外贸函电Unit 5.ppt

Unit5 OFFERSANDCOUNTER OFFERS Anofferisaproposaltogiveordosomething Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer Inanycase thepersonwhomakestheofferisanofferor 要约人 andthepersontowhomtheofferismadeisanofferee 受要约人 Anofferofgoodsisusuallymadeeitherbywayofadvertisements circularsandlettersorinreplytoenquiries Offersandcountersareimportantstagesindoingbusinessbecauseoncetheyareacceptedtherewillbecontracts offer 1 报实盘的句型 实盘是有有效期的 一般用Subjectto date表示 1 n makesomebodyafirmoffersubjecttoyourreplyreachingus date WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30 2005 2 n makesomebodyafirmofferonCIF FOB CFR basis subjecttoyourreplyreachingus date WearemakingyouafirmofferonCIFVancouverbasissubjecttoyourreplyreachingusbeforeSeptember30 2 的报盘 offerof for onsomethingMaywehaveyouroffersfortheitemslistedinyourcatalogue 3 Offerofsomething 数量的报盘 的报盘Weareworkingonyourofferof1 000tonsofchemicalfertilizer 4 表示报盘有 天的有效期Theofferisfirm valid open goodfor days Thisofferisfirm valid open goodfor5days Vt 1 offersomebodysomethingat price thetradeterm CIF CFR FOB timeofshipment termsofpaymentbyL C D P D A etc Weofferyou2 000dozenMen sShirtsatUS 54perdozen net CIFNewYork shipmentAugust termsofpaymentbyanirrevocableL C 2 Offersomebodyfirmsomethingat price以 的价格向某人报某物的实盘Weofferyoufirm3 000metrictonsofchemicalfertilizer 3 offersomebodysomethingFOB CIF etc Pleaseofferus2000dozenwomen sblousesFOBDalian Vi Offerfirmfor days 报实盘 有效期 天Weofferfirmfortendays Specimenletters1 Dearsirswehaverecentlyreceivedanumberofenquiriesforyourlight weightraincoatsandhavegoodreasontobelievethatwecouldplaceregularorderswithyouprovidedyourpricesarecompetitive Fromthedescriptioninyourcataloguewelearnthatyour D D rangeistheonemostsuitablefortheseclientsandshouldbegladifyouwouldsendusyourquotationsformen sandwomen scoats inbothsmallandmediumsizes deliveredC I F Kuwait Providedpricesareright weshouldplaceafirstorderfor400raincoats namely100raincoatseachofthefourqualities Shipmentwouldberequiredwithinfourweeksoforder Wewouldparticularlystresstheimportanceofpricesincetheprincipalmarkethereisformass producedgoodsatpopularprices Provided that providing oncondition that ifWecanplaceanorderwithyouprovidedyouallowus5 discount Weacceptyourofferprovided that shipmentismadeinthefirsthalfoftheyear WecanensurethesupplyofgoodsinMayprovidingyouopenyourL Contime Specimenletters2 DearsirsThankyouforyourletterof15thJune Wearegladtolearnoftheenquiriesyouhavehadfromyourcustomersforourraincoats Our D D rangeisparticularlysuitableforwarmclimates andduringthepastyearswehavesuppliedthisrangetodealersinseveraltropicalcountries Frommanyofthemwe havealreadyhadrepeatorders insomecasesmorethanone Thisrangeispopularnotonlybecauseitislightinweight butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface Forthequantitiesyoumentionwearepleasedtoquoteasfollows D D Raincoats100men smediumUSD13 00eachUSD1300 00100men ssmall12 75each1275 00100women smedium12 75each1250 00100women ssmall12 25each1225 00NetC I F KuwaitUSD5050 00Terms ByL Catsight Shipment within3 4weeksofreceivingtheL CThisquotationissubjecttoourfinalconfirmation Wefeelyoumaybeinterestedinsomeofourotherproductsandenclosesomedescriptivebookletsandasupplyofsalesliteratureforusewithyourcustomers Welookforwardtoreceivingyourorder Subjectto 以 为准Theplanmaychangesubjecttotheweather Anychangetotheorderissubjecttoourfinalconfirmation Theofferissubjecttoourfinalconfirmation Specimenletters3 DearsirsThankyouforyourletterofJune25offeringusyour D D brandraincoats Tobecandidwithyou welikeyourraincoats butyourpricesappeartobeonthehighsideascomparedwiththoseofother makes Itisunderstoodthattoacceptthepricesyouquotedwouldleaveuslittleornomarginofprofitonoursales AsyouknowKuwaitisadevelopingcountry itsprincipaldemandisforarticlesinthemediumpricerange Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethis opportunitytoconcludesometransactionswithyou Wewould therefore suggestthatyoumakesomeallowance say10 onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers If however youcannotdoso thenweshallhavenoalternativebuttoleavethebusinessasitis Foryourinformation someparcelsfromHongkonghavebeensoldhereatamuchlowerprice Wehopeyouwillconsiderourcounter offerfavourablyandletushaveyouracceptancebytelex Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf make n 制造 牌子 类型 式样amachineofChinesemakeThiswatchhasgonewrong Ishouldhaveboughtabettermake WealsohavesimilaroffersfromKoreanmake Theyare25 lowerthanyours margin 盈余 毛利grossmargin毛利 Weoperateonsmallmargins marginofprofit利润空间anarrowmarginofprofit微利Ourmarginofprofitisverylimited thereforeweareunabletogiveyoufurtherdiscount leavesblittlemarginIfwegiveyouanother5percentdiscount itwillleaveuslittlemarginonoursales SpecimenLetter4 DearSirs ThankyouverymuchforyourenquiryofApril1forour100 CashmereSweaters WearenowmakingyouafirmoffersubjecttoyourreplyreachingusbeforeApril30 2005 Men slargeUS 50 00perpiecedittomediumUS 48 00perpiecedittosmallUS 45 00perpieceWomen slargeUS 47 00perpiecedittomediumUS 45 00perpiecedittosmallUS 43 00perpiece TheabovepricesarebasedonCIFVancouverbasisnet Payment ByconfirmedirrevocableL Cpayablebydraftatsight Shipment June July 2005providedtheL Creachestheselleronemonthbeforethetimeofshipment Wearegladtoinformyouthatourproductsaresellingfastbecauseoftheiruniquedesignandsuperiorquality Theyarejustwhatyouwantforthefashionabletradelikeyours Theywillappealtodiscriminatingbuyers Wehavereceivedsomerepeatorders Ourfactoriesarefullycommittedformonthsahead Wesuggestyouplaceanorderassoonaspossible Wearelookingforwardtohearingfromyousoon Yoursfaithfully commit vt 承担 承诺义务commitoneself使 承担 某种义务 tobeheavilycommitted tobefullybooked订货已满Weshalldoourbesttoadvanceshipmentbutwecan tcommitourselves Forthetimebeing wecannotcommitourselvestoanyneworders Asweareheavilycommitted wearenotinapositiontotakeanyneworders TheWorldBankiscommittedtohelpdevelopthenationaleconomyofdevelopingcountries placeanorder 订货placeanorderwithsomebodyforsomethingTheyhaveplacedanorderwithusforbicycles repeatorder续订货物initial firstorder首批订货purchaseorder定货单quantity largeorder大量订货 SpecimenLetter5 DearSirs ThankyouforyourletterofApril7 inwhichyouofferedus100 CashmereSweaters Regrettably weareunabletoacceptyourofferasyourpricesaretoohigh Weoperateonsmallmargins Itmeansheavylosstoustoacceptyourprices WealsohavesimilaroffersfromKoreanmake Theyare25 lowerthanyours Welike thequalityanddesignofyourproducts Weacceptthatthequalityofyourproductsisbetter butitdoesnotjustifysuchalargedifferenceinprice Wemightdobusinesswithyouifyoucouldmakeussomeallowance say20 onyourprices Otherwisewehavetodeclineyouroffer Wehopeyouwillconsiderourcounteroffermostfavourablyandletushaveyourreplysoon YoursfaithfullyA DSupermarket accept vt 相信 承认 同意acceptsomething acceptthat acceptdoingortodosomething Iacceptthattheaircrafthasnochoicebuttocrashintothesea Specimenletters6APriceconcession DearSirsWearesorrytolearnfromyourletterofApril14thatyoufindourofferof100 CashmereSweaterstoohightobeacceptable Wealwaysdoourbesttomakeourcustomerssatisfied However thereisnotmuchroomtomakefurtherreductiononourprices Thefactthatotherbuyersarebuyingfreelyatourpricesistheevidencethattheyarenotexcessive Besides wearesurethatourcompetitorscannotmatchourpriceandquality However inordertomakethebusinesspossible wearepreparedtoofferyouaspecialdiscountof5 ifyourorderexceedsUS 10 000 Thisisthebestwecando Wehopethisnewofferwillenableyoutoplaceanorderwithus Wearelookingforwardtoyourearlyreply YoursfaithfullyChinaNationalImportandExportCorporation room u n for 余地 理由Thereisnoroomfordoubt Thereseemssomeroomfornegotiation There sroomforimprovementinhiswork Theyhavegivenmenobargainingroom reduction 减少 降低areductionin onthepriceofsomething某物价格的下降pricereduction减价Therewasaslightreductioninthepriceofoil Thereisa10 reductiononthepriceofspringclothes exceed begreaterthan比 大 超过Supplyexceedsdemand 供大于求exceedone sauthority越权Exportexceedsimportby3milliondollars SpecimenLetter7Decliningacounteroffer DearSirsRe Yourcounterofferofour100 CashmereSweatersThankyouforyourletterofApril22 Wearesorrytolearnyoufindourpricestoohigh Althoughwewouldliketodobusinesswithyou weareverysorrythatweareunabletoentertainyourcounteroffer Ourpricesarecarefullycalculated Wehaveeventakenquantityordersintoconsideration Wehavetopointoutthatwehavereceivedalotofordersfromotherbuyers whichshowsthatourpricesarereasonable Atpresent themarketfor100 CashmereSweatersisstrongwithupwardtendency Itisnotlikelythatanysignificantchangewilltakeplaceintheforeseeablefuture Itisinyourinteresttoplaceanorderwithusassoonasyoucan WealsohaveCashmereSweaters 50 cashmere 50 wool Theyareofthesamedesignbutmuchcheaperthan100 CashmereSweaters Weareenclosingourpricelistforsuchsweaters Ifyouareinterested pleaseletusknow Wearelookingforwardtoreceivinganorderfromyou YoursfaithfullyChinaNationalImportandExportCorporation entertainone soffer 打算考虑某人的报盘entertainv 准备考虑Wecannotentertainyoursuggestionbecauseitdoesnotseemworkable TheywouldnotentertainanypricelowerthanRMB 1200perton take something intoconsideration 考虑到 顾及I vealreadytakeneverythingintoconsideration inone sinterest intheinterestofsomebody为了 的利益Itisinyourinteresttoacceptourpricenow Itisinyourinteresttosettlethedifferenceinpaymenttermsassoonaspossible Itistoourinteresttoclosethedealassoonaswecan Languagesummary Howtodescribeyourproducts1 Ourdesigniselegantandworkmanshipissuperior 2 Becauseoffinequalityandattractive uniquedesignsofourproductstheyareagoodvalueforthemoney price 3 Theyaresellingwell verypopularintheNorthAmericanmarkets 4 Thisisamustforeveryhousehold 5 Thequalityofothermakesdoesnotmeasureuptothatofourproducts TalkingaboutpriceWehavecutthepricestotheminimumandourgoodsareunobtainableelsewhereatourrates Ourpricesarefarmorecompetitivethanthoseofourrivalcompanies 3 Wehavemanagedtomaintainthepresentpricedespitetheincreasedcostofrawmaterials 4 ThoughpriceshavegoneupsteadilysinceJanuarywehavemanagedtokeepourquotationdown 5 Thereisnoroomtomakeanyfurtherreductioninpricesaswehavealreadycutthemtoabsoluteminimum 6 Yourbidisoutoflinewiththecurrentmarketprice 7 Weregrettosaythereisnopossibilitytocutthepricetotheextentyouindicated i e 8 Ifyoucannotbringdownthepricetothemarketlevel weshallhavetoswitchourrequirementstoothersuppliers Howtojustifyyourprice Ifyouareaseller makeapriceconcessiononconditions2 talkaboutthecostofmaterials therisingmarket theordersfromothersourcestoshowyourpriceisreasonable Ifyouareabuyerandwanttoaskforpricereduction Pointoutthedecliningmarket2 offersfromothersuppliersBoththebuyerandthesellershouldbepersuasiveandflexibleintheirnegotiation Theyneedtofindacommonground Sometimesasubstitutemaybeawayout Encouragingorders Wehopeyouwillletushaveyourorderbeforefurtherrisesincostsmakepriceincreasesunavoidable 2 Allyouneedtodoistofillintheorderformanddropitintoamailbox faxusimmediately Howtomakeanoffer 1 Whenmakinganofferinresponsetoanenquiry beginbyshowingappreciationforandmakingsummaryoftheenquiryincludingthenecessarydetailssuchasthedateoftheenquiryandthecommodityenquiredfor 2 Givedetailsoftheofferincludingprices tradeterms termsofpayment shipment discountonbulkpurchase etc Thefirmoffershouldhavevalidity 3 Youmayencouragethebuyertomakeaquickdecisionbytalkingaboutthemarketandthesupplysituation thequalityoftheproduct andapossibleincreaseofthepriceinthenearfuture 4 Endtheletterwiththehopeforanorderorareply Makingvoluntaryoffer 1 Thevoluntaryoffershouldcometothepointdirectly Therefore youmaybeginbytellingyourreaderwhyyoumaketheoffer Astheofferismadetoanoldcustomer youshouldmakeyourlettersoundwarmandhuman Itisagoodideatorefertopreviousbusiness 2 Maketheofferattractive Youmayoffersomefavourabletermsthatarehardtoobtain largerdiscount guaranteedshipment betterafter salesservice etc 3 Endtheletterbyurgingthebuyertoplaceanorder Translationexercise 1 我们给你们报的是最低价格 以这个价格我们已经与其他客户做了许多交易 2 我们昨天给你们发了传真 报2000公斤花生 10月份装船 3 你方必须降价5 否则没有成交的可能 4 我们认为你们的价格与我地的市场行情不符 5 我们向你们报1000台彩色电视机的实盘 以你方的答复3月10