外贸函电unit4课件

1、Unit four quotation, offer and counter-offer what is a quotation?A quotation is often taken by many Chinese business people to stand for a unit price with delivery conditionE.G.: U.S. $20 per piece C.I.F NEW YORK replies as quotationAn expression of thanks for the inquiryDetails of prices and discou

2、ntA clear indication of the terms of paymentAn understanding as to the delivery dateAn expression of hope that quotation will be accepted.Sample 1Thank you for your inquiry letter of September 12. As requested, we sent you a complete range of patterns of Womens Garments by air yesterday.Thanks for t

3、he inquirySample 1-price and discountWe are quoting US$4.00 and $3.00 per piece CIF San Francisco respectively for medium and small size. You will have a 5 percent discount on orders over 600 pieces.Details of Price and discount General expression of price Owing to the slump in commodity prices we c

4、an offer you these goods at below market priceThis is our bottom (rock-bottom/floor) priceAt cost price/At less than costAt the very special price ofOn very favorable terms special expressions for discountFor orders more than., we are prepared toTo offer (provide/give/grant) a 5% discountTo cut the

5、price by 5%To reduce the price to USTo grant you a reduction of 5%(grant you 5% off)To give you a special discount 5% in addition to the normal 4% discountComplex expressions for price Our price are US$. Per unit. CIF (destination) (FOB shipping point) including.% commission.Our price are subject to

6、.%discount for cash (for payment before.)Price + commission or discountPractice 1.确认我今天早上的电话谈话如下。本公司提供给贵公司400磅稻米，特别廉价，每磅80元 CIF温哥华 confirming our telephone conversation this morning, we can offer you the rice of 400 lbs, at the special low price of 80 per lb. CIF Vancouver Practice 2.如订购2000台以上，准备特价

7、报盘，每台9.1美元，即给5%的折扣。On condition that you take more than 2 000 Sets, we are prepared to offer this special price of $9.1 per set with a 5% discountSample 1The payment is to be effected against bill of exchange at 60 days.We are pleased to say that we can guarantee delivery of garments within four wee

8、ks of your order.Indication of the payment terms Delivery datePractice 1.确认你当订单后一个月内可装运Sample 1Owing to the heavy demand for this article, we would recommend that your order without delayFuture hopeWriting Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving

9、favorable comments on the goods offered and recommending their clients acceptance.Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain materials. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive de

10、signs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishers in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order wi

11、thin the next ten days, we will give priority to it for prompt delivery. Your early reply will be appreciated. Yours faithfullywhat is an offer?An offer is a promise to supply goods on the terms stated. Its always made by the seller and the reply to the enquiry.More condition such as shipment, payme

12、nt, insurance and paymentWhats the difference between a firm offer and non-firm offer?A firm offer is the offer with a certain time limit while a non-firm offer is the offer without engagement.Special Quotations offer prompt, stating clearly your replies in due time;Complete, indicating all the main

13、 terms of transaction;If its firm, The offer must state the term of validity.validity or without engagement remarksInduce your customerfavorable comments on the goodsAn expression of hopes for an orderoffer of a validity limitThis offer is for acceptance within seven daysOur offer is subject to your

14、 reply here before 5th Our offer remains firm for 3daysOur offer is kept open (holds good) until 15thWe offer you firm for three daysfirm offers The offer is (remains) firm (open ; valid; good) until (for) . 此报盘有效期到（为）This offer will remain open/ valid/ firm for a week (from) 该报盘从某月某日起一周内有效This offe

15、r expires（到期） on August 8.firm offersThis offer must be withdrawn if not accepted within 3 days.This offer is firm (We offer firm sth.)subject to your reply reaching here before / reaching us by (6 p.m., our time, Wednesday, March2)/ which will reach us by .Practice 1.我方保留该报盘有效至本月底2.按照你们的要求，我们报50公吨花

16、生的实盘如下，以自本日期一周内你方答复到为准letter 1 A Firm Offer for Groundnuts and Walnut meats 1.Thank you for=acknowledge receipt of = have received=be in receipt of 2. in reply “兹复” in reply to e.g. In reply to your letter dated May 16, we now make you an offer as follows.A Firm Offer for Groundnuts and Walnut meats

17、3. offer n. make sb. an offer on/for “向某人就某物报盘”e.g. We are pleased to make you our offer for/on black tea. offer v. “提出某事物供考虑、接受或拒绝” ,引：报盘e.g. Please offer us 100 metric tons of groundnuts.Quotation without engagement -Non-firm offersa.This offer is subject to the sellers final confirmation.b.This o

18、ffer is made without engagement.虚盘的表示方法：to offer subject to sellersconfirmation 以卖方确认为准to offer subject to our approval 以我方认可为准to offer subject to prior sale; to offer subject to being unsold 有权先售，以未售出为准to offer without engagement (obligation) Practice 1.此报盘以收到你方订单时，货未出售为有效letter 2 A Non-firm Offer

19、for leather handbag 1.subject to “以为条件、为准、为有效期”subject to our final confirmationsubject to prior saleE.G.: Thearrangementismadesubjecttoyourapproval2.In ones favor: 以某人为受益人E.G.: OnethinginIndiasfavoris an active stock market for raising funds.对印度有利的一个因素是其股市活跃便于筹集资金letter 2 A Non-firm Offer for leath

20、er handbag 1.Feel free to: 随意E.G.: Pleasefeelfreetodrop us acommentandletusknow whichadsyoulikebest, andifyouknowofany otherawesome adsthatwemay havemissed麻烦您随意留言告诉我们您最喜欢那个广告，如果您知道我们错过了哪些更好更精彩的广告，也麻烦留言告诉我们。Tabulated letter 3.4.51.stock:A. Our stocks are running down/shortB. We just have a limited st

21、ock of/in shoesC. We can supply you from/ex stockE.G : Lemon and lime juice were both temporarily out ofstock.2.Regard to: referring to With regard toTranslate 我们可以从现货中供应你3千打天坛牌男衬衫。We can supply you with 3,000 dozen “tiantan” brand Mens shirt from stock Tabulated letter 3.4.52.in three equal monthly

22、 installments “分三个月，每月平均装运”(1)equal monthly installments= 每月数量一样的分批装运 (2)In one lots: 整批装运(3)Total quantity to be delivered by three equal monthlyShipping terms Other details -Packing instructionShirting are to be packed in bales or in wooden case, at the sellers option16 packets of 4 KG, to a carto

23、n, 6 carton to a wooden caseExercises根据下面所示条件写一封报盘函： 买方询盘收悉时间为2003年9月28日，所询问的产品为：货号为63-12的棉质床单(Cotton Bed Sheets) 2400打。b.价格：成本加运费加保险费到纽约价为每打136美元其中包括我方3%的佣c.包装：每纸箱12打d.付款方式：用即期汇票支付的，保兑的，不可撤消的信用证e.装运：10月底装运f. 保险：按发票金额110%投保水渍险g. 有效期：7天Dear Sirs, Thank you for your enquiry of September 28, 2003 and w

24、e are glad to learn that you are interested in our Cotton Bed Sheets. We are making you an offer, subject to your early reply reaching us within 7 days, as follows: Article: ART, No.63-12 Cotton Bed sheets Price: USD136 per dozen CIFc3% New York Packing: in cartons of 12 dozen Shipment: to be effect

25、ed not later than the end of October Payment: by confirmed, irrevocable L/C, payable by draft at sight.We are looking forward to your early order.Dear sirs,We have received your letter February7, and are pleased to note your desire to enter into business relations us. compliance your request, we now

26、 offer you 1,000dozen tablecloth Art No. 141 ()RMB 25.00 per dozen CIF port Sudan. This offer is Subject( )reply reaching us( )March 15.The price offered above is reasonable. As the selling season is approaching, we have received many enquiries( )client( )other district.To acquaint you( )a commodity

27、 we handle, we are sending you( )airmail( )separate cover a commodity list and several pamphlets ( )your reference. Should you find any other items listed( )interest, please Lmk.what is an counter-offer? A counter offer refuses a portion of an offer or a bid, but suggests a change or changes.Dear Mr

28、. CHANG, Thank you for your letter of March 17, 2011 and your samples. For your information, our customers are satisfied with your sample, but they are still holding back. After careful examining and comparison with similar products of other makers, we find your quotation is really much higher. Unle

29、ss the prices could match with the market level, it is difficult to persuade customers to purchase from you. So we could counter offer as follows:Art No. HX111 USD 23 per set CIFC5 Toronto. Actually, competitive prices for a trail order can often lead to a high market share with enormous profits in

30、future. We hope you will take this factor into account and wait for your early reply! yours truly Counter-offer from the buyer expression of thanks for the quotation or bidsExpression of regret at the inability to accept the quotation or bid (statement with reasons)Counter-proposal.Concluding 1. Be

31、polite but directly tell the subject2. List what you disagree3. Clearly make your suggestions Pattern1reasonregret at the inability 1.We regret to inform you that your price is rather on the high side though we appreciate the good quality of your productsNotes: on the high side / be stiff/excessiveb

32、e high / big / small “偏高、大、小等”Pattern1reason-price2.We very much regret that your price is out of line with the prevailing market.Notes: be out of line with In line with.现行价 Current Price, Ruling Price, Prevailing PricePattern1reason-price3. Although we are desirous of doing business with you, we re

33、gret to say that your price is unacceptable to us.Notes: unacceptable Sample 3兹复，我们非常遗憾的说明我方本地客户发现你方价格太高与现行市场价格水平不一致In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market.据了解，接受你方所报的价格会让我们在销售上没有利润或者赚的很少。Its understood that t

34、o accept your prices quoted would leave us little or no margin of profitPattern2reason-price（comparison） 1.When comparing with the other suppliers prices , your price is almost 10% higher than theirs.2. Your price compares much higher than that we can get from elsewhere.Exercise 坦率讲，我们喜欢你们的雨衣，但你方的价格

35、与其他生产商的比较而言似乎偏高。Frankly speaking, we like your raincoat, but your prices appear to be on the high side compared with other makers.Pattern2other discrepancy1.Your quotation sounds interesting but listed payment conditions are not customary in our tradeNotes: customary 惯例Such being the case, we have t

36、o ask you to consider if you can make reduction in your price, say 10%Notes: reduction较少 Such being the case:既然这样Counter-bid-pattern 1 ask for reductionAs the market of Walnuts is declining, there is no possibility of business unless you can reduce your price by 5% .We dont deny the quality of your

37、products is superior to that of Indian makes but the difference in price should in no case be as big as 10%.Our counter offer is USD 900 per ton CIF Hamburg.To step up trade, we counter offer as follows:500 tons of Walnuts at USD 600/ton CIF EMP.Pattern2-counter offerExercise 贵公司报价货物包装不符合标准，能否用防止破损的

38、包装The package of your offer is not up to the standard whether you can use the package prevent from damage.我们觉得对于你公司的易腐货物，建议使用冷藏卡车运输We think that your perishable goods are suitable for cold storage trunk.An urgent to action As the market is declining =The market fluctuates 行市波动Market is weak/easy. 行市

39、疲软Market is inactive/dull/heavy. 行市呆滞Market is irregular/uncertain 行市涨落不定The market advances/rises/soars. 行市上涨The market stiffens/hardens. 行市坚挺Market is strong/firm/steady/strengthening. 行市坚挺Market is brisk/active. 行市活跃Market is declining. 行市下跌 Letter 3 A Counter-offer for Tin Foil Sheet 1. on your

40、terms “按照你方条件”Come to terms: 达成协议2. inview of = Considering 鉴于;考虑到 4.favorable: 优惠的 favorable terms5. anticipate：look forward to练习一.Translate the following letter敬启者： 感谢你们6月26日的报盘以及寄来的餐具样品。尽管我们很欣赏这些餐具的优良品质，但我们遗憾的说，你们的价格似乎太高。如果接受你们的报价将使我们在销售中无利可图，因为其他供应商对同样品质的商品出价更低。 因此我们建议你方将价格减至25美元/套. 鉴于我们之间长期的贸易关

41、系才向你做出如此还盘。由于行市在不断地下跌，希望你方能对我还盘予以认真考虑并早日传真接受我们的还盘。 我们期待着你们的确认。 谨上Dear sirs, Thank you for your offer of June 26 and samples of Dinner Sets you kindly send us. While we are appreciating the good quality of your Dinner Sets, we regret that your price appears to be on the high side. To accept the price

42、 you quoted would leave us no margin of profit in our sales, since the other suppliers are offering lower prices for Dinner Sets of same quality. Therefore we suggest you reduce the quoted price to USD 25/set. It is in view of our long-standing business relationship that we make you such a counter-o

43、ffer. As the market is declining, we hope you will consider our counter-offer most favorable and fax us acceptance at your earliest convenience. we look forward to your confirmation. yours faithfully Analyzing the Letterstep1: identifying the reference and stating the details of the offer. Step2: de

44、clining the offer Step3: stating the reasons for declining the offer Step4: stating the counteroffer with all necessary details politelyStep5: giving the hints (urge the seller to accept his counteroffer).Comments:A counter offer is an attempt to bargain for a lower price. Here, the prospective purc

45、haser is clearly stating his objections to the price offered and giving reasons why the seller should accept. Letter 4、5 A COUNTER- Counter-offer from seller 1.We regret to say that (much to our regret, we find ), we are regretful to say E.G.: We regret to say that we are not in a position to reduce

46、 the price to the level you mentioned.2. See ones way to do sth. /todoingsth.有可能或者有意办某事Patternother discrepancy1.很遗憾，我们无法履行你公司对我们30日所寄报价单中有关包装事项的特殊要求 We very much regret that we are unable to satisfy your special requirement for the items of packing in our quotation sheet dated 30.2.由于考虑到我公司报你之价格为最低

47、价，故无法满足贵司的特殊要求As the price we offered is the floor price, we are not in a position to meet your special requirement.3.由于考虑到阁下将开除大量订货的订单，我们已决定接受你方还盘，只此一次，下不为例。In consideration of your large orders we have decided to accept your counter-offer as an exceptional case.Declining letter-writingidentifying

48、the referencestate the reasons of your refusalmaking promises for future inquiriesAccepting letter-writing1. the opening sentence of the letter2. confirms having accepted the offer 3. the closing sentence of the letterPractice Lessons1. Translate the following letter into English你san月二十日函悉，谢谢。我们已仔细研

49、究了你方对我短袜报价的意见。 虽我方想满足你方的要求，但歉不能按你方要求降价，因我方价格经精确计算。即使我方价格与其他供应商的价格不同，那也是因我方产品的质量远远超过贵处其他外国牌子，从我方购进你方定会得利。 We thank you for your letter of March 30. Your comments on our offer of socks have had our close attention. Although we are keen to meet your requirements, we regret that we are unable to comply

50、with your request to reduce the prices as our prices are closely calculated.Even if there is a difference between our prices and those of other suppliers, you will find it profitable to buy from us because the quality of our products is far better than that of other foreign makers available in your

51、district. Practice Lessons1. Translate the following letter into English 然而，为有助于你方在此行业中发展业务，我们准备给百分之五折扣，条件是你方起定量达到五千双。如果此建议可接受，请早日告知你方订量。2013年3月29日 However, in order to help you to develop business in this line, we are prepared to allow you a discount of 5% provided your order calls for a minimum qu

52、antity of 5,000 pairs. If you find our proposal acceptable, please let us have your order at an early date. Chinese version of the letter先生：纯棉内衣 今晨收到有关上述货物的第01315订单，谢谢。然而，非常遗憾由于库存短缺，我方不能接受此订单，我生产厂家因原材料变化不稳也不能答应接受你方以后交货的订单。 一经新货源到来，我方将以传真与贵方重谈此事。同时，务请将你方对我们任何其它商品的具体询价寄给我们，并请放心我方会随时予以办理。谨上， keys Dear

53、Sirs,Cotton Underwear We are pleased to receive Order No.01315 for the above goods, but much to regret that owing to shortage of stocks, we are unable to accept it, nor our manufacturers undertake to entertain your order for future delivery on account of the uncertainty of raw materials. We will, ho

54、wever, revert to this matter and contact you by fax, as soon as our new supplies come into stock. Meanwhile, please do not hesitate to let us know your specific inquiries for any other goods and you can rely on our best attention at all times.Yours faithfully,We from your letter of May 15 that you a

55、re the _for green tea. As the market is , your price is on the side. Practice Lessons1. Filling the missing words : We cannot clear to reduce the price to the level you . You assured that the goods under Sales Contract No.9898 will be shipped .We hope to business at something our level. decliningfou

56、ndhighnoteinmarketseeourwayindicatedclosenearmayrestwithoutdelay Practice Lessons Since your price is with the prevailing market, it is not for the buyers at our to accept.While we appreciate your intention, we regret that we entertain any fresh orders. As soon as we are a to make an for black tea,

57、we shall you by cable. We are enclosing a of our new products for your . When you are in need of further quantities, please free to communicate with us. outoflinepossibleendcannotinpositionoffercontactlistreferencefeel practice lessontranslate the following先生：事由：男睡衣 你方4月4日来信中表达了对我男睡衣感兴趣，对此深表谢意。 应你方要求，兹欣然向你开报下列报盘，以我方最后确认为准： 商品：男睡衣 数量：1000打 规格：L/XL/XXL 颜色：白，兰，深红 价格：每打1440美元成本保险加运费蒙特利尔价 支付：以我方为收益人的100%保兑的、不可撤销的信用证凭即期汇票支付，信用证必须在装运前一个月开到卖方并在装船后15天内在中国议付有效。 如你所知，我们的库存有限而需求非常活跃。你的早日决策至关重要。我们确信你们能做一笔赚钱的买卖。 盼即复。谨上， SpecimenGentlemen:Mens PajamasThank you for your letter dated April 4,