函电(unit5报盘)

1、Unit 5 quotations and offersl Objectives:Know the basic knowledge of offers. Know how to write a firm / non-firm offer. Master typical sentences and expressions. 1. Though often used interchangeably, quotations and offers are not the same. A quotation is not an “offer” in the legal sense. It mainly

2、includes an indication of price without contractual obligation and subject to change without previous notice. While an offer is generally a proposal made by sellers to buyers in order to enter into a contract. There are two kinds of offers: firm and non-firm offer. A firm offer is a definite promise

3、 to sell goods at a fixed price within a stated period of time which is legally binding upon the seller and usually includes 8 parts: 1) the name of commodity 2) specifications/quality 3) quantity 4) unit price 5) packing 6) date of delivery/shipment 7) payment terms 8) validity A non-firm offer is

4、an offer without engagement. It is not binding upon the sellers and the details of the offers may change in certain situation. In most cases, the contents of a non-firm offer are not clear and definite. The main terms and conditions are not complete. Unlike a firm offer, a non-firm offer usually con

5、tain certain reservation clauses such as: “We offer without engagement” or “The offer is subject to our final confirmation” etc. In other words, the company withholds the right to revise or withdraw the offer at any time. 2. how to write an offer.l Thanks for the enquiry, if theres any.l Indicating

6、prices, discounts, terms of payment, packing, delivery or shipping date. If its a firm offer, add validity.l Show your expectation to the coming business. 3.Typical sentences and expressionsl As requested, we are offering you at per for shipment, payment is to be made byl At your request, we make yo

7、u an offer as follows:l We quote you the most favorable price as below: l indicating a firm offer:lsubject to reply (acceptance) by/beforelsubject to your acceptance within days. lThis offer is firm (open, valid) fordays.lindicating a non-firm offer:l without engagement (obligation)l subject to our

8、final confirmationl subject to change without noticel subject to prior sale(有权先售)l subject to the goods being unsoldTerms of qualityl 1.sales by samplequality as per sellers samplequality as per buyers samplequality as per counter sample(对等样本) counter sample: the sample made by the seller and confir

9、med by the buyer. eg. 500 Christmas Bear Art. No.235, as perthe sample dispatched by the seller on l 2.sales by specifications, grade or standard eg. Printed Shirting Yarn Counts No. of Threads Width (纱支) （寸密） （幅宽） 3036 7269 35/36 Sesame Seeds Grade AMoisture ( max.) 水分 8%Admixture ( max.) 杂质 6%Oil

10、content ( min.) 含油量 48%F.A.Q. (Fair Average Quality) 良好平均品质 G.M.Q.(Good Merchantable Quality) 上好可销品质l sales by brand and trademark eg. “Butterfly” brand sewing machines “Flying Pigeon” brand bycicles “Temple of Heaven” brand mens shirtsl sales by description (illustration) 说明书说明书 （图样）（图样） eg. qualit

11、y as per the attached illustrationTerms of quantity1.weight: metric ton 公吨公吨=1000 kg long ton 长吨长吨=1016 kg (UK ton) short ton 短吨短吨=907 kg (US ton)2.length： meter 米米 foot英尺英尺 inch英寸英寸 yard 码码3.area： square meter 平方米平方米4.volume: cubic meter 立方米立方米5.capacity：liter 公升公升 gallon 加仑加仑 bushel 蒲式耳蒲式耳6.number

12、: piece, set, dozen, gross 罗罗=12打打 ream 令令 = 516张张7.more or less clause 溢短装条款溢短装条款 eg. quantity .% more or less allowedDear Sirs,Thank you for your enquiry of 8 September forour bedsheets and are pleased to quote as below:500 sets STG9.80 each CIF London, including your 2% commission.Ten samples are

13、 enclosed for your reference.We look forward to receiving your orders.Yours faithfully, 4.Sample Letters 1) a quotation Z h e j i a n g C a i y u n j i a n T e a C o . , L t d . 报报 价价 单单 Q U O T A T I O N T o : G l o b a l T e a 日期 B a g s ( P v t ) L t d D a t e M a y 8 , 2 0 0 4 兹报供下列商品, 均以我方最后确认为

14、准 T h e fo llo w in g a r tic le s a r e q u o te d s u b je c t to o u r fin a l c o n fir m a tio n : 品名 C o m m o d i t y 规格 S p e c i f i c a t i o n 数量 Q u a n t i t y 单价 U n i t P r i c e G r e e n T e a E x t r a c t P o r c e l a i n T e a S e t M o d e l N o . 8 9 0 1 M o d e l N o .T S 0 0

15、 1 M i n i m u m o rd e r 2 0 0 0 k g . 2 0 0 0 s e t s C I F L i v e r p o o l S t g .1 5 p e r k i l o S t g .1 5 p e r s e t 包 装 P A C K I N G : a l u m i n u m - f o i l - l i n e d c a r t o n s , p u m p e d o f f a i r a n d f i l l e d u p w i t h n i t r o g e n , b u l k b e p a c k e d i

16、n c a r t o n s f i x e d w i t h f o a m e d p l a s t i c p a d d i n g 2 5 k g / c a r t o n , 2 2 k g / c a r t o n , 2 0 k g / c a r t o n , 1 8 k g / c a r t o n 装船期 S H I P M E N T : c a n b e s h i p p e d w i t h i n o n e m o n t h a f t e r r e c e i p t o f t h e L / C 付款方式 P A Y M E N T

17、 : b y c o n f i r m e d i r r e v o c a b l e L / C p a y a b l e b y d r a f t a t s i g h t 保险 I N S U R A N C E : f o r 1 1 0 % o f t h e i n v o i c e v a l u e 有错当查 E . & . O . E . sample1: a firm offerThank you for your letter of .enquiring for our. Our products are in great demand and en

18、joy fast sales for their good quality and reasonable price.As requested, we make you an offer as below: . . . . . .The above offer is firm, subject to acceptance by .We look forward to receiving your order. 3) a firm offerThank you for your letter of 3 August, enquiring forour Forever Brand bicycles

19、.We are exporting bicycles of many makes among whichthe Forever Brand is the most famous. Our productsare in great demand and enjoy quick sales for theirlight weight, good quality and reasonable price.As requested, we make you an offer as below:20 Mens Style US$27/unit20 Womens Style US$29/unitPacki

20、ng: in cartons.Payment: confirmed, irrevocable sight L/C.Shipment: within 3 weeks of receiving the L/C.The above prices are on CIF London basis net. Pleasenote that we do not allow any commission, but a 4%discount will be granted if the quantity for each kindis more than 1000 units.The above offer i

21、s firm, subject to acceptance by 15August, 2008. We look forward to receiving your initial order.sample2: a non-firm offerDear Sirs,Thank you for your enquiry of for our To start a deal between us, we are making you a special offer, subject to our final confirmation,as follows: . We look forward to

22、your trial order.Yours faithfully,2) a non-firm offerDear Sirs,Thank you for your enquiry of for our soybeans.To start a concrete transaction between us, weare making you a special offer, subject to our final confirmation, as follows:Art.No. Specifications: .Quantity: 1800 M/Ts.Price: US$260 per MT,

23、 CIFC5%, Lagos.Packing: In cartons or in wooden cases, at sellers option.Shipment: To be made in three equal monthly installments, beginning from May,2008.Payment: By confirmed irrevocable L/Cpayable by draft at sight, to be opened 30days before the time of shipment.As you know, recently it has been

24、 a heavy demand for soybeans and this has resulted in increased prices. You may, however, takeadvantage of the strengthening market if yousend us an immediate reply.We look forward to your trial order.Yours faithfully, Exercises1.Translation.1. 1. 国际商会国际商会 2. 2. 报价单报价单 3. 3. 预期买主预期买主/ /潜在客户潜在客户 4. 4

25、. 畅销畅销5. 5. 成本加运费拉各斯价，含成本加运费拉各斯价，含2%2%佣金佣金6. 6. 形式发票形式发票7. 7. 递盘（出价递盘（出价/ /投标）投标） 8. 8. 公吨公吨9. 9. 进口许可证进口许可证 10. 10. 一式两份一式两份/ /一式三份一式三份pro forma invoiceinternational chamber of commercequotation sheetprospective buyer/potential clientenjoy fast salesCFR Lagos 2%bidmetric tonimport licensein duplica

26、te/in triplicate11. the minimum quantity for order 12. come to business13. regular customer14. with keen interest15. brochure(pamphlet/booklet)/leaflet16. offerer / offeree 17. Circular letter18. trial order/repeat order19. PNTR 20. illustrated catalogue（Permanent Normal Trade Relations）3. Write a non-firm offer with the following points.1) 1) 货号货号(Art.No.)(Art.No.)：AB680AB680印花棉布印花棉布(printed cotto