商务英语课件TopicTwoInquiriesandOffers文档资料

TopicTwoInquiriesandOffers

(询盘与报盘)TeachingProceduresTradeTerms

OnPriceTerms1)FOB(freeonboard)：离岸价（xx地船上交货价）2）CIF(Cost,insuranceandfreight)：到岸价格（xx地成本费，保险费加运费在内价）3）CFR(Cost&Freight):成本加运费OnPaymentTerms1）L/C(LetterofCredit):信用证2）T/T(TelegraphicTransfer):电汇3）D/A(DocumentagainstAcceptance):承兑交单4）D/P(DocumentagainstPayment):付款交单OnShipmentTerms1)G.W(GrossWeight):毛重2）N.W(NetWeight):净重3）B/L(BillofLading):提单4)ETA(EstimatedTimeofArrival)预计到达时间5）PO(PurchasingOrder)订单1)goods,item,product,commodity,article:货物，商品2)makeaninquiryforsth:对…询价3）besubjectto:以…为条件/为有效besubjecttoourconfirmation(以我方确认为有效)besubjecttothegoodsbeingunsold/free(以货物未售出为准)besubjecttochangewithoutnotice(如有价格调整，不予另行通知)besubjectto常遭受某事物，倾向某事物Lateshipmentsaresubjecttocancellation晚交货则被取消订单。Thetimetableissubjecttoalternation.时刻表有可能更改。16)beinapositionto（有能力做某事）17)can’tseeone’swayclearto（不能干某事）18）quote(sb)apriceforsomegoods(报某种货物价)quoteonCNYbasis(按人民币报价)=quoteinCNYsend/make/give/submitaquotationfor/in/on(对…报价)19)allow/give/make/grant….%discount(给予…%的折扣)20）bewell-received/popular/saleable/marketable(有销路)21）getafootinginourmarket（在我方上市）22）besuperiorinqualityandmoderateinprice(质量上乘，价格公道)23)comeuptoourexpectation(符合我方的愿望)24）fall/comewithinthescopeofourbusinessactivities(某产品属于我们经营范围)25)findaready/promisingmarket(畅销)UsefulSentences1)你方如能降价，譬如说降价8%的话，我们也许能成交。Shouldyoubepreparedtoreduceyourlimit,say8%,wemightcometoterms.2)由于质量上乘，这种商品在大多数欧洲国家里深受欢迎。Byvirtueofitssuperiorquality,thisitemhasmetwithawarmreceptioninmostEuropeancountries.3)由于市价下跌（由于市价坚挺，或兴旺，并具有上涨的趋势），我们建议你方立即接受此盘。Asthemarketisdeclining(orAsthemarketisfirm,orbrisk,withanupwardtendency),werecommendyourimmediateacceptance.4)由于原料价格已上涨了20%，我方不久将发行提价的价目表。Thepriceofrawmaterialshasadvanced20%andweshallshortlybeissuinganadvancedpricelist.5)我方欲购买洗衣机，请报你方最优惠的价格。Asweareinthemarketforwashingmachine,weshouldbepleasedifyouwouldsendusyourbestquotations.send/make/give/submitaquotationfor/in/on(对…报价)6)如果你方提供的产品在型号和质量上符合我方要求的话，我们会按时大量订购你方的产品。Ifyoucansupplygoodsofthetypeandqualityrequired,wemayplaceregularordersforlargequantities.7)很抱歉我方目前无法提供你方所需的货物。今后一旦进货，我方将很乐意再谈及这件事。Weregrettoinformyouthatwearenotinapositionto

coveryourneedforthesaidgoods.Onceoursuppliesarereplenished,weshallbeonlytoopleasedtoreverttothismatter.8）我们很高兴在信内附上一份产品的目录本，并且相信高质量的产品会导致你作出试订。Wehavemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.9)请注意由于外汇汇率浮动较大，价格会随时起变化，不预作通知。

Pleasebeinformedthat,onaccountofthefluctuationsofforeignexchange,thequotationissubjecttochangewithoutpreviousnotice.10)由于你方规格要求的商品目前供应不足，我方打算向你提供我方的商品作为代替。这个代替品质量上乘并且很接近你方的规格要求，然而它的价格却更优惠。Asthegoodsofyourspecificationsareinshortsupply,weintendtofurnishyouwithourcommodityasasubstitute,whichisofgoodqualityandveryclosetoyourspecificationsbutwillbeofferedatamorefavorableprice.2.IntroductionWhat’stheinquiryandoffer?Inquiry1)Aninquiryisarequestforinformation.2)Itisusuallytheimportersthatmakeinquiries.3)Theyinviteaquotationoranofferforthegoodstheywantorjustaskforsomegeneralinformationaboutthosegoods.4)Therearequiteafewwaystomakeaninquiry,suchasbytelephone,throughface-to-facetalk,letter,telegramorfax.TwoKindsofInquiryOffer1)Anofferistheseller’spromisetosupplygoodsonstipulatedterms.2)Itisoftenareplytoaninquiry.TwoKindsofOffer1)firmofferorofferwithengagement(实盘)：itprovidesaperiodofvalidity.Itremainsvaliduntilthevalidityends.发盘人有肯定的订立合同的旨意，一旦发盘人在有效期内表示完全同意，交易即达成的报盘。E.g我们给你方报一下这个盘，但以你方在本月底之前接受为条件。Wearemakingyou,subjecttoyouracceptancebeforetheendofthismonth,theunder-mentionedoffer.请注意我们的报盘是以你方的确认于本月25日之前到达这儿为条件。Pleasenotethatourofferissubjecttoyourconfirmationreachinghereonorbeforethe25ththismonth.2)softofferorofferwithoutengagement(虚盘)：itisunclear,incompleteandwithreservations.Itisnotbindingontheofferor.发盘人没有肯定的订立合同的旨意，如发盘内容不明确、发盘主要内容不完备、发盘不是最终的等，这种发盘对发盘人无约束力。E.g我们给你方报以下这些货，但以我方最后确认为准。Weofferyou,subjecttoourfinalconfirmation,thefollowinggoods.以上报盘是以是否先售出为准。Ouraboveofferissubjecttopriorsale.我方的报盘随时会有变化，不作预先通知。Ourofferissubjecttochangewithoutnotice.DearSirs,ThankyouforyourletterofSeptember18.Wenotewithpleasurethatyoudesiretodevelopbusinesswithus.Wehavegonethroughyourcatalogueandfindthatyourcomputerisofinteresttous.Weshallbepleasedifyouwillquoteusthelowestprice

inRMBCIFGuangzhou,pleasealsoindicatethequantityyoucansupplyforpromptdelivery.Ifyourpriceisreasonableandquantitysatisfactory,wewillconsiderplacinglargeorders.

Wehavegoodconnectionswithallthemajorwholesalers(wholesaledistributor批发商/retailer零售商)alloverthiscountry.Webelievethatyourproductscanfindareadymarkethere.

Ihopeyoucangiveourinquiryforimmediateattentionandletushaveyourreplyatanearlydate.Yours,YuMingShipment:tobemadeinthreeequalmonthlyinstallments(分三个月平均装运),beginningfromJune,2007Payment:Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.Wetrusttheabovewillbeacceptabletoyouandawaitwithkeeninterestyourtrialorder.（keeninterest强烈的兴趣，keenprice薄利的价格，低价；keencompetition激烈的竞争）YoursFaithfullySituationalConversationOntheseconddayofnegotiations,themeetinglastlongerthanexpected,becausethenegotiationsbegintogetdowntothebrasstacks.(开始考虑某事的具体细节)MakinganInquiryY:IwonderwhetheryoucanquoteusonFOBbasis.K:Yes.WecangiveyoupricesbothFOBandCIF.Youcancomparethemandseeyourselfwhichpriceisbetterforyou.Y:Good.Now,Ihaveanotherpoint.Doyouallowmeadiscount?K:Yes.Ourregularpracticeis2%tradediscount.Y:BeforeIplaceanorder,I’dlikeafirmofferinorderforustofindtimetomarkettheproduct.K:Ouroffersareusuallygoodfor5days.MakingFirmOfferY:Ifweorder1000setsofCOMPAQ1200computer,what’sthebestpriceyou’llgivethen?K:What’sthebasisarewetooffer,FOBorCIF?Y:I’dliketohaveyourlowestquotationCIFGuangzhou.K:Waitaminute.We’llhaveitworkedoutverysoon.Haveacupofcoffee,please.(aftercounting)Oh,nowIhavetheofferreadyforyou.ThepriceforCOMPAQ1200computeris$900persetCIFGuangzhou.Thesizeoforderis1000sets.ThedateofdeliveryisJuly.Y:Howlongdoesyourcurrentofferremainvalid?K:Ourofferisfirmoffer,andremainsopenforthreedays.Hereisthequotation