外贸英语函电第四章

1、Chapter FourQuotations and OffersLearning ObjectivesKnow what and how to quote and offer for the goods and exporter intends to sellKnow the essential components of a letter to make a quotation and an offerMaster typical sentences and expressions in writing such lettersAn efficient quotation includes

2、:1.An expression of thanks for the enquiry, if there is previous enquiry.2.Name of goods, quality, quantity and specifications.3.Details of prices, discount and terms of payment.4.Clear indication of what the prices cover, e.g. packing, transport, agents commission, insurance.5.An undertaking as to

3、packing and date of delivery.6.An expression of hope that the quotation will be accepted. A firm offer ( (实盘实盘) ) A firm offer is a definite promise to sell goods at the stated prices, usually within a stated period of time. The terms stated in a firm offer is binding on the sellers if they are acce

4、pted by the buyers within its validity. In a firm offer, an exact description of the goods, the time of shipment and the mode of payment should be included.A non-firm offer (虚盘虚盘) Unlike a firm offer, a non-firm offer is not binding upon the sellers. In other words, a non-firm offer can be withdrawn

5、 or changed by the sellers. A quotation is not an “offer” in the legal sense. It is just an indication of price without contractual obligation and subject to change without previous notice.An offer is a formal presentation of the goods to be supplied on the terms specified therein for the buyers acc

6、eptance. On Offers Offer must be communicated to the offeree and it must give an undertaking that all essential terms are clearly definite. Firm offers are made when a seller promises to sell goods at a stated price and within a stated time. A price quotation is not an offer due to lacking expressio

7、n of a promise to sell. A price quotation with clear promise to sell can be considered an operative offer if it includes the essential terms of price or quantity and leaves settlement of these terms to a future agreement by the parties.Continued A price quotation is not a legally binding promise. Bu

8、t if it is made subject to certain conditions of acceptance with the words like “for acceptance within 5 days” , “this quotation is valid for 31days”or similar qualifying words, it will turn into somewhat of a firm offer.Firm Offer A firm offer is a contractual obligation. Once it has been accepted

9、unconditionally within the term of validity it can not be withdrawn. A firm offers should be provided with the two major requirements. First, in firm offers the writer encloses complete, affirmative, specific terms of business. The major conditions of the contract are required as to time of delivery

10、, shipping and terms of payment as well as names of goods, quality, specifications, prices, quantity, packing and insurance. Second, the validity period is indispensable to a firm offer. Specifically, the beginning and the ending date and place of the validity must be given.An offer often contains:1

11、.1st paragraph, you acknowledge the enquiry and thank for the buyers interest in your products, do not forget to indicate the writing date of it.2.2nd paragraph, you tell the situation of your stock and state all the terms and conditions in a complete, clear and definite way. In case of a firm offer

12、, the validity must be exactly stated.3.The last paragraph, you express your hope that the offer will be to the correspondents satisfaction and accepted.1. Open the letter by expressing thanks for the inquiry, if any.2. Explain the details of business conditions, such as name of commodities, quality

13、, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, ect.3. End the letter in the way that encourages the inquirers to place an order or give an early reply.Non-firm Offersubject to our final confirmation 以我方最后确认为准 We are now maki

14、ng you an offer subject to our final confirmation.虚盘常用表达方式虚盘常用表达方式现报盘如下，以我方确认为有效。 Non-firm Offerwithout engagement 此报盘无约束力 We are now making you the following offer without engagement.现报盘如下，此报盘无约束力。Non-firm Offersubject to the goods being unsold 以货物未被售出为准 We are now making you a special offer subjec

15、t to the goods being unsold.我方向你方报特惠盘，以货物未被售出为准。 Non-firm Offersubject to prior sale 以先售为准 We are now making an offer for air-conditioners as follows, subject to prior sale.我方现报空调盘如下，以先售为准。 Firm offer 1. We are now making you a firm offer for 10 metric tons of rice. 2. We are now offering you firm a

16、s follows,现为你方报10公吨大米实盘。现为你方报实盘如下。 Firm offers validity 1.We make you the following offer subject to your reply within 10 days. 现报盘如下，以你方在10日之内回复为有效。 Firm offers validity 2. We make you an offer, subject to your reply reaching us not later than noon time October 21 Beijing time. 现报盘如下，以你方在北京时间10月21日

17、中午前回复为有效。 Firm offers validity3. The offer is valid for 3 days.4. The offer is valid till March 15. 此报盘有效期为三天。 此报盘在3月15日以前有效。 Translation现报1000打毛巾(towel)如下,以我方最后确认为准。上述报盘以我方最后确认为有效。 We make the following offer for 1000 dozen towels subject to our final confirmation. The above offer is subject to our

18、 final confirmation. Translation按你方要求现报盘如下，以你方在北京时间3月14日下午2点以前回复为有效。我方茶杯报盘的有效期为5天。 As requested, we are now making an offer, subject to your reply before 2 p.m. on March 14 Beijing time. Our offer for teacups is valid for 5 days. Sample Letter Dear Mr. Brown, We are glad to know that you, one of the

19、 biggest suppliers of tea in the UK, are interested in our products. In order to establish a long friendly business relation with you, we are now making you a special offer. For details, please see quotation sheet. We are sending you under separate cover the samples of Green Tea Extract and Porcelai

20、n Tea Set for your reference. We are confident that you will be satisfied with both the quality of our products and their competitive prices. We await your favorable news. Yours very sincerely, CommoditySpecificationQuantityUnit PricePackingShipmentPaymentInsuranceQuantity(1) (1) 重量重量(weight)(weight

21、)公斤公斤 ( )( )公吨公吨 ( ) ( ) 长吨 (long ton)(1016kg) 短吨(short ton)(907kg)(2) (2) 数量数量(number)(number)件件 ( ) ( ) 双双( ) ( ) 套套 ( )( )kilogramkilogrammetric tonmetric tonpiecepiecepairpairsetsetQuantity(3) (3) 长度长度(length)(length)米米( )( ) 英尺( ) 英寸( ) 码( )(4) (4) 面积面积(area)(area)平方米(square meter,m2)meter yard

22、footinchQuantity(5) (5) 体积体积(cubic)(cubic)立方米(cubic meter,m3)(6) (6) 容积容积(capacity)(capacity)公升(liter) 加仑（gallon）蒲式耳(bushel)dollar(美国美国)元元US$ (加拿大)元Can$ (香港香港)元元HK$ (澳大利亚)元$A (新加坡)元S$ (新西兰)元 NZ$pound(英国英国)镑镑(或或Stg) pound (埃及)镑LE pound (以色列)镑I pound (黎巴嫩)镑LL pound (叙利亚)镑LS rouble(俄罗斯俄罗斯)卢布卢布R (或或Rub,

23、 Rbl) Major World CurrenciesRenminbi Yuan(中国中国)人民币，元人民币，元RMB￥new Taiwan dollar(中国台湾中国台湾)新台币新台币NT$yen (日本日本)日元￥日元￥won (朝鲜、韩国朝鲜、韩国)元元 W euro （欧盟国家）元（欧盟国家）元 peso(墨西哥墨西哥)比索比索Mex$Unit Price USD 300 per metric ton CIF Seatle 价格条款的内容价格条款的内容 商品的单价通常由四个部分组成，即包括计价货币（如美元）、单位价格金额（如300）、计量单位（如公吨）和贸易术语（如CIF西雅图） 例

24、如：每短吨5600日元FOB横滨RMB5600 per short ton FOB Yokohama Unit Price这批大豆(soybean)的价格为惠灵顿（Wellington）成本加运费每长吨260美 元。 The price of the soybean is US$ 260 per long ton CFR Wellington. 美国货币美国货币 美国货币由美元dollar和美分cent组成，one dollar等于100 cents。其纸币bill有一、二、五、十、二十、五十和一百美元等面值；硬币（coin）有一美分（或a penny）、五美分（或a nickel）、十美分（

25、或a dime）和二十五美分（或a quarter）等。在数字前加$表示美元，如：$500表示五百美元；在数字后加C表示美分，如：50C表示50美分；表示由美元和美分组成的钱数时，常用$表示，如：$6.50。 英国货币英国货币 英国货币由英镑（pound）和便士（pence）组成，也分为纸币notes和硬币coins。纸币有面值五镑、十镑、二十镑和五十镑；而硬币，即金属货币有一便士、二便士、五便士、十便士、二十便士、五十便士和一镑等。100 pence等于1 pound。在数字前加表示多少英镑，如：800为800英镑；在数字后加P表示多少便士，如：5P表示五便士（penny的复数）；表示由英镑

26、和便士组成的钱数时通常不说出pence，如3镑50便士可说成350或three pounds and fifty。 key words and expressions 在外经贸英语中表示在外经贸英语中表示“商品商品”，“货物货物”的词较多，要的词较多，要注意几个常用词的用法与区别：注意几个常用词的用法与区别：merchandise 商品（总称，无复数形式）商品（总称，无复数形式）The merchandise is being strictly examined. 商品正在严格检验。商品正在严格检验。goods 货物货物 （永远为复数，较普通用语）（永远为复数，较普通用语）The goods

27、enquired for are out of stock for the moment. 所询货物暂脱销。所询货物暂脱销。article 商品；货物商品；货物 (尤指某种具体商品。在报盘与销尤指某种具体商品。在报盘与销售合同中常以售合同中常以 “Art. No. 。”形式出现。形式出现。 Offern. 报盘（包括货名、规格、价格、船期、有效期等，通常报盘（包括货名、规格、价格、船期、有效期等，通常和介词和介词for, of或或on连用）连用）Please make us an offer CIF London for 20 metric tons groundnuts. 请给我们一个请给我

28、们一个20公吨花生伦敦到岸价公吨花生伦敦到岸价格的报盘。格的报盘。The offer is firm (valid, good, open, for effective, enforce) for two weeks. 此报盘两周内有效。此报盘两周内有效。v.If you can offer, please telex us. 你方如能报盘，请你方如能报盘，请电传通知我们。电传通知我们。We offer you firm subject to reply here by 10 a.m., Tuesday our time. 兹报实盘，以我方时间星期二上兹报实盘，以我方时间星期二上午午10时以前

29、复到为准。时以前复到为准。We offersubject to our final confirmation.我方报盘我方报盘以我方最后确认有效。以我方最后确认有效。To accept offer 接受报盘To confirm offer 确认报盘To entertain offer 考虑报盘To extent offer 延长报盘To withdraw offer 撤回报盘Package offer 一揽子报盘stock n. 1. 存货；现货存货；现货These are the only stocks available。 这些是仅有的存货这些是仅有的存货。We dont have any

30、 stock of the bicycles as you required. 我们没有你要的那种自行车现货。我们没有你要的那种自行车现货。 2. 股票；证券股票；证券 She owns some stock in that company. 在那个公司她有些股份。在那个公司她有些股份。Is there any stock exchange in your area? 你们那儿有没有证券交易所？你们那儿有没有证券交易所？American stock has been going down since the attack of the World Trade Center.自世贸中心被袭以来，

31、美国股市一直在下跌自世贸中心被袭以来，美国股市一直在下跌。3. 常用搭配常用搭配 supply from stock 供。现货供。现货 We can supply this quantity from stock. 我们可供这个数量的现货。我们可供这个数量的现货。have in stock 有。现货有。现货 Wed like to place repeat orders if you have a large quantity of rice in stock. 如大米存货丰实，我想续订。如大米存货丰实，我想续订。 out of stock 脱销脱销 Black tea, first grad

32、e, is out of stock at present. 一级红茶现已脱销。一级红茶现已脱销。Reply n. 答复（后接介词to） In reply, we would like to observe that we cannot do business on your conditions.我们不能按你们的条件进行交易，此复。We expect to give you a definite reply this week. 我们预计在本周内的后几天给你一个确切的答复。 in reply to= in answer to This is in reply to your letter o

33、f August 25.兹复8月25日来函。In reply to your enquiry of 22nd August, we are sending you today a copy of price list.兹答复你方8月22日的询价，我方今天已寄出价目单一份。reference n.谈及；关于谈及；关于with reference to 。; in reference to 。; Reference is made to 。 常置常置于句首，于句首，表示表示“关于关于”。 如：如： With reference to our usual payment terms, we can

34、do otherwise than L/C at sight. 关于通常的支付条件，我们除即期信用证外也接受其他做法。for your reference 供你方参考供你方参考 We attach hereto our enquiry list for your reference. 兹附询价单一纸供你方参考。 We shall appreciate it if you will send some up-to-date patterns for our reference. 如能寄一些最新的款式作参考，将甚为感激。 Effect1) v. 完成，实现，达到（目的等）Insurance is

35、to be effected by the buyer. 由买方投保。We hope you will effect shipment at your earliest convenience. 希望你方尽早装运货物。2）n.结果， 效应，效果，作用；法规等生效；意义，要旨；实施This agreement will come into effect as soon as it is signed. 本协议已经签字立即生效。This regulation will take effect beginning from May 1.本条例自5月1日开始生效。We have received from our buyer a letter to the effect that he is still waiting fo