Offer-and-quotationPPT课件VIP

,OffersandQuotations,Introduction,Afirmoffer(实盘)Afirmofferisadefinitepromisetosellgoodsatthestatedprices,usuallywithinastatedperiodoftime.Thetermsstatedinafirmofferisbindingonthesellersiftheyareacceptedbythebuyerswithinitsvalidity.Inafirmoffer,anexactdescriptionofthegoods,thetimeofshipmentandthemodeofpaymentshouldbeincluded.Anon-firmoffer(虚盘)Unlikeafirmoffer,anon-firmofferisnotbindinguponthesellers.Inotherwords,anon-firmoffercanbewithdrawnorchangedbythesellers.,Intheinternationalbusiness,offerscanbedividedintotwokinds:,Aquotationisnotan“offer”inthelegalsense.Itisjustanindicationofpricewithoutcontractualobligationandsubjecttochangewithoutpreviousnotice.,Thedifferencebetweenanofferandaquotation:,Anofferisaformalpresentationofthegoodstobesuppliedonthetermsspecifiedthereinforthebuyersacceptance.,1.Opentheletterbyexpressingthanksfortheinquiry,ifany.2.Explainthedetailsofbusinessconditions,suchasnameofcommodities,quality,quantity,specifications,unitprice,typeofcurrency,packingcondition,dateofdelivery,termsofpayment,discount,ect.3.Endtheletterinthewaythatencouragestheinquirerstoplaceanorderorgiveanearlyreply.,Asatisfactoryletterconcerninganofferorquotationcanbewritteninthefollowingway:,Warming-up,Therearetwokindsofoffers:Firmofferandnon-firmofferAfirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepteditcannotbewithdrawn.,Warming-up,Non-firmofferareusuallymadebymeansofsendingcatalogues,pricelist,andquotations.Itcanbeconsideredasaninducementtobusiness.,Non-firmOffer,subjecttoourfinalconfirmation以我方最后确认为准Wearenowmakingyouanoffersubjecttoourfinalconfirmation.,虚盘常用表达方式(4),现报盘如下，以我方确认为有效。,Non-firmOffer,withoutengagement此报盘无约束力Wearenowmakingyouthefollowingofferwithoutengagement.,现报盘如下，此报盘无约束力。,Non-firmOffer,subjecttothegoodsbeingunsold以货物未被售出为准Wearenowmakingyouaspecialoffersubjecttothegoodsbeingunsold.,我方向你方报特惠盘，以货物未被售出为准。,Non-firmOffer,subjecttopriorsale以先售为准Wearenowmakinganofferforair-conditionersasfollows,subjecttopriorsale.,我方现报空调盘如下，以先售为准。,Firmoffer,1.Wearenowmakingyouafirmofferfor10metrictonsofrice.2.Wearenowofferingyoufirmasfollows,现为你方报10公吨大米实盘。,现为你方报实盘如下。,Firmoffersvalidity,1.Wemakeyouthefollowingoffersubjecttoyourreplywithin10days.,现报盘如下，以你方在10日之内回复为有效。,Firmoffersvalidity,2.Wemakeyouanoffer,subjecttoyourreplyreachingusnotlaterthannoontimeOctober21Beijingtime.,现报盘如下，以你方在北京时间10月21日中午前回复为有效。,Firmoffersvalidity,3.Theofferisvalidfor3days.4.TheofferisvalidtillMarch15.,此报盘有效期为三天。,此报盘在3月15日以前有效。,Translation,现报1000打毛巾(towel)如下,以我方最后确认为准。上述报盘以我方最后确认为有效。,Wemakethefollowingofferfor1000dozentowelssubjecttoourfinalconfirmation.,Theaboveofferissubjecttoourfinalconfirmation.,Translation,按你方要求现报盘如下，以你方在北京时间3月14日下午2点以前回复为有效。我方茶杯报盘的有效期为5天。,Asrequested,wearenowmakinganoffer,subjecttoyourreplybefore2p.m.onMarch14Beijingtime.,Ourofferforteacupsisvalidfor5days.,SampleLetter,DearMr.Brown,Wearegladtoknowthatyou,oneofthebiggestsuppliersofteaintheUK,areinterestedinourproducts.Inordertoestablishalongfriendlybusinessrelationwithyou,wearenowmakingyouaspecialoffer.,Fordetails,pleaseseequotationsheet.WearesendingyouunderseparatecoverthesamplesofGreenTeaExtractandPorcelainTeaSetforyourreference.Weareconfidentthatyouwillbesatisfiedwithboththequalityofourproductsandtheircompetitiveprices.Weawaityourfavorablenews.Yoursverysincerely,CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsurance,Quantity,(1)重量(weight)公斤()公吨()长吨(longton)(1016kg)短吨(shortton)(907kg)(2)数量(number)件()双()套(),kilogram,metricton,piece,pair,set,Quantity,(3)长度(length)米()英尺()英寸()码()(4)面积(area)平方米(squaremeter,m2),meter,yard,foot,inch,Quantity,(5)体积(cubic)立方米(cubicmeter,m3)(6)容积(capacity)公升(liter)加仑（gallon）蒲式耳(bushel),dollar(美国)元US$(加拿大)元Can$(香港)元HK$(澳大利亚)元$A(新加坡)元S$(新西兰)元NZ$pound(英国)镑(或Stg)pound(埃及)镑LEpound(以色列)镑Ipound(黎巴嫩)镑LLpound(叙利亚)镑LSrouble(俄罗斯)卢布R(或Rub,Rbl),MajorWorldCurrencies,RenminbiYuan(中国)人民币，元RMB￥newTaiwandollar(中国台湾)新台币NT$yen(日本)日元￥won(朝鲜、韩国)元Weuro（欧盟国家）元peso(墨西哥)比索Mex$,UnitPrice,USD300permetrictonCIFSeatle价格条款的内容商品的单价通常由四个部分组成，即包括计价货币（如美元）、单位价格金额（如300）、计量单位（如公吨）和贸易术语（如CIF西雅图）例如：每短吨5600日元FOB横滨Yokohama,RMB5600pershorttonFOBYokohama,UnitPrice,这批大豆(soybean)的价格为惠灵顿（Wellington）成本加运费每长吨260美元。,ThepriceofthesoybeanisUS$260perlongtonCFRWellington.,美国货币,美国货币由美元dollar和美分cent组成，onedollar等于100cents。其纸币bill有一、二、五、十、二十、五十和一百美元等面值；硬币（coin）有一美分（或apenny）、五美分（或anickel）、十美分（或adime）和二十五美分（或aquarter）等。在数字前加$表示美元，如：$500表示五百美元；在数字后加C表示美分，如：50C表示50美分；表示由美元和美分组成的钱数时，常用$表示，如：$6.50。,英国货币,英国货币由英镑（pound）和便士（pence）组成，也分为纸币notes和硬币coins。纸币有面值五镑、十镑、二十镑和五十镑；而硬币，即金属货币有一便士、二便士、五便士、十便士、二十便士、五十便士和一镑等。100pence等于1pound。在数字前加表示多少英镑，如：800为800英镑；在数字后加P表示多少便士，如：5P表示五便士（penny的复数）；表示由英镑和便士组成的钱数时通常不说出pence，如3镑50便士可说成350或threepoundsandfifty。,TradeTerms,Packing,木箱（woodencase）板条箱（crate）纸箱（carton）麻袋（gunnybag)布袋（sack）（clothbag）塑料袋（plasticbag)牛皮纸袋（kraftpaperbag）,Packing,铁桶（irondrum）塑料桶（plasticdrum）木桶（cask）捆（bundle）包（bale）,Packing,aluminum-foil-linedcartons,pumpedoffairandfilledupwithnitrogen,bulkbepackedincartonsfixedwithfoamedplasticpadding25kg/carton,22kg/carton,20kg/carton,18kg/carton,Packing,Cigarettesaretobepackedintin-linedpaperbox.Pensarepackedinpaperboxes,10piecestoonebox.,香烟要用衬锡纸盒包装。,钢笔用纸盒包装，每盒装十支。,Packing,Walnutsaretobepackedindoublegunnybags,eachcontaining50kilos.Walnutsaretobepackedindoublegunnybagsof50kiloseach.,核桃要用双层麻袋包装，每袋装50公斤。,Packing,Pensarepacked12piecestoaboxand200boxestoawoodencase.,每12支钢笔装在一个纸盒里，每200个纸盒装在一个木箱里。,Packing,砂糖(granulatedsugar)要用塑料袋包装每袋重2.5公斤。所有纸箱都内衬塑料纸，保证绝对防水。,Thegranulatedsugarshouldbepackedinplasticbags,eachcontaining2.5kilos.,Allthecartonsarelinedwithplasticsheets,sotheyareabsolutelywater-proof.,Packing,每件衬衫要用塑料袋包装，每一打装一纸箱，每4个纸箱装1板条箱。,Eachshirtshouldbepackedinplasticbag,onedozentoacarton,4cartontoawoodencase.,Shipment,canbeshippedwithinonemonthafterreceiptoftheL/CThesegoodsshouldbeshippedwithinonemonth.请在一周之内装运。,能在收到信用证的一个月内装运。,这些货应在一个月内装运。,Pleaseship(thegoods)withinoneweek.,Payment,支付工具:汇票(billofexchange,draft)本票(promissorynote)支票()支付方式:汇付:信汇(M/T)电汇()票汇(D/D)托收:付款交单()承兑交单()信用证(),cheque/check,T/T,D/P,D/A,letterofcredit,L/C,Payment,byconfirmedirrevocableL/Cpayablebydraftatsight请用.方式付款。Pleasepayby.Pleasemakethepaymentby,Payment,请用信用证付款。我们要求付款方式为保兑的不撤销的信用证。,WerequestthepaymenttobemadebyconfirmedirrevocableL/C.,PleasemakethepaymentbyL/C.PleasepaybyL/C.,Insurance,for110%oftheinvoicevalue,按发票金额的110%投保。,keywordsandexpressions,在外经贸英语中表示“商品”，“货物”的词较多，要注意几个常用词的用法与区别：merchandise商品（总称，无复数形式）Themerchandiseisbeingstrictlyexamined.商品正在严格检验。goods货物（永远为复数，较普通用语）Thegoodsenquiredforareoutofstockforthemoment.所询货物暂脱销。article商品；货物(尤指某种具体商品。在报盘与销售合同中常以“Art.No.。”形式出现。,Offern.报盘（包括货名、规格、价格、船期、有效期等，通常和介词for,of或on连用）PleasemakeusanofferCIFLondonfor20metrictonsgroundnuts.请给我们一个20公吨花生伦敦到岸价格的报盘。Theofferisfirm(valid,good,open,foreffective,enforce)fortwoweeks.此报盘两周内有效。Ifyoucanoffer,pleasetelexus.你方如能报盘，请电传通知我们。Weofferyoufirmsubjecttoreplyhereby10a.m.,Tuesdayourtime.兹报实盘，以我方时间星期二上午10时以前复到为准。Weoffersubjecttoourfinalconfirmation.我方报盘以我方最后确认有效。,Toacceptoffer接受报盘Toconfirmoffer确认报盘Toentertainoffer考虑报盘Toextentoffer延长报盘Towithdrawoffer撤回报盘Packageoffer一揽子报盘,stockn.1.存货；现货Thesearetheonlystocksavailable。这些是仅有的存货。Wedonthaveanystockofthebicyclesasyourequired.我们没有你要的那种自行车现货。2.股票；证券Sheownssomestockinthatcompany.在那个公司她有些股份。Isthereanystockexchangeinyourarea?你们那儿有没有证券交易所？AmericanstockhasbeengoingdownsincetheattackoftheWorldTradeCenter.自世贸中心被袭以来，美国股市一直在下跌。,3.常用搭配supplyfromstock供。现货Wecansupplythisquantityfromstock.我们可供这个数量的现货。haveinstock有。现货Wedliketoplacerepeatordersifyouhavealargequantityofriceinstock.如大米存货丰实，我想续订。outofstock脱销Blacktea,firstgrade,isoutofstockatpresent.一级红茶现已脱销。,Replyn.答复（后接介词to）Inreply,wewouldliketoobservethatwecannotdobusinessonyourconditions.我们不能按你们的条件进行交易，此复。Weexpecttogiveyouadefinitereplythisweek.我们预计在本周内的后几天给你一个确切的答复。inreplyto=inanswertoThisisinreplytoyourletterofAugust25.兹复8月25日来函。Inreplytoyourenquiryof22ndAugust,wearesendingyoutodayacopyofpricelist.兹答复你方8月22日的询价，我方今天已寄出价目单一份。,referencen.谈及；关于withreferenceto。;inreferenceto。;Referenceismadeto。常置于句首，表示“关于”。如：Withreferencetoourusualpaymentterms,wecandootherwisethanL/Catsight.关于通常的支付条件，我们除即期信用证外也接受其他做法。foryourreference供你方参考Weattachheretoourenquirylistforyourreference.兹附询价单一纸供你方参考。Weshallappreciateitifyouwillsendsomeup-to-datepatternsforourreference.如能寄一些最新的款式作参考，将甚为感激。,Effect1)v.完成，实现，达到（目的等）Insuranceistobeeffectedbythebuyer.由买方投保。Wehopeyouwilleffectshipmentatyourearliestconvenience.希望你方尽早装运货物。2）n.结果，效应，效果，作用；法规等生效；意义，要旨；实施Thisagreementwillcomeintoeffectassoonasitissigned.本协议已经签字立即生效。ThisregulationwilltakeeffectbeginningfromMay1.本条例自5月1日开始生效。Wehavereceivedfromourbuyeralettertotheeffectthatheisstillwaitingfortheimportlicence.收到买主来信，大意称他仍在等待进口许可证。,Entertainv.,1)接受Wearetooheavilycommittedtobeabletoentertainfreshorders.我们承担太重，不能再接受新订单。2）考虑Weshallbegladtoentertainanyconstructivesuggestionyoumaymake.我方将乐于考虑你方可能提出的任何建设性的建议。,Subject1)adj.（和介词to连用）A.易受的，使遭.的Perishablegoodsaresubjecttodamageintransit.易腐烂的货物在运输途中容易损坏。B.须经的，有待于的Theabovepricesaresubjecttofluctuationsofthemarket.上述价格得随行就市。,2)adv.在条件下，以为条件，只要（和介词to连用引导状语短语）Weoffer100m/tonsBitterApricotKernelsatRMB100CIF,promptshipment,subjecttoourcableconfirmation.兹报盘即其装船苦杏仁100公吨，每公吨到岸价人民币100元，以我方电报确认为有效。3）n.主题Whileonthesubjectofagency,wewouldaskyoutogiveusanapproximateestimateofthevolumeofbusinessyouexpecttodoannually.在谈代理问题时，请告知你们预期每年可成的交易额的约计数。4）a.交出，提出WewillsubjectyourproposaltotheconsiderationofourHeadOffice.我们将把你们的建议报我总公司考虑。b.使遭受Thisoversightonyourparthassubjectedustoagreatdealoftrouble.你方的疏忽给我们带来了很大麻烦。,Invoice,1)n.发票AtwhatpricecanyourepeatInvoiceNo.335ofMay10.你们可以按设么价格找5月10日第335号发票再卖给我们一次货。2)v.开发票Youmayinvoicethegoodsatcontractpricelesscommission.你可以按合同价格除去佣金开发票。,incompliancewithincompliancewith按照，依照Incompliancewithyourrequestof,wehaveamendedtherelativeL/Ctoallowtransshipment.按照你方的要求，我方已修改有关信用证允许转船。IncompliancewithourtermsofpaymentintheSalesContractNo.088,pleasesendusyourL/Conemonthprecedingthedateofshipment.按照我们第No.088号销售合同的支付条款，请在装运日期前一个月寄来信用证。,常用表达句型(1)WethankyouforyourquotationofMay20andnowplaceanorderwithyouforthefollowingitems.谢谢你方5月20日的报价，现向你方订购下列商品。(2)WearepleasedtoplacethefollowingorderswithyouifyoucanguaranteeshipmentfromShanghaitoSingaporebyOctober9.若你方能保证在10月9日以前将货物由上海运至新加坡，则我方乐于向你方订购下列货物。(3)InreplytoyourletterofMay10quotingusthepricesofsoybeans,weplaceatrialorderasmentionedintheenclosedsheet.现回复你方5月10日大豆报价函，试订购如所附订单。,(4)Wearepleasedtofindthatyourmaterialsappeartobeoffinequality.asatrial,wearedelightedtosendyouasmallorderfor2,500dozenRubberShoes.我们对你方的产品质量和价格均感满意，现寄去试订单，请供应现货。(5)Wearegladtoconfirmourfaxorderdispatchedthismorningasfollows:我们很乐意确认今天早上传真订单如下：(6)Wehavereceivedyourcatalogueandpricelist,andnowweorderthefollowinggoodsatthepricesnamed.一收到你方目录和价格单，现按所示价格订购下列货物。(7)Thankyouforyourquotationforbicycles,butweregretthatwehavetoplaceourorderelsewhereasyourpricesaretoohighforthismarket.谢谢你方自行车报价，但遗憾的是，你方价格对此市场来说过高，我们不得不向别处订购。,执行订单Fulfillmentoforders(1)WehavereceivedyourorderNo.751anditwillbeexecutedtoyoursatisfaction.我们已收到你方751号订单，订单的执行将使你方满意。(2)Pleasedbeassuredthattheorderwillbepunctuallyfulfilled.请放心，我们将准时运交你方所订的货物。(3)Yourorderisreceivingourimmediateattentionandwewillkeepyouinformedoftheprogress.我们正在迅速处理你方订单，并将随时告知你方进展情况。,确认与合同ConfirmationandContract,(1)Wecannotbutcancelthecontractsinceyouhavefailedtimeandagaintofulfillyourpartofthecontract.由于你方未能及时地履行合同，并且部分重复履行合同，我方只能取消合同。(2)Wedohopethesuccessfulresultofthiscontractwillleadtofurthercooperationandbusinessbetweenus.我们真的希望这次合同的圆满执行能给我们带来进一步的合作和业务。(3)Pleaseseetoitthatthestipulationsintherelevantcreditarestrictlyinaccordancewiththetermsstatedinthecontract.请注意信用证中的规定一定要完全和合同中的条款相一致。,(4)Wehopeyouwilltakeyourcommercialreputationintoaccountandexecutethecontract.我们希望你方要考虑一下商誉，并去执行合同。(5)Imverygladthatthroughourmutualefforts,ournegotiationhascometoasuccessfulconclusion.我们非常高兴经过我们双方的努力，我们的谈判终于有了一个圆满的结果。,Sample1DearSirorMadam:WehavejustreceivedyouremailaboutcontracttermsdatedJuly3.Alltheothertermsareacceptedexceptarbitrationterms.Wethinkthatitsbettertosubmitourarbitrationcasetoanorganizationinathirdcountryifanydisputesarise.Ofcourse,itisnotnecessarytosubmitacasetoarbitrationaslongasourtwopartiescandiscussthematterinafriendlymanner.Butitisbettertomakethestipulationscompletebeforewesignthecontract.Welookforwardtoyourpromptreply.Bestwishes,我们已经收到你方7月3日关于合同条款的邮件。除了仲裁条款，其他的条款都能接受