函电 报价和发盘

1、Communicating in International Business,国际商务函电,Chapter Quotation and offer,5.1 Introduction QuotationA suggestion to supply goods on the terms and conditions stated. OfferA promise to supply/buy goods on the terms stated. It must be made and accepted before a contract can exist. Keynotes：Offers shou

2、ld be made with accuracy . Once accepted they are binding legally.,Offer An offer by an exporter (common practice ) The exporter sends out information about what he is ready to sell , the exact price ,quality and quantity . An offer by an importer(uncommon practice ) The importer sends out informati

3、on about what he is going to buy , and the trade terms.,Offer Firm offer:irrevocable The offeror cannot refuse to conduct the business if the offer is accepted by the offeree. The firm offer has legal binding force. Non-firm offer: revocable The offeror can take back a non-firm offer at will.,Non-fi

4、rm offer: revocable 虚盘的表示： Without engagement (obligation) Subject to prior sale Subject to our final confirmation,Offer Offer based on enquiry Pertinent to a definite object(针对某一具体商品) Voluntary offer Complete and attractive,5.2 Writing skills,How to describe your products: 1.Our design is elegant a

5、nd workmanship is superior. 2.Because of fine quality and attractive/unique designs of our products, they are a good value for the money/price. 3.They are selling well/ very popular in the North American markets. 4.We can introduce them to the market at a cost price. 5.This is a must for every house

6、hold. 6.The quality of other makes does not measure up to that of our products.,Supply position: 1.We can supply from stock, but only limited quantities are available. 2.We can guarantee supply by the end of May. 3.We shall contact you again once the supply improves/ fresh supplies are available. 4.

7、We are sorry to say that our stocks are running low and the maximum we can supply is ,Encouraging orders: 1.We hope you will let us have your order before further rises in costs make price increases unavoidable. 2.All you need to do is to fill in the order form and drop it into a mailbox /fax us imm

8、ediately,How to make an offer: 1.When making an offer in respond to an enquiry, begin by repeating the date and the commodity enquired for. 2.When making a voluntary offer, try to offer more attractive terms. 3.An offer should include the major terms of the transaction.,1.For the fancy brand AGT-4 G

9、arment sewing machine,The best price is USD78.00 per set FOB Shanghai 2.The minimum quantity is one 20FCL and with the purchase of two or more containers ,the price is reduced by 2%. 3.All these blankets are packed in plastic bags with zip of 1 piece each , 20 pieces to a carton. 4.Delivery is to be

10、 made within 45 days after receipt of order. 5.Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight. 6.The insurance shall be effected by the seller covering the invoice value plus 10% against Institute Cargo Clause.,Trade terms:,1.This offer is valid for ten days.

11、 2.For acceptance within two weeks. 3.This quotation is effective while stock last. 4.This offer is subject to our final confirmation. 5.This quotation is firm for orders dispatched/replying here before 1 August 2001,Validity and other conditions:,How to make an offer: 4.In a sales letter, say how y

12、our product differs from others. Provide necessary information. Tell your reader the page number to save his time. 5.Talk about the market and supply situation to induce an order. 6.Introduce other products to increase the chance of business. 7.Do not make you letter too long. 8.End your letter by e

13、xpecting the order,1.We hope you will agree that our prices are very competitive for these good quality clothes, and we look forward to receiving your initial order. 2.As we have been receiving a rush of orders now ,we would advise you to place your order as soon as possible . 3.This favorite offer

14、will not be repeated for some time ,and we accordingly look forward to an early order from you . 4.Any orders you place with us will be processed promptly.,Optimistic ending,Chapter Quotation and offer,5.3 Sample letters 5.4 Accuracy As to HX2012, one set to a case Shipment :. Payment:By L/C at sigh

15、t Insurance:.,offer: n. 1.报实盘的句型：实盘是有有效期的，一般用Subject to+ date 表示。 offer: 1) n. make somebody a firm offer subject to your reply reaching us+ date. We are now making you a firm offer subject to your reply reaching us before April 30, 2005.,Words and expressions,2) n. make somebody a firm offer on CIF

16、/FOB/CFRbasis, subject to your reply reaching us + date. We are making you a firm offer on CIF Vancouver basis subject to your reply reaching us before September 30. 2.的报盘: offer of/for/on something May we have your offers for the items listed in your catalogue?,3.Offer of something: 数量的报盘；的报盘 We ar

17、e working on your offer of 1,000 tons of chemical fertilizer. 4.表示报盘有天的有效期The offer is firm/valid/open/good for days. This offer is firm/valid/open/good for 5 days.,offer: vt 1.offer somebody something atprice + the trade term (CIF/CFR/FOB) time of shipment, terms of payment by L/C, D/P, D/A,etc. We

18、 offer you 2,000 dozen Mens Shirts at US $ 54 per dozen, net CIF New York, shipment during August, terms of payment by an irrevocable L/C. 2.Offer somebody firm something atprice以的价格向某人报某物的实盘,offer: vi. Offer firm fordays. 报实盘，有效期天,Dialogue,A talk on trade fair when can I get a firm offer?,Jones , a

19、 hardware dealer, is visiting the Guangzhou Trade Fair 您好！女士 我是巴巴拉.琼斯 很高兴见到您。琼斯女士。我叫孙丽丽。请坐。 谢谢。孙小姐。 这是您第一次来广交会吗？ 是的。 您游览过整个展厅(exhibition halls)了没有？ 是的，我前天已经四处看过。展厅真是大(spacious)，我迷路了好几次呢。,Dialogue (1),when can I get a firm offer?,是吗？您可以看指示牌(follow the sign)的。 我是这么做的。但是，你知道的，展会真是规模巨大. 我明白。 噢！您这儿的品种还真多

20、。 很高兴您这么讲。不过事实上我们的产品可能还没有达到国际最先进水平。 我得说你们近年来确实干得不错。 谢谢。 我要购买一些五金器具(hardware)。这是我列的清单。我希望您能给我最好的报价。 我会尽力的。,Dialogue (1),when can I get a firm offer?,谢谢。如果你们的报价好，我又能够拿到我要的佣金，我可以立即下订单。 我确信您发现会我们的报价非常有竞争力。近年来，五金器具价格上涨了不少，但我们的价格仍然没有多大变化 那很好。我什么时候能获得报价？ 我们今晚会把报价单做好，您明天上午可以拿到。你明天有空再来吗？ 好的。我明天上午九点会过来，怎样？ 那太

21、好了。明天见 再见。,when can I get a firm offer?,Exercises,. Translate Since the competition of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices. 由于纺织品在我方市场竞争激烈，你方有必要报最低价。,Exercises,2. We shall place substantial orders with you provided your new products are excellent

22、 in quality and competitive in price. 只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。,Exercises,3. There is a steady demand here for bicycles of high quality ,as cycling is popular in our country. 由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。,Exercises,4. Will you please grant us a special allowance on annual total purchases above U

23、SD 20,000? This would enable us to maintain the low selling prices that will be an important reason for the growth of our business .,Exercises,如果每年总购买量在2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。,Exercises,6. 请报最好的CIF上海价格，注明最早装运期。 Please quote us your best CIF Shanghai prices, stating the earliest date of shipment.,Exercises,7. 如果你方价格有竞争力，我们愿首次订购1200打，即每种型号各400打。 I