纺织服装英语函电Module 5

1、L O G OL O G OModule 5 Inquiry and ReplyTextile Garment English Correspondence 纺织服装英语函电纺织服装英语函电化学工业出版社ContentsIntroduction1Writing Skills2Specimen Letters3Useful Expressions4Simulation PracticeSimulation Practice5Introduction Quotations and offers are important steps of business negotiation. When a

2、seller prepares to export, he quotes the potential buyer the price of the goods concerned on receipt of the enquiry. In Chinese, quotations and offers enjoy the same version, but they are not completely the same in English. A quotation is merely a notice of certain goods at which the seller is willi

3、ng to sell. That is, it only involves in the price terms of the goods being transacted. Quotations are often treated as non-firm offers, which do not legally bind both parties. That is, the seller is not bound to sell what has been previously quoted. In practice, the two words are not so clearly dis

4、tinguished. An “offer” is the terms and conditions given by the seller in response to an inquiry made by the buyer for acceptance in order to conclude a deal. The person making the offer is called the offeror. The person to whom the offer is made is called the offeree. In a business transaction an o

5、ffer can be a “firm offer” or a “non-firm offer”. The former has legal effect and is binding on the offeror within its validity. The latter has no legal effect. In most cases, the contents of the non-firm offer are not clear and definite, and the main terms and conditions are not complete.A firm off

6、er is a written offer that is not to be withdrawn, revoked, or amended during the validity, which is a specified period of time. If the offer is accepted by both parties during the period, it will be an enforceable contract. Otherwise, the offer expires. In making a firm offer, mention should be mad

7、e of the time of shipment and the mode of payment desired; in addition, an exact description of the goods should be given and, if possible, a pattern or sample should be sent to the offeree for examination. A firm offer must satisfy the following conditions:(1) It must be sent to one or more specifi

8、c persons;(2)The contents of the offer must be definite, that is, the conditions given must be complete, clear and final. A firm offer should include at least three specific conditions: name of commodity, quantity of commodity, and price of commodity.3) It must indicate that once it has been uncondi

9、tionally accepted by the offeree within its validity, the offer is binding on both the two parties.4) It takes effect only after the offer reaches the offeree. It is always necessary to state the specific time zone when specifying the time of arrival. In a non-firm offer the terms and conditions can

10、 be changed, or amended. A non-firm offer is an offer which is not binding upon the sellers and the details of the offers may change in certain situations. This form is generally used when there is still much to discuss and many terms are not yet agreed upon. For this reason, the phrases “subject to

11、 our final confirmation”, “subject to goods being unsold”, “subject to prior sale”, “subject to approval of export license” , “without engagement”, etc. are always included in a non-firm offer. A non-firm offer often plays the role as a quotation. A non-firm offer allows sellers to have more time an

12、d flexibility in choosing business opportunities and making decisions on prices so that it is more favorable to them in a changeable market. However, a non-firm offer will eventually be made into a firm offer in order to be effective in a transaction. Writing Strategy When offering, the writer must

13、make it clear whether it is an offer with engagement or without engagement to avoid possible disputes. A letter of satisfactory offer will include the following points:(1) an expression of thanks for the enquiry;(2) all the information requested, including name of the commodity, quality, quantity, s

14、pecifications, details of prices, discounts, terms of payment, time of shipment, and packing conditions;(3) the time period in which the offer is valid(for firm offer);(4) an expression of hope that the offer can be accepted or orders will be placed.Specimen Letters 信函样例信函样例 Letter 1 A Non-firm Offe

15、r for leather HandbagsDear Sirs,We are in receipt of your letter of Dec 12th inquiring for leather handbags and as requested, are airmailing you one catalogue and two sample books. We hope they will reach you in due course and will help you in making some selection.In order to start a concrete trans

16、action, we are pleased to offer you, subject to our final confirmation, 300 dozen of deerskin handbags style No. MS167 at $145.00 per dozen CIF Hamburg. Shipment will be effected within 25 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract

17、. Specimen Letters 信函样例信函样例We are manufacturing various kinds of leather purses and waist-belts for export, and under separate cover, a brochure of products and samples have been sent to you by airmail today. We hope some of them would meet your customers taste and need.If we can be of any further h

18、elp, please feel free to let us know. Customers inquiries always meet with our careful attention. We await with keen interest your order.Yours faithfully,(signature)Name Specimen Letters 信函样例信函样例 Letter 2 A Non-firm Offer for Various ShoesDear Sirs,Re: Your Request for QuotationWe have received your

19、 request for quotation dated January 2, 2012 and we are please to present you with the following non-firm offer for our various shoes.Specimen Letters 信函样例信函样例Our prices are on FOB San Francisco basis, and terms of payment are D/A. Discounts are available for orders over $100.00 at 5%. However, pric

20、ing may change depending on the prevailing price of various shoes at the time of the order.Specimen Letters 信函样例信函样例As you see, there are three styles of packaging available. The number of units each carton contains depends on your choice of packaging. Delivery depends on the quantity ordered and av

21、ailability at the time.This offer is, of course, without engagement and must be confirmed at the time you place your order due to the price fluctuation of the material. We look forward to hearing from you as soon as possible with your order.Yours faithfully,(signature)Name Specimen Letters 信函样例信函样例L

22、etter 3 Sellers Offer for Womens CashmereSweatersDear Sirs,We welcome your inquiry dated June 16th and thank you for your interest in our “Erdors” Brand Womens cashmere sweaters.In accordance with the instruction given in your last letter, we hereby enclose our illustrated catalogue and price list g

23、iving the details you asked for. Also by separate post, we are sending you some samples. We are confident that you would be satisfied with the design and quality.In reply to your inquiry, we take pleasure in making you an offer as follows, provided your reply reaches us within 10 days from today:Spe

24、cimen Letters 信函样例信函样例Commodity: “Erdors” Brand Womens cashmere sweatersQuantity: 10,000 piecesPrice: US$ 20 net per piece CIF DalianShipment: July 2012Payment: irrevocable L/C at sightOn considering the fact that this is our first transaction and the volume you ordered is not small, we would allow

25、you a discount of 5%.We are expecting your early order.Yours faithfully,(signature)Name Specimen Letters 信函样例信函样例 Letter 4 A firm Offer for Mens & Womens SandalsDear Sirs,We have received your fax of Sept. 8, 2011 requesting us to make you an offer with engagement for the captioned goods. We now

26、 offer you 6,000 pairs of Mens & Womens sandals at USD 20 per pair CFR European Main Ports for shipment in three equal monthly installment, starting from Oct. 2011. Payment is made by a confirmed, irrevocable L/C payable by draft at sight. This is firm offer, subject to your reply reaching us be

27、fore Oct. 30, 2011.We can assure you that we have quoted you the most favorable price and we are unable to entertain any counter-offer.Specimen Letters 信函样例信函样例As you already noted that in the past few years many dealers have placed substantial orders with us and some have even pressed us for repeat

28、 orders. We have confidence that our products are salable in your market and will bring profit to your firm.We hope you may take advantage of the approaching season and send us a prompt reply.Yours faithfully,(signature)Name Notes1.offer vt. 发盘，报价；给与，提供offer sb. sth. (at a price) 以价格向某人报盘某种商品offer s

29、b. firm 给某人报实盘Please offer us 2,000 yards each of the following design FOB Shanghai.请报以下花样各两千码的上海船上交货价。Thank you for the support you have offered in this transaction.感谢你方在这笔交易中给予的合作。n. 发盘，报价make/ give/ send sb. an offer for or on sth. (at a price) (以价格)向某人报盘NotesWe are making you a firm offer for 50

30、0 sets of tailored suit at Stg3.1 per gross CIF London.现报五百套女式西服实盘，每罗成本加运、保费伦敦价三点一英镑。Please make/send us an offer for gold and silver thread embroidered articles. 请报金银绣品价格。Your offer dated Jan 2th for Mens double-breasted suit has been received with thanks. 你一月二日有关男式双排扣外衣的报盘已收到，此谢。Notes2.firm offer

31、实盘，是指不可撤销的发盘；non-firm offer虚盘，是指在有效期之前可以撤销的报盘 报实盘：This offer (will remain) effective/open/valid/firm for a week fromThis offer expires on August 8.This offer must be withdrawn if not accepted within 3 days.This offer is firm subject to your reply reaching here before /reaching by 报虚盘：This offer is s

32、ubject to the sellers confirmation.This offer is made without engagement.Nvided conj. 假若，倘使The goods will be delivered next week provided the drivers are not on strike.倘若司机们不罢工的话，下周会准时发货.4. as requested 按照你方要求e.g. As requested, we have immediately instructed our bankers to open the relative

33、 L/C. 根据要求，我们已立即指示我们的银行开立信用证。 As requested, we are giving you an estimate of approximate requirements for next year. 应你方要求，寄上一份明年所需货物的预估表。“根据某人要求”还可以说at ones request or at the request of sb.NotesAt your request, we are going to modify the color of the sample.根据你们要求，我们将更改样品的颜色。At your request, we hav

34、e examined the sample of the nylon taffeta, but found everything was in order.根据你们要求，我们已经检验了尼丝纺的样品，但没有发现任何问题。We are sending the counter sample at the request of your agent.应贵公司代理商要求，寄上对等货样。类似表达：at ones request; as per ones request/ requirement;in compliance/ accordance with ones requestNotes5.FOB (

35、Free On Board) 船上交货Other Foreign Trade Terms:Ex Works (named place) 工厂交货 FCA: Free Carrier (named place) 货交承运人 FAS: Free Alongside Ship 船边交货 FOB: Free On Board 船上交货 CFR: Cost & Freight 成本加运费 CIF: Cost, Insurance and Freight 成本，保险加运费 CPT: Carriage Paid To 运费付至 CIP: Carriage and Insurance Paid To

36、运费保险费付至 DAF: Delivered at Frontier 边境交货 DES: Delivered ex Ship 船上交货 DEQ: Delivered ex Quay 码头交货 DDU: Delivered Duty Unpaid 未完税交货DDP: Delivered Duty Paid 完税后交货 Notes6.slipper 便鞋7.canvas shoes 帆布鞋8.irrevocable L/C at sight 不可撤销即期信用证9.be subject to 以.为条件，以为准，受制约注意to是介词，后接名词或名词性短语The offer is subject to

37、 your reply received by us before 6 p.m. May 16, 2011, our time. 本报盘以我方时间2011年5月16日下午6点钱收到你方答复为有效。The money is ready to transfer, subject to your approval. 钱已准备好转账，只等你同意。The price of the goods is subject to the quantity you intend to purchase.Notes10.in ones favor 以为受益人；以为抬头人Please open through Bank

38、 of China an irrevocable documentary credit for US$1,010,000.00, in favor of ABC company. 请通过中国银行开立以ABC公司为抬头，金额为1010000美元的不可撤消跟单信用证。类似表达：favoring yourselves 以你本人为受益人11.sandal 凉鞋12.confirmation n. 确认，证实Your early confirmation will benefit both of us.早日确认将对你我双方都有利。confirm vt. 确认，证实Please confirm the s

39、upplies of 1,000m/ts cocoa been immediately.请立即确认一千公吨可可豆的供货。We confirm having accepted your offer on the following terms and conditions.兹确认已按下列条款接受你方的报盘。13. effect v. 实现，完成，达到We hope you will effect the shipment at your earliest convenience.希望你方尽早装运货物。Insurance is to be effected by the buyer.由买方投保。P

40、ayment is to be effected by an irrevocable L/C.货款须以不可撤销的信用证支付。NotesNotes14.attention n. 关注；引申为“处理”This letter is for attention of Mr. Jones. 这封信是由Jones先生处理的。Thank you for bringing this problem to our attention.谢谢你把这个问题向我们提出来。All your future inquiries will receive our prompt attention.你方今后的一切询盘都会得到我方

41、迅速办理。 上句英语可以改为：We will give all your future inquiries our prompt attention.15.quotation n. 报价，make sb a quotation for sthCan you make us a quotation for your moccasin of latest style? 能否就你们最新款式的鹿皮鞋报价？NotesWe are glad to make you the following quotation for various colors of laces。我们很高兴向你们报各种颜色的鞋带价格如

42、下：quote v. 报价quote sb. a price for sth.,Please quote your lowest price CIF Singapore.请报成本加运费加保费新加坡最低价。Please quote us your lowest price CIF Liverpool.请向我方报成本加运费加保费利物浦最低价。Please quote us for Snowhite Neutron Gel Pens.请报我“白雪”中性笔。Please quote us the price for 34” color TV sets.请向我报34英寸彩电价。Notes16.D/A:

43、(abbr.) Document against Acceptance 承兑交单，也就是提货方只要对出口方的汇票承诺在一定的期限内付款（签字承诺），就可以向银行取得提单以提取货物。17.engagement n. 约定，保证，承诺an offer with engagement 有约束力的发盘，实盘an offer without engagement 无约束力的发盘，虚盘18. installment n.分期（付款）；部分Payment by installment can be arranged. 可以安排我们分期付款。in three equal monthly installment

44、 分三个月等量装运（每月一批）Well make shipment in six equal monthly installments beginning from next month. 我们从下月起分6批等量发货，每月一批。Notes19.entertain vt. 考虑接受（订货等）If the terms offered are agreeable, we may entertain your order.如果同意所报条款，我们就可以考虑接受你方订单。We are too heavily committed to be able to entertain fresh orders.我们

45、挤压的订单太多，无法接受新的订单了。20.substantial adj. 大量的，多的We have received substantial enquiries for Bicycle Model 18. 我们受到了对18型号自行车的大量询盘Substantial improvement has been made in the design of their handbags他们的手提包在款式商有了很大改进Useful Expressions1.3 Useful Expressions for Qoutations and Offers. 报价与报盘实用语句报价与报盘实用语句1. We

46、offer you 1,500 Forever Bicycles at USD32 per piece CIF Lagos for delivery in May.2. With reference to your enquiry of June 3rd, we shall be pleased to supply 50 sets of ironing boards at the price of USD 110 each.3. In reply to your letter of December 2, we are making you a firm offer, subject to y

47、our reply received by us before December 10, as follows.4. Please quote us your best price FOB Tianjin for 1,000 m/ts portland driers for shipment in July, 2012.Continued5. Our offer is reasonable and realistic. It comes in line with the prevailing market.6. It is absolutely out of the question for

48、us to reduce our price to your level.7. As the brochures you sent us were badly damaged in the mail, we would like you to mail us some more.8. A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer

49、.9. We are please to inform you that we shall hold an exhibition of Chinese Textile Equipment in London. Now we send you a comprehensive range of samples for your selection.Continued10. The offer holds good until 5 oclock pm 10th of October, 2012, Beijing time.11. We enclosed a copy of the seasons catalogue, introducing many novelties and some variations on the lines