外贸函电培训第五单元

Unit5OffersandCounter-offersPointsforAttention:发盘(offer)普通用通函，信件或者回答询价的方法来进展。在回答询价(enquiry)时，可寄送报价单(quotation)。完好的发盘应包括以下几点：.实盘(firmoffer)

有效期的表示：

1.Subjecttoyourreplyreachingusby

(before)…2.Subjecttoyourreply(acceptance)

herewithin…days3.Thisofferisfirm(open,valid,good)for…days.以…..前复到有效以在……天内复到有效此报盘在……天内有效.虚盘(non-firmoffer)

的表示：Withoutengagement(obligation)不受约束2.Subjecttopriorsale以先买为准3.Subjecttoourfinalconfirmation以我方最后确以为准.回绝接受发盘的信应包括以下几点

对发盘表示赞赏对不能接受表示遗憾如适当可还盘提示一同做生意的其他时机.Letter1enquirefor:询价，讯问stock1)n.存货Ourstocksarerunningdown〔short，low〕.我们的存货正在减少。〔我们的存货不多。〕.Ourstockhavebeenexhausted。我们的存货已用完。instock有存货outofstock缺货exstock有存货,可供现货Wehavepleasureinofferingyou20metrictonsofIronNails,11/2〞atUS$500permetrictonCIFNagasakiexstock.今报上11/2英寸铁钉20公吨,每公吨500美圆本钱加保险费加运费到长崎价.可供现货.

.2)V.储存，存货Wedonotstockthesegoods.我们没有储存这些商品。.placeanorderwithsb.向……下订单,定购placerepeatedorders继续定购quotev.报价quotesb.forsth报给某人某物的价钱Pleasequote〔us〕forthetable-clothes.请报给我们桌布的价钱。.WequoteUS$500pertonCIFShanghaiforthesegoods.我们对这些货物的报价是上海CIF价每吨500美圆。quotationn.报价make(submit)aquotationforsth.sendaquotation.onCIFKarachibasisnetCIF卡拉奇净价quoteapriceonCIFbasis报CIF价commission佣金discount:折扣.Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation.

上述报价无约束力，以我方最后确以为准。.takethisopportunity:availoneselfofthisopportunity，利用此时机Enclosedpleasefindacopyofourillustrativecataloguewhichwillgiveyouallthedetails.

随函附上有带插图的目录一份，请查收。.Letter2Wearegladtoreceiveyourletterof10thNovemberincollectionwithyourenquiryforForeverBrandBicycles.很高兴收到贵方11月10日关于永久牌自行车的询价函。incollectionwith关于，有关.2.Inreply,wewouldliketooffer,subjecttoyourreplyreachingusbeforetheendofthismonth,thefollowing:兹复贵方询盘，我方报价如下，该报价以我方在本月底之前收到贵方回答为准。.3.Ifthequantitytobeorderedforeachindividualitemexceeds1,000sets,wemaygrantyoua5%discount.假设每单项商品的订货量超越1000辆，我方将给予5％的折扣。.4.Pleaedbeinformedthatwerequirethepayment…兹告知贵方，我方要求用即期信誉证付款，该信誉证应在我方认可的银行开立。5.ShipmentwillbemadeinJanuary,nextyear.装运期为明年1月份。.Owingtothedurabilityandcompetitiveprices,ourForeverBrandBicycleshavewonpopularityallovertheworld.winpopularity受欢迎由于，由于.guarantee

1〕v.保证，担保WeguaranteepunctualshipmentofthegoodsunderS/CNo.10034.我们保证准时装运第10034号销售确认书项下的货物。2〕n.担保，保证，保证书letterofguarantee保证书3)guarantorn.担保人，保证人.WesupposeyouarealsointerestedinourPhoenixBicycleswhichareofthesameexcellentqualityasForever.估计，猜测Fordetailedspecifications,pleaserefertothecatalogueenclosed.referto参考，参阅placeatrialorder试订.Letter31.MaywereferyoutoS/CNo.89SP-7542againstwhichwebookedwithyou1,000Bicyclesofthesamebrandatthepricesabout10%lowerthanyounowquoteus.请参阅against按照，根据bookv.预定，定购bookanorderwithsb.下订单bookshippingspace租船，定船请贵方参阅89SP-7542号销售确认书，我们曾据此向贵方定购过一样牌号的自行车1000辆，当时的价钱要比如今他们的报价低10％左右。.2.Toacceptyourpresentquotationwouldmeanaheavylosstous,nottospeakofprofit.更不用说盈利了3.Otherwisewecanswitchourrequirementstoothersuppliers.switchto改动到，转向至……否那么，我们只能向其他供货商订货了。.4.takesthintoconsideration思索到……，把……思索进去takeintoconsiderationsth当接的宾语很长时

如：1〕Ifyoutakethequalityintoconsideration,youwillseethatourpriceisreasonable.假设他把质量思索进去，他将发现我们的价钱是合理的。2〕Pleasetakeintoconsiderationoursinceredesiretoconcludethisfirsttransactionwithyou.我们是真诚希望达成与他方的第一次买卖，请思索到这点。.Exercises

Translatethefollowing1.Quotation报价2.Asper按照3.Makesb.anoffer向某人发盘.4.Assuresb.ofsth使某人确信5.Non-firmoffer虚盘6.Firmoffer实盘.7.Subjecttoourfinalconfirmation以我方最后确以为准8.Atrialorder试订

.9.After-salesservice售后效力10.Makeshipmentinthreeequalmonthly分三个月每月平均装运.Fillinthefollowingblankswithsuitablewords:Dearssirs,Wethankyouforyourenquiry()10thSeptember()Bikes.Enclosedpleasedfindouroffer()ourForeverBrandBikesandwehopethatyouwillfindourproducts().offorforinteresting.()separatecoverwearesendingyouforyourreferenceacopyofourcatalogue,inwhichareshownthevariousstylesandspecificationsofthebikesavailable()export.shouldyoufindanyitemslisted()thecatalogue()interestwewouldmakeyoufurtheroffers.Under/Byforinof.Welookforwardtoyour().Encl:Yoursfaithfully,

reply/answer.Correctthefollowingsentences:1.Couldyousupplyusthegoodsaspertheattachedorderinonemonth?

2.Wethankyouforyouroffer,butfindwearebuyingonalowerprice.

on改为at插入with.3.WewillquotephoenixBrandBikes,28’’atthemostfavorableprice.4.WewilldealwithyouinthislineonthebaseofCIFLondon.

插入forbase改为basis.5.ThecoveringL/CyouaskedforwasestablishedyesterdaybytheBankofChina.6.Ourquotationismadesubjectedtoyouracceptancebefore9thOctober.

by改为throughsubjected改为subject.7.ThemanufacturessuggestthattheL/CcoveredbyS/CNo.2689istobeopenednotlaterthantheendofthismonth.8.Weshouldbeappreciatedifyourenderanyassistancetous.istobe改为shouldbeWeshouldappreciateit(beobliged)ifyourenderanyassistancetous..9.Pleasetakeintoconsiderationofoursinceredesiretoconcludethisfirsttransactionwithyou.10.OurofferNo.468covered4,000BalanceswillbewithdrawnifyoufailtoopenthecoveringL/Cby10thJanuary.

去掉ofcovered改为covering.Translatethefollowingsentences1.Weregretverymuchtoinformyouthatwecannotavailourselvesofyourofferbecauseourusershavetemporarilysuspendedthepurchase.However,ifthereisanydemandforyourproductswewillnothesitatetoreverttothematter.

我们很遗憾地通知他们，他方报价不能接受，由于我们的用户暂停购货。但假设对他方产品有需求，我们将会毫不犹疑地再同他方洽谈此事。.2.Muchtoourregret,weareunabletoentertainyourofferbecausethespecificationsyouquoteddonotmeetourclients’requirements.Ifyouareinapositiontosupplythegoodsofsuchspecificationsasgiveninourenquirysheet,wewillgetintouchwithourbuyersagain.entertain:款待；使高兴；预备思索getintouchwith：approach联络很遗憾，我们不能接受他方报盘，由于他所报的规格不符合我方客户的需求。假设他方能按询价单上正确的规格供货，我们将再同买主联络。.3.Whilethankingyouforyourofferofyesterday,weregretbeingunabletoworkonitasthetimeofdeliveryistoodistant.Inourletterofenquiry,wehavestatedthattimeofdeliveryisofutmostimportance.workon:开场任务proceedwith〔开场，继续〕谢谢他昨天的报盘，但我们负疚不能就此进展任务，由于交货期太长。在我方的询价信中，曾经阐明交货期是最重要的。.4.Weregrettosaythatyourofferisnotintheleastencouraging.Thereisabigdifferencebetweenyourpricesandthoseofyourcompetitors.Wehavebeendoingbusinesswithyouformanyyearsandhopethatyouwillquoteusyourrock-bottompriceagainstourfutureenquiries;otherwisewecanhavenoalternativebuttoplaceourorderselsewhere.

一点也没有鼓舞性rock-bottomprice最低价我们负疚地告知，他方的报盘一点也没有鼓舞性。他的价钱与他竞争者的价钱有很大的差距。我们同他们公司已进展了多年买卖，希望他们对我方今后的询价能报最低的价钱；否那么，我们别无选择只能向其他地方订货。.5.Incompliancewithyourrequest,wearenowofferingyou2,000dozenmen’sshirtsatUS$60perdozenCIFSanFrancisco,Septembershipment.Thisofferissubjecttoourfinalconfirmation.Incompliancewith:按照，依从complywith按照他方要求，我们现报上2000打男式衬衫，每打CIF旧金山60美圆，9月份装运，该报盘以我方最后确以为准。.6.Referringtoyourenquiryofthe3rdMarchforTigerBrandcombinationpliers6’’,weareenclosingourquotationNo.456induplicate.Asrequested,wearealsosendingyouseparatelyasampleofthesameforyouruseinpushingthesalesamongyourcustomers.

referringto:关于withregardto,asregardsinduplicate:一式两份intriplicate:一式三份关于他方6英寸虎牌鳃钳的3月3日询价，我们现附上第456号报价单一式二份。按照他方要求，我们另寄样品一把，供他方在同客户推销时运用。.7.WearegladtoreceiveyourenquiryforFlyingFishBrandTypewriter9〞,butregretbeingunabletomeetyourrequirementsasourstockhasbeenexhausted.IfyoucouldacceptNovembershipment,wewilltrytomeetyourwishesbutyoumustletusknowbytheendofthemonth;otherwiseweareafraidthatweshallhavetodeclineyourorder.

我们高兴地收到他们9英寸飞鱼牌打字机的询价，但负疚不能满足他方需求，由于存货已售完。假设他们能接受11月份装运，我们将试图满足他们的需求，但必需在月底前告知，否那么，恐怕我们不得不谢绝他们的订单。.8.Thankyouforyourletterofthe2ndMay.Atyourrequest,wehavesentyouunderseparatecoveracopyofourcatalogueforyourchoice,andwishtoinformyouthatthearticleindicatedonpage5thereinismostsuitableforyourneed.Wequoteitat$4persetCIFAlexandriaforJuneshipment.

按照他方要求：atyourrequest,asrequested,incompliancewithyourrequest谢谢他们5月2日的来函。按照他方要求，我们已另封寄上一册目录供他挑选，并愿通知他们，目录中第5页上的货物最适宜他们的需求，我们的报价是CIF亚历山大每套5磅，6月份装运。.1.他公司3月2日来信收悉。关于象牌活络扳手今报价如下：5〞每打US$66〞每打US$77〞每打US$8以上价钱是本钱加保险费加运费到卡拉奇价，并以我方最后确以为准。1.Wehavereceivedyourletterof2ndMarchandwishtoquoteforElephantBrandAdjustableWrenchesasfollows:5〞atUS$6-perdoz.6〞atUS$7-perdoz.7〞atUS$8-perdoz.TheabovepricesareonCIFKarachibasis,subjecttoourfinalconfirmation..2.关于我们3月10日报他们的锉刀〔Files〕，迄今未获得他方回答。由于近日我们收到许多订单，如他们以为该锉刀适宜他方需求，我们建议他们立刻定购，否那么我们不能保证按所报交货期装运。2.Referringtoourofferofthe10thMarchforFiles,weregrettosaythatsofarwehavenotyetreceivedyourreply.Aswehavereceivedconsiderableordersrecently,ifyouconsiderthisitemsuitableforyourneedwesuggestyouplaceyourorderimmediately;otherwisewecannotassureyouofthetimeofshipmentasquoted..3.自从我上月报他医用纱布〔AbsorbentGauze〕后，我们接到不少订单，如今存货不多。假设他对该货有兴趣，请即告知，以免向隅。3.SincewequoteyoulastmonthforAbsorbentGauzewehavereceivedquitealotofordersandnowourstockisgettinglow.Ifyouareinterestedinthisarticlepleaseletusknowatonce(soas)toavoiddisappointment..4.我们很遗憾不能接受他方的讨价。自从我们报价给他们后，我们已按原报价与其他许多客户成交，故如他方仍有需求，请立刻定购。

Weregretbeingunabletoacceptyourcounter-offer.Sincewequoteyouwehaveconcludedbusinesswithmanyclientsatthepriceoriginallyquoted.Therefore,ifyouarestillinneedofthisitempleaseplaceyourorderwithoutdelay..5.他公司4月18日来函收悉.今报上11/2英寸铁钉20公吨,每公吨500美圆本钱加保险费加运费到长崎价.可供现货.其他条款同前.上述报价以他方在5月10前复到有效.

Wehavereceivedyourletterof18thAprilandnowwishtoofferyou20metrictonsofIronNails,11/2〞atUS$500permetrictonCIFNagasakiexstock,othertermsbeingsameasbefore.Theaboveofferisvalidsubjecttoyourreplyreachingherebeforethe10thMay..Translatethefollowingsentences我们确认已向电报以下商品实盘，以9月20日前复到有效。Weconfirmhavingcabledyouafirmofferforthefollowinggoods,subjecttoyourreplyreachingusbySeptember20..2.得悉他地市场对核桃有很大需求，兹附上第6868号报价单供参考。Wehavelea