国际商务函电Unit5Quotations,offerandcounter-offer

外贸英语函电Unit5Quotations,OffersandCounter-offer报价、报盘和还盘Ⅰ.Offeroffer报盘（报价、发盘）Anofferisapromisetosupplygoodsonthetermsandconditionsstated.

ItcoverstwopartsOfferer:thepersonmakingtheoffer发盘人Offeree:thepersontowhomtheofferismade受盘人OfferandQuotationAquotationismerelyanoticeoftheprice.Inanoffer,thesellernotonlyquotesthepricesbutalsoindicatesallnecessaryterms.UnitFourQuotations,offersandcounter-offers—ZMC

严格讲quote/quotation与offer不同，quote/quotation是报价，指某一商品的单价，offer是报盘，除单价外，还包括数量，交货期，付款方式等等。另外，offer比较固定，卖方价格报出后，一般不能轻易变动，而quote/quotation则不同，卖方报价后，不受约束，可以根据情况略加调整。尽管有区别，但各国商人则往往把这两个词混用。这一点要特别注意。BusinessknowledgeUnitFourQuotations,offersandcounter-offers—ZMCCommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsuranceCategoriesofOfferFirmoffer实盘Itisanofferwithatimelimitandengagement.Onceitisacceptedbythebuyer,boththesellerandbuyerhavenorighttorevoke,alteroramend.Non–firmoffer虚盘Itisanofferwithoutengagement.Itisusuallysubjecttothebuyer'sconfirmation.报实盘FirmOffer：Thisofferremainseffective/firm/open/valid/goodforaweek.ThisofferexpiresonAugust8.Thisofferissubjecttoyourreplyherewithinfivedays.报虚盘Non-firmOffer：Thisofferissubjecttoourfinalconfirmation.Thisofferismadewithoutengagement(不具有约束力).BusinessknowledgeTypicalsentencesofnon-firmofferThisofferissubjectto…Ourfinalconfirmation以我方最终确认为准Thegoodsbeingunsold以货物未售出为准Priorsale以先售为条件Changewithoutnotice以随时更改而无需另作通知为条件Ourapproval以我方认可为准Ourwrittenacceptance以我方书面接受为准OfferwithoutengagementStructureofanofferletterExpressthanksfortheenquiryGivedetailsinanoffer,whichareNamesofcommodities,quality,quantityandspecificationsDetailsofprice,discountsandtermsofpaymentPackinganddateofdeliveryTheperiodforwhichtheofferisvalidPersuadingthebuyertoorderearlyClosing

Hopeofacceptance,replyandorderUnitFourQuotations,offersandcounter-offers—ZMCLetter1AFirmOfferDearSir,

Thankyouforyourenquiryfor“Panda”BrandColorTVSetsdatedMay16.Asrequested,wearenowmakingyou,

subjecttoyourreplyreachinguswithin10days,thefollowingoffer:Commodity:“Panda”BrandColorTVSetsItemNo:Gb-8907Quantity:1,500setsPrice:USD450.00persetCIFAlexandriaPayment:ByconfirmedirrevocableL/Cpayablebydraftatsightintheseller’sfavor.

Shipment:tobeeffectedwithin28daysafterreceiptofL/CUnitFourQuotations,offersandcounter-offers—ZMCOurproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality,whichwillappealtodiscriminatingbuyers.

Wehavesomeregularordersathand.Ifyou’reinterestedinourproducts,pleaseplaceyourorderassoonaspossible.

Wearelookingforwardtohearingfromyousoon.

Yoursfaithfully,UnitFourQuotations,offersandcounter-offers—ZMCII.Counter-offer还盘 Acounter-offerisvirtuallyapartialortotalrejectionoftheoriginaloffer.Italsomeansanewproposalputforwardbythebuyer.Definitionofacounter-offer:Thestepsforwritingcounter-offerletter1)Thankthesupplierfortheoffer2)Expressregretatinabilitytoacceptandstatereasons3)Putforwardconcreteamendmentsornewproposals4)Endtheletterwithhopeofanearlyreply.UnitFourQuotations,offersandcounter-offers—ZMC

Yourpriceistoohigh.你方价格太高。

类似的表达方式还有：

Yourpriceisabithigh.

你方价格有点高。

Yourpriceisexcessive.

你方价格过高。

Yourpriceisratherstiff.

你方价格相当高。

Yourpriceisprohibitive.

你方价格令人望而却步。Typicalsentencesofcounter-offerUnitFourQuotations,offersandcounter-offers—ZMCUsefulSentences1.MayIsuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodstoourcustomers?2.Yourbidisoutoflinewiththecurrentmarketprice.我能否建议贵公司对所报价格有所优惠，从而方便我们将贵公司产品向顾客推广。你们所报价格与市场行情不符。UnitFourQuotations,offersandcounter-offers—ZMCUsefulSentences3.Yourcompetitorsareofferingconsiderablylowerprices,andunlessyoucanreduceyourquotations,weshallhavetobuyelsewhere.4.Asthecompetitionhereisverykeen,weregretweareunabletoacceptyourprices,whichwillleaveusaverysmallmarginofprofit.你们的竞争者提供了相对较低的价格，如果你们不降价，我们将在别处购买。由于本地竞争激烈，很遗憾我们无法接受贵公司价格，它会让我们利润过于微小。Letter2ACounterOfferDearSir,Weacknowledgereceiptofyourofferfor“Panda”BrandColorTVSetsdatedMay18.Regrettably,weareunabletoacceptyourofferasyour

pricesaretoohigh.Wealsohavesimilaroffersfrom

Koreanmake.Theirpricesare5%lowerthanyours.Weappreciatethegoodqualityofyourproducts.Weacceptthatthequalityofyourproductsis

better,butitdoesnotjustify

suchUnitFourQuotations,offersandcounter-offers—ZMCalargedifferenceinprice.Wemightdobusinesswithyouifyoucouldmakeussomeallowance,say5%,onyourprices.Otherwisewehavetodeclineyouroffer.

Weshallappreciateitverymuchifyouwillmakeaconcessionandfaxusyouracceptanceassoonaspossible.

Yoursfaithfully,

Letter3Counter-CounterOffer

DearSirs:Thankyouforyourletterof20January2004.WearedisappointedtohearthatourpriceforFlamecigarettelightersistoohighforyoutoworkon.YoumentionthatJapanesegoodsarebeingofferedtoyouatapriceapproximately10%lowerthanthatquotedbyus.Weacceptwhatyousay,butweareoftheopinionthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts.

Althoughwearekeentodobusinesswithyou,weregretthatwecannotacceptyourcounterofferorevenmeetyouhalfway.Thebestwecandoistoreduceourpreviousquotationby2%.

Wetrustthatthiswillmeetwithyourapproval.

Welookforwardtohearingfromyou.Yoursfaithfully,TonySmithChiefSeller先生:二零零四年元月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。虽然极望与贵公司交易，但该还盘较本公司报价相差极大，故未能接受贵公司定单。特此调整报价，降价百分之二，祈盼贵公司满意。谨候佳音。销售部主任商务知识拓展：如何对价格进行谈

UsefulSentencePattern：

（1）说明价格上涨原因

1.有时价格的上升是因为国际市场行情上涨、通货膨胀或是原材料价格的上升。Thepriceofcopperontheworldmarkethasgoneupconsiderablyinthepastfewmonths.2.在过去的几个月中，原材料的价格几乎上升了30%，而我们的价格几乎保持不变。Thepriceofrawmaterialshasincreasedbyalmost30%duringthepastfewmonthswhileourpricehasremainedalmostthesame.3.这一商品的行情一直在不断地上涨，估计价格还会进一步地上涨。

Themarketforthisarticlehaskeptsteadilyadvancingandonemayexpectafurtherincreaseinpriceinthefuture.4.价格上升是因为生产成本的上升。

Thepriceisgoingupbecauseoftheriseincostof

production.5.这一商品的国际行情呈上升趋势。种种迹象表明，在不久的将来价格还会进一步上涨。

Theworldmarketforthisitemshowsanupwardtrend.Thereiseveryindicationofafurtherriseinpriceinthenearfuture.6.正如你所知道的,全球的通货膨胀率在3%-9%之间，而我们的价格与去年相比只上升了5%。

Asyouknow,therateofinflationaroundtheworldisfrom3%to9%whiletheriseinourpriceisonly5%comparedwithlastyear’s.

1.其中，取消谈判、制造和利用竞争是逼迫对方让步的两个有效的武器和策略。除非你能降价，不然成交的希望十分渺茫。

Unlessyoucanreducetheprice,chancesforbusinessareremote.2.要是你坚持的话，我们就没有必要在谈下去了。我们还不如取消这笔生意算了。

Ifyoustandfirm,there’snopointinfurtherdiscussions.Wemightaswellcallthewholedealoff.3.要是你坚持原来的报价的话，我们看不出有成交的希望。

Ifyouhangontotheoriginaloffer,wecanseenoprospectofbusiness.4.你们的报价没有其他的卖主所提供的报价有竞争力。

Yourpriceisnotsocompetitiveasthoseofferedbyothersellers.2)买方施加压力

5.我们已收到了比你方报价低得多的报价。因此，这笔生意能否成交主要取决于你们的价格。

Wehavereceivedoffersmuchlowerthanyours.Sobusinessdependsverymuchonyourprice.6.坦率地说，你们的报价比荷兰卖主的报价高出10%，比日本卖主的报价高出7%。要是你们的报价没有竞争力的话，我们可能从荷兰或日本进口。

Tobefrank,yourpriceis10%higherthanthatfromHollandand7%higherthanthatfromJapan.Ifyourpriceisnotsocompetitive,wemaybuyfromHollandorJapan.1.在谈判中，如果双方都坚持自己的价格，会使谈判陷入僵局。若要使谈判继续下去，可以说：为了打破僵局，我们准备降价5%。

Tobreakthedeadlock,wearereadytoreducethepriceby5%.2.我建议我们大家折中一下，这样就能做成生意了。

Isuggestwemeeteachotherhalfwaysothatthebusinesscanbeconcluded.3.老实说，你如果坚持自己的价格，我们是不可能成交的。难道我们就找不到一个对双方都有利的价格吗？

Tobehonest,ifyouinsistontheprice,wewon’tbeabletomakeadeal.Can’twefindapricethatisgoodforbothsides?4.为了做成这笔生意，我建议我们在价格上大家各让一半。

Togetthebusinessdone,Isuggestwesplitthedifferenceinprice.（3）打破僵局

1.在谈判中，让步是必须的。没有适当的让步，谈判就没法进行下去。但是过多的让步又会损害本方的利益。这时卖方可以采取一个策略是运用权力限制这块挡箭牌巧妙地拒绝买方进一步要求。我想我现在没法接受这一点，因为这超出了我的谈判限度。

Idon’tthinkIcanacceptitrightnow,asitisbeyondthelimitsofwhatIcandiscuss.2.恐怕降价15%超出了我的谈判限度。

I’mafraida15%reductionisbeyondmynegotiatinglimit.(4)运用权限

3.很抱歉我无权同意给你10%的折扣。

I’msorrya10%discountisoutsidewhereIcango.4.很抱歉我无权作出这么大幅度的降价。

I’msorryI’mnotauthorizedtomakesuchabigreduction.

5.我必须要请示一下公司本部才能就价格条件给你一个明确的答复。

I’llhavetoconsultmyhomeofficebeforeIcangiveyouadefiniteansweronthepriceterms.NingboQianhuTradingCo.,Ltd.101LianfengRoad,Ningbo315000,ChinaJune1,2006ThomasCo.,Ltd120GardenStreetVancouverV5Z3G7,CanadaDearMr.Crown,ThankyouforyourenquiryofMay24.Atyourrequest,wearemakingyouthefollowingoffersubjecttoyourreplyreachingherebeforeJune23,2006.Article:BrocadeHandbagsPrice:US$12.00/pc,CIFVancouverQuantity:5,000pcsShipment:August,2006payment:ByirrevocabledocumentaryLetterofCreditintheseller’sfavor.Wehopethattheabovewillbeacceptabletoyou,andawaitwithkeeninterestyourformalorders.YourSincerely,DavidChenNotes1.Atyourrequest应你方要求e.g.Atyourrequest,wehaveamendedtheL/C.应贵公司要求，我们已经修改了信用证。也可用：asrequested,attherequestofsbe.g.Asrequest,wearegivingyouanestimateofapproximaterequirementsfornextyear.应贵公司要求，寄上一份明年所需货物的预估表。Wearesendingthecountersampleattherequestofyouragent.应贵公司代理商要求，寄上对等货样。2.offerV.报盘Wecanofferyoulargequantitiesofheaddressflowersatattractiveprice.我们能以很具吸引力的价格给公司报盘大量头花。Offer还可用作名词，在makeoffer,sendoffer,giveoffer后经常接介词for或者one.g.Pleasemake/sendusanofferforgoldandsilverthreadembroideredarticles.请报金银绣品价格。3.subjecttoyourreplyreachingherebeforeJune23,2006.以本公司最终确认为准（表示此盘为虚盘）Subjecttoyouracceptancewithintwoweeks.以贵公司在两周之内接受为条件（说明此报盘为实盘）Subjecttoyourimmediateacceptance.(实盘）以贵公司立即接受为条件。4.TermsofPayment付款条件5.irrevocabledocumentaryletterofcredit不可撤销的跟单信用证letterofcredit可数的普通名词,单数为aletterofcredit,复数为lettersofcredit.常用大写缩写形式，可写为L/C或Ls/C.当credit表示信用证时，复数为credits.6.inseller’sfavor以卖方为受益人表示“以某人为收益人”“对…有利”可以用：inone’sfavor,inthefavorofsb.e.g.WehavemadearrangementswithBankofChinatoopenacreditinyourfavor.我们已安排由中国银行开立以贵公司为抬头的信用证。7.acceptable可接受的e.g.Thequalityisacceptable,butthetimeofshipmentisnot.质量可以接受，但装运期不行。Wetrusttheaboveofferwillbeacceptabletoyou.我们相信上述报价贵公司是可以接受的。8.…andawaitwithbeeninterestyourformalorders.…并殷切地等待着贵公司正式下单。1）Withbeeninterest殷切地2）await（正式用语）V.等待，期待（与waitfor相近）e.g.Weawaityourfinalconfirmation.盼贵公司最终确认。UnitFourQuotations,offersandcounter-offers—ZMCSample1DearSir/Madam,ThankyouforyourfaxofOct.18thoffering5000KGSVitaminEatUSD7.00perKGCIFHamburgforimmediateshipment,whichispaidbyirrevocableL/Catsightandeffectedbyyoufor110%offullinvoicevaluecoveringAllRisks.Wearepleasedtoinformyouthatallthetermsandconditionsareacceptabletous.Soweconfirmyourofferandplaceanorderwithyou.PleasesendusacopyofyourSalesConfirmationforourcounter-signature,andwewillhaveourrelativeL/CestablishedthroughABCBankoncereceiveit.PleasenotethatthegoodsmustbeshippedwithinthevalidityoftheL/C.Yoursfaithfully,EntireAcceptanceBusinessknowledgeResponsestoanoffer(1)UnitFourQuotations,offersandcounter-offers—ZMCSample2DearSir/Madam,WethankyouforyourofferofOct25forstainlesssteelsheets,askingforpaymentbyconfirmed,irrevocableLetterofCreditatsight.Onthisbasis,ithasindeedcostusagreatdeal.FromthemomentweopentheLetterofCredittillthetimeourbuyerspayus,thetie-upofourfundslastsaboutfourmonths,which,wethink,isunacceptable.Ifyoucouldkindlymodifyyourtermsofpayment,itwouldbefavorabletoencouragebusinessbetweenus.Wepropose"CashagainstDocumentsonArrivalofGoods".Wehopeyouwillaccommodateusinthisrespectandlookforwardtoyourearlyreply.Yoursfaithfully,Counter–offerAskingforModifyingTermsofPaymentResponsestoanoffer(2)BusinessknowledgeUnitFourQuotations,offersandcounter-offers—ZMCSample3DearSir/Madam,WethankyouverymuchforyourletterofJune9quotingforyourair-conditioners.Asourcustomersarenotfamiliarwiththebrandnameofyourproductsandthepriceyouhavequotedisfarhigherthanthatofotherfirms,itisdifficultfortheitemstoattractourcustomers.Ifweareinneedinfuture,pleasekindlyreducethepriceasbestasyoucansoastofacilitateoursales.Thankyouforyourattentiontothisreply.Yoursfaithfully,OfferDeclinedResponsestoanoffer(3)BusinessknowledgeCompletethefollowingsentencesinEnglish1.Assoonaswereceiveyourspecificenquiry,a.我们将立即给你们报最优惠的拉哥斯（Lagos)到岸价b.我们即将给你们报最低价。2.Toacquaintyouwiththecottonpiecegoodsweexportnow,a.我们已用航空快递给你邮件3样品书。b.我们已经邮寄了5本样品书。Exercise3.Ifyouquotationiscompetitive,A.我们将打算订购300台蝴蝶牌缝纫机。B.我们将大量订购男士衬衣。C.我们确信我们能大量订购印花床单。Exercises1.Pleasereplyassoonaspossible,说明最早装船期和付款条件。2.Ifyouareinterested,pleasecableus,说明所需数量。3.Wecabledyouyesterday,报你2000公斤核桃仁(walnutmeat)，5月船期。4.Pleasereplyassoonaspossible,告知我们必要的详细情况。5.Wecabledyoutoday,向你订购5000打自来水钢笔(fountainpen)。6.Wewroteyoulastweek,要求你们寄来你们最近的价目表。7.Pleasequoteusyourlowestprice,说明支付条款和包装情况UnitFourQuotations,offersandcounter-offers—ZMC8. Itisregretfulthat

你方报价与市价不符.9.

如果你方把报盘降价2%，

wewillclosethebusiness.10. You’dbetterloweryourprices,

由于市场不坚挺.UnitFourQuotations,offersandcounter-offers—ZMCKey1.Pleasereplyassoonaspossible,statingtheearliestdateofshipmentandthetermsofpayment.2.Ifyouareinterested,p