外贸英语函电 课件 第六章 报盘和还盘OFFERS AND COUNTER-OFFERS

第六章报盘和还盘OFFERSANDCOUNTER-OFFERS学习目标

熟悉报盘和还盘英文信函的写作原则及步骤

掌握报盘及其还盘的结构及常用句式。

体会样信的语言及写作手法并学会仿写报盘报盘，也叫报价，发盘，通常是收到对方的询盘后提出的，但也可主动向对方提出，主动报盘实际上是一种促销行为。在法律上，报价不是发盘，报价只是对对方询盘中所列货品列出大致的估价，是一种不肯定的订约建议；而发盘在法律上称为要约，是指交易的一方向另一方提出某商品的各项交易条件，并表示愿意按这些交易条件与对方达成交易，订立合同的行为。在国际业务中，报盘分实盘（firmoffer）和虚盘（non-firmoffer）两种。实盘实盘，是发盘人按其提供的条件以达成交易目的的明确表示，具有法律效力。受盘人一旦在有效期限内接受实盘中的条件和内容，发盘人就无权拒绝售货。WeofferfirmsubjecttoyouracceptancereachingusbyMay5.InreplytoyourletterofApril12,wearemakingyouafirmoffer,subjecttoyourreplyreachingusby6p.m.Beijingtime,Sunday,April18,asfollows:......实盘示例一DearMr.Black,WethankyouforyouremailenquiryforbothgroundnutsandWalnutmeatCFRCopenhagendatedFebruary,21.Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeFebruary26for250metrictonsofgroundnuts,handpicked,shelledandungradedatRMB2000netpermetrictonCFRCopenhagen.Shipmentcanbemadewithintwomonthsafterreceiptofyourorder.Wehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.Pleasenotetherehaslatelybeenalargedemandfortheabovecommoditiesandsuchgrowingdemandwilllikelyresultinincreasedprices.Howeveryoucansecurethesepricesifyousendusanimmediatereply.Sincerely,实盘示例二Subject:AquatiteRainwearDearMrsBardenThankyouforyouremail.Iampleasedtolearnabouttheenquiriesyouhavereceivedforourraincoats.OurAQUATITErangeisparticularlysuitableforwarmclimates.Duringthepastyearwehavesuppliedthisrangetodealersinseveraltropicalcountries.Wehavealreadyreceivedrepeatordersfrommanyofthosedealers.Thisrangeispopularnotonlybecauseofitslightweightbutalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface.Wearepleasedtoquoteasfollows:100AQUATITEcoats men's medium ₤17.50ea1,750.00100AQUATITEcoats men's small ₤16.80ea1,680.00100AQUATITEcoats women'smedium₤16.00ea1,600.00100AQUATITEcoats women'ssmall ₤15.40ea1,540.00

实盘示例二（续) 6,570.00less33.33%tradediscount 2,187.81Netprice 4,382.19Freight(LondontoAlexandria) 186.00 Insurance 122.50

TOTAL 4,690.69Terms:2.5%onemonthfromdateofinvoice Shipment:Within3-4weeksofreceivingorder Foracceptancewithinonemonth. Wefeelsureyoumayalsobeinterestedinsomeofourotherproducts.Pleasetakealookattheattachedpdf,whichyoumay printtohandouttoyourcustomers.Youcanalsoseefulldetailsonourwebsite.Wehopetoreceiveyourordersoon,andifyouhaveanyquestionsjustdropmeanote.BestwishesLauraHarrison虚盘报价方没有明确承诺签约的发盘为虚盘。虚盘较为灵活，无须详细的内容和具体的条件，也不注明有效期。它仅表示交易的意向，所报价格不具有法律效力。一般说来，虚盘中常含有以下词句，以示发盘者有所保留：Thisofferissubjecttoourfinalconfirmation.Subjecttopriorsale.Allquotationsaresubjecttoourfinalconfirmationunlessotherwisestated.Foryourconsideration.Thepricesquotedaresubjecttothegoodsbeinginstockonreceiptoforders.虚盘示例一DearMr.Jones:

ThankyouforyourletterdatedApril8inquiringaboutourleatherhandbags.Asrequested,wetakepleasureinofferingyou,subjecttoourfinalconfirmation,300dozendeerskinhandbagsstyleNo.MS190at$124.00perdozenCIFHamburg.Shipmentwillbeeffectedwithin20daysafterreceiptoftherelevantL/Cissuedbyyourfirstclassbankinourfavor.Wehopethatyoutakeadvantageofthisopportunityandwelookforwardtoyourearlyreply.Sincerely,虚盘示例二DearSirs,ThankyouforyourenquiryofOctober20,2022forChristmascandleswehavebeendealinginforyears.Asrequested,weareofferingArticleNo.202candlesyourequireatUSD340percaseonCIFC2%Sydneybasis,subjecttoourfinalconfirmation.Itisknownthatourproductsaresuperiorinqualityandmoderateinprice,andareverypopularintheinternationalmarket.Wehopeyouwillagreetoourquotation.AsChristmasisapproaching,pleasesendusyourorderswithoutanydelay.Yourpromptreplywillbehighlyappreciated.Yoursfaithfully,GaoliExportManagerGoldenKingCandleCo.Ltd主动报盘VOLUNTARYOFFER

（主动报盘指卖方并未收到买方的询盘，但主动推销产品情形下的报盘）Gentlemen,WearepleasedtoannounceourappointmentasexclusiveexportagentforShanghaiCannedFoodCorporationwhoisthemanufacturerofacompletelineofcannedfood.Underthisarrangementwewillnowbeabletogiveyoutheverybestserviceatthelowestdirectfactoryprices.ShanghaiCannedFoodCorporation,alargestate-ownedenterprise,manufacturesallkindsofcannedfood,andnow,wequoteyouforthebest-sellinggoodsinoverseasmarketasfollows:No.Items FOBShanghaiOR-89-10 Cannedorange US$11.70perdoz.PE-89-09 Cannedpear US$11.30perdoz.MU-89-05 Cannedmushroom US$15.50perdoz.AS-89-03Cannedasparagus US$13.30perdoz.FI-89-07 Cannedfish US$16.40perdoz.PO-89-11Cannedpork US$15.60perdoz.主动报盘（续）Packing:Bystandardexportcasesof10dozeneachPayment:ByconfirmedirrevocableL/Cpayablebydraftatsight.Delivery:OnemonthafterreceiptofL/C.Sinceourstockshavebeenlowforthepastfewmonthsandthedemandsarebrisknow,pleaseletushaveyourdecisionasearlyaspossible.Faithfullyyours,还盘概述一方报盘，对方若不同意其内容，可以还盘。还盘是指对所收到的发盘条件表示不同意或不完全同意，但愿意就交易的达成做进一步的洽商的回复，也称还价。根据《联合国国际货物销售合同公约》的规定，受盘人对货物的价格、付款方式、质量、数量、交货时间与地点及一方当事人对另一方当事人的赔偿责任范围或解决争端的办法等条件提出添加或更改均属于还盘。还盘信函结构开头感谢对方的报盘，表示愿意充分考虑对方的需求和意愿；正文部分详细解释我方观点，阐述不能完全按对方意愿做生意的理由；然后完整陈述我方的还盘内容，包括可以接受的条款、价格等；结尾表示希望对方考虑自己的还盘，敦促对方尽早接受，强调希望继续磋商的愿望。还盘信函的种类一、买方要求降价的还盘信函买卖双方对某些交易条件讨价还价,去信表明自己的要求或意见就是还盘。为了促进早日成交，还盘信需给出适当的理由，选择适当的角度，提出适当的条件。要求降价就是对价格条件的还盘,这样的还盘信要注意表明降价的理由，例如：报价高于当地市价；可以用较低的价格获得类似质量的商品；可以从别的供应商处以较低的价格购进该商品；该商品的市场疲软等。并提出降价的幅度。买方还盘示例DearSirs,WeareinreceiptofyourletterdatedJuly12,offeringus100casesofliquoratUS$400percaseontheusualterms.Inreply,weregrettoinformyouthatwefindyourpricetoohigh.Wehavebeenverypleasedwithyourproducts;however,thedifferenceinpriceistoobig.WefindthatwecanobtainapriceofUS$370percasefromalocalfirm.Ifyoucanseeyourwaycleartomeetthesefigures,wewouldbepleasedtoplacewithyouanorderthatwillcarryusfortherestofthisyear,andthatorderislikelytobeoneofthelargestthatwehaveeverplacedwithyou.Wewishtoreceiveyourfavourablereplyassoonaspossible.Sincerely,示例DearSirs,ThankyouforyourletterofAugust2quotingforblackteaat$1000percase,butweregretthatatthispricewecannotplaceanorder.Weareworkingtoanumberoflongtermcontractsunderwhichitisimpossibleforustoreviseourpricesandhadyourownpricesbeenwithinourreachwecouldhaveplacedregularlargeorders.Wethereforehopeyouwillreconsideryourquotationandfinditpossibletoofferalowerprice,calculatedonthebasisofmonthlyorderforaminimumoffiftycases.Faithfullyyours,示例DearMs.Brook,ThankyouforyourletterofMay13abouttheofferforyourbamboochairs.Althoughweappreciatethequalityofyourproducts,weregrettosaytheirpriceistoohighforustoaccept.ReferringtotheSalesConfirmationNo.89SP-754,youwillfindthatweordered500bamboochairsofthesamemodelataprice5%lowerthanyourpresentprice.Besides,sinceweplacedthelastorder,priceforrawmaterialshasdecreasedconsiderably.Acceptingyourpresentpricewillmeangreatlosstous.Wewouldliketoplacerepeatorderswithyouifyoucouldreduceyourpriceatleastby3%.Otherwise,wehavetoshifttotheothersuppliersforoursimilarrequest.

Wehopeyoutakeoursuggestionintoseriousconsiderationandgiveusyourreplyassoonaspossible.Yourstruly,还盘信函的种类

二、卖方拒绝降价的还盘信函拒绝降价就是对买方提出的价格条件的否定还盘。这样的还盘信要注意强调坚持原价并阐述无法降价的理由。例如，正处在销售旺季，已收到对方所在地区进货尚的大量订单；销售利润已低至极限；着眼点应在该商品的质量上等等。或者推荐对方购买与所要求价格相近的，价格较低的替代商品。示例DearSirs,ThanksforyourletterofApril12.Weregrettofindthatwedidn'tagreeontheprice.Muchaswewouldliketocooperatewithyouinexpandingsales,weareregretfulthatwecannotacceptyourcounter-offer,asthepricewequoteisratherrealistic.Throughourstudyofyourmarketsituation,weareconfidentourofferiscompetitive.Asamatteroffact,wehavereceivedalotofordersfrommanycountriesatthatprice.Ifyoucouldacceptourpriceaftercarefulconsideration,pleasedoletusknow.Onaccountofalimitedsupplyavailableatpresent,wewouldaskyoutoactquickly.Wearelookingforwardtoyourearlyreply.Yourssincerely示例DearSirs,

Wehavecarefullyconsideredyourcounter-proposalof20Augusttoourofferofporcelainwares,butverymuchregretthatwecannotacceptit.

Infact,thepricesquotedinourletterof15Augustleaveuswithonlythesmallestmargins,andarelowerthanthoseofourcompetitorsforgoodsofsimilarquality.Theporcelainusedinthemanufactureundergoesaspecialpatentedprocess,whichpreserveoriginalityandincreasesdurability,thefactthatwearethelargestsuppliersofporcelainwaresinthiscountryisinitselfevidenceofthegoodvalueofourproducts.Wehopeyouwillgivefurtherthoughttothismatter,butifyouthenstillfeelyoucannotacceptourofferwehopeitwillnotpreventyoufromapproachingusonsomefutureoccasion.Weshallalwaysbehappytoconsidercarefullyanyproposalslikelytoleadtobusinessbetweenus.Sincerelyyours，还盘信函的种类三、卖方作出降价让步的还盘信函作出降价让步就是对买方提出的价格条件有条件地进行减让的反还盘。这样的还盘信要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如，原报价符合市价；考虑到以前获得的帮助、双边的贸易关系；为发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件：数量折扣、规定日期内订货的折扣等。示例DearSirs,WeacknowledgewiththanksreceiptofyourenquiryofJune1,andarepleasedtohearthatyouareinterestedinourporcelainwares.Intheletter,youaskedusforaspecialpricediscountof5%ofthepricelist.Whileappreciatingyourorder,wefeelwemustpointoutthatourlistedpriceshavealreadybeencuttotheminimumpossible,andourgoodsareunobtainableelsewhereatourrate.Wearesurethegoodqualityofourproductsandreasonablepricewillequipyouwithgreatcompetitiveedgeinyourmarket.Weshould,however,bepleasedtoallowyoutherequested5%ifyoucaretoraiseyourorderto6,000setsandweawaityourconfirmationbeforeputtingthematterinhand.Withourbestregards.Yoursfaithfully，示例

DearSirs,

WehavereceivedyourletterofFebruary27andinyourletteryoumentionedthatyoufindourquotationfortheabovementionedcommoditytoohightoaccept.YouexplainedthatthesimilargoodsofSpanishoriginhavebeenofferedatapriceabout10%lowerthanours.Whilewedonotdoubtwhatyousaid,wearesurethatthequalityoftheSpanishgoodsisfarfrombeingcomparabletoours.Howeverdesirouswearetodeveloptradebetweenus,weverymuchregretthatwecannotacceptyourcounter-offer.Thebestwecandoistoallowyoua2%reductioninprice.Pleasenotethisisthebestwecandoandwehopeyouwillacceptit.Asourstocksarerunninglow,itisadvisableforyoutomakeanimmediatedecision.Wearelookingforwardtoyourfavourablereply.Yoursfaithfully,还盘信函的种类四、卖方要求提价的还盘信函对原定价格的提价或是对买方价格条件的还盘：由于某些不利因素的影响，卖方对双方曾经同意的某种商品的价格上调。这样的还盘先要注意说明提价的客观性：商品市价在上扬、材料价格上涨、运输费用的提高等。示例DearSirs,WewishtoinformyouthatwehaveincreasedthepricesoftheporcelainvasewequotedyouinourletterofMay16by2%.OurnewpriceswilltakeeffectonMay21andwewillkeepthisofferfortwoweeks.Therearetworeasonsfortherisingoftheprices.First,theriseinfreightcostduetotheexplosionofoilprices;second,theincreaseinthepricesofmaterials.Weknowfrequentchangesofpricesarethemostunwelcome,butweneedtocovertheincreasingcostsandcannotkeeptheoriginalpricesanymore.Infact,thenewpricesarestillabout2%belowthemarketlevel.Thereasonwhyweofferthelowpricesisthatwewouldliketocontinueourbusinesswithyou.Furthermore,weareconfidentthegoodqualityandfashionabledesignsofourvaseswillhelpyoualottostandfirmlyinyourmarket.Wewishyouwillplaceyourorderassoonaspossible.Yoursfaithfully,还盘信函的种类五、卖方对买方递价的还盘针对最初是由买方出价的情形。买方出价称递盘或递价(bid)。卖方对买方递价的还盘叫反递盘卖方反递盘示例DearMr.Aldington,WehavereceivedyourletterofMay6andappreciateyouroffertobuy5,000longtonsofriceatUS$50.00perlongtonCIFBombay.Weregret,however,thatourcustomersfindyourpricetoolowtobeinlinewiththeprevailingmarketprice.Webelievenosupplierwouldacceptyourprice,particularlyforaqualitycommoditylikeours.Ifyoucanincreaseyourpriceby25%,itispossibleweco