外贸函电Unit 5

.,Unit5,OFFERSANDCOUNTER-OFFERS,.,Anofferisaproposaltogiveordosomething.Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.Inanycase,thepersonwhomakestheofferisanofferor（要约人）andthepersontowhomtheofferismadeisanofferee.（受要约人）,.,Anofferofgoodsisusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoenquiries.,.,Offersandcountersareimportantstagesindoingbusinessbecauseoncetheyareacceptedtherewillbecontracts.,.,offer:,1.报实盘的句型：实盘是有有效期的，一般用Subjectto+date表示。1)n.makesomebodyafirmoffersubjecttoyourreplyreachingus+date.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2005.2)n.makesomebodyafirmofferonCIF/FOB/CFRbasis,subjecttoyourreplyreachingus+date.WearemakingyouafirmofferonCIFVancouverbasissubjecttoyourreplyreachingusbeforeSeptember30.,.,2.的报盘:offerof/for/onsomethingMaywehaveyouroffersfortheitemslistedinyourcatalogue?3.Offerofsomething:数量的报盘；的报盘Weareworkingonyourofferof1,000tonsofchemicalfertilizer.4.表示报盘有天的有效期Theofferisfirm/valid/open/goodfordays.Thisofferisfirm/valid/open/goodfor5days.,.,Vt.1.offersomebodysomethingatprice+thetradeterm(CIF/CFR/FOB)timeofshipment,termsofpaymentbyL/C,D/P,D/A,etc.Weofferyou2,000dozenMensShirtsatUS$54perdozen,net,CIFNewYork,shipmentAugust,termsofpaymentbyanirrevocableL/C.2.Offersomebodyfirmsomethingatprice以的价格向某人报某物的实盘Weofferyoufirm3,000metrictonsofchemicalfertilizer.3.offersomebodysomethingFOB,CIF,etc.Pleaseofferus2000dozenwomensblousesFOBDalian.,.,Vi.Offerfirmfordays.报实盘，有效期天Weofferfirmfortendays.,.,Specimenletters1,Dearsirswehaverecentlyreceivedanumberofenquiriesforyourlight-weightraincoatsandhavegoodreasontobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive.,.,Fromthedescriptioninyourcataloguewelearnthatyour“D.D.”rangeistheonemostsuitablefortheseclientsandshouldbegladifyouwouldsendusyourquotationsformensandwomenscoats,inbothsmallandmediumsizes,deliveredC.I.F.Kuwait.,.,Providedpricesareright,weshouldplaceafirstorderfor400raincoats,namely100raincoatseachofthefourqualities.Shipmentwouldberequiredwithinfourweeksoforder.Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass-producedgoodsatpopularprices.,.,Provided(that)(=providing):oncondition(that),ifWecanplaceanorderwithyouprovidedyouallowus5%discount.Weacceptyourofferprovided(that)shipmentismadeinthefirsthalfoftheyear.WecanensurethesupplyofgoodsinMayprovidingyouopenyourL/Contime.,.,Specimenletters2,DearsirsThankyouforyourletterof15thJune.Wearegladtolearnoftheenquiriesyouhavehadfromyourcustomersforourraincoats.OurD.D.rangeisparticularlysuitableforwarmclimates,andduringthepastyearswehavesuppliedthisrangetodealersinseveraltropicalcountries.Frommanyofthemwe,.,havealreadyhadrepeatorders,insomecasesmorethanone.Thisrangeispopularnotonlybecauseitislightinweight,butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface.,.,Forthequantitiesyoumentionwearepleasedtoquoteasfollows:“D.D.”Raincoats100mensmediumUSD13.00eachUSD1300.00100menssmall12.75each1275.00100womensmedium12.75each1250.00100womenssmall12.25each1225.00NetC.I.F.KuwaitUSD5050.00Terms:ByL/Catsight,.,Shipment:within3-4weeksofreceivingtheL/CThisquotationissubjecttoourfinalconfirmation.Wefeelyoumaybeinterestedinsomeofourotherproductsandenclosesomedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers.Welookforwardtoreceivingyourorder.,.,Subjectto:以为准Theplanmaychangesubjecttotheweather.Anychangetotheorderissubjecttoourfinalconfirmation.Theofferissubjecttoourfinalconfirmation.,.,Specimenletters3,DearsirsThankyouforyourletterofJune25offeringusyourD.D.”brandraincoats.Tobecandidwithyou,welikeyourraincoats,butyourpricesappeartobeonthehighsideascomparedwiththoseofother,.,makes.Itisunderstoodthattoacceptthepricesyouquotedwouldleaveuslittleornomarginofprofitonoursales.AsyouknowKuwaitisadevelopingcountry;itsprincipaldemandisforarticlesinthemediumpricerange.Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethis,.,opportunitytoconcludesometransactionswithyou.Wewould,therefore,suggestthatyoumakesomeallowance,say10%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.,.,Foryourinformation,someparcelsfromHongkonghavebeensoldhereatamuchlowerprice.Wehopeyouwillconsiderourcounter-offerfavourablyandletushaveyouracceptancebytelex.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf.,.,make:n.制造,牌子，类型，式样amachineofChinesemakeThiswatchhasgonewrong.Ishouldhaveboughtabettermake.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.,.,margin:盈余，毛利grossmargin毛利；Weoperateonsmallmargins.marginofprofit利润空间anarrowmarginofprofit微利Ourmarginofprofitisverylimited,thereforeweareunabletogiveyoufurtherdiscount.leavesblittlemarginIfwegiveyouanother5percentdiscount,itwillleaveuslittlemarginonoursales.,.,SpecimenLetter4,DearSirs,ThankyouverymuchforyourenquiryofApril1forour100%CashmereSweaters.WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30,2005:MenslargeUS$50.00perpiecedittomediumUS$48.00perpiecedittosmallUS$45.00perpieceWomenslargeUS$47.00perpiecedittomediumUS$45.00perpiecedittosmallUS$43.00perpiece,.,TheabovepricesarebasedonCIFVancouverbasisnet.Payment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Shipment:June/July,2005providedtheL/Creachestheselleronemonthbeforethetimeofshipment.Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality.Theyarejustwhatyouwantforthefashionabletradelikeyours.Theywillappealtodiscriminatingbuyers.,.,Wehavereceivedsomerepeatorders.Ourfactoriesarefullycommittedformonthsahead.Wesuggestyouplaceanorderassoonaspossible.Wearelookingforwardtohearingfromyousoon.Yoursfaithfully,.,commit:vt.承担，承诺义务commitoneself使.承担（某种义务)tobeheavilycommitted=tobefullybooked订货已满Weshalldoourbesttoadvanceshipmentbutwecantcommitourselves.Forthetimebeing,wecannotcommitourselvestoanyneworders.Asweareheavilycommitted,wearenotinapositiontotakeanyneworders.TheWorldBankiscommittedtohelpdevelopthenationaleconomyofdevelopingcountries.,.,placeanorder:订货placeanorderwithsomebodyforsomethingTheyhaveplacedanorderwithusforbicycles.repeatorder续订货物initial/firstorder首批订货purchaseorder定货单quantity/largeorder大量订货,.,SpecimenLetter5,DearSirs,ThankyouforyourletterofApril7,inwhichyouofferedus100%CashmereSweaters.Regrettably,weareunabletoacceptyourofferasyourpricesaretoohigh.Weoperateonsmallmargins.Itmeansheavylosstoustoacceptyourprices.WealsohavesimilaroffersfromKoreanmake.Theyare25%lowerthanyours.Welike,.,thequalityanddesignofyourproducts.Weacceptthatthequalityofyourproductsisbetter,butitdoesnotjustifysuchalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say20%,onyourprices.Otherwisewehavetodeclineyouroffer.Wehopeyouwillconsiderourcounteroffermostfavourablyandletushaveyourreplysoon.YoursfaithfullyAacceptthat;acceptdoingortodosomething.Iacceptthattheaircrafthasnochoicebuttocrashintothesea.,.,Specimenletters6APriceconcession,DearSirsWearesorrytolearnfromyourletterofApril14thatyoufindourofferof100%CashmereSweaterstoohightobeacceptable.Wealwaysdoourbesttomakeourcustomerssatisfied.However,thereisnotmuchroomtomakefurtherreductiononourprices.Thefactthatotherbuyersarebuyingfreelyatourpricesistheevidencethattheyarenotexcessive.Besides,wearesurethatourcompetitorscannotmatchourpriceandquality.,.,However,inordertomakethebusinesspossible,wearepreparedtoofferyouaspecialdiscountof5%ifyourorderexceedsUS$10,000.Thisisthebestwecando.Wehopethisnewofferwillenableyoutoplaceanorderwithus.Wearelookingforwardtoyourearlyreply.YoursfaithfullyChinaNationalImportandExportCorporation,.,room:u.n.+for:余地，理由Thereisnoroomfordoubt.Thereseemssomeroomfornegotiation.Theresroomforimprovementinhiswork.Theyhavegivenmenobargainingroom.,.,reduction:减少，降低areductionin/onthepriceofsomething某物价格的下降pricereduction减价Therewasaslightreductioninthepriceofoil.Thereisa10%reductiononthepriceofspringclothes.,.,exceed:begreaterthan比大，超过Supplyexceedsdemand.供大于求exceedonesauthority越权Exportexceedsimportby3milliondollars.,.,SpecimenLetter7Decliningacounteroffer,DearSirsRe:Yourcounterofferofour100%CashmereSweatersThankyouforyourletterofApril22.Wearesorrytolearnyoufindourpricestoohigh.,.,Althoughwewouldliketodobusinesswithyou,weareverysorrythatweareunabletoentertainyourcounteroffer.Ourpricesarecarefullycalculated.Wehaveeventakenquantityordersintoconsideration.Wehavetopointoutthatwehavereceivedalotofordersfromotherbuyers,whichshowsthatourpricesarereasonable.,.,Atpresent,themarketfor100%CashmereSweatersisstrongwithupwardtendency.Itisnotlikelythatanysignificantchangewilltakeplaceintheforeseeablefuture.Itisinyourinteresttoplaceanorderwithusassoonasyoucan.WealsohaveCashmereSweaters,50%cashmere/50%wool.Theyareofthesamedesignbutmuchcheaperthan100%CashmereSweaters.,.,Weareenclosingourpricelistforsuchsweaters.Ifyouareinterested,pleaseletusknow.Wearelookingforwardtoreceivinganorderfromyou.YoursfaithfullyChinaNationalImportandExportCorporation,.,entertainonesoffer:打算考虑某人的报盘entertainv.准备考虑Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable.TheywouldnotentertainanypricelowerthanRMB￥1200perton.,.,take(something)intoconsideration:考虑到，顾及Ivealreadytakeneverythingintoconsideration.inonesinterest/intheinterestofsomebody为了.的利益Itisinyourinteresttoacceptourpricenow.Itisinyourinteresttosettlethedifferenceinpaymenttermsassoonaspossible.Itistoourinteresttoclosethedealassoonaswecan.,.,Languagesummary,Howtodescribeyourproducts1.Ourdesigniselegantandworkmanshipissuperior.2.Becauseoffinequalityandattractive/uniquedesignsofourproductstheyareagoodvalueforthemoney/price.3.Theyaresellingwell/verypopularintheNorthAmericanmarkets.,.,4.Thisisamustforeveryhousehold.5.Thequalityofothermakesdoesnotmeasureuptothatofourproducts.,.,TalkingaboutpriceWehavecutthepricestotheminimumandourgoodsareunobtainableelsewhereatourrates.Ourpricesarefarmorecompetitivethanthoseofourrivalcompanies.3.Wehavemanagedtomaintainthepresentpricedespitetheincreasedcostofrawmaterials.,.,4.ThoughpriceshavegoneupsteadilysinceJanuarywehavemanagedtokeepourquotationdown.5.Thereisnoroomtomakeanyfurtherreductioninpricesaswehavealreadycutthemtoabsoluteminimum.6.Yourbidisoutoflinewiththecurrentmarketprice.,.,7.Weregrettosaythereisnopossibilitytocutthepricetotheextentyouindicated，i.e.%.8.Ifyoucannotbringdownthepricetothemarketlevel,weshallhavetoswitchourrequirementstoothersuppliers.,.,Howtojustifyyourprice,Ifyouareaseller:makeapriceconcessiononconditions2.talkaboutthecostofmaterials,therisingmarket,theordersfromothersourcestoshowyourpriceisreasonable.,.,Ifyouareabuyerandwanttoaskforpricereduction:Pointoutthedecliningmarket2.offersfromothersuppliersBoththebuyerandthesellershouldbepersuasiveandflexibleintheirnegotiation.Theyneedtofindacommonground.Sometimesasubstitutemaybeawayout.,.,Encouragingorders:Wehopeyouwillletushaveyourorderbeforefurtherrisesincostsmakepriceincreasesunavoidable.2.Allyouneedtodoistofillintheorderformanddropitintoamailbox/faxusimmediately.,.,Howtomakeanoffer,1.Whenmakinganofferinresponsetoanenquiry,beginbyshowingappreciationforandmakingsummaryoftheenquiryincludingthenecessarydetailssuchasthedateoftheenquiryandthecommodityenquiredfor.2.Givedetailsoftheofferincludingprices,tradeterms,termsofpayment,shipment,discountonbulkpurchase,etc.Thefirmoffershouldhavevalidity.,.,3.Youmayencouragethebuyertomakeaquickdecisionbytalkingaboutthemarketandthesupplysituation,thequalityoftheproduct,andapossibleincreaseofthepriceinthenearfuture.4.Endtheletterwiththehopeforanorderorareply.,.,Makingvoluntaryoffer,1.Thevoluntaryoffershouldcometothepointdirectly.Therefore,youmaybeginbytellingyourreaderwhyyoumaketheoffer.Astheofferismadetoanoldcustomer,youshouldmakeyourlettersoundwarmandhuman.Itisagoodideatorefertopreviousbusiness.,.,2.Maketheofferattractive.Youmayoffersomefavourabletermsthatarehardtoobtain:largerdiscount;guaranteedshipment;betterafter-salesservice,etc.3.Endtheletterbyurgingthebuyertoplaceanorder.,.,Translationexercise,1.我们给你们报的是最低价格，以这个价格我们已经与其他客户做了许多交易。2.我们昨天给你们发了传真，报2000公斤花生，10月份装船。3.你方必须降价5%，否则没有成交的可能。4.我们认为你们的价格与我地的市场行情不符。5.我们向你们报1000台彩色电视机的实盘，以你方的答复3月10日前到达我方为准。6.行