unitfouroffer

1、offer1 Aims to obtainUpon completion of this unit, the students will:be aware of the difference between firm offer and non-firm offer and grasp their relative expressionsbe familiar with the terms and conditions frequently used in an offerknow some basic principles as to how to name prices.be able t

2、o make an offer in the form of quotation外外 贸贸 函函 电电2Leading InOffer An offer is the expression of the wishes of the seller to sell particular goods under stated terms (including quality, prices, time of shipment, terms of payment etc.). The person making the offer is called “offeror”报盘人, while the p

3、erson receiving the offer is called “offeree受盘人” In international business, offers can be divided into two kinds: firm offer and non-firm offer.外外 贸贸 函函 电电3 Structure of an offer An expression of thanks for the inquiry you have receivedInforming them of the detailed terms and conditions about the su

4、pplied commodities, such as names, quality, quantity, specifications, price terms, discounts, terms of payment, packing and delivery date etc.Informing them of the validity of the offer (for firm offer)Expressing your sincere expectation of receiving their orders 外外 贸贸 函函 电电4Expressions used to indi

5、cate a Non-firm Offersubject to our final confirmation以我方最后确认为准We are now making you an offer subject to our final confirmation.现报盘，以我方最后确认为有效。外外 贸贸 函函 电电5without engagement 此报盘无约束力We are now making you the following offer without engagement.现报盘如下，此报盘无约束力。外外 贸贸 函函 电电6subject to the goods being unsol

6、d 以货物未被售出为准We are now making you a special offer subject to the goods being unsold.我方向你方报特惠盘，以货物未被售出为准。外外 贸贸 函函 电电7subject to prior sale 以先售为准We are now making an offer for air-conditioners as follows, subject to prior sale.我方现报空调盘如下，以先售为准。外外 贸贸 函函 电电8现为你方报10公吨大米实盘。We are now making you a firm offer

7、 for 10 metric tons of rice.现为你方报实盘如下。We are now offering you firm as follows,91.We make you the following offer subject to your reply within 10 days.2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 3. The offer is valid for 3 days.4. The o

8、ffer is valid till March 15. 外外 贸贸 函函 电电Firm offers validity10Warm-up expressionscounter-offer offerer offeree offer list/book offering period Lump块状 offer bid 投标出价还盘，还价 报盘人 受盘人 报价单 报价日 综合报盘（针对两种以上商品）递价；出价；递盘（由买方发出） 外外 贸贸 函函 电电11 发盘就是发价或报价， 在法律上称为要约。“凡向一个或一个以上的特定的人提出的订立合同的建议， 如果其内容十分确定并且表明发盘人有在其发盘一旦

9、得到接受就受其约束的意思， 即构成发盘。” 发盘可由卖方提出，也可由买方提出， 因此，有卖方发盘和买方发盘之分。 后者习惯上称为递盘。(bid) 12Sample letterDear Mr. Brown,Wearegladtoknowthatyou,oneofthebiggestsuppliersofteaintheUK,areinterestedinourproducts.Inordertoestablishalongfriendlybusinessrelationwithyou,wearenowmaking you a special offer.Fordetails,pleasesee

10、quotation sheet.外外 贸贸 函函 电电13Wearesendingyouunder separate cover(在另函中在另函中)thesamplesofGreenTeaExtractandPorcelainTeaSetfor your reference.Weareconfidentthatyouwillbesatisfiedwithboththequalityofourproductsandtheircompetitiveprices.Weawaityourfavorablenews. Yoursverysincerely,外外 贸贸 函函 电电14Language Po

11、ints 报盘、还盘是贸易中价格交锋的重点。各种不同的报盘表达法: 1. Were willing to make you an offer at this price.我们愿意以此价格为你报实盘。2. We can offer you a quotation based on the international market. 我们可以按国际市场价格给您报价。 外外 贸贸 函函 电电153. Well give you the official offer next Monday.下星期就给您正式报盘。4. I came to hear about your fertilizer offer

12、. 我来听听你们有关化肥的报盘。 5. My offer was based on reasonable profit, not on wild胡乱地 speculations.投机买卖我的报价以合理利润为依据，不是漫天要价。外外 贸贸 函函 电电16 6. Let me make you a special offer. 我给你一个特别优惠价。7. This offer is competitive and based on an expanding market 此报盘着眼于扩大销路而且很有竞争性。 8. The offer is good until 5 oclock p.m. June

13、 23, 2005, Beijing time. 报价有效期到2005年6月23日下午5点，北京时间。外外 贸贸 函函 电电179. All prices on the price lists are subject to our approval.报价单中所有价格以我方确认为准。10.Our offers are for 3 days. 我们的报盘三天有效。11. We prefer to withhold quotation at this time.我们宁愿暂停报盘。外外 贸贸 函函 电电18CommoditySpecificationQuantityUnit PricePackingS

14、hipmentPaymentInsurance外外 贸贸 函函 电电 Zhejiang Caiyunjian Tea Co., Ltd. 报报 价价 单单 QUOTATIONTo: Global Tea 日 期 Bags (Pvt) Ltd Date M ay 8, 2004 兹 报 供 下 列 商 品 , 均 以 我 方 最 后 确 认 为 准 Thefollowingarticlesarequotedsubjecttoourfinalconfirmation:品 名 Commodity 规 格 Specification 数 量 Quantity 单 价 Unit Price G reen

15、 Tea Extract Porcelain Tea Set Model No. 8901 Model No.TS001 M inimum order 2000kg. 2000 sets CIF Liverpool Stg.15 per kilo Stg.15 per set 包 装 PACKING: aluminum-foil-lined cartons, pumped off air and filled up with nitrogen, bulk be packed in cartons fixed with foamed plastic padding 25kg/carton, 22

16、kg/carton, 20kg/carton, 18kg/carton 装 船 期 SHIPMENT: can be shipped within one month after receipt of the L/C 付 款 方 式 PAYMEN T: by confirmed irrevocable L/C payable by draft at sight保 险 IN SURAN CE: for 110% of the invoice value 有 错 当 查 E.& .O.E.19Quantity (1) (1) 重量重量(weight)(weight)公斤公斤 ( (kilogram

17、 ) )公吨公吨 ( (metric ton ) ) 长吨长吨 (long ton)(long ton)(1016kg) 1016kg) （英国常用）（英国常用） 短吨短吨(short ton)(short ton)(907kg)907kg)（美国常用）（美国常用）(2) (2) 数量数量(number)(number)件件 ( (piece ) ) 双双( (pair ) ) 套套 ( (set ) ) 打打(dozen(dozen）外外 贸贸 函函 电电20Price TermsUS$300 per metric ton CIF Seattle 每公吨300美元CIF西雅图每短吨5600日

18、元FOB横滨 Yokohama JPY 5600 per short ton FOB Yokohama每打20美分旧金山到岸价 USD 0.2 per dozen CIF San Francisco外外 贸贸 函函 电电21Price TermsUS$300 per metric ton CIF Seattle 每公吨300美元CIF西雅图每短吨5600日元FOB横滨 Yokohama JPY 5600 per short ton FOB Yokohama每打20美分旧金山到岸价 USD 0.2 per dozen CIF San Francisco外外 贸贸 函函 电电22Packing木箱

19、（木箱（wooden case） 板条箱（板条箱（crate） 纸箱（纸箱（carton）麻袋（麻袋（gunny bag)布袋（sack）（）（cloth bag） 塑料袋（塑料袋（plastic bag)牛皮纸袋（kraftpaper bag） 外外 贸贸 函函 电电23Packing铁桶（铁桶（iron drum） 塑料桶（塑料桶（plastic drum） 木桶（木桶（cask）捆（捆（bundle）包（包（bale）外外 贸贸 函函 电电24Packing(1) Cigarettes are to be packed in tin-lined paper box. 香烟要用衬锡纸盒包装

20、。(2) Pens are to be packed in paper boxes, 10 pieces to one box. 钢笔要用纸盒包装，每盒装十支。(3) Pens are packed 12 pieces to a box and 200 boxes to a wooden case. 每12支钢笔装在一个纸盒里，每200个纸盒装在一个木箱里。 外外 贸贸 函函 电电25Payment 支付工具支付工具: :汇票汇票(bill of exchange ,draft)(bill of exchange ,draft)本票(promissory note)支票支票(cheque/ch

21、eck ) 外外 贸贸 函函 电电26Payment 支付方式支付方式: :汇付:信汇(M/T mail transfer) 电汇电汇( (T/T telegraphic transfer) ) 票汇(D/D demand draft)托收:付款交单付款交单( (D/P document against payment ) ) 承兑交单承兑交单( (D/A Documents against Acceptance )信用证信用证( (letter of credit ,L/C) )外外 贸贸 函函 电电汇票国际贸易结算，基本上是非现金结算。使用以支付金钱为目的并且可以流通转让的债权凭证票据为主

22、要的结算工具。是由一人向另一人签发的书面无条件支付命令，要求对方（接受命令的人）即期或定期或在可以确定的将来时间，向某人或指定人或持票来人支付一定金额。 汇票汇票汇票（Bill of Exchange，Draft）是出票人签发的，委托付款人在见票时或者在指定日期无条件支付确定的金额给某人或其指定的人或持票人的票据 。 从以上定义可知，汇票是一种无条件支付的委托，有三个当事人：出票人、付款人和受款人。 出票人（Drawer）：又叫“收款人”，指签发汇票的人，一般为卖方或债权人。在进出口业务中，通常为出口人或银行。 受票人（Drawee/Payer）：就是“付款人”，即接受支付命令的人。进出口业务

23、中，通常为进口人或银行。在托收支付方式下，付款人一般为买方或债务人；在信用证支付方式下，一般为开证行或其指定的银行。 受款人（Payee）；又叫“汇票的抬头人，是指受领汇票所规定的金额的人。进出口业务中，一般填写出票人提交单据的银行。 28Payment by confirmed irrevocable L/C payable by draft at sight 用保兑的不可撤销信用证付款用保兑的不可撤销信用证付款 请用.方式付款。Please pay by.Please make the payment by 外外 贸贸 函函 电电29Summary Offer Non-firm offer

24、Firm offerStructure of an offer letterQuotation sheetLanguage pointsExpressions used to indicate Non-firm offersExpressions used to indicate validity of offersLanguages used for an offer外外 贸贸 函函 电电请用信用证付款。Please make the payment by L/C.Please pay by L/C.我们要求付款方式为保兑的不撤销的信用证。 We request the payment to

25、 be made by confirmed irrevocable L/C.外外 贸贸 函函 电电31Summary Offer Non-firm offerFirm offerStructure of an offer letterQuotation sheetLanguage pointsExpressions used to indicate Non-firm offersExpressions used to indicate validity of offersLanguages used for an offer外外 贸贸 函函 电电32 AnswersV. Translate t

26、he following terms and phrase:（B）From Chinese into English: 1、替代品 substitute 2、畅销 enjoy fast/excellent sales 3、通过航空邮递By air mail4、为找到销路Find a ready market for 5、最新商品目录The latest catalog6、详细规划Detailed planning7、商品名称The name of goods8、生产商Manufacturer；producer9、虚盘Non-firm offer10、远期信用证Usance L/C33 、Tra

27、nslate the following sentences into English 1、We have modified the color of the sample as requested. 2、Our cotton piece goods are enjoying fast sales because of their reasonable prices and quality. 3. Our customers are very interested in the quality, but not satisfied with the price of your products

28、. 344. As the production of this article has been discontinued ,we are unable to supply it from stock for the moment (time being), but we will contact you again in a month. 5. If you are interested in our quotation, please let us know 6. We are interested in your bicycles, and would like to know wha

29、t the price for each set is. 7. We assure you that we will certainly find a ready sale for your sunglasses. 358. As requested, we have sent you by express mail the latest sample and catalogue regarding the products available for export at present. 9. As we cannot supply nylon covers in red from stoc

30、k, can we substitute nylon covers in green?10.This is an ideal substitute for wool.36、 Translate the following letter into English Sir / Madam（ Mr./Miss ） It is glad（ grateful ） to receive the letter from your company of May 1st, to ask whether my company can provide 5000 air conditioner (item number: TW2000). I regret to inform that the