外贸函电第二版-Unit 05 报价和发盘

1、Unit 5 Quotation and Offer 报价和发盘,目的：掌握发盘的基本约束，以及如何进行报价和发盘的信函书写。,2,what is an offer?,在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出。,offer n. make sb. an offer on/for “向某人就某物报盘” e.g. We are pleased to make you our offer for/on black tea. We are pleased to

2、have received your offer for mens shirts. 我方很高兴收到你方男式衬衫的报盘。 offer v. “提出某事物供考虑、接受或拒绝” ,引：报盘 e.g. Please offer us 100 metric tons of xxxx. We will advise you once we are in a position to offer. 一俟我们能报盘，当即告知你方。,以下是有关报盘的常用语：为某商品向某人报盘,make somebody an offer for /on something send somebody an offer for /

3、on something give somebody an offer for /on something submit somebody an offer for /on something forward somebody an offer for /on something cable somebody an offer for /on something telex somebody an offer for /on something,5,to accept offer; 接受报盘 to confirm offer; 确认报盘 to decline offer; 拒绝报盘 to en

4、tertain offer; 考虑报盘 to extend offer; 延长报盘 to withdraw offer； 撤回报盘 to cancel offer 撤销报盘,6,传统意义上的quotation（报价）与offer(报盘)是有区别的。前者往往只含有商品、价格、数量，而后者应包括商品名称、规格、价格、数量、包装、装运、支付等七项内容。现在用offer 取代quotation的用法越来越多。 Commodity 品名 Specifications 规格 Quantity 数量 Unit price 单价 Packing 包装 Shipment 装运 Payment 支付,7,Ther

5、e are two kinds of offers. One is firm offer, the other is non-firm offer or offer without engagement.,8,在实际业务中，当发盘针对一个或几个特定的受盘人明示或暗示发盘人在明确、完整和最终的条件下订立合同的明确意图时，该盘就为实盘。 受盘人一旦在发盘的有效期内有效地表示接受，这个实盘就为不可撤销，并会对发盘人和受盘人双方产生约束力。待有效期一过，此报盘即失效，发票人不再承担报盘中规定的义务，此时受盘人即使想接受，发票人也有权拒绝成交。 因此，实盘又称为“有约束力的发盘”。报实盘时必须注意以下三

6、点： （1）发盘必须注明是实盘。 （2）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件。 （3）发盘必须注明有效期。,9,The firm offers are usually expressed by the following patterns:,This offer is subject to your reply reaching here on or before 19th October. 该报盘10月19日之前复到有效 This offer is subject to reply by 10 a.m. our time, Wednesday, October 3.

7、 该报盘以我方时间10月3日星期三上午10时以前答复为有效。 We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。 This offer is (remains, is kept, is held) firm (valid, open, good, effective) for 5 days. 本报盘日内有效 This offer is subject to your acceptance within two weeks. 本报盘2周内有效 We can keep t

8、he offer until 本报盘前有效。,10,虚盘(non-firm offer)，也称不受约束的发价(offer without engagement /free offer)。在报盘时，为了掌握主动常带有附加条件。虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发盘内容约束，也不做任何承诺，任何时候都可以改变、修改甚至取消。 虚盘不必有完整的内容，没有时限的规定，而且也不明确不肯定。一般都注明“仅供参考”或“以我方最后确认为准”等字样。因此，虚盘是不受约束的、试探性的报价，其目的在于了解顾客，了解市场。,11,The non-firm offers are usually exp

9、ressed by the following patterns：,The offer is subject to change without notice. 我方报价如有变更，不另通知。 The offer is subject to our final confirmation. 该盘以我方最后确认为条件。 The offer is subject to goods being unsold. 该盘以货物未售出为条件。 The offer is subject to our written acceptance. 该盘以我方书面接受为准。 The offer is subject to

10、shipping space available. 该盘以有舱位为准 。,完整的报价和发盘应包括以下内容： （1）对询价表示感谢。 （2）提供所要求的所有信息，如价格、折扣及付款条件等细节。 （3）对交货期或装运期的承诺。 （4）如为实盘，应注明有效期。 （5）希望对方接受报价订购货物。,13,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 your letter of May 2, and as requested, we are offering you the following subjects to

11、our final confirmation. （2）感谢你方5月10号来函寻购500吨苹果。 We thank you for your enquiry of May 10 for 500 tons of apples.,14,常用句型,（3）为复你方500吨苹果的询盘，我们特向你方发盘如下： In reply to your enquiry for apples, we offer you 500 tons of apples as follows:,15,常用句型,句型2 报价（报盘） （1）我们向你方报50吨冻鱼，每吨500美元CIF欧洲主要港口。 We offer you 5 ton

12、s 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.,16,常用句型,（3）我们现向你方报500辆好孩子牌自行车，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 reachin

13、g here on or before May 5th , 500 Good Baby Brand Bicycles at USD 35 percent CIF NewYork for shipment in July.,17,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 favor. (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 irrevocab

14、le L/C payable by draft at sight to be opened 30 days before the time of shipment .,18,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 L/C payable at sight against presentation of shipping documents.,19,常用句型,句型4 装运 1、这笔订货在5月装运。 Shipment is to be made / effe

15、cted 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个月内装运。 The goods will be shipped within 3 months upon receipt of your relati

16、ve L/C.,20,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. 4、以未出售为有效。 Subject to being unsold/ to prior sale.,21,prior to 在以前；先于；优先于 she

17、visited me on the day prior to her death. 她去世的前一天还来看我。 previous： 指时间上、顺序上较早的，或指正在谈论的某事的前一个。 the previous week foregoing： 指前所述的，是following的反义词。 preceding： 特指时间和地位上紧接在前。 Each generation surpasses the preceding one.,5.3 Specimen Letters（样函）,Letter 1：Request for quotation for crockery Dear Sirs, You hav

18、e previously supplied us with crockery and we should be obliged1 if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts

19、2 allowable, (2) terms of payment, and (3) earliest possible date of delivery3. Truly yours, Fred Jackson,Pint n. 品脱； 一品脱的量器或容器； 一品脱容器的东西 a pint of milk. Lets go out for a pint,Letter 2：Exporters quotation Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our

20、crockery4, we are pleased to quote as follows: Teacups.USD500.00 per hundred Tea Saucers.USD200.00 per hundred Tea Plates.USD180.00 per hundred Tea-pots, 2-pint USD3.00 each Net CIF Francisco,The above quotation is subject to our final confirmation5. You are allowed a discount of 5% for items ordere

21、d in quantities of 500 or more. The terms of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure

22、 of your order. Yours faithfully, Leon Allen,Letter 3：A firm offer from the seller Dear Sirs, As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1,000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment i

23、s to be made during June. We require payment by confirmed irrevocable letter of credit6 payable by draft at sight7. This is the best offer we can make8 at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we ar

24、e sending you some samples separately. Yours very truly, Chun,27,offer firm: make a firm offer 报实盘,兹报实盘，以我方10月3日星期三下午5时以前答复为有效。 兹报实盘，以自本日起一周之内你方复到为准。,We offer you firm subject to your reply here within one week from today.,We offer you firm subject to reply by 5 p.m. our time, Wednesday, 3rd, Octobe

25、r.,28,as follows: 如下。固定说法，注意拼写。,We are glad to make you a firm offer as follows: 我们很高兴向你报实盘如下： The findings of our investigation are as follows: 我们调查的结果如下：,29,The shipment is to be made during June. 六月装运。,Be to do的结构常用于表示按计划做某事。如： We are to open the letter of credit through the Bank of China. 付款方式：我

26、们要求保兑的不可撤销的即期信用证。,The payment is to be made by confirmed irrevocable letter of credit at sight.,30,即期信用证,L/C payable by draft at sight 即期信用证 by draft at sight /by sight draft 凭即期汇票支付,31,即期信用证有如下表示法：,sight L/C L/C at sight L/C available by draft at sight L/C available by sight draft L/C payable again

27、st /by draft at sight L/C payable against /by sight draft,32,usance L/C 常见的有见票后30天，60天和90天议付的信用证。见票后多少天议付的信用证的表达法很多，以见票后30天议付的信用证为例，常见的表达有： L/C available by draft at 30 days after sight; L/C payable against /by draft at 30 days after sight; usance L/C at 30 days; 30 days usance L/C,远期信用证有如下表示法：,33,f

28、or your information 顺告你方,供你方参考,For your information, Indian dealers are offering the same item at a price about 5 per cent lower than yours. 现告知你方，印度交易商正以比你方低5%的价格对同一产品报价。,Letter 4：A non-firm offer Dear Sirs, We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. O

29、ur products are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer you USD150 per set at CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. Please note that there is no commission9 on our prod

30、ucts, but a discount of 5% may be allowed if the quantity of your order is more than 1,000 sets. We hope you will agree to our offer and look forward to receiving your order. Thank you again for your inquiry. Yours faithfully, Manager,Letter 5：A special offer Dear Sirs, In order to start a concrete

31、transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows. Art. No.: 81000 Printed Shirting Design No.: 72435-2A Specifications: 30367269, 35/ 3642 yards Quantity: 12 600 yards Packing: in bales or in wooden cases, at sellers option10 Price

32、: USDXXX per yard CIFC5% Vancouver,Shipment: to be made in three equal monthly installment11; beginning from June 2002 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await your trial

33、order with keen interest. Sincerely yours, John Leeds,37,Concrete 具体的、实在的 混凝土,be set in concrete（政策，思想观念）固定不变的，确定的；不可变更的 I do not regard the constitution as set in concrete. 我不认为宪法是不可变更的。 in the concrete (正式)具体地；实际上，事实上,38,take pleasure in,He seems to take a great pleasure in doing such things.,39,T

34、he goods are packed in wooden cases. 货物装在木箱里。 表示包装的基本句型为“in(内包装/小包装) of (单位重量/数量)，(内包装/小包装) to a (外/大包装)”，例如： The goods are to be packed in boxes of one piece each, 5 boxes to a wooden case. 货物用盒子包装，每盒装一件，每5盒装一木箱。 The goods are to be packed in plastic bags of 2 kg, 20 bags to a carton. 货物装在塑料袋里，每2公斤

35、装1袋，每20袋装一纸箱。,40,equal,(the) first among equals 鹤立鸡群者 other (或 all) things being equal 其他因素（或条件）不变，同等条件下 It follows that, other things being equal, the price level will rise. 所以，在同等条件下，价格水平会上升。,41,Installment 部分； 分期付款； （丛书杂志等的）一部，一期,I shall soon pay the last installment of my debt. 不久我将偿付我的最后一期债款。 i

36、nstallment savings 零存整取储蓄 installment payment 分期付款的支付,Letter 6：Exporters quotation Dear Sirs, We thank you for your enquiry of 23rd September for Silk 6311. While we appreciate your efforts in pushing the sale12 of our products, we very much regret that we not in a position to13 offer you the desire

37、d quality, owing to excessive demand. However, we should like to take this opportunity to offer without engagement14 the following material as a close substitute for your consideration: 500 pieces Silk 6103 at $4.8 per yard. CIF Hamburg, including your commission of 3%. If you are able to close busi

38、ness as we propose here, please tell us as soon as possible. Yours faithfully, Kevin James,43,push v. 推进 (商业上引申为推销) 例句: Please make efforts to push this article. be in a position to do sth 能够 He wasnt in a position to help me. sale n. 销售 trial sale 试销 push sales 推销 expand sales with sb., expand busi

39、ness 与扩大业务 enjoy fast sale 畅销 enjoy good sale,44,take this opportunity to let me take this opportunity to introduce myself to you. 让我借此机会作一下自我介绍.,45,substitute n. 代用品 , 替代品 We would suggest your accepting Pattern No.45 as a substitute. substitute v. 代替 以 A 代替 B 是 substitute A for B 或 substitute B by

40、 A 或 substitute B with A. Can you substitute for the singer who is ill?,Letter 7：A special offer Dear Mr. Martin, Thank you for inquiry of June 16 for your bicycles. At your request15, we are making you the following offer subject to your reply reaching here before July 15. Unit Price: $ 250 Payment

41、: by irrevocable Letter of Credit in sellers favor16. Delivery Date17: within 90 days after receipt of your order. The above prices are on a CIF San Francisco basis.,We manufacture and export 10 models of bicycles which are well-known for their solid frame18, reasonable price, and attractive design1

42、9. If you are interested in other models, please see the enclosed catalogue. As you know, the market is advancing recently. Please take advantage of the present situation and send us an order early. Sincerely yours , Per,be in (或 out of) the frame 符合（或不符合）条件的；成为（没有成为）关注的焦点 advancing market 上涨市场，上扬市场

43、,49,一 Translate the following phrases an illustrated catalogue a firm offer price list subject to our final confirmation counter offer non-firm offer the most favorable price make sb. an offer for sth. by confirmed irrevocable L/C letter of credit,带插图的样本,实盘,价格清单,以我方最后确认为准,还盘,虚盘,最优惠价格,给就报盘,用保兑的不可撤消的信

44、用证,信用证,50,收到你方询盘 即期信用证 寄价格单给我们 给另一方报盘 有效期三天 供你方参考 感谢询盘 被装在纸箱里,receive your enquiry,L/C at sight,send us price list,make an offer for,be firm for 3 days,for your reference,thanks for your enquiry,be packed in cartons,51,二、用适当的词填空。 A week ago you a substantial orders for shirts. It is regretful that w

45、e cant your requirement. By accepting your counter offer, we have only a little of profit. 1. placed 2.meet 3.margin,52,4. While we your cooperation in giving us an offer , we regret to say that we are not in the market for this commodity now. 5. We take in making you an offer as follows. 6. with wh

46、at is quoted by other supplies , your price is rather out of line with the ruling market. 4. appreciate 5. pleasure take pleasure in 6. compared,53,练习,7. On order for 1000 pieces or more , we allow a special of 2%, please act quickly. 8. We have to make it clear that we have quoted the most competit

47、ive price and we are unable to any counter offer. 7.Discount 8.entertain/accept,54,三、Translate the following sentences into Chinese （1）Thank you for your letter of July 16th and we are glad to know that you are interested in our products. 7月16日来函收到，很高兴得知贵公司对我们的产品感兴趣 （2）Our catalogue and price list i

48、s forwarded for your reference. 兹寄上我公司产品目录和价格表供参考 （3）The above price doesnt include your commission and discount. 以上价格不含你方的佣金和折扣,55,（4）Comparing our prices to that of other manufacturers, you will find our prices are more favorable. 如果你将我们的价格与其他制造商的相比，你会发现我们的价格非常优惠 （5）Payment is to be made by irrevo

49、cable L/C payable at sight. 付款方式是用不可撤消的见票即付的即期信用证支付 （6）The offer is firm subject to your reply reaching us within a week. 本报盘是以你方的回复在一周内到达我方为条件,56,四、 Translate the following sentences into English 请给我们报最优惠的价格，并注明你方的付款条件和装船时间。 Please send us your best offer by email stating your payment terms and tim

50、e of shipment. (2)你方报盘有效期是多长时间？ How long does your offer remain firm/valid/open? (3)我们急需你方的产品，请本周内给我们报盘。 Please make us an offer within this week since we are urgently in need of your products.,57,(4)本周内收到你方的传真，本报盘都有效。 This offer will remain open until the receipt of your fax within this week. (5)我们

51、认为我方价格是合理的，请尽可能接收此价，它将为我们带来更多的业务。 We believe our price is reasonable. Please do your utmost to accept as it will lead to further business. (6)你的询盘不清楚，我方无法给你报盘。 Your enquiry is too vague to enable us to make you an offer. (7)此报盘有效期至11月10日，过期无效。 The offer is valid until November 10, after which date i

52、t becomes null and void.,58,(8)我们可以给你方报各种价格的皮手套。 We can offer you various kinds of leather gloves at varied prices. (9)根据你方要求，我方报盘如下。 In response to your request, we make you an offer as follows:,59,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，2

53、004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,60,敬启者： Dear sirs, 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。 We are in receipt of your letter of May 5 asking us to make you an offer for Chinese Black Tea CFR Sydney. 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。 In reply, we are offering you

54、 500 cases of Chinese Black Tea at AUD 60 per case CFR Sydney for shipment in July, 2004.,61,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。 Payment is to be made by irrevocable L/C at sight. This offer is subject to your reply reaching us before 15th of May. 请注意我们的报价非常有竞争力，我们建议你方立即接受。 Please note that our price

55、 is very competitive and we recommend your immediate acceptance. 谨上yours faithfully,62,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 Sydney. In reply, we are offering you 500 cases of Chinese Black Tea at AUD 60 per case CFR Sydney f

56、or 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 recommend your immediate acceptance. yours faithfully,Notes to the specimen letters 1. be obliged to

57、 sb. for sth.为不胜感激 2. discount折扣 3. date of delivery交货期 4. crockery陶器，瓦器 5. subject to our final confirmation以我方最后确认为准 6. by confirmed irrevocable L/C凭保兑的不可撤销信用证 7. draft at sight即期汇票 8. make sb. an offer向报盘 9. commission佣金 10. at ones option 由选择决定,Notes to the specimen letters 11. make shipment in

58、three equal monthly installment三个月分三批交货，每批数量相等 12. push the sale 推销 13. be in a position to 能够 14. without engagement 不受约束的 15. at your request 按照你方要求 16. in ones favor 以某人为受益人 17. delivery date 交货日期 18. solid frame 结实的框架 19. attractive design 吸引人的设计,5.4 Focal Words（焦点词汇）,advise vt. 通知，告知 We are studying your list of commodities and