外贸函电Unit5

1、 an offer is a proposal to give or do something. an offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer. in any case, the person who makes the offer is an offeror（要约人）（要约人） and the person to whom the offer is made is an offeree.（受要约人）（受要约人

2、） an offer of goods is usually made either by way of advertisements, circulars and letters or in reply to enquiries.offers and counters are important stages in doing business because once they are accepted there will be contracts. offer: 1.报实盘的句型：实盘是有有效期的，一般用报实盘的句型：实盘是有有效期的，一般用subject to+ date 表示。表示

3、。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, 2005.2) n. make somebody a firm offer on cif/fob/cfrbasis, subject to your reply reaching us + date. we are making you a firm offer on cif

4、vancouver basis subject to your reply reaching us before september 30. 2.的报盘的报盘: 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；数量的报盘；的报盘的报盘 we are working on your offer of 1,000 tons of chemical fertilizer. 4.表示报盘有表示报盘有天的有效期天的有效

5、期the offer is firm/valid/open/good for days. this offer is firm/valid/open/good for 5 days. 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 offer you 2,000 dozen mens shirts at us $ 54 per dozen, net, cif new york, ship

6、ment august, terms of payment by an irrevocable l/c. 2.offer somebody firm something atprice以以的价格向某人报某物的实盘的价格向某人报某物的实盘we offer you firm 3,000 metric tons of chemical fertilizer. 3.offer somebody something fob ,cif, etc. please offer us 2000 dozen womens blouses fob dalian. vi. offer firm fordays. 报实

7、盘，有效报实盘，有效期期天天 we offer firm for ten days.specimen letters 1 dear sirs we have recently received a number of enquiries for your light-weight raincoats and have good reason to believe that we could place regular orders with you provided your prices are competitive.from the description in your catalog

8、ue we learn that your “d.d.” range is the one most suitable for these clients and should be glad if you would send us your quotations for mens and womens coats, in both small and medium sizes, delivered c.i.f. kuwait. provided prices are right, we should place a first order for 400 raincoats, namely

9、 100 raincoats each of the four qualities. shipment would be required within four weeks of order.we would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices. provided (that) ( = providing) : on condition (that),if we can place an

10、order with you provided you allow us 5% discount. we accept your offer provided (that) shipment is made in the first half of the year.we can ensure the supply of goods in may providing you open your l/c on time. specimen letters 2 dear sirs thank you for your letter of 15th june. we are glad to lear

11、n of the enquiries you have had from your customers for our raincoats. our d.d. range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. from many of them we have already had repeat orders, in some cases more th

12、an one. this range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface.for the quantities you mention we are pleased to quote as follows:“d.d.” raincoats100 mens medium usd13.00 each

13、usd1300.00100 mens small 12.75 each 1275.00100 womens medium 12.75 each 1250.00100 womens small 12.25 each 1225.00 net c.i.f. kuwait usd5050.00terms: by l/c at sightshipment: within 3-4 weeks of receiving the l/cthis quotation is subject to our final confirmation.we feel you may be interested in som

14、e of our other products and enclose some descriptive booklets and a supply of sales literature for use with your customers.we look forward to receiving your order. subject to: 以以为准为准the plan may change subject to the weather.any change to the order is subject to our final confirmation.the offer is s

15、ubject to our final confirmation. specimen letters 3dear sirsthank you for your letter of june 25 offering us your d.d.” brand raincoats.to be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of othermakes. it is understood that to accept

16、the prices you quoted would leave us little or no margin of profit on our sales. as you know kuwait is a developing country; its principal demand is for articles in the medium price range.we appreciate your prompt response to our enquiry and would like to take thisopportunity to conclude some transa

17、ctions with you. we would , therefore, suggest that you make some allowance , say 10% on your quoted prices so as to enable us to introduce your products to our customers. if, however, you cannot do so, then we shall have no alternative but to leave the business as it is. for your information, some

18、parcels from hongkong have been sold here at a much lower price. we hope you will consider our counter-offer favourably and let us have your acceptance by telex. it may interest you to know that once you have opened up a market here, you would have every advantage of developing a beneficial trade in

19、 the gulf. make: n. 制造制造, 牌子，类型，式样牌子，类型，式样 a machine of chinese make this watch has gone wrong. i should have bought a better make. we also have similar offers from korean make. they are 25% lower than yours. margin:盈余，毛利 gross margin毛利； we operate on small margins.margin of profit 利润空间 a narrow mar

20、gin of profit 微利 our margin of profit is very limited, therefore we are unable to give you further discount.leave sb little marginif we give you another 5 percent discount, it will leave us little margin on our sales.specimen letter 4 dear sirs, thank you very much for your enquiry of april 1 for ou

21、r 100% cashmere sweaters. we are now making you a firm offer subject to your reply reaching us before april 30, 2005: mens largeus $ 50.00 per piece dittomediumus $ 48.00 per piece dittosmallus $ 45.00 per piece womenslargeus $ 47.00 per piece dittomediumus $ 45.00 per piece dittosmallus $ 43.00 per

22、 piece the above prices are based on cif vancouver basis net. payment: by confirmed irrevocable l/c payable by draft at sight. shipment: june/july, 2005 provided the l/c reaches the seller one month before the time of shipment. we are glad to inform you that our products are selling fast because of

23、their unique design and superior quality. they are just what you want for the fashionable trade like yours. they will appeal to discriminating buyers. we have received some repeat orders. our factories are fully committed for months ahead. we suggest you place an order as soon as possible. we are lo

24、oking forward to hearing from you soon. yours faithfully, commit: vt. 承担，承诺义务承担，承诺义务 commit oneself 使使.承担（某种义务承担（某种义务)to be heavily committed=to be fully booked 订货已满订货已满we shall do our best to advance shipment but we cant commit ourselves.for the time being, we cannot commit ourselves to any new ord

25、ers.as we are heavily committed, we are not in a position to take any new orders.the world bank is committed to help develop the national economy of developing countries. place an order: 订货订货 place an order with somebody for something they have placed an order with us for bicycles. repeat order 续订货物

26、续订货物 initial/first order 首批订货首批订货 purchase order 定货单定货单 quantity/large order 大量订货大量订货specimen letter 5 dear sirs, thank you for your letter of april 7, in which you offered us 100% cashmere sweaters. regrettably, we are unable to accept your offer as your prices are too high. we operate on small mar

27、gins. it means heavy loss to us to accept your prices. we also have similar offers from korean make. they are 25% lower than yours. we like the quality and design of your products. we accept that the quality of your products is better, but it does not justify such a large difference in price. we mig

28、ht do business with you if you could make us some allowance, say 20%, on your prices. otherwise we have to decline your offer. we hope you will consider our counter offer most favourably and let us have your reply soon. yours faithfully a & d supermarket accept: vt.相信，承认，同意 accept something; accept

29、that; accept doing or to do something. i accept that the aircraft has no choice but to crash into the sea. specimen letters 6a price concession dear sirs we are sorry to learn from your letter of april 14 that you find our offer of 100% cashmere sweaters too high to be acceptable. we always do our b

30、est to make our customers satisfied. however, there is not much room to make further reduction on our prices. the fact that other buyers are buying freely at our prices is the evidence that they are not excessive. besides, we are sure that our competitors cannot match our price and quality. however,

31、 in order to make the business possible, we are prepared to offer you a special discount of 5% if your order exceeds us $ 10,000. this is the best we can do. we hope this new offer will enable you to place an order with us. we are looking forward to your early reply. yours faithfully china national

32、import and export corporationroom: u. n. + for: 余地，理由余地，理由 there is no room for doubt. there seems some room for negotiation. theres room for improvement in his work. they have given me no bargaining room.reduction:减少，降低减少，降低 a reduction in/on the price of something 某物价格的下降某物价格的下降 price reduction 减价

33、减价 there was a slight reduction in the price of oil. there is a 10% reduction on the price of spring clothes. exceed: be greater than 比大，超过 supply exceeds demand. 供大于求 exceed ones authority 越权 export exceeds import by 3 million dollars. specimen letter 7 declining a counter offer dear sirs re: your

34、counter offer of our 100% cashmere sweaters thank you for your letter of april 22. we are sorry to learn you find our prices too high. although we would like to do business with you, we are very sorry that we are unable to entertain your counter offer. our prices are carefully calculated. we have ev

35、en taken quantity orders into consideration. we have to point out that we have received a lot of orders from other buyers, which shows that our prices are reasonable. at present, the market for 100% cashmere sweaters is strong with upward tendency. it is not likely that any significant change will t

36、ake place in the foreseeable future. it is in your interest to place an order with us as soon as you can. we also have cashmere sweaters, 50% cashmere/50% wool. they are of the same design but much cheaper than 100% cashmere sweaters. we are enclosing our price list for such sweaters. if you are int

37、erested, please let us know. we are looking forward to receiving an order from you. yours faithfully china national import and export corporation entertain ones offer:打算考虑某人的报盘打算考虑某人的报盘 entertain v. 准备考虑准备考虑 we cannot entertain your suggestion because it does not seem workable. they would not entert

38、ain any price lower than rmb ￥1200 per ton.take (something) into consideration:考虑到，考虑到，顾及顾及 ive already taken everything into consideration. in ones interest/in the interest of somebody 为了为了.的利益的利益 it is in your interest to accept our price now. it is in your interest to settle the difference in pay

39、ment terms as soon as possible. it is to our interest to close the deal as soon as we can.language summary how to describe your products1.our design is elegant and workmanship is superior.2. because of fine quality and attractive/unique designs of our products they are a good value for the money/pri

40、ce.3. they are selling well/very popular in the north american markets.4. this is a must for every household.5. the quality of other makes does not measure up to that of our products.talking about pricewe have cut the prices to the minimum and our goods are unobtainable elsewhere at our rates.our pr

41、ices are far more competitive than those of our rival companies.1. 3. we have managed to maintain the present price despite the increased cost of raw materials.4.though prices have gone up steadily since january we have managed to keep our quotation down. 5.there is no room to make any further reduc

42、tion in prices as we have already cut them to absolute minimum. 6.your bid is out of line with the current market price. 7.we regret to say there is no possibility to cut the price to the extent you indicated，i.e. %.8.if you cannot bring down the price to the market level, we shall have to switch ou

43、r requirements to other suppliers. how to justify your priceif you are a seller:make a price concession on conditions2. talk about the cost of materials , the rising market, the orders from other sources to show your price is reasonable. if you are a buyer and want to ask for price reduction:point o

44、ut the declining market2. offers from other suppliers1. both the buyer and the seller should be persuasive and flexible in their negotiation. they need to find a common ground. sometimes a substitute may be a way out.encouraging orders:we hope you will let us have your order before further rises in

45、costs make price increases unavoidable.1. 2. all you need to do is to fill in the order form and drop it into a mailbox/fax us immediately.how to make an offer1. when making an offer in response to an enquiry, begin by showing appreciation for and making summary of the enquiry including the necessar

46、y details such as the date of the enquiry and the commodity enquired for. 2. give details of the offer including prices, trade terms, terms of payment, shipment, discount on bulk purchase, etc. the firm offer should have validity. 3. you may encourage the buyer to make a quick decision by talking ab

47、out the market and the supply situation, the quality of the product, and a possible increase of the price in the near future.4. end the letter with the hope for an order or a reply.making voluntary offer1. the voluntary offer should come to the point directly. therefore, you may begin by telling you

48、r reader why you make the offer. as the offer is made to an old customer, you should make your letter sound warm and human. it is a good idea to refer to previous business.2. make the offer attractive.you may offer some favourable terms that are hard to obtain: larger discount; guaranteed shipment;

49、better after-sales service, etc.3. end the letter by urging the buyer to place an order.translation exercise1.我们给你们报的是最低价格，以这个价格我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。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，报我们昨天给你们发了传真，报2000公斤花公斤花生，生，10月份装船。月份装船。3.你方必须降价你方必须降价5%，否则没有成交的可能。，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。我们认为你们的价格与我地的市场行情不符。 5.我们向你们报我们向你们报1000台彩色电视机的实盘，台彩色电视机的实盘，以你方的答复以你方的答复3月月10日前到达我方为准。日前到达我方为准。6.行情上涨，我们建议你们立即订货