外贸英语函电第七章

Points for attention Sentence pattern Specimen letter Letter-writing guide ExercisesUnit Seven Quotations, offers and counter-offersA satisfactory quotation will include the following:a. an expression of thanks for the enquiryb. details of prices, discounts and terms of paymentc. A statement or clear indication of what the prices cover (freight , insurance)d. An undertaking as to date of delivery or time of shipmente.The period for which an expression of hope that the quotation will be acceptedPoints for attention 1. 实盘 (firm offer) 即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方（受盘人）有效接受，发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受违约的法律后果。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘 (firm offer or irrevocable).但即或有实盘或不可撤销字样，也不是构成实盘的必要条件。如果具备构成实盘的上述必要条件，没有实盘字样也是实盘。 另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。 在当前的国家贸易中，使用实盘报价较多。但遇到下列情况之一，实盘立即失效：1）受盘人在实盘有效期外表示接受，发盘人不受约束。2）受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。3）一经受盘人作出还盘，原发盘也随之失效。 2. 虚盘 (non-firm offer, offer without engagement) 也称不受约束的发价。即发盘人有保留地愿按照一定条件达成交易的表示。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，如参考价、数量视我供应可能、以我最后确认有效 (Subject to our final confirmation), 以我货未售出为准(subject to unsold),此发价 可按市价增减 (We offersubject to market fluctuation)等。在日常的业务中，外寄的报价单、价目单及形式发票等，一般都注明 “仅供参考 ”或 “以我方最后确认为准”。这就排除了接盘人只要接受就可以成交的权限。虚盘对发盘人来说，较为灵活，可以根据市场的变化，挑选成交时机和对手，以取得有利的交易条件。但是，受盘人有时把它看成一般的业务联系，而不利于达成交易。 Dear Sirs, Re: Hog Casings We are in receipt of your letter dated June 6 and very pleased to be told that there are extremely brisk demands for captioned goods in Tokyo. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Commodity: Salted Hog Casings Specification (cm.): 28/30 30/32 32/34 34/36 36/38 38/up Quantity (Barrel): 1 2 7 10 10 20 Price: US$_CIF% Tokyo Shipment: September/October, 1997 Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. Certificate: certificate of quality to be issued by the China Commodity Inspection Bureau, certificate of origin to be issued by the China Council for the Promotion of International Trade. We trust the above will be acceptable to you and await with keen interest your trial order.判断下面函电是虚盘还是实盘：When a buyer rejects a quotation or other offer, he should write and thank the seller for his trouble and explain the reason for rejection. Not to do so would show a lack of courtesy.The letter of rejection should cover the following points. It should : Thank the seller for his offer Express regret at inability to accept Make a counter-offer if, in the circumstances, it is appropriate. 1.to quote sb.a price for sth.向某人报 价In reply to your enquiry dated Dec.10, we quote you the price CFR Hamburg for 5 M/T Walnutmeat.现回复贵方 12月 10日询盘，报 5公吨核桃仁 CFR汉堡价。We take pleasure in quoting you our lowest price for black tea.现报红茶最低价。 2.to quote for sth.at 报某货物价We quote for this article (at) US$10 per case FOB Shanghai.我方报此货 FOB上海价，每箱 10美元。Sentence Patterns about offer 3.to send (make, give)sb.ones (best, lowest)quotation for 向某人报 （最低价）Thank you for your enquiry of May 21 and we are pleased to send you our best quotation for Mens Shirts.谢谢贵方 5月 21日询盘，现高兴地向贵方报男式衬衫最低价。 4.to offer sb.sth.向某人报盘We offer you 1500 Forever Bicycles at US$32 per piece CIF Lagos for delivery in May.我方向贵方报盘 1500辆永久盘自行车， CIF拉各斯价，每辆 32美元， 5月份交货。Please offer us firm 20 M/T tons of wool FOB Sydney.请报 20公吨羊毛实盘， FOB悉尼价。 5.to offer CFR (CIF, FOB)报 CFR（ CIF， FOB）价We offer CFR Darwin for 60 tons albumen.兹报盘 60吨蛋白 CFR达尔文价。Please offer firm FOB Genoa for 2,000 Refrigerators Art. No. 437.请报 2000台货号 437电冰箱实盘， FOB热那亚价。 6.to offer as follows报盘如下Thank you for your enquiry dated March 18 and now, we offer as follows.贵方 3月 18日询价函已收到，谢谢。现报盘如下 7.to make (give, send)sb.an offer for (on) sth.向某人报盘Please make us an offer CIF Kobe for 10 tons of Frozen Fish.请报 10吨冻鱼 CIF神户价。We take pleasure in sending you an offer for 50 sets of Milling Machines Type 70 as follows.我方高兴地向贵方发出 50台 70型铣床的报盘如下。 8.subject to ones confirmation (goods being unsold, reply reaching here withindays)以某人确认（货物未售出，在 日内复到）为有效We offer firm 50 M/T Bitter Apricot Kernels at US$*FOB*prompt shipment, subject to our final (cable) confirmation.兹报即期装船苦杏仁 50公吨实盘，每公吨 FOB价 *美元，以我方最后（电报）确认为有效。We make you the following offer, subject to your reply reaching here within 3 days (by 5 p.m. March 21 our time).我方作出如下报盘，以贵方 3日内复到为有效（我方时间 3月 21日下午 5时前）This offer is subject to goods being unsold.本报价以货物未售出为有效。 9.to be firm for 有效期为 This offer is firm (valid, good, open, effective) for 5 days. 10.to advise sb.to accept an offer 劝某人接受报盘As the prices quoted are exceptionally low and likely to rise, we would advise you to accept the offer without delay.由于所报价格特低，并可能上涨，我方劝贵方立即接受此报盘。 11.to suggest that one accept 建议某人接受 As the market is firm with an upward tendency, we would suggest in your interest that you accept our offered price.由于市场坚挺，行情看涨，为了贵方利益我方建议贵方接受报价。 12.to look forward to receiving ones order期望收到某人订单We trust you will find our offer satisfactory and look forward to receiving your order.我方相信贵方会对我方报盘感到满意，期望收到贵方订单。 13.to invite ones attention to other products 请某人注意其它产品We invite your attention to our other products, details of which you will find in the catalogue敬请垂询我方其它产品，详情见目录 P112 Letter-1(enquiry) P113 Letter-2(offer) P114 Letter-3(counter-offer) P115 Letter-4Specimen letter I. In business communication it is advisable to use the familiar, conversational words and expressions that most readers understand. II. To avoid ambiguity, writers should place the connected parts of a sentence as near to each other as possible.This is called proximity. III. Use active voice.In most cases, active voice shows more strength than passive voice.Letter-writing Guide P118 QII P118 QIIIExercises P119 QV firm offer 实盘 have learnt that 得知，获悉 walnut 核桃 for sbs consideration 供 参考 in reply to 回复 make an offer for 报价 find it very regrettable to 很遗憾 be on the high side 偏高 no possibility of business 无法成交 1 我们确认已向你方电报下列商品实盘，以 9月 20日前复到有效。 We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20. 2 获悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。 We have learnt that there is a good demand for walnuts in your market, and take this opportunity of enclosing our Quotations Sheet No.6868 for your consideration. 3 你方 6月 3日来电要求我们报第 33号毯子。现确认我方于 6月 6日电报向你方报盘如下，该盘不受约束。 In reply to your cable of 3rd June, which asked us to make an offer for our Blanket No.33, we wish to confirm our cable despatched on June 6 offering you without engagement the following: 4 你方 7月 9日来函收悉，谢谢。很遗憾，你方价格偏高，无法成交。 While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business. P119 Q