国际商务函电Unit5Quotations,offerandcounter-offer

1、外贸英语函电外贸英语函电Unit 5 Quotations, Offers and Counter-offer报价、报盘和还盘报价、报盘和还盘. Offer. Offer offer 报盘（报价、发盘）报盘（报价、发盘）nAn offer is a promise to supply goods on the terms and conditions stated.n n It covers two partsnOfferer: the person making the offer发盘人发盘人nOfferee: the person to whom the offer is made 受盘人

2、受盘人Offer and QuotationnA quotation is merely a notice of the price.nIn an offer, the seller not only quotes the prices but also indicates all necessary terms.Unit Four Quotations, offers and counter-offersZMC 严格讲严格讲quote/quotation 与与 offer不同，不同，quote/quotation是报价，指某一商品的单价，是报价，指某一商品的单价，offer是报盘，除单价外，

3、还包括数量，交货是报盘，除单价外，还包括数量，交货期，付款方式等等。期，付款方式等等。 另外，另外，offer比较固定，比较固定，卖方价格报出后，一般不能轻易变动，而卖方价格报出后，一般不能轻易变动，而quote/quotation则不同，卖方报价后，不受则不同，卖方报价后，不受约束，可以根据情况略加调整。尽管有区别，约束，可以根据情况略加调整。尽管有区别，但各国商人则往往把这两个词混用。这一点要但各国商人则往往把这两个词混用。这一点要特别注意。特别注意。Unit Four Quotations, offers and counter-offersZMC Zhejiang Caiyunjian

4、 Tea Co., Ltd. 报报 价价 单单 QUOTATION To : Global Tea 日期 Bags (Pvt) Ltd Date May 8, 2004 兹报供下列商品, 均以我方最后确认为准 The following articles are quoted subject to our final confirmation: 品名 Commodity 规格 Specification 数量 Quantity 单价 Unit Price Green Tea Extract Porcelain Tea Set Model No. 8901 Model No.TS001 Mini

5、mum order 2000kg. 2000 sets CIF Liverpool Stg.15 per kilo Stg.15 per set 包 装 PACKING: aluminum-foil-lined cartons, pumped off air and filled up with nitrogen, bulk be packed in cartons fixed with foamed plastic padding 25kg/carton, 22kg/carton, 20kg/carton, 18kg/carton 装船期 SHIPMENT: can be shipped w

6、ithin one month after receipt of the L/C 付款方式 PAYMENT: by confirmed irrevocable L/C payable by draft at sight 保险 INSURANCE: for 110% of the invoice value 有错当查 E. &. O. E. CommoditySpecificationQuantityUnit PricePackingShipmentPaymentInsuranceCategories of OffernFirm offer 实盘nIt is an offer with

7、a time limit and engagement. Once it is accepted by the buyer, both the seller and buyer have no right to revoke, alter or amend.nNon firm offer 虚盘nIt is an offer without engagement. It is usually subject to the buyers confirmation.报实盘报实盘 Firm Offer：This offer remains effective/firm/open/valid/good

8、for a week.This offer expires on August 8.This offer is subject to your reply here within five days.报虚盘报虚盘 Non-firm Offer ：This offer is subject to our final confirmation.This offer is made without engagement (不具有约不具有约束力束力). Typical sentences of non-firm offernThis offer is subject tonOur final conf

9、irmation以我方最终确认为准nThe goods being unsold以货物未售出为准nPrior sale以先售为条件nChange without notice以随时更改而无需另作通知为条件nOur approval以我方认可为准nOur written acceptance以我方书面接受为准nOffer without engagementStructure of an offer letternExpress thanks for the enquirynGive details in an offer, which arenNames of commodities, qua

10、lity, quantity and specificationsnDetails of price, discounts and terms of paymentnPacking and date of deliverynThe period for which the offer is validnPersuading the buyer to order earlynClosing nHope of acceptance , reply and orderUnit Four Quotations, offers and counter-offersZMCLetter 1 A Firm O

11、fferDear Sir, Thank you for your enquiry for “Panda” Brand Color TV Sets dated May 16. As requested, we are now making you, subject to your reply reaching us within 10 days, the following offer: Commodity: “Panda” Brand Color TV Sets Item No: Gb-8907 Quantity: 1,500 sets Price: USD450.00 per set CIF

12、 Alexandria Payment: By confirmed irrevocable L/C payable by draft at sight in the sellers favor. Shipment: to be effected within 28 days after receipt of L/CUnit Four Quotations, offers and counter-offersZMCOur products are selling fast because of their unique design and superior quality, which wil

13、l appeal to discriminating buyers. We have some regular orders at hand. If youre interested in our products, please place your order as soon as possible. We are looking forward to hearing from you soon. Yours faithfully,Unit Four Quotations, offers and counter-offersZMC II. Counter-offer 还盘还盘A count

14、er-offer is virtually a partial or total rejection of the original offer. It also means a new proposal put forward by the buyer. nThe steps for writing counter-offer lettern1) Thank the supplier for the offern2) Express regret at inability to accept and state reasonsn3) Put forward concrete amendmen

15、ts or new proposalsn4) End the letter with hope of an early reply.Unit Four Quotations, offers and counter-offersZMC Your price is too high. 你方价格太高。你方价格太高。类似的表达方式还有：类似的表达方式还有：Your price is a bit high. 你方价格有点高。你方价格有点高。Your price is excessive. 你方价格过高。你方价格过高。Your price is rather stiff. 你方价格相当高。你方价格相当高。

16、Your price is prohibitive. 你方价格令人望而却步。你方价格令人望而却步。 Typical sentences of counter-offerUnit Four Quotations, offers and counter-offersZMCUseful Sentences1. May I suggest that you could perhaps make some allowance on your quoted prices that would help to introduce your goods to our customers? 2. Your bi

17、d is out of line with the current market price.我能否建议贵公司对所报价格有所优惠，从而方便我们将贵公司产我能否建议贵公司对所报价格有所优惠，从而方便我们将贵公司产品向顾客推广。品向顾客推广。你们所报价格与市场行情不符。你们所报价格与市场行情不符。Unit Four Quotations, offers and counter-offersZMCUseful Sentences 3. Your competitors are offering considerably lower prices, and unless you can reduce

18、your quotations, we shall have to buy elsewhere. 4. As the competition here is very keen, we regret we are unable to accept your prices, which will leave us a very small margin of profit.你们的竞争者提供了相对较低的价格，如果你们不降价，我们将你们的竞争者提供了相对较低的价格，如果你们不降价，我们将在别处购买。在别处购买。由于本地竞争激烈，很遗憾我们无法接受贵公司价格，它会让我们利由于本地竞争激烈，很遗憾我们无

19、法接受贵公司价格，它会让我们利润过于微小。润过于微小。Letter 2 A Counter OfferDear Sir,We acknowledge receipt of your offer for “Panda” Brand ColorTV Sets dated May 18.Regrettably, we are unable to accept your offer as your pricesare too high. We also have similar offers from Korean make.Their prices are 5% lower than yours.W

20、e appreciate the good quality of your products. We accept thatthe quality of your products is better, but it does not justify suchUnit Four Quotations, offers and counter-offersZMCa large difference in price. We might do business with you if you could make us some allowance, say 5%, on your prices.

21、Otherwise we have to decline your offer. We shall appreciate it very much if you will make aconcession and fax us your acceptance as soon as possible. Yours faithfully, Letter 3 Counter-Counter Offer Dear Sirs: Thank you for your letter of 20 January 2004. We are disappointed to hear that our price

22、for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our pr

23、oducts. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. Yours faithfully, To

24、ny Smith Chief Seller n 先生先生: : n二零零四年元月二十日来函收到，不胜感激。得知贵公司二零零四年元月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。来函又提及日本同类货品报价较其低近百分之十。 本本公司认同来函的说法，然而，其他厂商的产品质量绝对不公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。能与本公司的相提并论。 n虽然极望与贵公司交易，但该还盘较本公司报价相差极大虽然极望与贵公司交易，但该还盘较本公司报

25、价相差极大，故未能接受贵公司定单。，故未能接受贵公司定单。 特此调整报价，降价百分之特此调整报价，降价百分之二，祈盼贵公司满意。二，祈盼贵公司满意。 n谨候佳音。谨候佳音。 n销售部主任销售部主任 商务知识拓展：如何对价格进行谈商务知识拓展：如何对价格进行谈Useful Sentence Pattern：n（1）说明价格上涨原因）说明价格上涨原因 n1.1.有时价格的上升是因为国际市场行情上涨、通货膨胀或是原材料价有时价格的上升是因为国际市场行情上涨、通货膨胀或是原材料价格的上升。格的上升。nThe price of copper on the world market has gone up

26、 considerably in the past few months.n2 2. .在过去的几个月中，原材料的价格几乎上升了在过去的几个月中，原材料的价格几乎上升了30%30%，而我们的价格几，而我们的价格几乎保持不变。乎保持不变。nThe price of raw materials has increased by almost 30% during the past few months while our price has remained almost the same.n3 3. .这一商品的行情一直在不断地上涨，估计价格还会进一步地上涨。这一商品的行情一直在不断地上涨，估计

27、价格还会进一步地上涨。 nThe market for this article has kept steadily advancing and one may expect a further increase in price in the future.n4 4. .价格上升是因为生产成本的上升。价格上升是因为生产成本的上升。 nThe price is going up because of the rise in cost of production.n5.5.这一商品的国际行情呈上升趋势。种种迹象表明，在不久的将来这一商品的国际行情呈上升趋势。种种迹象表明，在不久的将来价格还会进一

28、步上涨。价格还会进一步上涨。 nThe world market for this item shows an upward trend. There is every indication of a further rise in price in the near future.6.6.正如你所知道的正如你所知道的, ,全球的通货膨胀率在全球的通货膨胀率在3%-9%3%-9%之间，而我们的价格与去之间，而我们的价格与去年相比只上升了年相比只上升了5%5%。 nAs you know, the rate of inflation around the world is from 3% to

29、9% while the rise in our price is only 5% compared with last years.n n1.1.其中，取消谈判、制造和利用竞争是逼迫对方让步的两个有效其中，取消谈判、制造和利用竞争是逼迫对方让步的两个有效的武器和策略。除非你能降价，不然成交的希望十分渺茫。的武器和策略。除非你能降价，不然成交的希望十分渺茫。 nUnless you can reduce the price, chances for business are remote.n2.2.要是你坚持的话，我们就没有必要在谈下去了。我们还不如取要是你坚持的话，我们就没有必要在谈下去了。

30、我们还不如取消这笔生意算了。消这笔生意算了。 nIf you stand firm, theres no point in further discussions. We might as well call the whole deal off.n3.3.要是你坚持原来的报价的话，我们看不出有成交的希望。要是你坚持原来的报价的话，我们看不出有成交的希望。 n If you hang on to the original offer, we can see no prospect of business.n4.4.你们的报价没有其他的卖主所提供的报价有竞争力。你们的报价没有其他的卖主所提供的报

31、价有竞争力。 nYour price is not so competitive as those offered by other sellers.2)2)买方施加压力买方施加压力 n5.5.我们已收到了比你方报价低得多的报价。因此，这笔生意能否我们已收到了比你方报价低得多的报价。因此，这笔生意能否成交主要取决于你们的价格。成交主要取决于你们的价格。 nWe have received offers much lower than yours. So business depends very much on your price.n6.6.坦率地说，你们的报价比荷兰卖主的报价高出坦率地说，

32、你们的报价比荷兰卖主的报价高出10%10%，比日本卖，比日本卖主的报价高出主的报价高出7%7%。要是你们的报价没有竞争力的话，我们可能从。要是你们的报价没有竞争力的话，我们可能从荷兰或日本进口。荷兰或日本进口。 nTo be frank, your price is 10% higher than that from Holland and 7% higher than that from Japan. If your price is not so competitive, we may buy from Holland or Japan.n1.1.在谈判中，如果双方都坚持自己的价格，会使谈

33、判陷入僵局。若在谈判中，如果双方都坚持自己的价格，会使谈判陷入僵局。若要使谈判继续下去，可以说：为了打破僵局，我们准备降价要使谈判继续下去，可以说：为了打破僵局，我们准备降价5%5%。 nTo break the deadlock ,we are ready to reduce the price by 5%.n2.2.我建议我们大家折中一下，这样就能做成生意了。我建议我们大家折中一下，这样就能做成生意了。 nI suggest we meet each other halfway so that the business can be concluded.n3.3.老实说，你如果坚持自己的价

34、格，我们是不可能成交的。难道我老实说，你如果坚持自己的价格，我们是不可能成交的。难道我们就找不到一个对双方都有利的价格吗？们就找不到一个对双方都有利的价格吗？ nTo be honest, if you insist on the price ,we wont be able to make a deal. Cant we find a price that is good for both sides?n4.4.为了做成这笔生意，我建议我们在价格上大家各让一半。为了做成这笔生意，我建议我们在价格上大家各让一半。 nTo get the business done, I suggest we

35、split the difference in price.（3 3）打破僵局）打破僵局 n1.1.在谈判中，让步是必须的。没有适当的让步，谈判就没在谈判中，让步是必须的。没有适当的让步，谈判就没法进行下去。但是过多的让步又会损害本方的利益。这时法进行下去。但是过多的让步又会损害本方的利益。这时卖方可以采取一个策略是运用权力限制这块挡箭牌巧妙地卖方可以采取一个策略是运用权力限制这块挡箭牌巧妙地拒绝买方进一步要求。我想我现在没法接受这一点，因为拒绝买方进一步要求。我想我现在没法接受这一点，因为这超出了我的谈判限度。这超出了我的谈判限度。 nI dont think I can accept it

36、 right now, as it is beyond the limits of what I can discuss.n2.2.恐怕降价恐怕降价15%15%超出了我的谈判限度。超出了我的谈判限度。 nIm afraid a 15% reduction is beyond my negotiating limit.(4)运用权限运用权限 n3.3.很抱歉我无权同意给你很抱歉我无权同意给你10%10%的折扣。的折扣。 nIm sorry a 10% discount is outside where I can go.n4.4.很抱歉我无权作出这么大幅度的降价。很抱歉我无权作出这么大幅度的降价

37、。 nIm sorry Im not authorized to make such a big reduction. n5.5.我必须要请示一下公司本部才能就价格条件给你一个明我必须要请示一下公司本部才能就价格条件给你一个明确的答复。确的答复。n Ill have to consult my home office before I can give you a definite answer on the price terms.nNingbo Qianhu Trading Co.,Ltd.n101Lianfeng Road, Ningbo315000,Chinan June1,2006n

38、Thomas Co., Ltdn120 Garden StreetnVancouver V5Z3G7, CanadanDear Mr. Crown,nThank you for your enquiry of May 24. At your request, we are making you the following offer subject to your reply reaching here before June23, 2006.nArticle: Brocade HandbagsnPrice: US$12.00/pc, CIF VancouvernQuantity: 5,000

39、 pcsnShipment: August,2006npayment: By irrevocable documentary Letter of Credit in the sellers favor.nWe hope that the above will be acceptable to you, and await with keen interest your formal orders.nYour Sincerely,nDavid ChenNotesn1.At your request 应你方要求应你方要求ne.g. At your request, we have amended

40、the L/C.n应贵公司要求，我们已经修改了信用证。应贵公司要求，我们已经修改了信用证。n也可用：也可用：as requested, at the request of sbne.g. As request, we are giving you an estimate of approximate requirements for next year.n应贵公司要求，寄上一份明年所需货物的预估表。应贵公司要求，寄上一份明年所需货物的预估表。nWe are sending the counter sample at the request of your agent.n应贵公司代理商要求，寄上

41、对等货样。应贵公司代理商要求，寄上对等货样。n2. offer V.报盘报盘nWe can offer you large quantities of headdress flowers at attractive price.n我们能以很具吸引力的价格给公司报盘大量头花。我们能以很具吸引力的价格给公司报盘大量头花。nOffer 还可用作名词，在还可用作名词，在make offer, send offer, give offer后经常接介词后经常接介词for 或者或者onne.g. Please make/send us an offer for gold and silver thread

42、embroidered articles.n请报金银绣品价格。请报金银绣品价格。n3. subject to your reply reaching here before June23,2006.n以本公司最终确认为准（表示此盘为虚盘）以本公司最终确认为准（表示此盘为虚盘）nSubject to your acceptance within two weeks.n以贵公司在两周之内接受为条件（说明此报盘为实盘）以贵公司在两周之内接受为条件（说明此报盘为实盘）nSubject to your immediate acceptance.n(实盘）以贵公司立即接受为条件。实盘）以贵公司立即接受为条

43、件。n4. Terms of Payment 付款条件付款条件n5.irrevocable documentary letter of credit 不可撤不可撤销的跟单信用证销的跟单信用证nletter of credit 可数的普通名词可数的普通名词,单数为单数为a letter of credit, 复数为复数为letters of credit.常用大写缩写形式，常用大写缩写形式，可写为可写为L/C 或或Ls/C.n当当credit表示信用证时，复数为表示信用证时，复数为credits.n6.in sellers favor 以卖方为受益人以卖方为受益人n表示表示“以某人为收益人以某人

44、为收益人”“”“对对有利有利”可以用：可以用：nin ones favor, in the favor of sb.ne.g. We have made arrangements with Bank of China to open a credit in your favor.n我们已安排由中国银行开立以贵公司为抬头的信用证。我们已安排由中国银行开立以贵公司为抬头的信用证。n7. acceptable 可接受的可接受的ne.g. The quality is acceptable, but the time of shipment is not.n质量可以接受，但装运期不行。质量可以接受，但

45、装运期不行。nWe trust the above offer will be acceptable to you.n我们相信上述报价贵公司是可以接受的。我们相信上述报价贵公司是可以接受的。n8. and await with been interest your formal orders.n并殷切地等待着贵公司正式下单。并殷切地等待着贵公司正式下单。n1）With been interest 殷切地殷切地n2）await （正式用语）（正式用语）V.等待，期待（与等待，期待（与wait for 相相近）近）ne.g. We await your final confirmation.n盼贵

46、公司最终确认。盼贵公司最终确认。Unit Four Quotations, offers and counter-offersZMCSample 1Dear Sir/Madam,Thank you for your fax of Oct. 18th offering 5000 KGS Vitamin E at USD 7.00 per KG CIF Hamburg for immediate shipment, which is paid by irrevocable L/C at sight and effected by you for 110% of full invoice value

47、 covering All Risks.We are pleased to inform you that all the terms and conditions are acceptable to us. So we confirm your offer and place an order with you. Please send us a copy of your Sales Confirmation for our counter-signature, and we will have our relative L/C established through ABC Bank on

48、ce receive it. Please note that the goods must be shipped within the validity of the L/C. Yours faithfully,Entire AcceptanceResponses to an offer (1)Unit Four Quotations, offers and counter-offersZMCSample 2Dear Sir/Madam,We thank you for your offer of Oct 25 for stainless steel sheets, asking for p

49、ayment by confirmed, irrevocable Letter of Credit at sight. On this basis, it has indeed cost us a great deal. From the moment we open the Letter of Credit till the time our buyers pay us, the tie-up of our funds lasts about four months, which, we think, is unacceptable. If you could kindly modify y

50、our terms of payment, it would be favorable to encourage business between us. We propose Cash against Documents on Arrival of Goods. We hope you will accommodate us in this respect and look forward to your early reply. Yours faithfully,Counter offerAsking for Modifying Terms of PaymentResponses to a

51、n offer (2)Unit Four Quotations, offers and counter-offersZMCSample 3Dear Sir/Madam, We thank you very much for your letter of June 9 quoting for your air-conditioners. As our customers are not familiar with the brand name of your products and the price you have quoted is far higher than that of oth

52、er firms, it is difficult for the items to attract our customers. If we are in need in future, please kindly reduce the price as best as you can so as to facilitate our sales. Thank you for your attention to this reply.Yours faithfully,Offer DeclinedResponses to an offer (3)Complete the following se

53、ntences in Englishn1. As soon as we receive your specific enquiry,na. 我们将立即给你们报最优惠的拉哥斯（我们将立即给你们报最优惠的拉哥斯（Lagos)到岸价到岸价nb. 我们即将给你们报最低价。我们即将给你们报最低价。n2. To acquaint you with the cotton piece goods we export now,na. 我们已用航空快递给你邮件我们已用航空快递给你邮件3样品书。样品书。nb. 我们已经邮寄了我们已经邮寄了5本样品书。本样品书。Exercise n3. If you quotatio

54、n is competitive, nA. 我们将打算订购我们将打算订购300台蝴蝶牌缝纫机。台蝴蝶牌缝纫机。nB.我们将大量订购男士衬衣。我们将大量订购男士衬衣。nC.我们确信我们能大量订购印花床单。我们确信我们能大量订购印花床单。Exercises1. Please reply as soon as possible, 说明最早装船期和付款条件。2. If you are interested, please cable us, 说明所需数量。3. We cabled you yesterday, 报你2000公斤核桃仁(walnutmeat)，5月船期。4. Please reply a

55、s soon as possible ,告知我们必要的详细情况。5. We cabled you today, 向你订购5000打自来水钢笔(fountain pen)。6. We wrote you last week, 要求你们寄来你们最近的价目表。7. Please quote us your lowest price, 说明支付条款和包装情况Unit Four Quotations, offers and counter-offersZMC8. It is regretful that 你方报价与市价不符你方报价与市价不符.9. 如果你方把报盘降价如果你方把报盘降价2%， we will clos