外贸函电之询盘、报盘与还盘ppt课件

ProjectTwo:Enquiries,OffersandCounter-offers,ObjectivesofthisProject:1.询盘,报盘和还盘的内容2.询盘,报盘和还盘信的基本写法3.询盘,报盘和还盘信中常用的词汇及表达方式,Introduction:Definitionofanenquiry,offer,counter-offer:,Anenquiryisarequestforinformation.Intheinternationalbusinesstheimportermaysendaninquirytoanexporter,invitingaquotationandoranofferforthegoodshewishestobuyorsimplyaskingforsomegeneralinformationaboutthesegoods.,Anofferisaformalpresentationofthegoodstobesuppliedonthetermsspecifiedthereinforthebuyersacceptance.Thedifferencebetweenanofferandaquotation:Aquotationisnotan“offer”inthelegalsense.Itisjustanindicationofpricewithoutcontractualobligationandsubjecttochangewithoutpreviousnotice.Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.,Thefollowingstructuremaybereferredtoinwritinganenquiry:,1.Statethesourceoftheinformationandmakeaself-introductionatthebeginningoftheletter.2.Statethepurposeofwritingtheletter.Forexample,thewritermayexplaintotherecipientwhathewants,giveadescriptionorspecificationofthegoodsherequiresorexpresshiswillingnesstoenterintobusinessrelationswiththerecipient,etc.3.Endtheletterbyexpressingtheexpectationforanearlyreply.,Asatisfactoryletterconcerninganofferorquotationcanbewritteninthefollowingway:,1.Opentheletterbyexpressingthanksfortheenquiry,ifany.2.Explainthedetailsofbusinessconditions,suchasnameofcommodities,quality,quantity,specifications,unitprice,typeofcurrency,packingcondition,dateofdelivery,termsofpayment,discount,ect.3.Endtheletterinthewaythatencouragestheenquirerstoplaceanorderorgiveanearlyreply.,Lettersincludingacounter-offercanbewritteninthefollowingstructure:,Opentheletterbythankingtherecipientforhisoffer.2.Declinetheoriginalofferbyprovidingtherecipientwithdetailedandreasonablereasons.3.Putforwardthedesiredbusinessconditionsandtrytopersuadetherecipienttoacceptthem.4.Closetheletterbyexpressingexpectationsforafavorablereply.,NewWordsandExpressions,1.enquire/inquiryv.询价，询购，询问inquirefor/aboutsth.询购某种商品*ThankyouforyourletterofSeptember1inquiringfor3,000m/tsNortheastRice.感谢你方九月一日询购三千公吨东北大米的来信。*Theladiespyjamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。*Weareinquiringaboutthesupplyofsugarandcoffee.我方正在询购糖和咖啡的货源。,2.quotev.报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格*Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。*WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。*WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最优惠大连船上交货价。,3.placev.发出，置于，售出*Ifthequalityofyourgoodsisgoodandthepriceisacceptabletous,wewillplacealargeorderwithyou.如你方产品质量好，价格可接受，我们将与你方大量订货。*Weregretthatourcustomershaveplacestheirorderselsewhere.很遗憾我方的客户在其他地方已经订货了。4.offern.报盘，报价make(or:give,send)sb.anofferfor(or:on)sth.报给某人某种商品*Wearemakingyouanofferfor(or:on)300gross“Chunghua”BrandPencilsatStg.3.1pergrossCIFLondon.现报三百罗“中华”牌铅笔，每罗成本加运费、保险费到伦敦价三点一英镑。,*Wearepleasedtohavereceivedyourofferformensshirts.我方很高兴收到你方男式衬衫的报盘。offerv.报盘，报价，给予，提供offersb.sth.报给某人某种商品*Wewilladviseyouonceweareinapositiontooffer.一俟我们能报盘，当即告知你方。*Forquantityof5,000dozen,wecanofferadiscountof5%.数量达到5000打，我方给5%折扣。5.informv.通知，告知rmed(advised/posted)ofsth.随时告之某人某事,*Pleasekeepusinformedofthesupplypositioninyourmarket.请随时告知你处市场的供应情况。*Weshallinformyouofthedateofsailing.我方将通知你方开航日期。*Toourregret,weareinformedthatourpricescantmatchthemarketlevel.遗憾的是，我方被告之价格与市场不符。6.confirmationn.确认，证实PurchaseConfirmation购货确认书SalesConfirmation销售确认书*Yourearlyconfirmationwillbenefitbothofus.早日确认将对你我双方都有利。confirmv.t.确认，证实，确定*Pleasewritetoconfirmyourreservation.请来信确认一下您所预订的项目。,7.afirmoffer实盘，是外贸业务用语，一般都规定有效期，即有时间的限制。以下短语和句子都是表示实盘的用语：*Thisofferissubjecttoyourreplyhereby5p.m.ourtimeFriday,October15.此盘以你方答复于10月15日星期五，我方时间下午5点到达为有效。*Thisofferissubjecttoyourreplyherewithinsevendays.此盘以7天内回复为有效。*Ourofferisfirm(valid,good,open)forfivedays.我方报盘有效期为5天。8.Confirmed,IrrevocableLetterofCreditpayablebydraftatsight不可撤销的，凭即期汇票支付的信用证confirmedLetterofCredit保兑信用证documentaryLetterofCredit跟单信用证,9.Non-firmoffer虚盘，是外贸业务用语，一般没有有效期，没有约束力。以下短语都是表示虚盘的用语：subjecttoourfinalconfirmation以我方最后确认为准subjecttogoodsbeingunsold以货物尚未售出为有效subjecttopriorsale以先售为条件subjecttochangewithoutnotice不经通知可以改变anofferwithoutengagement(obligation)无约束性的报盘10.counter-offer还盘，是外贸业务用语，指受盘人对收到的报盘提出修改条件。该词可作动词或名词。Ifourofferisnotacceptable,pleasefaxyourbestcounter-offer.如果不能接受我方报盘，请发传真告知你方最好的还盘。Thepriceyoucounter-offeredisunreasonable.你方还盘价格不合理。,11.concludev.达成，缔结(条约等)；决定*BritainconcludedatradeagreementwithChina.英国和中国签署了贸易协定。*Oncethepricehadbeenagreed,adealwasquicklyconcluded.价格一经商定，交易很快就达成了。*WehaveconcludedatransactionwithABCCompanyonawidevarietyoflightindustrialproducts.我们与ABC公司就多种轻工业品达成了交易。conclusionn.结束，议定，结论*Theydecidedtobringthenegotiationtoaspeedyconclusion.他们决定尽快结束谈判。*Wehavecometotheconclusionthatitwouldbeunnecessarytoimportamachineatsuchahighprice.结论是没有必要进口价格如此高的机器。,12.validadj.有效的*Theoldpricelistisvaliduntilthe31August.旧价格单有效期至6月31日止。*TheL/CisvaliduptotheendofDecember.该信用证有效期至12月末。*Theofferisvalidforthreeweeks.该报盘有效期为三个星期。validityn.有效*Theagreementshallbecomenullandvoidautomaticallyuponexpirationofitstermofvalidity.本协议期满后自动无效。*Thetermofvalidityisoneyear.有效期为一年。,13.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。,KeystotheExercises,1.Translation:(1)财务状况(2)投标,出价(3)有竞争力的产品(4)欧洲主要港口(5)仅供参考(6)耐用消费品(7)全球配额(8)款式样品(9)促销材料(10)季节性价格调整(1)Technicalintensiveproducts(2)QualityasperBuyersSample(3)potentialmarket(4)quantitydiscount(5)competitiveproduct(6)brand(7)conditionalacceptance(8)currentprice(9)portofdestination(10)commodityprice,3.TranslatethefollowingintoEnglish(1)Weareinterestedinthecannedfoodinyourpricelist.Pleasesendusthecatalogueandtherelatedpricelist.(2)Asrequested,weareofferingbelow,subjecttoourfinalconfirmation.(3)Ifyouthinktheofferisacceptablepleasecableusimmediatelyforourconfirmation.(4)Asthemarketisinanupwardtendencywewouldadviseyouinyourinterestthatyouplaceanorderimmediately.(5)Weintendtopurchasewalnutmeat.Pleasequoteusyourlowestquotationbyindicationtheplaceoforigin,packing,specificationindetail,quantitysuppliableandtheearliesttimeofdelivery,(6)Ifyourqualityissatisfactoryandthepriceiscompetitiveinourmarketandtheweshallplaceregularorderswithyou.(7)Wehavetoemphasizethatthevalidityoftheofferisonlythreedayssincethevelvetinstockislimitedwhilethemarketdemandishuge.(8)WehaveaclientwhoisinterestedinHaierrefrigeratemadeinyourcountry.Pleaseofferusfor500setsonCIFNewYorkforAprilshipment.(9)ThanksforyourofferofMarch10butwearesorrytosayyourpriceistoohighandproposeyoucangiveus20%discount.(10)Duetothesluggishmarket,wewontreachthedealunlessyoucanreduceby4%ofyourprice.,(11)Qualityismoreimpo