商务英语函电 第二版 课件 Unit 5 Offers Counter-offers 第二版

UnitFiveOffers&Counter-offersPartOne:TeachingAims&RequirementsMakestudentsunderstandthebasicknowledgeofofferandcounter-offer.Helpstudentsstudytheusefulwordsandexpressionsinmakingoffersandcounter-offers.Letstudentswritecorrectoffersandcounter-offersbasedonthefact.PartTwo:BackgroundKnowledgeI.OfferandquotationAnofferreferstoapromisetosupplygoodsonthetermsandconditionsstated,inwhichthesellernotonlyquotesthetermsofpricebutalsoindicatesallthenecessarytermsofsalesforthebuyer’sconsiderationandacceptance.Anofferofgoodsisusuallymadeeitherbywayofadvertisements,circularsandlettersorinreplytoenquiries.Thisisthesecondstepinbusinessnegotiation.Aquotationisnotanofferinthelegalsense,whichismerelyanoticeofthepriceofthegoodsbeingsold.Unlikeanoffer,aquotationisusuallynotlegallybindingupontheseller,neitherhasitafixedtimeofvalidity.However,attimes,aquotationismadetogetherwithallthenecessarytermsandconditionsofsales.Inthiscase,itamountstoanoffer.II.TypesofoffersOfferscanbeclassifiedintofirmoffers(实盘)andnon-firmoffers(虚盘).1.Firm-offerAfirmofferisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftime.Firmoffersrefertothosewhicharebindingupontheofferers,andtheofferersareobligedtokeeptheirpromisestoselloncetheiroffersareacceptedbytheofferees.2.Non-firmofferAnon-firmofferisanofferwithoutengagement.Non-firmoffersmaybemadeintheformofaletter,apricelist,aproformainvoice,acatalogue,oraquotationsheet.Non-firmoffersdonotbringanycontractualobligationsonthepartoftheofferers.Normally,afirmoffersays:1).Wearemakingyou,subjecttoyouracceptancebeforetheendofthismonth,thefollowingunder-mentionedoffer:2).Wemakethisofferforyouracceptancewithinfivedays.3).ThisofferissubjecttoyourreplyarrivingatusbyAug.15,Beijingtime.4).Ourofferissubjecttoyourconfirmationreachinghereonorbeforethe25ththismonth.5).Thisofferis/keepsfirm/good/openforthreedaysonly.Anon-firmofferoftensays:1).Thisofferissubjecttochange/alteration/variationwithout(previous)notice.2).Ourofferissubjecttogoodsbeingunsold.3).Weofferyou,subjecttoour(final)confirmation,thefollowinggoods:4).Ourofferissubjecttopriorsale.III.Whatdoesasatisfactoryoffergenerallyinclude?Asatisfactoryoffergenerallyincludesthefollowingpoints:1)Anexpressionofthanksfortheenquiry,ifany2)Nameofcommodity,quality,quantityandspecifications;3)Detailsofprices,discountsandtermsofpayment;4)Anundertakingastothedateofdeliveryortimeofshipment;5)Packing,ifitisnecessarytomention;6)Theperiodforwhichtheofferisvalid.7)Anexpressionofhopethattheofferwillbeaccepted.Withoutthesixthpoint,youturnafirmofferintoanon-firmoffer,whichmightcontainevenfeweritems.IV.Counter-offerAcounterofferismadewhenaprospectivebuyerfindsanytermsandconditionsintheofferunacceptable.Itisvirtuallyapartialrejectionoftheoriginalofferandalsoacounterproposalinitiatedbythebuyerortheofferee.Thatistosay,counter-offerisonekindofconditionalacceptance.Counter-offerhasdualroles:first,counter-offerisarejectiontotheoriginaloffer;second,acounter-offerisanewoffer.Whenthebuyerhasmadeacounter-offer,thatmeanshecannotaccepttheoriginalofferanymore.But,iftheselleragrees,thecounter-offercanterminateassoonasitisrejectedbyacountercounter-offer.Silenceorinactivityduringthevalidityoftheofferamountstoadeclining.Whentheofferisinitiatedbythebuyertotheseller,itiscalledabid.Ifabidisnotacceptabletothesellers,acounterofferwillbemade.Counter-offers,counter-suggestionsorcounter-bidsmaybemademorethanoncebeforeatransactionisconcluded.Acounter-offershouldincludethefollowing:1)Thankthesellerforhisoffer(orsamples,ifany);2)Expressregretatinabilitytoacceptandgivethereasonwhyyoucannotaccept;3)Makeacounter-offerif,inthecircumstances,itisappropriate;4)Suggestotheropportunitiestodobusinesstogether.PartThree:SampleLetters(1)StudyUsefulWords&Phrases1.offerv.&n.aproposalorapromise

topresentsth.foracceptanceorconsideration发盘，报盘（包括品名，规格，数量，价格，船期,有时包含有效期等）用作动词时，可作及物和不及物动词。其习惯搭配有：

(1)tooffersb.(2)tooffersth.(3)tooffersb.sth.e.g.Pleaseoffer(us)thefollowinggoods:请（向我方）报盘以下货物：Weofferthesegoodssubjecttotheirbeingunsoldonreceiptofyourorder.现报盘以下商品，以在收到你方订单时货未售出为准。Weofferfirmforour500pieces(of)raincoats.我们现报我方500件雨衣的实盘。用作名词时，其习惯搭配有：tomake/send/give/fax/email(sb.)one’s/anofferfor/onsth.:（向某人）报盘/传真报盘/电邮报盘某货物e.g.Weshallbeverymuchappreciative/obliged/thankfulifyouwillgiveusyourmostcompetitiveoffer.惠请你方给我方报来最有竞争性的盘。而在国际贸易的实际业务中，必须使用贸易术语进行报盘：Wearepleasedtoofferyouour50M/TWhiteCrystalSugaratUS$1,500perM/TFOBQingdao.上句也可写成：Wetakepleasureinmakingyouourofferfor50M/TWhiteCrystalSugaratUS$1,500perM/TonFOBQingdaoterms/basis.现向你方报盘我方50公吨白砂糖，每公吨1,500美元，青岛装运港船上交货价。Thisofferissubjecttoour(final)confirmation.本报盘以我方（最后）确认为准。Ourofferis/remainsgood/open/firm/valid/effectiveuntil/tillthe

endofthismonth.我方报盘有效期直至本月底。注意，在商务英语中，还有一个词quote（动词，其名词为quotation）表示“报价”、“报盘”，其用法和offer差不多，也可作及物或不及物动词使用。但quote在含义上与offer有区别，一般它只包含单价，而不含一般贸易条件（如装运期、支付条件等），因此，我们可以说lowestquotation，但不可以说lowestoffer；此外，它也没有实盘与虚盘之分，因此，我们从来不说：firmquotation或者non-firmquotation,因为它本身就是虚盘（non-firmoffer）的一种表现形式。Moreexamples:Iamopentoanoffer.我愿考虑买主的出价。Yourofferisabittoohigh.你出的价太高了。tosubmitanoffer提交报盘toextendanoffer延长报盘torenewanoffer,toreinstateanoffer恢复报盘towithdrawanoffer撤回报盘todeclineanoffer,toturndownanoffer谢绝报盘2.marketn.(1)市价,行情e.g.Ourqualityisfarbeyondcomparison.Besides,themarketisadvancing.Ourgoodscanalwaysfindagoodsale.我们的质量是无与伦比的。而且行情上涨，我们的货物销路一直很好。(2)需求；销路e.g.Thereisagoodmarket

formotorcarsnow.现在汽车的销路挺好。There'snomarketforthesegoods.这些货物没有销路。(3)市场；股票市场；市集(最普通含义)e.g.Theyputanewproductonthemarket.他们向市场推出一种新产品。market

vt.(1)在市场上出售，在市场上交易，使上市，销售e.g.Thefirmmarketsmanytypesofgoods.这家公司在市场上销售多种商品。(2)推销e.g.Theinventoristryingtomarkethisnewproduct.发明者正想推销他的新产品。vi.在市场上买卖同义词、近义词解析：market通常指有组织地、大规模地“销售、出售”，在市场上“推销”、“营销”或“进行交易”；而sell则是一般意义的“卖”、“出售”；promote(thesaleof)指“推销”、“促销”，尤指以广告的方式进行；vend指小件商品的贩售，亦指小量证券交易；peddle指小贩(沿街)叫卖、兜售；distribute指“经销”、“分销”，即将货物运送至零售商、商店或商行以便让其销售；retail指“零售”、“零卖”；wholesale则为“批发”，指向零售商大批量地销售商品。market的其他习惯表达：(sb.)tobeinthemarket想做买卖(sb.)tobeinthemarketforsth.

在市场上觅购某物,想买进某物(sth.)tobeonthemarket

上市,被供应出售gomarketing到市场（或集市）去买或卖东西comeintothemarket

在市场上出售,上市bringtomarket出售come/putonthemarket

出售,投放市场loseone'smarket

失去买卖的机会raisethemarket抬高价格，索取高价bondmarket

债券市场domestic/homemarket

国内市场buyer’smarket买方市场，供过于求的市场exportmarket

出口市场employmentmarket就业市场exchangemarket

外汇市场financialmarket

金融市场blackmarket

黑市steadymarket

市场坚稳advancingmarket

正在上涨的市价stiffmarket

价格坚挺的市场booming/brisk/livelymarket

景气/繁荣/活跃的市场

flourishingmarket兴旺的市场tightmarket

供不应求的市场saturatedmarket

饱和的市场weakmarket

疲软市场decliningmarket

市场不景气depressed/stalemarket

市场萧条；呆滞的市场dull/inactive/heavy/sluggishmarket

呆滞市面，市场呆滞fallingmarket

市价跌落,淡季potentialmarket

潜在市场promisingmarket

有销路的市场prospectivemarket

未来的市场PartThree:SampleLetters(2)StudyUsefulWords&Phrases1.subjectto:(1)须经……的，有待于……的e.g.Theabovepricesaresubjecttofluctuationsofthemarket.

上述价格得随行就市。Thisagreementissubjecttoratificationbytheauthoritiesofbothparties.

此协议需经双方负责人士批准。(2)在……条件下，以……为条件，只要e.g.Subjecttoyouragreement,wewillproceed.

如你方同意，我们就进行。2.strengthen:vt.1)加强e.g.Weagreetoyourproposedtermsforthistransactioninordertostrengthenourrelations.为了加强我们的关系，我们同意你方对这笔交易提出的条件。vi.2)价格上涨e.g.Themarketingisstrengthening.行市正在上涨。PartThree:SampleLetters(3)StudyUsefulWords&Phrases1.quote

vt.&vi.statethecurrentpriceofanarticle,etc.报价(1)toquotesth.Wearepleasedtoquote(you)thefollowinggoods.(2)toquote(sb.)apricePleasequoteapriceforthegoods.Pleasequoteusyourlowestpriceforthegoods.

请对该商品报最低价格。Thisisthebest/mostfavourablepriceIcanquoteyou.

这是我能开报的最优惠价。

(3)toquotesb.(for)sth.Pleasequoteus(for)yourRaincoats.Pleasequoteusforthesupplyoftheitemslistedintheenclosedenquiryform.请报给我方随附询价单所列货品的供货价。Weareabletoquoteyouveryadvantageousterms.

我方可报你十分优惠的条件。(4)toquotesth.at…WequotethisarticleatRMB￥10perdozen.此项货物我们的报价为每打人民币十元。(5)toquotesth.in…Pleasequoteyourpricein(termof)poundsterling.

请您报盘时用英镑报价。(6)toquoteforsth.Willyoupleasequoteforthefollowingitems?n.[infml]=quotationamountstatedascurrentpriceforsth.onsale报价用作名词时，其常用的习惯搭配有：tomake/send/give/fax/email(sb.)one’s/aquotationfor/onsth.:（向某人）报盘/传真报盘/电邮报盘某货物Pleasegiveusaquoteassoonaspossible.

请尽快把报价单发给我们。Wearepleasedtomakeyouourlowestquotationfor100M/TChemicalFertilizeratUS$150perM/TCIFTokyo.现向你方报我方100公吨化肥最低价，每公吨150美元，成本加保险费、运费至东京价。Enclosedisourlatestquotation(sheet).

随附我公司最新报价单。Pleasepushthesalesofthegoodsonthebasisofourcurrentquotations.请按照我方现行报价来推销货物。Pleaseletushaveyourcompetitivequotationfor1,000LeatherJackets.YourquotationforLeatherJacketsaretoohightobeacceptable.Hisquotationismuchlowerthanalltheothers.

他的报价低于所有其他报价。2.allowancen.

减免,折扣,折让=discount;moneytakenoffthenormalpriceforaspecialreason其常用的搭配有：makean/someallowanceonsth.:givea/somediscountonsth.对某物作出价格折让/打折扣e.g.allowanceonsales=salesallowance销售折扣价；销售折让Thatstoremakesan

allowanceof10%forcashpayment.

那家商店给付现金的顾客打百分之十的折扣。Youmustmakeanallowanceforlegalexpensesoranallowanceforexchangeloss.

你得减掉律师费用或汇兑损失。Anallowanceismadeforlossinweightofmerchandise.

商品的重量损耗减免了。PartThree:SampleLetters(4)StudyUsefulWords&Phrases1.tobeonthehighside:(ofprice)behighorexpensive（价格）偏高e.g.Yourpriceisonthehighside.

你方价格偏高。Yourprice(quotation)isratheronthehighside.你方价格（发盘）过高。Unfortunately,yourpricesarefoundtobeonthehighsideandoutoflinewiththepresent/prevailingmarket.很遗憾，你方价格偏高，与现行市价不符。Yourpricesappeartobeonthehighsideascomparedwiththoseofothermakes.你方价格与其他厂家的产品价格相比似乎偏高了。商务英语中，有时还可这样表达：Weregretthatyourpricesaretoohightobeworkable/acceptable.很遗憾，你方价格太高，做不开/难以接受。2.toclosebusiness:

成交，达成交易类似的表达还有：toconcludebusiness/adeal/adealing/atransaction;tocometoterms/business;tocloseabargain/adeal;tofinalizebusiness达成交易，成交e.g.Alotofbusinesswillmaterialize/beconcluded.Wearegladthatwehavecometoterms/cometobusiness/closedadeal/closedabargain/finalizedbusiness.3.toseeone’sway(clear)todosth.:

设法做某事（常与can，cannot和can’t连用。）e.g.Iregrettosaywecannotseeourwaycleartofundtheproject.

我很抱歉，我们无法为此项工程提供资金。Ican'tseemywaytofinishtheworkthisyear.

我看我今年做不完这项工作。Wehopeyoucanseeyourwaycleartosettlethematter.我们希望你方能设法解决此事。Wetrustyouwillseeyourwaytosendacheckbyreturnmail.

我们确信您能设法在回信时将支票寄来。4.counter-offern.&v.higheroffermadeinreplytoanotheroffer（也可写成counteroffer）还价；还盘还盘是受盘人对发盘内容不完全同意而提出修改或变更的表示。还盘既是受盘人对发盘的拒绝，也是受盘人以发盘人的地位所提出的新发盘。e.g.1)Yourcounterofferisabsolutelyoutofthequestion.你们的还盘是绝对不可能的。2)Yourcounter-offerismuchmoremodestthanmine.你们的还盘比我的要保守得多。3)Wecounteroffer$540forTypeII.

对于型号II的商品，我们还盘540元。4)Amadeanofferof$10forthisarticleandBrepliedwithacounterofferof$8.

甲出价10美元购买该货物，而乙则以8美元还盘。MoreUsefulWords&Phrases1.bidv.&n.offerinitiatedbythebuyertotheseller递价，递盘；投标e.g.tobidfor（在拍卖等中）出价竞买；投标争取tobidagainsteachother竞相出价，竞相投标WhenIbidUS$20heputinacounterbidofUS$25.（在拍卖场）我出价20美元时，他就提出25美元。Hebid$5000forthecar.=Hemadeabidof$5000onthecar.他出价5000元买这辆车。Themechanicbid$500torepairthecar.汽车修理工索价500元修这辆车。Nootherbuyerhasbidhigherthanthisprice.LastweekwebidRMB￥5,000pertonforGreenTea.Nowwecandoalittlebetter.

上周我们对绿茶递价每吨人民币5000元，现在我们可以出价稍高一些。tomakeabidforsth.出价买某物toinvite/callforbids招标toaskforbidforthesupplyofsth.对……的供应进行招标torevoke/withdrawabid撤标toputin/enter/submitabidforsth.（书面）参与某事的投标；出价买……towin/loseabid中标/未中标tobeawardedabidforsth.在某事上中标toacceptthebidforsth.接受……的投标Pleasemakeabidfor30tractors.TheymadeabidatRMB￥10,000forRice.Wewilltrytogetabidfromthebuyers.

我们将试图从买主获得一个递价。Theirbidwastoohigh.他们的投标价太高。当bid表示“投标”之意时，还有一个同义词tender，也可作名词和动词，其用法和bid差不多。Bid一般为美式用法；而tender则为英式用法。PartFour:MoreUsefulExpressions(1)Openingsentencesforoffers/quotations:ThankyouforyourenquiryofJune15,2011.WehavereceivedwiththanksyourenquiryofRef.4007.ThankyouforyourletterofJune15.Wearegladtolearnoftheenquiriesyouhavehadfromyourcustomersforourraincoats.WethankyouforyourenquiryofAug.10andarepleasedtosendyouourquotationforcottonandsilkblouses.Wearegladtohavereceivedyourletterof10thNovemberinconnectionwithyourenquiryforDelllaptop.YourletterofMarch2ndhascometohandandwearegladtolearnofyourinterestinourproducts.(2)Followingsentencesforoffers/quotations:Inreply,wewouldliketoofferthefollowing:Basedonyourrequirement,wearequotingasfollows:Forthequantitiesyoumention,wearepleasedtoquoteasfollows:Asrequested/Atyourrequest/Asperyourrequest/Incompliancewithyourrequest/,wetake/havepleasureingiving/making/sendingyouthefollowingoffer/quotationforourgoods:Wearemakingyou,subjecttoyouracceptancebeforetheendofthismonth,theunder-mentionedoffer:Wehavemuchpleasurein/ofenclosingaquotationsheetforourproductsandtrustthattheirpricesandqualitywillinduceyoutoplaceatrialorder.Wearepleasedtosendyouageneralcatalogue.ItlistsourcompletelineofChinaware.Wehopeyouwillfindtheprice,qualityanddesignsatisfactory.OurproductsmeettheCEandISO9001standardandareofexcellentquality.Thisrangeispopularnotonlybecause…,butalsobecause….Youmaybecertainthatthedependablequalityofthematerialwillgiveyoueverysatisfaction.Ithaswon/enjoys

ahighreputation/largesalebothinChinaandinotherAsiancountries.Formoreinformationaboutourproducts,pleaselogonto/visitourwebsiteatwww.zxdz.org.,orcontactusbyfaxin(3)Closingsentencesforoffers/quotations:Thisquotationissubjecttoourfinalconfirmation.Thisofferisgivenwithoutengagement.本报盘没有约束力。Ourofferissubjecttochangewithoutnotice.Thisofferissubjecttothegoodsbeingunsold.该报盘以商品未售出为准。Ouroffersarefirm/open/good/valid/effectivefor3days.我们的报盘三天有效。

Theofferissubjecttoyouracceptancewithinsevendays.OurofferissubjecttoyourreplyreachingherebyAug.15,2011.Theofferholdsgooduntil5o'clockp.m.23ndofJune,201