外贸函电与单证Unit 6

1、 Business Text Production 2009年5月Unit 6 Offer, Counter-offer and Acceptance Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferLearning ObjectivesFrom this unit you will get to know: how to make an offer and a quotation; how to use the related terms to construct the letter. Unit 6 Offer,

2、 Counter-offer and Acceptance OfferOfferOfferHow to make an offerTwo types of offers:Firm offer: a promise to sell goods at the stated prices, time and so on, bearing contractual obligation.Non-firm offer: a offer to sell goods at the stated prices, time and so on, but “subject to the final confirma

3、tion”, bearing no contractual obligation. Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferConstruction of the body part Thanks for the enquiry or thank the seller for the offer.Details of prices, discounts, terms of payments, date of delivery, the term of validity and so on. Or the de

4、tails of the above you like the seller to offer.The further action you will take or what you hope your reader will do for you.Complimentary close. Unit 6 Offer, Counter-offer and Acceptance offerOfferOfferOfferTerms in Offer , Counter-offer to offer for 对对.报价报价to make an offer for 对对.报盘（报价）报盘（报价）fir

5、m offer 实盘实盘non-firm offer 虚盘虚盘to forward an offer (or to send an offer) 寄送报盘寄送报盘to get an offer (or to obtain an offer) 获得获得.报盘报盘to cable an offer (or to telegraph an offer) 电报（进行）报价电报（进行）报价 Unit 6 Offer, Counter-offer and Acceptance offerofferofferofferTerms in Offer , Counter-offer offer and acce

6、ptance by post 通过邮政报价及接受通过邮政报价及接受to accept an offer 接受报盘接受报盘to entertain an offer 考虑报盘考虑报盘to give an offer 给给.报盘报盘to submit an offer 提交报盘提交报盘official offer 正式报价（报盘）正式报价（报盘） Unit 6 Offer, Counter-offer and Acceptance offerofferofferofferTerms in Offer , Counter-offer quote 报价报价quotation 价格价格preferent

7、ial offer 优先报盘优先报盘cost of production 生产费用生产费用reasonable 合理的合理的competitive 有竞争性的有竞争性的the preference of ones offer 优先报盘优先报盘wild speculation 漫天要价漫天要价 Unit 6 Offer, Counter-offer and Acceptance OfferofferofferofferTerms in Offer and Counter-offer subject to 以以.为条件，以为条件，以.为准为准offer subject to our written

8、 acceptance 以我方书面接受为准的报盘以我方书面接受为准的报盘offer subject to sample approval 以样品确定后生效为准的报盘以样品确定后生效为准的报盘offer subject to our final confirmation 以我方最后确认为准的报盘以我方最后确认为准的报盘offer subject to export/import license 以获得出口（进口）许可证为准的报价以获得出口（进口）许可证为准的报价 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerm

9、s in Offer and Counter-offeroffer subject to prior sale 以提前售出为准的报盘以提前售出为准的报盘offer subject to goods being unsold 以商品未售出为准的报盘以商品未售出为准的报盘offer subject to your reply reaching here 以你方答复到达我地为准的报盘以你方答复到达我地为准的报盘offer subject to first available steamer 以装第一艘轮船为准的报盘以装第一艘轮船为准的报盘 Unit 6 Offer, Counter-offer an

10、d Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerto extend an offer 延长报盘延长报盘to renew an offer 或或 to reinstate an offer 恢复报盘恢复报盘to withdraw an offer 撤回报盘撤回报盘to decline an offer 或或 to turn down an offer 谢绝报盘谢绝报盘unacceptable 不可接受的不可接受的workable 可行的可行的at wide intervals 间隔时间太长间隔时间太长make he

11、adway 有进展有进展be worried at sth. 对对.苦恼苦恼 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offercounter-offer 还盘，还价还盘，还价offeror 发价（盘）人发价（盘）人offerer 发价人，报盘人发价人，报盘人offeree 被发价人被发价人offering 出售物出售物offer letter 报价书报价书offer sheet 出售货物单出售货物单 Unit 6 Offer, Counter-offer

12、 and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offeroffer list/book 报价单报价单offer price 售价售价offering date 报价有效期限报价有效期限offering period 报价日报价日concentration of offers 集中报盘集中报盘combined offer 联盘，搭配报盘联盘，搭配报盘lump offer 综合报盘（针对两种以上商品）综合报盘（针对两种以上商品） Unit 6 Offer, Counter-offer and Acceptance Of

13、ferOfferOfferOfferTerms in Offer and Counter-offerbid n. 递价；出价；递盘（由买方发出）递价；出价；递盘（由买方发出）v. 递盘递盘to make a bid 递价递价to get a bid 得到递价得到递价to be outbidding 高于高于.的价的价 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerPlease make an offer for the bamboo shoots of

14、 the quality as that in the last contract.请把请把上次合同中订的那种质量的竹笋向我们报个上次合同中订的那种质量的竹笋向我们报个价。价。We are in a position to offer tea from stock.我们现在可以报茶叶现货。我们现在可以报茶叶现货。Well try our best to get a bid from the buyers.我们一定尽力获得买主的递价。我们一定尽力获得买主的递价。Well let you have the official offer next Monday.下星期就给您正式报盘。下星期就给您正式

15、报盘。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerIm waiting for your offer.我正等您的报价。我正等您的报价。We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。我们可以按国际市场价格给您报价。We have accepted your firm offer.我们已收我们已收到了你们报的实盘。到了你们报的实盘。We

16、offer firm for reply 11 a.m. tomorrow.我我们报实盘，以明天上午们报实盘，以明天上午11点答复为有效。点答复为有效。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerWell let you have our firm offer next Sunday.下星期天我们就向你们发实盘。下星期天我们就向你们发实盘。Were willing to make you a firm offer at this price.我们愿

17、意以此价格为你报实盘。我们愿意以此价格为你报实盘。Could you offer us F.O.B. prices.能想我们报能想我们报离岸价格吗？离岸价格吗？All your prices are on C.I.F. basis.你们所有你们所有价格都是成本加运费保险费价格。价格都是成本加运费保险费价格。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerCan you make an offer, C & F London, at your earli

18、est convenience?您能尽快报一个伦敦港成您能尽快报一个伦敦港成本加运费价格吗？本加运费价格吗？Id like to have your lowest quotations, C.I.F. Vancouver.请报温哥华到岸价的最低价格。请报温哥华到岸价的最低价格。Our offer is RMB300 per set of tape-recorder, F.O.B. Tianjin.我们的报价是每台收录机我们的报价是每台收录机300元元人民币，天津离岸价。人民币，天津离岸价。We quote this article at $250 per M/T C&F.我我们报成本加运费价每

19、吨们报成本加运费价每吨250美圆。美圆。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerMy offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依我的报价以合理利润为依据，不是漫天要价。据，不是漫天要价。We have received offers recently, most of which are below 100 U.S. dollars.我们最

20、近的报我们最近的报价大多数都在价大多数都在100美圆以下。美圆以下。Moreover, Weve kept the price close to the costs of production.再说，这已经把价格压到生再说，这已经把价格压到生产费用的边缘了。产费用的边缘了。I think the price we offered you last week is the best one.相信我上周的报价是最好的。相信我上周的报价是最好的。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer

21、 and Counter-offerNo other buyers have bid higher than this price.没有别的买主的出价高于此价。没有别的买主的出价高于此价。The price you offered is above previous prices.你方报价高于上次。你方报价高于上次。It was a higher price than we offered to other suppliers.此价格比我们给其他供货人的出价要此价格比我们给其他供货人的出价要高。高。We cant accept your offer unless the price is re

22、duced by 5%.除非你们减价除非你们减价5%，否则我们无，否则我们无法接受报盘。法接受报盘。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerIm afraid I dont find your price competitive at all.我看你们的报价毫无任何竞争性。我看你们的报价毫无任何竞争性。Let me make you a special offer.好吧，我给你好吧，我给你一个特别优惠价。一个特别优惠价。Well give yo

23、u the preference of our offer.我们我们将优先向你们报盘。将优先向你们报盘。I should have thought my offer was reasonable.我本以为我的报价是合理的。我本以为我的报价是合理的。Youll see that our offer compares favorably with the quotations you can get elsewhere.你会你会发现我们的报价比别处要便宜。发现我们的报价比别处要便宜。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOffe

24、rOfferTerms in Offer and Counter-offerOur offers are for 3 days.我们的报盘三天有效。我们的报盘三天有效。 We have extended the offer as per as your request.我们已按你方要求将报盘延期。我们已按你方要求将报盘延期。All prices in the price lists are subject to our confirmation.报价单中所有价格以我方确认为报价单中所有价格以我方确认为准。准。This offer is subject to your reply reachin

25、g here before the end of this month.该报盘以你方该报盘以你方本月底前到达我地为有效。本月底前到达我地为有效。This offer is subject to the goods being unsold.该报盘以商品未售出为准。该报盘以商品未售出为准。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferTerms in Offer and Counter-offerIm afraid the offer is unacceptable.恐怕你方恐怕你方的报价不能接受。的报价不能接受。

26、The offer is not workable.报盘不可行。报盘不可行。The offer is given without engagement.报盘没报盘没有约束力。有约束力。It is difficult to quote without full details.未说未说明详尽细节难以报价。明详尽细节难以报价。Buyers do not welcome offers made at wide intervals.买主不欢迎报盘间隔太久。买主不欢迎报盘间隔太久。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOff

27、erTerms in Offer and Counter-offerWe cannot make any headway with your offer.你们的报盘未得任何进展。你们的报盘未得任何进展。Please renew your offer for two days further.请将报盘延期两天。请将报盘延期两天。Please renew your offer on the same terms and conditions.请按同样条件恢复报盘。请按同样条件恢复报盘。We regret we have to decline your offer.很抱歉，很抱歉，我们不得不拒绝你方

28、报盘。我们不得不拒绝你方报盘。The offer is withdrawn.该报盘已经撤回。该报盘已经撤回。We prefer to withhold offers for a time.我们宁我们宁愿暂停报盘。愿暂停报盘。 Unit 6 Offer, Counter-offer and Acceptance OfferofferofferofferSentences in writing the letterIn the first paragraph you may use the following:We thank you for your inquiry of April 4 reg

29、arding the purchase of our cars. 感谢你方感谢你方 4 月月 4 日日 对我们小汽车的询对我们小汽车的询盘。盘。I have pleasure in accepting your offer on. . . 兹接受贵方兹接受贵方报盘。报盘。 Unit 6 Offer, Counter-offer and AcceptanceOfferOfferOfferOfferSentences in writing the letterIn the first paragraph you may use the following:While we thank you fo

30、r your letter of. . . it is our regret that as we have no stock of this item at present, we are unable to be of assistance to you in this instance, we hope this will not preclude you from making inquiries for any other materials. 谢谢你谢谢你 来函询购来函询购抱歉的是抱歉的是 ，由，由 于我们于我们 目目 前没有该项商品的存货前没有该项商品的存货 ，对此我，对此我们无

31、能为力们无能为力 。 我们希望你们能就其他商品我们希望你们能就其他商品 向我们询盘。向我们询盘。 Unit 6 Offer, Counter-offer and Acceptance OfferofferofferofferSentences in writing the letterIn the second paragraph you may use the following:Its a pleasure for us to offer you the goods as follows: We are pleased to offer you our most competitive p

32、rice of US $ 100 per dozen. 非常荣幸地向你方报盘。我们非常高兴非常荣幸地向你方报盘。我们非常高兴地向你方报最优惠价格地向你方报最优惠价格 :每打每打100 美元。美元。 Unit 6 Offer, Counter-offer and Acceptance offerOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:Your enquiry is having our immediate attention and we hop

33、e to make you an acceptable offer in a few days. 研究你方询价后研究你方询价后 ，我方将在近，我方将在近 日日 内给内给予你方合适的报盘。予你方合适的报盘。 Unit 6 Offer, Counter-offer and Acceptance offerOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:We regret to inform you that we are not in a position

34、 to make you an offer for the time being owing to heavy orders. 本公司遗憾地通知贵方本公司遗憾地通知贵方 ，由，由 于定货过于定货过多多 ，目，目 前不能报盘。前不能报盘。 Unit 6 Offer, Counter-offer and Acceptance OfferofferofferofferSentences in writing the letterIn the second paragraph you may use the following:For a quantity of 200 or more, we can

35、 allow/grant you a special discount of 5% on the prices quoted. 订货数量达订货数量达 900 或更多时或更多时 ，本公司，本公司 可可 以以 给予报价给予报价 5% 的折扣的折扣 Unit 6 Offer, Counter-offer and Acceptance offerofferofferofferSentences in writing the letterIn the second paragraph you may use the following:We offer you our sugar 50 M/T at U

36、S $ 1000 per M/T CIF London less 3 percent commission for shipment during July and August, and the offer remains open within 30 days. 兹报兹报 50 公吨的糖价为公吨的糖价为 :成本加保险费、成本加保险费、运费到伦敦价每公吨运费到伦敦价每公吨1000 美元，含美元，含 3% 的的佣金佣金 ;7一一 8 月月 份装运份装运 ;本报盘本报盘 30 天内有效。天内有效。 Unit 6 Offer, Counter-offer and Acceptance OfferO

37、fferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:In reply to your inquiry of September 2, we off you 100 metric tons of FAQ (fair average quality) raisin, at the price of RMB 9999 per M/T, delivery next month. 关于你方关于你方 9 月月 2 日日 询盘，现报盘为询盘，现报盘为 :良好平均品质葡萄干

38、良好平均品质葡萄干 100公吨公吨 ，每公吨，每公吨 9999 元人民币元人民币 ，下月，下月 交货。交货。 Unit 6 Offer, Counter-offer and Acceptance OfferofferofferofferSentences in writing the letterIn the second paragraph you may use the following:We must stress that this offer is for one week only because of the heavy demand for the limited suppl

39、ies of this. . . in stock. 我们必须强调此报盘仅在我们必须强调此报盘仅在 1周周 内有效，内有效，因为因为 的需求量极大而存货有限。的需求量极大而存货有限。 Unit 6 Offer, Counter-offer and Acceptance offerofferofferofferSentences in writing the letterIn the second paragraph you may use the following:As the article is in heavy demand, we can keep our offer firm un

40、til March 10.因为这种货物需求旺盛，所以本报盘仅在因为这种货物需求旺盛，所以本报盘仅在 3 月月10日日 前有效。前有效。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:We are sure that this is the best offer we can make.本公司确信这是我方所能提供的最优惠报盘。本公司确信这是我方所能提供的最优

41、惠报盘。Our goods are slightly higher in price, but are far better in quality. 本公司产品价格稍微偏高本公司产品价格稍微偏高 ，但质量甚优。，但质量甚优。As you will note on studying our products, they are superior to any others on the market and our prices and terms are competitive. 贵公司研究本公司产品后将发现贵公司研究本公司产品后将发现 ，这些，这些产品产品 比市面上其他产品品质更优比市面上其

42、他产品品质更优 ，且价格，且价格和其他条件也极具竞争力。和其他条件也极具竞争力。 Unit 6 Offer, Counter-offer and AcceptanceOfferOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:At your request, we are now offering you 3500 dozens ladies hats at US $ 50 per dozen CIF New York, July shipment. T

43、his offer is subject to the goods being unsold. 应贵方请求应贵方请求 ，现报，现报 3500 打女式帽成本打女式帽成本加保险费、运费到纽约价为每打加保险费、运费到纽约价为每打 S0 美元，美元，7 月月 份装运份装运 ，以末售货为条件。，以末售货为条件。 Unit 6 Offer, Counter-offer and Acceptance offerofferofferofferSentences in writing the letterIn the second paragraph you may use the following:We a

44、re pleased to quote you for 6000 dozen mens shirts as per the sample sent you before, at the price of US $ 10 per piece CIF Washington for prompt shipment. 我们很高兴地向你方报盘我们很高兴地向你方报盘 :6000 打男打男 式衬式衬衫衫 ，品质如，品质如 以前以前 寄给你方的样品寄给你方的样品 ;成本加成本加保险费、运费到华盛顿价每件保险费、运费到华盛顿价每件 10 美元，即美元，即期装运。期装运。 Unit 6 Offer, Counte

45、r-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:It is most probably that the prices will rise still more, so it is to your interest to place your orders without the least delay. 价格涨幅还会更大价格涨幅还会更大 ，马上订货对你方有，马上订货对你方有利。利。 Unit 6

46、 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following:As our prices are so favorable, our terms of payment are 20 days net. 由于我方价格很优惠由于我方价格很优惠 ，因此付款期限为，因此付款期限为 20 天。天。This offer must be withdrawn if not accepted with

47、in five days. 此报盘此报盘 5 天内不予以接受，就作撤消论。天内不予以接受，就作撤消论。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the second paragraph you may use the following: Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the th

48、ird paragraph you may use the following:The prices we quote above are extremely reasonable, and the high quality ensures that they wear well and look well all the time. 我们的以上报价极为合理我们的以上报价极为合理;我们的产品品我们的产品品质优质优 良，保证穿着舒适良，保证穿着舒适 ，美观大方。，美观大方。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOff

49、erSentences in writing the letterIn the third paragraph you may use the following:From the prices quoted, you certainly will note that they are very competitive. However, the competitiveness of our prices is made possibly by our mass production and cost control and not at the expense of quality. 贵方应

50、能注意到贵方应能注意到 ，我方所报价格极具竞，我方所报价格极具竞争性。然而争性。然而 , 此价格的竞争性源于本厂生产此价格的竞争性源于本厂生产规模的扩大和对成本的控制规模的扩大和对成本的控制 ，而非牺牲品，而非牺牲品质为代价。质为代价。 Unit 6 Offer, Counter-offer and Acceptance OfferofferofferofferSentences in writing the letterIn the third paragraph you may use the following:Of course these quotations are all sub

51、ject to the fluctuation of the market, and we hope to have your definite enquiries shortly. 当然当然 ，上述报盘皆依市价之浮动而有所，上述报盘皆依市价之浮动而有所变更，希望贵公司早日变更，希望贵公司早日 决定为荷。决定为荷。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the third paragraph you may use the followin

52、g:We shall be pleased to send you any further information you may need. 很高兴寄上你所需要的更进一步的资料。很高兴寄上你所需要的更进一步的资料。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the third paragraph you may use the following:We regret being unable to quote on FOB basis. 抱歉

53、抱歉 ，我们不能报离岸价，我们不能报离岸价If your quantity is double, we can offer you 5% off. 如果你方订货数量再增加一倍的话，我如果你方订货数量再增加一倍的话，我们可给予们可给予 5% 的折扣。的折扣。 Unit 6 Offer, Counter-offer and AcceptanceOfferOfferOfferOfferSentences in writing the letterIn the third paragraph you may use the following:We would be pleased to purcha

54、se 1000 pairs of shoes if you could make a 3% discount. 如给如给 3% 折扣折扣 ，我方愿订，我方愿订 1000 双鞋。双鞋。We will accept the price reduction on 10% as an introductory line. 为了有助于打开业务为了有助于打开业务 ，我们接受降价，我们接受降价 10% 。 Unit 6 Offer, Counter-offer and Acceptance OfferOfferOfferOfferSentences in writing the letterIn the third paragraph you may use the following:This is the rock-bottom price and future reduction is out of the question. 这是最低价这是最低价 ，无法进一步降价。，无法进一步降价。The price we quoted are closed calculated and considerate moderate. 我方报价是经过精确计算我