国际商务函电第五章：quotations and offers

1、Chapter 4 Quotation and Offers,Learning Objectives:,By studying this chapter, you will be able to: Know what and how to quote and offer for the goods an exporter intends to sell. Know the essential components of a letter to make a quotation and an offer. Master typical sentences and expressions in w

2、riting such letters.,An efficient quotation includes the following parts:,1. An expression of thanks for the inquiry, if there is previous inquiry. 2. Name of goods, quality, quantity and specifications. 3. Details of prices, discounts and terms of payment. 4. Clear indication of what the prices cov

3、er, e.g. packing, transport, agents commission, insurance. 5. An undertaking as to packing and date of delivery. 6. An expression of hope that the quotation will be accepted.,Firm offers should be provided with the two major requirements.,1. In firm offers the writer encloses complete, affirmative,

4、specific terms of business. The major conditions of the contract are required as to time of delivery, shipping and terms of payment as well as names of goods, quality, specifications, prices, quantity, packing and insurance. 2. The validity period is indispensable to a firm offer. Specifically, the

5、beginning and ending date and place of the validity must be given. For an offer will lose its binding force if it goes beyond the validity date.,A quotation or an offer often contains the following main parts:,1. In the first part of one paragraph, you acknowledge the enquiry and thank for the buyer

6、s interest in your products, do not forget to indicate the writing date of it. 2. In the middle part, you tell the situation of your stock and state all the terms and conditions in a complete, clear and definite way. In case of a firm offer, the validity must be exactly stated. 3. In the last part,

7、you express your hope that the quotation or the offer will be to the correspondents satisfaction and accepted.,Terms,1、发盘 Offer 2、 发盘人 Offerer 3、实盘 Firm Offer 4、虚盘 Non-firm offer 5、有效期 Validity 6、确认 Confirmation 7、接受（承兑）Acceptance 8、FOB 9、FAS 10、FCA 11、CIF 12、CPT 13、CFR 14、CIP 15、DAF 16、DES 17、DEQ 1

8、8、DDU 19、DDP 20、EXW 21、需求 Demand 22、Article No. Item No. 货号,Terms,23、供给 Supply 24、单价Unit Price 25、总金额 Total Amount 26、Import/Export Licence 进/出口许可证 27、标题商品 Captioned Goods，Subjects Goods,写信的要点,感谢对方的来信 发盘（商品、数量、价格、支付条款、装运、有效期） 盼早答复,常用句型,句型1：感谢对方的来函 （1）5月2日函悉，按你方要求，我们作如下发盘，以我方最后确认为主。 Weve received you

9、r letter of May 2, and as requested, we are offering you the following subjects to our final confirmation. （2）感谢你方5月10号来函寻购500吨花生。 We thank you for your enquiry of May 10 for 500 tons of Groundnuts.,常用句型,（3）为复你方500吨核桃的询盘，我们特向你方发盘如下： In reply to your enquiry for Walnuts, we offer you 500 tons of Waln

10、uts as follows:,常用句型,句型2 报价（报盘） （1）我们向你方报5吨冻鱼，每吨500美元CIF欧洲主要港口。 We offer you 5 tons Frozen Fish at USD 500 per ton CIF EMP. （2）我们现向你方报500打男式衬衫，每打80美元，CIFC5 旧金山，5月装运。 We are making you an offer for 500 dozen Mens Shirt at USD 80 percent CIFC5 San Francisco for shipment in May.,常用句型,（3）我们现向你方报500辆好孩子牌

11、自行车，每辆35美元CIF纽约，7月装运，此报盘以你方5月5日前复到为有效。 We offer , subject to your reply reaching here on or before May 5th , 500 Good Baby Brand Bicycles at USD 35 CIF New York for shipment in July.,常用句型,句型3 支付条款 （1）付款方式以不可撤销即期信用证支付，并以我方为受益人。 Payment is to be made by irrevocable L/C at sight to be opened in our fav

12、or. (2)我们要求以不可撤销信用证凭即期汇票支付，在装运前30天开出。 We require payment by irrvocable L/C payable by draft at sight to be opened 30 days before the time of shipment .,常用句型,（3）我们支付方式是保兑的，不可撤销即期信用证，凭全套装运单据支付。 Our terms of payment are by confirmed, irrevocable letter of credit payable at sight against presentation of

13、 shipping documents.,常用句型,句型4 装运 1、这笔订货在5月装运。 Shipment is to be made / effected in/ during May. 2、我们将在收到你方信用证后30天内装运，但具体的时间要在收到你方的正式订单后再定。 We will deliver the goods within 30 days after/upon receipt of your L/C but specific time is to be fixed upon receipt of your official order. 3、货物将在收到你方相关的信用证后3个

14、月内装运。 The goods will be shipped within 3 months upon receipt of your relative L/C.,常用句型,句型5：发盘有效期 1、本盘有效期为3天。 This offer is valid for 3 days. 2、本发盘以我方最后确认为准。 The offer is subject to our final confirmation . 3、本发盘以你方5月23日前复到为有效。 The offer is subject to the reply reaching here before of May 23.,常见短语,1

15、、prevailing price 现行价 2、upward tendency 上涨趋势 3、captioned goods 标题商品 4、as requested 按要求 5、be in urgent need of 急需 6、make a firm offer 报实盘 7、meet ones requirement 满足某人要求 8、be subject to 以为条件 9、enjoy fast sales 畅销 10、final confirmation 最后确认,练习,一、Fill in the blanks with the suitable prepositions. 1、The

16、quality of your goods should be in no way inferior that of our sample. 2、In this connection, we regret being unable to comply your request. 3、If you refer our last letter, you will notice that we ask for bank reference. 4、 our part, we regret the delay in the dispatch of your order.,练习,5、A compariso

17、n of your offer that of our regular supplies shows that their figures are more favorable . 6、We offer firm as follows, subject your reply reaching us by the end of this month. 7、For orders over three hundred pieces or more, we allow a special discount 3% .,练习,8、We thank for your enquiry of Dec. 14th

18、 and enclose our quotation curtain material. 9、We require payment confirmed irrevocable letter of credit payable by draft at sight. 10、We trust you will accept our offer without any delay as the demand our cotton shirts is heavy.,答案,1、to 2、with 3、to 4、on 5、with 6、to 7、of 8、for 9、by 10、for,练习,二、用适当的词

19、填空。 We learn from your fax that our price for the said article is found to be on the high . A week ago you a substantial orders for shirts. It is regretful that we cant your requirement. By accepting your counter offer, we have only a little of profit.,练习,5. While we your cooperation in giving us an

20、 offer , we regret to say that we are not in the market for this commodity now. 6. We take in making you an offer as follows. 7. with what is quoted by other supplies , your price is rather out of line with the ruling market. 8. If your quality is good and the price is in line with the market at our

21、 , we would place a big order with you .,练习,9. On order for 1000 pieces or more , we allow a special of 2%, please act quickly. 10. We have to make it clear that we have quoted the most competitive price and we are unable to any counter offer.,练习,答案 1.Side 2. placed 3.meet 4.margin 5. appreciate 6.

22、pleasure 7. compared 8.end 9.Discount 10.entertain/accept,练习,三、完成句子 1.This offer （将保留到10月15日有效）。 2. （如果你方认为我方所报的价格可接受），please let us know. 3. (中国棉布目前数量有限)，we would recommend you to accept this offer as soon as possible. 4. (按照你方5月20日来函要求)，we are giving an offer as follows:,练习,5. Our usual payment te

23、rms is made by （保兑的不可撤销即期信用证）,练习,答案 1.Will keep open till October 15 2.If you find our quotation acceptable 3.As the stocks of Chinese Cotton piece Goods are rather limited at present. 4.As requested in your letter of May 20. 5.Confirmed , irrevocable L/C at sight.,练习,四、Write a letter offering the f

24、ollowing 商品：山地车（Moutain Bikes） 货号：KH120 数量：1000辆 价格：每辆55英镑CIF伦敦价 装运期：12月 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,练习,答案 Dear sirs, Thank you for your enquiry for Moutain Bikes. As requested, we are offering you 1000 sets Moutain Bikes , Art. No. KH120. as follows, subject to your reply receipt by us b

25、efore the end of this month.,练习,Commodity: Mountain Bikes Article. No.: KH120 Quantity: 1000 sets Price : GBP 55/set CIF London Shipment：In December Payment : By irrevocable L/C at sight Packing: In cartons We trust the above will be acceptable to you , and hope to receive your order soon. yours fai

26、thfully,练习,五.Translate the following letter 敬启者： 5月5日来信收悉，要求我们报中国红茶的成本加运费的悉尼价。兹答复，我方现报500箱中国红茶，每箱60澳元CFR悉尼价，2004年7月装船，付款方式为不可撤销即期信用证支付。此报盘以你方5月15日前复到有效。 请注意我们的报价非常有竞争力，我们建议你方立即接受。 谨上,练习,Dear sirs, We are in receipt of your letter of May 5 asking us to make you an offer for Chinese Black Tea CFR Sydn

27、ey. In reply, we are offering you 500 cases of Chinese Black Tea at AUD 60 percase CFR Sydney for shipment in July, 2004. Payment is to be made by irrevocable L/C at sight. This offer is subject to your reply reaching us before 15th of May. Please note that our price is very competitive and we recom

28、mend your immediate acceptance. yours faithfully,Choose the best answer to complete each of the following sentences.,Please us your lowest prices for both mens and womens jackets. A. offer B. quote C. supply 2. Please us 500 glass vases CIF Qingdao, China. A. offer B. quote C. supply 3. This is our

29、best price, which we have already concluded several transactions with your competitors. A. in B. of C. at 4. Enclosed please find our quotation sheet different sizes and colors of our banners. A. covering B. covered C. covers 5. Sellers prefer to wait till the price goes . A. down B. stably C. up,6.

30、 The offer is to be if not accepted by the end of this month. A. withdraw B. withdrew C. withdrawn 7. The market is strengthening, so it is that we will not be able to quote the same price next time. A. sure B. certain C. certainly 8. Your friendly cooperation is very much . A. appreciated B. apprec

31、iation C. appreciate 9. Please quote us your lowest price and tell us when you could make shipment if an order should with your firm. A. be placed B. be put C. be sent 10. Please let us know the lowest prices at which you can execute this order, CIF Boston. A. in return B. by return C. on return,Put the following into Chinese.,1. For your information, our offers usually remain open for about a week. 2. We would like to make the following offer, subject to your acceptance within 10 days