商务函电Chapter5-QuotationsandOffers

1、2021-10-161Chapter 5 Quotations and Offers2021-10-162Review What are the four steps before an exporter and an importer sign a contract?Enquiry1Offer2Counter-Offer3Acceptance42021-10-163Quotation and OffernA quotation (报价单报价单) is a promise to supply goods on the terms stated. It, however, is not lega

2、lly biding as a firm offer if the seller later decides not to sell. 2021-10-164Introduction of OfferWhat is an offer?nAn offer is a promise to supply goods on the terms and conditions stated. nIt is made either by a seller, called selling offer, or by a buyer, called buying offer or bid. Types of Of

3、fer nfirm offer实盘实盘 : within a certain time-limit nnon-firm offer虚盘虚盘 : be made without engagement 2021-10-165Introduction of Counter-offer and AcceptanceWhat is a Counter-offer?nA counter-offer is a partial rejection of the original offer and also a counter-proposal by the buyer who may amend the p

4、rice, payment or shipment when they are not acceptable. What is an Acceptance?nAn acceptance is the absolutely necessary step for successful business conclusion and contract. 2021-10-166Words and Phrases1. Offern. 报盘（通常和介词报盘（通常和介词 for, of 或或 on连用）连用）nPlease make send give forward fax us an offer CIF

5、 London for 20 metric tons groundnuts. 请给我们一个请给我们一个 20 20 公吨花生伦敦到岸价格的报盘。公吨花生伦敦到岸价格的报盘。 nto accept confirm an offer nto decline turn down an offer2021-10-167Words and PhrasesOffer v. 报盘报盘 1) offer sb. sth. 向某人报盘向某人报盘 nPlease offer us firm 20 M/T of wool FOB Sydney. n请翻译：能否向我们报服饰配件请翻译：能否向我们报服饰配件(garme

6、nt accessories)价格？价格？ Would you please offer us garment accessories?2) offer CFR (CIF, FOB) 报报 CFR（CIF，FOB）价）价 nPlease offer firm FOB London for 2,000 refrigerators Art. No. 437. 2021-10-168Words and Phrases2. counteroffer: v. & n. 还盘还盘 counter- 相反、相对相反、相对E.g. counter-sample 对等样品对等样品 counter-signatu

7、re 回签回签 counter-trade 对销贸易对销贸易/对等贸易对等贸易/反向贸易反向贸易/互抵贸易互抵贸易2021-10-169Words and Phrases2. counteroffer: v. & n. 还盘还盘1）counteroffer sth. at 对对还盘，价格为还盘，价格为E.g.nWed like to counter-offer 1,000 suitcases at US$95 each FOB Los Angeles.2）make a counteroffer for sth. at 对对还盘，价格还盘，价格是是E.g. Now wed like to mak

8、e you a counteroffer for 50 tons of Vitamin C at per ton CIF Shanghai.2021-10-1610Model Letter 5 - 1: An enquiry for a quotation1. supply from stock：现货；动用库存现货；动用库存 2021-10-1611Model Letter 5 - 2: Making a firm offer1. enquiry / enquire, inquiry / inquire 询盘，询价询盘，询价1) enquire for / of /aboutnA client

9、 of mine enquires for 100 cases Black Tea. nWe are in receipt of your letter of June 12, enquiring for our black tea. 2) make / send enquiry fornUpon receipt of your catalogue, well make enquiry for the items which are of interest to us.2021-10-1612Model Letter 5 - 2: Making a firm offer2. make n. （

10、工业）产品；制造方法或式样（工业）产品；制造方法或式样 nChinese makes 中国牌子的产品中国牌子的产品nother makes 其他产品其他产品 nof first-class make 头等技术制造的头等技术制造的nWe are interested in Chinese makes. nMuch to our regret that we are not in a position to offer you, as a result, you may purchase other makes. 2021-10-1613Model Letter 5 - 2: Making a f

11、irm offer3. confirmed 银行保兑的；银行保兑的；irrevocable 不可不可撤销的撤销的nconfirmed L/C 保兑信用证保兑信用证nirrevocable L/C 不可撤销信用证不可撤销信用证2021-10-1614Model Letter 5 - 2: Making a firm offer4. commission n. 佣金佣金1）百分之几佣金：）百分之几佣金： a commission of %或或 .% commission2）你方或我方百分之几佣金：）你方或我方百分之几佣金：your/our commission of % 或或 your/our %

12、 commission3） two or several commissions two or several items of commission4）allow (or: grant, give, offer) sb. a commission of % on (for) sth. 2021-10-1615Model Letter 5 - 2: Making a firm offer4. commission n. 佣金佣金nThe above price includes your commission of 2%.nThere are three items of commission

13、 left unpaid. nOn an order for more than US$ 100,000 , we usually allow a 5% commission. nEnclosed is our check for US$ 782 to pay all commissions due to you. 2021-10-1616Model Letter 5 - 2: Making a firm offer5. be subject to: 以以为准为准/为条件，受为条件，受制约制约 nThis offer is subject to our final confirmation.n

14、This offer is firm subject to your reply reaching us within one week. nTranslate：钱已准备好转账，只等你同意。：钱已准备好转账，只等你同意。The money is ready to transfer, subject to your approval.2021-10-1617Model Letter 5 - 2: Making a firm offer实盘的表达方法实盘的表达方法nThis offer is firm subject to your reply reaching here (us) by / be

15、fore / within nThe offer is / will remain firm（valid, open, effective, available）for two weeks / until March 3. nThis offer expires on August 8.nThis offer must be withdrawn if not accepted within 3 days.2021-10-1618Model Letter 5 - 2: Making a firm offerE.g. nWe offer you firm subject to reply by 5

16、p.m. our time, Wednesday, 3rd Oct.nWe offer firm subject to your reply here within one week from today.be subject to： 在报盘信中常用以说明盘的性质。在报盘信中常用以说明盘的性质。nsubject to our acceptance nsubject to your acceptance within two weeks2021-10-1619Model Letter 5 - 3: Making a counter-offer1. on the high side：（价格）偏高：

17、（价格）偏高nYour price is rather/too much on the high/low side. 2021-10-1620Model Letter 5 - 3: Making a counter-offer2. “货物货物”一词在外贸英语中可用不同的词来表达：一词在外贸英语中可用不同的词来表达： goods, commodity, merchandise, article, item, order, shipment, cargo, consignment, productlgoods：常用的词常用的词, 统指货物，复数形式统指货物，复数形式lcommodity：比较正式的

18、用语，通常指较大范围的商比较正式的用语，通常指较大范围的商品，尤其指一个国家的主要商品。可数名词。品，尤其指一个国家的主要商品。可数名词。E.g. commodity exchange 商品交易所商品交易所 daily commodity 日用品，必需品日用品，必需品 marketable commodity 易销商品，适销品易销商品，适销品 The Chinese Export Commodities Fair 中国出口商中国出口商品交易会品交易会2021-10-1621Model Letter 5 - 3: Making a counter-offer2. lmerchandise：泛指商

19、品，不特指某一商品，没泛指商品，不特指某一商品，没有复数形式。有复数形式。E.g. approved merchandise (海关海关)放行、通过商品放行、通过商品 general merchandise 杂货杂货 returned merchandise 退货退货 The merchandise is being strictly examined. 2021-10-1622Model Letter 5 - 3: Making a counter-offer2. larticle：具体的货，可数名词具体的货，可数名词; 常常指一种常常指一种商品，而不是指一类商品。商品，而不是指一类商品。l

20、item：在商业函件中常用来代表前面提到的在商业函件中常用来代表前面提到的货物货物E.g. We note you are interested in walnut meat but regret to advise that this item is not available at present. You can buy these items through the catalogue. 2021-10-1623Model Letter 5 - 3: Making a counter-offer2. lorder：所定的货所定的货;lshipment 运出的船货运出的船货; lcarg

21、o： 用运载工具装运的货物。特别是船上所用运载工具装运的货物。特别是船上所载的货物载的货物 = goods carried in a ship。E.g. The steamer sailed with full cargo。lconsignment 发运的货发运的货; 寄售物寄售物lproduct 产品产品E.g. primary product 初级产品初级产品 semi-finished product 半成品半成品 end/final/finished product 最终产品最终产品 2021-10-1624Model Letter 5 - 3: Making a counter-of

22、fer3. to make / allow sb.a special allowance (discount) 给予某人特别折扣给予某人特别折扣nWill you please allow us a special allowance on annual total purchase above $500,000?nWhen quoting, please state terms of payment and discount you would allow on purchase of quantities of not less than 500 dozen.4. say, 5% = le

23、t us say 5%2021-10-1625还盘信行文思路还盘信行文思路从买方角度从买方角度感谢对方报价感谢对方报价指出该报价过高指出该报价过高说明你的理由说明你的理由提出自己的要求提出自己的要求敦促对方考虑你的要求敦促对方考虑你的要求2021-10-1626Sample Letter 5-1: Non-firm offer 虚盘表示方法：虚盘表示方法：loffer without engagement (obligation) 发盘无约束性，发盘无约束性，发虚盘。发虚盘。 与与to offer firm 反义反义loffer subject to prior sale 有权先售有权先售lo

24、ffer subject to our final confirmation 以我方最后确以我方最后确认为准的报盘认为准的报盘loffer subject to change without notice 如有变更，不如有变更，不做预先通知做预先通知loffer subject to goods (being) unsold 以商品未售出为以商品未售出为准的报盘准的报盘loffer subject to export/import license 以获得出口以获得出口（进口）许可证为准的报价（进口）许可证为准的报价2021-10-1627Sample Letter 5-2: A detaile

25、d quotation to an enquirer 2. Price: FOB Shanghai USD1.32/M报盘中的价格必须有四个要素：货币报盘中的价格必须有四个要素：货币 / 单价单价/ 计价单位计价单位 / 贸易术语。贸易术语。E.g. nUSD75.00 per piece FOB ShanghainWe are glad to offer you 5000 yards of printed shirting at US$ 1.00 per yard CIF San Francisco.n请翻译：现报请翻译：现报2200箱鱼罐头，每箱箱鱼罐头，每箱50美元，美元，FOB青岛价。

26、青岛价。We are now offering you 2200 cartons of canned fish at US$50 per carton FOB Qingdao.2021-10-1628Sample Letter 5 - 5 1. reduce v. lower , cut (down) 降低降低,减少减少 nreduce a price by 降低多少降低多少nreduce a price to 降到多少降到多少nreducefrom to 从从.降至降至reduction n. 降价降价nmake a reduction of 降价幅度降价幅度nmake a reductio

27、n to 降价至降价至nmake a reduction in 在在.方面降价方面降价2021-10-1629Sample Letter 5 - 5E.g. lTo meet your request, we are prepared to reduce our freight by 3%. lTo be more competitive, you should try to reduce your price to the bottom without sacrificing the quality.lYou are requested to make a reduction of 5% i

28、n your price to attract more customers.2021-10-16305.6 More Useful Sentences1. metric ton公吨：公吨：= 1000公斤公斤 long ton（长吨）（长吨）= 1016公斤；公斤； short ton（短吨）（短吨）= 907公斤公斤2021-10-1631Exercise 11. conclude some transactions with you2. international practice3. business scope4. illustrated catalogue5. under sepa

29、rate cover / by separate post6. excellent in quality and reasonable in price8. from stock10. at your expense2021-10-1632 Dear Sirs, Subject: Mens Sweaters We feel grateful for your letter of June 8, 2011. In reply, we regret to say that we find your price rather high and out of line with the prevailing market. Such being the case, it is impossible for us to accept your price, as the goods of similar quality are easily obtainable here at a lower price. Should you be prepared to reduce your limit by, say, 5%, we might come