外贸英语函电课件：Chapter04 Offers and Quotations

1、Chapter Four Offers and QuotationsWords and Phrasesvdealervpromising marketvmoderately pricedvin triplicate / duplicatevto place a order withvselective buyervallow/grant/give discountUseful setencesv请寄给我们一份带插图的商品目录和报价单v请告知我们最早的装船日期。v如果贵方价格合理，我们可能向你们大量订货v所报价格需包括到东京的保险和运费。Making an offer or a quotatio

2、n is a most important step in negotiating an export transaction.An offer is a promise to supply goods on the terms and conditions stated, while a quotation is merely a notice of the price of certain goods at which the seller is willing to sell. Section One Introduction Notesoffer 报价firm offer 实盘to t

3、he effect that 大意为draw ones attention to 引起某人注意confirmation 确认counter-offer 还盘quotation sheet 报价单validity period 有效期Offer A satisfactory quotation usually includes:1. An expression of thanks for the enquiry2. Details of product, price, discount and payment terms.3. a statement or indication of what

4、the prices cover(insurance, freight, etc.)4. Date of delivery / Time of shipment5. Vailidity period of the quotation6. an expression of hopes for an order.How to reject an offerThe letter of rejection should cover the following points:1.Thank the seller for his offer.2.express regret at inability to

5、 accept3.make a counter-offer if, in the circumstance, it is appropriate;4.suggest other opportunities to do business together.quotationInculde content: Name of goods, quality or specifications, quantity, unit price and price terms, discounts and their conditions,terms of payment, time of shipment/d

6、elivery, package.Sample of a Quotation SheetSpecimen 1 P62Comments: This letter is an offer for light-weight raincoats. In order to get favorable price the writer states that if the price is competitive, they will place regular orders, which is a very good method to get the best price.Noteslight-wei

7、ght 轻便range 系列place regular orders with/before sb. 向某人长期订购 stress 强调mass-produced goods 大众化产品Section TwoSpecimen Letters Specimen 2 P63Comments:This is a reply to Specimen Letter 1 and the writer is convinced that the price offered is the best price. In the letter the writer answer in detail all the

8、 questions he has got from the coming letter.vNotes：v1 warm climate暖热气候v2 tropical countries热带国家v3 repeated orders重复订购v4 be specially treated特殊处理v5 excessive condensation 过多的水汽v6 irrevocable L/C不可撤消v7 at sight即期v8 be subject to 须经为有效v9 pamphlet小册子v10 for ones reference供某人参考Specimen 2 P63vbe speciall

9、y treated 经过特殊处理的The package has been specailly treated to withstand rough handling during loading and unloading.vfinal confirmation 最终确认Any changes to the order is subject to our final confirmation.Specimen 3 P64CommentsIf the products are not handled by your company, you should pass the letter to

10、the company in question and then tell them the matter immediately so as to show that your company is reliable.Notesv1 Eiderdown Pillows 羽绒枕v2 passed on to 转交v3 get in touch with 联系v4 sister corporation 兄弟公司Language point1.对询价表示感谢vThanks for your enquiry for.2. Enquiry 询盘，询价An enquiry for sth. 我们已收到贵

11、方对我自行车的询盘。十分抱歉所询商品目前无货。3. 转交 pass on. to Your letter of March 12 has been passed on to us by our sister company in Shanghai.贵方在3月12日的来函已经由我方兄弟公司转交4. 兄弟公司 sister companyvSubsidiary companies vPartner companyUseful sentencesvWe should be pleased if you send us your best quotations.vIt gives us much pl

12、easure to send you the catalogue asked for in your letter of 10 March.vWe regret to inform you that we are not in a position to cover you need for the captioned goods.Useful sentencesvPlease be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change with

13、out previous notice.Translationv我们的报盘三天有效。v报价单中所有价格以我方最终确认为准。v我们所报的价格是成本加运费和保险费价格Spcimen 4 P64Comments This is a simple offer. It is made in reply to an enquiry for Green Beans. We should always keep in mind that punctuality is very important. On receiving an enquiry by letter or telex or fax or ema

14、il abroad, we should at once give a reply or make an offer for the goods enquired for.Notes2006 Crop 2006年产量second-hand gunny bag 旧麻袋Language point1.对询价表示感谢vThanks for your letter of.2. 2010年产 2010 CorpExpriring date; valid until.Best before; Use by3. M be subject to 以.为准，以.为有效报价单中所有价格以我方确认为准。该报盘以你方

15、本月底前回复为有效。Firm offer and non-firm offer讨论：实盘和虚盘的区别？1.With engagement Vs. Without engagement2. Inculde clear and concrete content (product details, trade terms and conditions)3. Valid dateExercise: Firm offer or non-firm offer?1.We are making you an offer without engagement as following.2.The offer i

16、s firm subject to our receipt of your reply within 10 days.3. The offer is subject to the goods being unsold on receipt of your order.4. We trust the above offer will be acceptable to you and await with keen interest your trial order.Specimen 5 P65CommentsThis letter is not so good in conciseness. F

17、or example, “This offer is firm subject to your immediate reply that should reach us not later than the end of this month.” It should be changed into “This offer is firm subject to your reply here not later than the end of this month”. Notes1 as per confirmation copy enclosed如所附抄件2 be in a position

18、to do 可以做3 Stg. Sterling英镑4 in our favor以我方为受益人5 lapsed过期Language point1. 可以做. (be able to do)vbe in a position to do We are in a position to make an offer of red tea from stock.2. 如所附抄件As per confirmation copyas per: in accordance with/ according toas per the earlier agreement, Hero Honda was not a

19、llowed to export bikes.3. 以我方为收益人 in our favorSpeimen 6 P66Comments This is a firm offer. In the second paragraph, the seller draws the attention of his customers to other products likely to interest him with a view to expanding business.Notes1 Flax Waste废亚麻2 admixture not exceeding 15% 杂质含量不超过15% 3 lbs 磅4 unchanged at the level last quoted 按上次报价未变Specimen 7 P67CommentsIn this letter, the writer gives details of the offer in order to get the trial order.Notes1 As requested 根据要求2