《现代商务函电写作的基本知识》-Transaction situation 3 offer

ContentsLearningObjectives学习目标WorkTask工作任务Howtowrite如何写

ExampleTransactions操作示范12433CompetencePractice能力训练5一、LearningObjectives（学习目标）Ability’sobjective：Canwritetheletterofmakingoffer.Knowledgeobjective：Befamiliarwiththewordsandexpressionsrelatedthetopicofmakingoffer.上次交易情境复习在收到加拿大CANADIANFASHIONTRADECO.,LTD.公司的询盘后，Victor按照对方的要求把一件型号为BJ123的全棉运动上衣邮寄过去了，并告知对方已按要求将样品寄出，请查收，并希望尽早收到对方的回信。Ellen收到样品后，进行回复，请以Ellen的名义写一封回复函，要求：1.对寄来样品表示感谢，并且对样品比较满意。2.要求Victor对型号为BJ123的全棉运动上衣报含3%佣金的CIF到蒙特利尔的美元价格。3.表示如果报价合理并且具有竞争力，将会很快大批订货。二、WorkTask（工作任务）11月19日，在收到Ellen的询盘后，Victor经过对产品的报价核算，向加拿大CANADIANFASHIONTRADECO.,LTD.公司进行报价，同时告知了包装、支付方式、保险、装运时间等相关贸易情况。发盘具体资料：

1．品名：型号为BJ123的全棉运动上衣2．尺码：小码、中码和大码3．单价：每件20.5美元，CIFC3%蒙特利尔4．数量：6000件，各尺码2000件5．包装：10件装入一个不透明的塑料袋，每10个塑料袋装入一个双层瓦楞纸箱6．付款方式：以卖方为受益人的不可撤销跟单即期信用证7．交货期：收到相关信用证后60天之内8．保险：由卖方投保9．发盘以对方11月26日之前的复到为准同时督促对方尽早下订单。

三、Howtowrite（如何写）

Anofferisapromisetosupplyorbuygoodsonthetermsandconditionsstated.Inanoffer,theoffernotonlyquotesthepriceofthegoodshewishestosellortobuybutalsoindicatesallnecessarytermsoftransactionsfortheofferee’sconsiderationandacceptance.Aquotationisnotan“offer”inthelegalsense.Aquotationismerelyanoticeofthepriceofcertaingoodsatwhichthesellersarewillingtosell.Itisnotlegallybindingasafirmofferifthesellerslaterdecidenottosell.Thepriceissubjecttochangewithoutpreviousnotice.However,ifaquotationismadetogetherwithallnecessarytermsandconditionsofsales,itamountstoanoffer.So,thesetwowordsaresometimesconfusinginuse.Introduction(简介)

Ifyouwanttowriteasatisfactoryoffer,thefollowingcontentsmaybeincluded:1.Anexpressionofthanksfortheenquiry2.Thedetailsofoffer,whichincludes:namesofcommodities,detailsofprices,quantity,packing,termsofpaymentandthedateofdeliveryetc.3.Thevalidityoftheoffer4.Hopeofacceptance2.Writingskills(写作技巧)

3.TypicalExpressions(常见表达方式)Forlettersmakingoffer(发盘信函常用表达句型):Writingsteps（写作步骤）Typicalexpressions（常用表达句型）1.对对方的询盘表示感谢

1.Manythanksforyourenquiryof...

谢谢贵公司……日的询盘｡

2.Wethankyouforyourenquiryof…andarepleasedtoquoteasfollows.

我们对贵公司在……日的询盘表示感谢，并愿意提供以下产品的报价。

2.向对方提供所要求的信息

1.namesofcommodities品名specification规格price价格quantity数量packing包装termsofpayment支付方式

thedateofdelivery交货期

insurance保险

2.Packingchargesareincludedintheprice,andwecanmakedeliverywheneveryouwish.价格已含包装费，并且我们随时可以交货。

3.Wecanshipyourorderwithin4weeksuponreceiptofyourorder.

我们能在收到你方订单后四周内发送货物。

3.表明报价的有效期1.Thisofferissubjecttoyouracceptancewithin7days.此盘以贵方在7天内接受为有效。

2.Thisofferisfirm,subjecttoyourreplyreachingusbefore6p.m.November26,ourtime.

此盘为实盘，我方时间11月26日下午6点前复到有效。

3.Thisoffercanremainopenfor3daysonly.此发盘只在3天内有效。

4.表达希望对方接受发盘信息并早日订货的愿望

1.Welookforwardtoreceivingyourordersoon.盼尽早收到你方订单。

2.Wetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.我们相信你方会满意我们的报价，盼订货。

3.Wewillawaitwithkeeninterestyourformalorder.我们期待你方正式下订单。

四、SpecimenLetters(操作示范函)November19,2010DearEllen,WethankyouforyourenquiryofNovember18,2010.Asyourrequest,wearemakingyouafirmofferasfollows:Nameofcommodity:Cottonblazer,StyleNo.BJ123Size:S,M,andLequallyassortedUnitprice:USD20.5perpieceCIFC3%MONTREALQuantity:6000pieces，2000piecesforeachsizePacking:10piecespackedinaopaqueplasticbags,10boxestoadouble-layercorrugatedcartonTermsofpayment:byirrevocabledocumentaryL/Cintheseller’sfavoratsightDelivery:within60daysafterreceiptofthecoveringL/CInsurance:tobecoveredbythesellerThisofferissubjecttoyourreplyreachingusbefore6p.m.November26,ourtime.Wetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Yoursfaithfully,VictorWorkTask

1.

asyourrequest按照你方要求2.firmoffer实盘

e.g.Pleasemakeusafirmofferforartsandcrafts.

请给我方报工艺品实盘。3.assorted各式各样的，搭配好的4.opaqueplasticbags不透明的塑料袋5.double-layercorrugatedcarton双层瓦楞纸箱6.irrevocabledocumentaryL/C不可撤销跟单信用证7.inone’sfavor以某人为受益人8.cover投保9.

subjectto以……为准

e.g.Thisofferissubjecttoourfinalconfirmation.

此报盘以我方最后确认为准。

NewWords1.WethankyouforyourenquiryofNovember18,2010.Asyourrequest,wearemakingyouafirmofferasfollows:

我们对贵公司在2010年11月18日的询盘表示感谢，按照你方要求，我们愿意对以下产品报实盘。2.Thisofferissubjecttoyourreplyreachingusbefore6p.m.November26,ourtime.

此盘以我方时间11月26日下午6点前复到有效。3.Wetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.

我们相信你方会满意我们的报价，盼订货。Notes五、CompetencePractice（能力训练）A.FromEnglishtoChinese:(1)Ⅰ.Translatethefollowingterms:给……报最低价1

makesb.thelowestquotationforsth.

2makesb.anofferforsth.

向某人报……3inone’sfavor

以某人为受益人4withoutengagement

5subjectto

无约束以……为准A.FromEnglishtoChinese:(2)鉴于……；考虑到……6

inviewof

7

specification

规格8

marketprice

市价9

keepanofferopen

保持发盘有效10netpricewithoutcommission

不含佣价makeanoffer1发盘2实盘firmoffer3虚盘non-firmoffer

4报价单quotationsheet5品名nameofcommodityB.FromChinesetoEnglish:(1)

carton

6纸箱7交货makedelivery

8批发价wholesaleprice

9有现货havegoodsinstock10按照要求asrequested

B.FromChinesetoEnglish:(2)A.FromEnglishtoChinese:(1)我们对贵公司在2011年5月18日的询盘表示感谢，按照你方要求，我们愿意对产品报实盘如下。

1.WethankyouforyourenquiryofMay18,2011.Asyourrequest,wearemakingyouafirmofferasfollows.2.Packingchargesareincludedintheprice,andwecanmakedeliverywheneveryouwish.

此盘以我方时间11月26日下午6点前复到有效。

3.Thisofferissubjecttoyourreplyreachingusbefore6p.m.November26,ourtime.价格已含包装费，并且我们随时可以交货。

Ⅱ.Translatethefollowingsentences:A.FromEnglishtoChinese:(2)以下是我方最优惠报盘，此盘以我方最后确认为准。

Ourbestofferisgivenbelowsubjecttoourfinalconfirmation.

Wetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.

我们相信你方会满意我们的报价，盼订货。

B.FromChinesetoEnglish:(1)PleasequoteusyourlowestpriceCIFLiverpool.

1.请报成本加运费和保险费利物浦最低价。

2.此报盘有效期仅为三天。

Thisofferisfirm,subjecttoyourcablereplyreachingherebeforeNovember6.

3.这是实盘，以贵方11月6日前电复到此有效。

Thisofferisopenforthreedaysonly.

B.FromChinesetoEnglish:(2)Wetrustthisproductwillfindareadymarketatyourend.4.我们相信,该产品在你处会有现成的市场(会有销路)｡

5.我们相信这些商品会满足你们的要求，并期待你们的第一份订单。Wearesurethatthesegoodswillmeetyourrequirements,andwelookforwardtoyourfirstorder.Ⅲ.WritealetterinEnglishaccordingtothefollowinginformation.商品：山地车（MountainBikes）货号：KH120数量：1000辆价格：每辆70英镑CIF伦敦价装运期：10月份付款方式：不可撤销即期信用证包装：纸箱装有效期：以你方这个月底前复到有效。DearSirs,ThankyouforyourenquiryforourMountainBikes.Asrequested,weareofferingyou1,000setsMountainBikes,Art.No.KH120.asfollows,subjecttoyourreplyreceiptbyusbeforetheendofthismonth.Commodity:MountainBikesArticleNo.:KH120Quantity:1,000setsPrice:GBP70/setCIFLondonShipment:DuringOctoberPayment:ByirrevocableL/CatsightPacking:Incartons

Wetrusttheabovewillbeacceptabletoyou,andhopetoreceiveyourordersoon.

Yoursfaithfully,Ⅳ.Writeareplyaccordingtothefollowinginformation:

你的美国客户DavidBrown先生在收到你的信和目录后给你公司发来一封询盘信，请你根据以下这封询盘信和提供的商品信息进行发盘。April5,2011DearSirs,Thankyouforyourcataloguesforwardedtousandwefindsomeitemsareofinteresttous.Weshouldappreciateitifyouwouldgiveusthebestquotationforthe1,000yardsofyourPrintedShirting,Art.No.145.Ifyourpricesarereasonable,wetrustlargebusinesscanbeconcluded.Welookforwardtoyourearlyreply.Yoursfaithfully,DavidBrownThefollowinginformationisforyourreference:Commodity:PrintedShirting,Art.No.145Quantity:1,000yardsUnitPrice:USD150/yardCIFC4%SanFranciscoShipment:DuringJune/July,2011Payment:ByirrevocableL/CatsightTheofferkeepsopenfor5days.DearMr.Brown,ThankyouforyourenquiryforourPrintedShirting.Asrequested,weareofferingyou1,000yardsPrintedShirting,Art.No.145atUSD150peryardCIFC4%SanFranciscoforshipmentduringJune/July,2011.WerequirepaymentbyirrevocableL/Catsightandthisofferkeepsopenfor5days.Asyouknow,theitemweofferedisthemostpopularitemofthisyear,wesuggestyouactquickly.Wehopetoreceiveyourordersoon.Yoursfaith