报盘与还盘的翻译商务英语外贸.ppt

1、第八讲,报盘（offer）与还盘（counter-offer）的翻译,1. 报盘的基础知识,报盘（offer）也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据买方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。报盘有两种： 虚盘（non-firm offers）, 即无约束力的报盘。一般情况下，多数报盘均为虚盘，虚盘不规定报盘的有效日期，并且附有保留条件，如：The offer is subject to our final confirmation/prior sale. 该报盘以我方最后确认/事先售出为准。 实盘（firm

2、offers）则规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。,虚盘案例,实盘案例,报盘是按照所表述的条件与对方达成交易、签订合同的一种肯定表示。构成一项法律上有效的发盘，必须具备几个基本条件： 1. 报盘是指买卖双方的一方，即发盘人提出的交易条件； 2. 是发盘人向一个或一个以上的受盘人提出的； 3. 表明愿意承受条件约束的意思表示； 4. 内容必须十分确定； 5. 送达受盘人，并有确定的有效期。 发盘在被接受之前并不产生法律效力，可在一定条件下随时终止或者撤回发盘。,2. 报盘 （Offer）的惯用表达,1. We have the offer ready for you. 2. I

3、 come to hear about your offer for fertilizers. 3. We are in a position to offer tea from stock. 4. We can offer you a quotation based upon the international market. 5. We offer firm for reply 11 a.m. tomorrow. 6. My offer was based on reasonable profit, not on wild speculations.,我们已经为你准备好报盘了。 我来听听你

4、们有关化肥的报盘。 我们现在可以报茶叶现货。 我们可以按国际市场价格给您报价。 我们报实盘，以明天上午11点答复为有效。 我的报价以合理利润为依据，不是漫天要价。,报盘 （Offer）的惯用表达,7. We always try out best to meet your requirements in view of our long relations. 8. Is your offer a firm one or one subject to final confirmation? 9. This offer is based on an expanding market and is

5、competitive. 10. Please renew your offer for two days further. 11. Please renew your offer on the same terms and conditions. 12. The offer will remain open for 3 days.,鉴于我们长期的贸易关系，我们总是尽力满足你们的要求。 你报的是实盘还是以最后确认为准？ 此报盘着眼于扩大销路而且很有竞争性。 请将报盘延期两天 请按同样条件恢复报盘。 报价的有效期为3天。,报盘函-1,Quotation sheet 报价单 Art No. = A

6、rticle No. 货号 Type + 数字： 某某型号 Prompt shipment 即期装运 CIFC2% New York 纽约到岸价外加2%的佣金 Under separate cover 另行邮寄,报盘函 2,报盘3,3. 还盘（counter-offer）,还盘（counter-offer）又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示，是对发盘条件进行添加，限制或更改的答复。还盘只有受盘人才可以做出，其他人做出无效。 受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。 受盘人在收到发盘后，有

7、两种处理办法：一种是完全同意发盘所提出的交易条件，并及时向对方发出接受通知，这就是所谓达成交易；另一种情况是，不同意发盘人在发盘中所提出的条件，并向发盘人提出自己的修改条件，这就是所谓的还盘。 此外，还有一种有条件的接受，即在答复对方的发盘时，在表示“接受”的同时，又附加上某种条件，这是还盘的另一种形式，实际上也是对发盘的拒绝。,还盘（counter-offer）是交易方式之一，即接盘人对所接发盘表示接受，但对其内容提出更改的行为。还盘实质上构成对原发盘的某种程度的拒绝，也是接盘人以发盘人地位所提出的新发盘。因此 ，一经还盘，原发盘即失效，新发盘取代它成为交易谈判的基础。如果另一方对还盘内容不

8、同意，还可以进行反还盘（或称再还盘）。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。在国际贸易中，往往经过多次的还盘、反还盘，才最终达成协议。,一般说，一方的发盘经对方改变了内容，还盘以后就应视为失效，发盘人不再受原发盘的约束；同时，接盘人在还盘中对原发盘有任何一点的改变，或对原发盘有任何一点的减少和增加，都是对原发盘的拒绝；接盘人在还盘以后又愿意接受原发盘，发盘人既可以确认，也可以拒绝。,还盘应注意的事项,还盘 （Counter offer）的惯用表达,1. We think your offer is too high, which is

9、 difficult for us to accept. 2. Our offer is reasonable and realistic. It comes in line with the prevailing market. 3. If you insist on your price and refuse to make any concession, there will be not much point in further discussion. 4. Lets have your counteroffer. 5. We make a counter-offer to you

10、of $150 per metric ton F.O.B. London. 6. Your counteroffer is too low and we cant accept it.,我们认为你方的报价太高了，我方难以接受。 我方的报价是合理的、现实的，符合当前市场的价格水平。 如果你方坚持自己的价格，不作让步，我们没有必要再谈下去了。 请还个价。 我们还价为每公吨伦敦离岸价150美元。 你方还价太低了，我方无法接受。,还盘 （Counter offer）的惯用表达,7. Its absolutely out of the question for us to reduce our pric

11、e to your level. 8. We cant accept your offer unless the price is reduced by 5%. 9. Im afraid I dont find your price competitive at all. 10. Still, I think it unwise for either of us to insist on his own price. 11. Ill respond to your counter-offer by reducing our price by three dollars. 12. If the

12、price is higher than that, wed rather call the whole deal off.,我们不可能将价格降到你方要求的那样低。 除非你们减价5%，否则我们无法接受报盘。 我看你们的报价毫无任何竞争性。 不过，我认为彼此都坚持自己的价格是不明智的。 我同意你们的还价，减价3元。 如果价格比这还高，我们宁愿放弃这桩生意。,Dear Sirs， In reply to your letter of 21st November，we have pleasure in enclosing a detailed quotation for bathroom showe

13、rs. Besides those advertised in the Builders Journal，our illustrated catalogue also enclosed shows various types of bathroom fittings and the sizes available. Most types can be supplied from stock.45-60 days should be allowed for delivery of those marked with an asterisk. Building contractors in Hon

14、g Kong and Taiwan have found our equipment easy to install and attractive in appearance. Naturally all parts are replaceable，and our quotation includes prices of spare parts. We can allow a 2% discount on all orders of US$6，000 in value and over，and a 3% on orders exceeding US$20，000. Any orders you

15、 place with us will be processed promptly. Yours sincerely，Francesco MaraniSales Manager,还盘函（完全接受）,报盘,还盘（有条件接受）,复还盘（1）,复还盘（2）,定盘（firm offer）,定盘（firm offer）是指在发盘人发盘后受盘人完全接受发盘的条件而确定交易或者在受盘人收到发盘后提出一定的变更条件后发盘人表示接受而确定交易的情形。 一般定盘以后双方就步入了合同签订的阶段。,议价 Negotiating Prices,1. Its not possible for us to make any

16、 sales at this price. 2. Well, ordinarily its $ 13.62! But since our business relationship is of long standing, I will make it $ 13.00. 3. Your price is higher than other companies. 4. But considering the high quality, our price is very reasonable. 5. If you could go a little lower, Id give you the

17、order here and now. 6. Im afraid I cant. They are our bottom wholesale prices. 7. Could you make it $6.50 per set, C.I.F. Hamburg? 8. What about the quantity? 9. 500 sets for September shipment. 10. Can we meet each other half way? 11. I must talk with my boss before I make up my mind. 12. Lets clos

18、e the deal at $6.70 per set, C.I.F. Hamburg.,我们无法以这种价格销售。 唔，通常是要13.62美元的！不过考虑到我们长久以来的贸易关系，我算你13美元吧。 你方的价格比其它公司的价格高。 不过鉴于产品的优良质量，我们的价格非常合理。 如果你能把价格降低一点，我马上便向你们订货。 恐怖不能。这已经是我们的批发底价了。 你能否把价格定在每套6.50美元，C.I.F.汉堡？ 数量多少？ 500套于9月装船。 我们能折衷一下吗？ 作决定之前，我必须和我老板讨论一下。 让我们以每套6.70美元C.I.F.汉堡商定这宗买卖吧。,还盘函,Dear Sirs， Th

19、ank you for your letter of 20 January 2006. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mentioned that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say, but we are

20、 of the opinion that the quality of the other makers does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that th

21、is will meet with your approval. We look forward to hearing from you. Yours faithfully,复盘函(Counter-offer ),Dear sirs, We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of some of the sk

22、ins we regularly use in our manufactures. Unfortunately, we cannot sendyou immediately a full range of samples, but you may take it that such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality. Mr Wang, our overseas director, will be in Rome early next month

23、 and will be pleased to call on you. He will have with him a wide range of our manufactures and when you see them we think you will agree that the quality of the material used and high standard of craftsmanship will appeal to the most selective buyer. We also manufacture a wide range of hand-made le

24、ather hand-bags in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to show you samples when he calls. We look forward very much to the pleasure of receiving an order from you. Yours faithfully,定盘（f

25、irm offer),Dear sirs, Groundnuts & Walnutmeat We confirm your cable of 2nd September asking us to make you firm offers for both Groundnuts (花生) and Walnutmeat(胡桃肉)CFR Copenhagen. We cabled back this morning, offering you 250 metric tons of Groundnuts, Hand-picked, Shelled and Ungraded at RMB￥1,800 n

26、et per metric ton CFR Copenhagen or any other European Main Port for shipment during October / November,2013. This offer is firm, subject to the receipt of reply by us before 25th September. Please note that we have quoted our most favorable price and are unable to entertain any counteroffer. As reg

27、ards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them. As you are aware that there has been lately a large demand for the above commodities, such growing

28、demand has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply. Yours truly,Dear sirs, A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that w

29、e had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested. We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg 60 per dozen with a quantity discount of up to 15%, though we are prepared to give 20% for an offer to buy the complete stock. We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so that we can put the offer out in the event of your no