针对另一方的发盘内容提出不同建议,这种口头或书面的表示在国际贸易中称之为还盘或还价.还盘不一定是还价格，对支付方式,装运期等主要交易条件提出不同的建议,也属于还盘.,Thestructureofcounter-offer,1)Stateyouhavereceivedthesellersofferandexpressyourthanks;2)Expressyourregretofnotbeingabletoaccepttheofferandgiveyourreasons;e.g.Yourpriceistoohigh;yourpriceishigherthanthemarketprice3)Askthesellertoreplysoon.,Letter1:QuotationandReply,报价敬启者:感谢贵方8月22日的询价,兹报贵方所需商品的价格如下:商品名称:第33号“白兔”牌混纺毛毯尺寸:7484英寸重量:4磅颜色:黄色、棕色和绿色等各色搭配数量：1000件价格：蒙特利尔到岸价每件40美元装船日期：10月请接受此难得的报盘。我方预计美国方面将有一个大的订单到来，这会引起价格猛涨。期盼收到贵方的订单。谨上,回复敬启者:“白兔”牌混纺毛毯感谢贵方8月24日对上述1000件货物的报价。我方立即与客户取得了联系，他们表现出了