外贸英语函电课件unit

Unit4

询盘和报盘

Enquiries&Offers

学习目标掌握询盘信具体内容及格式熟悉答复询盘信的内容要点熟悉两种报盘Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

进出口贸易的磋商一般可分为四个环节：询盘enquiry、发盘offer、还盘counter-offer和接受acceptance

Soenquiryisthefirstrealstepinbusinessnegotiation.其中“发盘和接受”是成交的基本环节，是合同成立的“要件”。进出口贸易的磋商内容包括拟签订合同的各项条款：合同的标的（货物的品名、品质、数量、价格、包装）、支付条款、交货条件（运输和保险）、商检、索赔、仲裁和不可抗力等。主要交易条件:品名(commodity)、品质(quality)、数量(quantity)、价格(price)、包装(packing)、运输(shipment)、保险(insurance)、付款(payment)等条款一般被认为是交易的主要条件。因此买卖双方想达成交易至少得就上述各项条件进行磋商达成一致意见。交易的主要条件根据每笔生意不同要逐条谈妥，难以通用。一般交易条件:商检、索赔、仲裁和不可抗力等其他条件被认为是交易的“一般交易条件”(GeneralTermsandConditions)。一般交易条件往往是买卖双方洽谈贸易的前提和基础，通常印在合同(约)的背面共同遵守，而不需要每次都重复商洽Thenatureofenquiry:Inforeigntradeanenquiryis

usually(notabsolutely)

madebytheprospectivebuyerwithoutengagement（约束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit询盘or询价inChinese.Theclassificationofenquiries:Generalinquiryissenttoacquiresomegeneralinformationaboutproducts,suchasaskingforpricelists,samples,catalogues,termsofpayment.Specificinquiryexpressesadefinitewishtopurchaseaspecificproductifconditionsaremet,anditrequiresmoredetailedinformationsuchaspriceterms,quantity,portofshipment,packing.一般询盘DearSirs,ThroughthecourtesyoftheChamberofCommerceinyourcountrywelearnthatyouareoneoftheleadingexportersofporcelainwaresofavarietyoftypes.Weavailourselvesofthisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.Wehavebeenimportersofporcelainwaresformanyyears.Nowweareinterestedinyourporcelainteaandcoffeecupsandsaucesofdifferentshapes.Pleaseinformusofyourtradetermsandforwardsamplesandproductbrochures.Ifyourpricesareinline,wetrustimportantbusinesscanmaterialize.Wearelookingforwardtoyourearlyreply.Yoursfaithfully，LanguagepointsAvailourselvesofthisopportunityto…(后接动词原型)利用这个机会做…还可以说takeadvantageofthisopportunityortakethisopportunityApproach

WeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.

Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.beinthehopeof

Icalledallthecompaniesonthispageinthehopeoffindingacustomer.

Iame-mailingyouinthehopeofestablishingbusinessrelationswithyou.forward转发PleaseforwardanyletterstomewhileI'monholidayforwardrate[金融]

远期汇率Inline一致；协调ThisisbecausetheirwagesareunlikelytoriseinlinewiththegrowthintheeconomyMaterializevt.使具体化，使有形vi.实现，成形Thoughtheworstoftheexportsslowdownappearstobepast,Chinarisksa"double-dip"inGDPgrowthnextyearifthatWesternrebounddoesn'tmaterialize,someeconomistssay具体询盘DearSirsWearepleasedtoadvisethatsomeofourprospectivecustomersareinterestedintheFlyingPigeonBrandBicycleandhaverequestedustoapproachyouforquotations.

Pleaseletusknowtheunitpriceandonwhattermsofpaymentyouareabletosupply1,000FlyingPigeonBrandBicycles.Ifyourpriceisattractiveandtimeofdeliveryacceptable,wehaveconfidenceinsecuringanorderforyou.Pleasequote1,000FlyingPigeonBrandBicyclesCIFSingaporestatingyourtermsofpaymentandtimeofshipment.Wearelookingforwardto

yourfavourablereply.Yourssincerely,写作步骤WritingGuide询盘信函主要包括以下三方面的信息：1.开头段告知对方信息来源，并表明想和对方达成交易的意愿：SourceofinformationWelearnedfromtheWebsitethatyouarealeadingexporterof…Weknowyourcompanythroughthecourtesyof…Wearekeenlyinterestedinimporting…fromyourcompany.如果是初次向对方发出询盘，要作简单的自我介绍。必要时可向对方提供资信证明人的联系方法。以便让对方了解自己公司的信誉情况。Providecreditreference3.下一步说明写信的目的，比如希望对方提供什么信息或服务等。如果不确定对方公司能否提供所需服务，应说明“如你方不经营此项业务，请将我们的询盘转交给有关公司”。Interest&requirementWeshallappreciateitifyoucanquoteusafirmofferfor…Pleasequoteusyourbestpriceandshippingdate.Pleasesubmitspecifications,preferablywithillustrations.Wewouldappreciateasampleofeachoftheitemslistedabove.PleasesendusyourlatestcataloguewithyourbestCIFTianjinprices.Ifyoudonotdealinthisline,pleasehandonourenquirytotheappropriatecompany.4.结尾段表达希望对方及早回复的愿望。ExpectationWelookforwardtohearingfromyou.Wehopethiswillbeagoodstartforlongandprofitablebusinessrelations.Iamlookingforwardtoafavourablereplyatyourearliestconvenience.回复询盘收到询盘应及时回复；即使你不能满足对方的要求，也应该及时答复，婉言说明原因，为以后可能的交易留有余地，切忌置之不理。回复询盘的信函一般遵循以下五大原则：准确、全面、具体、清楚。

答复询盘的信函通常包括以下内容：感谢客户来函询价；明确写信具体意图；正面推销我方产品；通知对方所附附件；提出报盘交货条件；欢迎对方继续联系。如果出于某些原因（如存货不足等）不能满足对方意愿，则应及时回信说明情况，为以后的交易留有余地；或者积极向对方推销同类产品。1.Expressourthankstotheenquirerforhis/herinterestinourproduct;2.AnswertheQsaskedandprovideotherrelevantandnecessaryinformation;3.Iftheenquiryisfirstone,weshouldalsostatebrieflytothemthestrengthsandadvantagesofourproducts.WritingGuideforreply答复询盘回复询盘示例DearSirs,WeareinreceiptofyourinquiryofMay3andpleasedtoencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskedfor.Alsobyseparatepostwearesendingyousomesamples.

Ourregularpurchaseinquantitiesisnolessthantensetsofindividualitems.PaymentistobemadebyirrevocableL/Catsight.

Becauseofthehighqualityanduniquedesign,ourporcelainwaresarequitepopular.Afterstudyingthepricesandtermsoftrade,youwillunderstandwhyweareworkingtocapacitytomeetthedemand.Butifyouplaceyourordernolaterthanthismonth,wewouldensurepromptshipment.

Sincerelyyours,SpecimenLetterDearSirs,

Thankyouforyourletterof14thApril.I’msorrytosaythatTypeBS36212-voltsealedbatteriesyouinquiredaboutisadiscontinuedlinewhichwewillnotproduceanymore.

Wenowhaveasimilarproductonoffer:TypeCN233.Itoccurstousthatyoumight

beinterested.Adescriptiveleafletisenclosed.Wehaveastockof590ofTypeCN233whichwearesellingoffatGB￡30each.Wecanofferaquantitydiscountof

upto15%,butwearepreparedtogive20%discountforanoffertobuythecompletestock.

Wearegivingyouthisopportunityinviewofyourpreviousorder.Wewouldappreciateapromptreply.Yoursfaithfully,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FirmOffer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。Itisadefinitepromisetosellandthetermsinthepromisewillnotbechangedifitisacceptedbyabuyerwithinthegivenvalidtime.

e.g.1.Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.2.WeofferfirmsubjecttoyouracceptancereachingusbyMay5th.

1.Anexpressionofthanksfortheinquiry;2.Nameofcommodities,quality,quantityandspecification;3.Detailsofprices,discountandtermsofpayment;4.Packinganddeliverydate;5.Theperiodforwhichtheofferisvalid.WritingguideforfirmofferSpecimenLettersDearMr.Black,WethankyouforyouremailenquiryforbothgroundnutsandWalnutmeatCFRCopenhagendatedFebruary,21.Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeFebruary26for250metrictonsofgroundnuts,handpicked,shelledandungradedatRMB2000netpermetrictonSpecimenLettersCFRCopenhagen.Shipmentcanbemadewithintwomonthsafterreceiptofyourorder.Wehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.PleasenotetherehaslatelybeenalargedemandfortheabovecommoditiesandsuchaSpecimenLettersgrowingdemandwilllikelyresultinincreasedprices.Howeveryoucansecurethesepricesifyousendusanimmediatereply.Sincerely,虚盘Non-firmoffer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，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。Non-firmoffersaretheoneswhicharenotbindinguponthesellersandthedetailsoftheoffersmaychangeincertainsituations.e.g.1.Thisofferissubjecttoourfinalconfirmation.2.Subjecttopriorsale.3.Allquotationsaresubjecttoourfinalconfirmationunlessotherwisestated.4.Foryourconsideration.5.Thepricesquotedaresubjecttothegoodsbeinginstockonreceiptoforders.示例DearMr.Jones,

ThankyouforyourletterdatedApril8inquiringaboutourleatherhandbags.Asrequested,wetakepleasureinofferingyou,subjecttoourfinalconfirmation,300dozendeerskinhandbagsstyleNo.MS190at$124.00perdozenCIFHamburg.Shipmentwillbeeffectedwithin20daysafterreceiptoftherelevantL/Cissuedbyyourfirstclass.

bankinourfavorWehopethatyouwilltakeadvantageofthisopportunityandwelookforwardtoyourearlyreply.Sincerely,CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsuranceQuantity(1)重量(weight)公斤(kilogram)公吨

(metricton)

长吨

(longton)(≈1016kg)（英国常用）短吨(shortton)(≈907kg)（美国常用）(2)数量(number)件

(piece)双(pair

)套(set

)打(dozen）PriceTermsUS$300permetrictonCIFSeattle每公吨300美元CIF西雅图每短吨5600日元FOB横滨YokohamaJPY5600pershorttonFOBYokohama每打20美分旧金山到岸价USD0.2perdozenCIFSanFranciscoWordsandphrases合理的价格具有竞争力的价格优惠的价格单价

总值

金额

佣金

净价

reasonablepricecompetitivepricefavorableprice

unitprice

totalvalue

amount

commissionnetprice

折扣discount

批发价wholesaleprice

零售价retailprice现行价格current/prevailingprice

国际市场价格world(International)marketprice离岸价（船上交货价）FreeonBoard成本加运费价（离岸加运费价）CostandFreight

到岸价（成本加运费、保险费价）cost,insuranceandfreight

英汉翻译

1.非常感谢贵方3月5日的电报查询，本公司的确定报价在贵方在3月11日之前回复有效。

2.本报价三天内