国际商务信函写作（英文版）Unit 4 Enquiry Reply

Unit4Enquiry&RepliesCONTENTSReviewBackgroundInformationSampleLettersLanguagePointsGlossary&UsefulExpressionsExercisesReview1.

What

are

the

major

channels

through

which

you

can

obtain

the

general

information

of

a

company?2.

What

should

you

tell

your

reader

when

you

write

your

first

letter?Channelstoobtain

the

general

information

of

a

company

1.TheInternet互联网2.TradeFairs商品交易会3.Banks银行4.ChambersofCommerce(inforeigncountries)商会5.Trade/Businessdirectories工商行目录/企业行目录6.Businessassociates商界朋友7.ChineseCommercialCounselor’sOfficesinForeigncountries中国驻国外的商赞处(embassies)8.Advertisements广告9.OthersourcesYourownbasicinformationWhereandfromwhomyougetthenewcustomer-generalinformationaboutacompany,concerningthename,andtheaddress.Theintentionordesireofwritingthisletter.Selfintroduction(scope,branches,conditionandproductorcommodity),financialposition,andintegrityofthewriter’scompany,etc.What

is

an

enquiry?Anenquiry〔inquiry〕ismadewhenonepartyofatransactionintendstogetinformationaboutthegoodstobeordered,ortoinviteaquotationoranofferforthegoodsneeded.Anenquiryisusuallyregardedasthestartingpointoftradenegotiationwithoutlegallybindingforceuponthepartywhomadeit.在实际业务中,询盘只是探寻买或卖的可能性,所以不具备法律上的约束力,询盘的一方对能否达成协议不负有任何责任.由于询盘不具有法律效力,所以可作为与对方的试探性接触,询盘人可以同时向假设干个交易对象发出询盘。

但合同订立后，询盘的内容成为磋商文件中不可分割的局部，假设发生争议，也可作为处理争议的依据。Enquirymaybemadebymail,telegram,telex,fax,telephoneorthroughface-to-facetalk.Withtherapiddevelopmentofcomputerandinformationtechnology,ithasbecomeatrendtomakeenquiriesbyE-mail.ThecategoryofenquiriesAccordingtothebusinessrole,therearetwocategoriesofenquiries:1.Theenquirymadebytheimporter〔Invitationtomakeanoffer,邀请发盘〕

1.买方询盘是买方主动发出的向外部厂商询购所需货物的函电。在实际业务中，询盘一般多由买方向卖方发出。2.Theenquirymadebytheexporter〔Invitationtomakeabid,邀请递盘〕

2.卖方询盘是卖方向买方发出的征询其购置意见的函电。Accordingtothecontent,therearetwocategoriesofenquiries:

ageneralenquiry(一般询盘)aspecificenquiry(具体询盘)Generally

a

detailed

enquiry

includes

thefollowing

parts:1.

the

name

and

descriptions

of

commodity;2.

quality

or

specifications;3.

quantity;4.

terms

of

price

(FOB,

CFR,

CIF,

etc.)5.

terms

of

payment

(by

L/C,

D/P,

etc.

)6.

time

of

shipment;7.

packing

method;8.otherinformationWhenmakinganenquiry,youshouldpayattentiontothefollowingpoints:

1.Iftheenquiryisthefirstone,youshouldinformtheaddresseehowyouobtainedhisnameandaddress—bymeansofCommercialCounselor’sOfficeofEmbassy(驻外使馆商务参赞处)，ChamberofCommerce(商会)，bankortradefair.2.Givedetailsofyourownfirm,includingwhatyouaredealinginandinterestedin,enablingthesuppliertodecidewhathecandoforyou.3.Introduceyourownmarketsituation,suchasthedemandandsupplyofonespecificcommodity.4.Stateclearlywhatcommoditiesyouintendtopurchase,andthetypes,quantitiesandspecificationsofthem.5.Requestforapricelist(价目表),acatalogue〔产品目录〕,samples〔样品〕,proformainvoice(形式发票)andsoon.6.Askingforthetradeterms,suchasthequotation/offer,termsofpayment(支付方式)，timeofshipment(装运时间)，package(包装)，etc.7.Expressyoursinceredesiretodobusinesswiththesupplierandexpectapromptanswerfromhim.Guidelines

for

effective

request1.

Begin

with

the

main

points;2.

Give

the

reasons

why

you

are

making

the

inquiry;3.

Itemize

and

list

the

specific

facts

you

want;4.

Make

your

requests

in

a

polite

way.EnquirySampleLettersofDifferentCategories

A.AGeneralEnquiry

B.ASpecificEnquiryAGeneralEnquiryWhenonepartyofthetransactionmakesarequestforapricelist,acatalogue,samples，quotation,proformainvoiceandothertermssoastohaveageneralideaofthecommodities,heismakingageneralenquiry.Infact,ageneralenquiryissimilartoaletterforestablishingbusinessrelations.Moreover,itisusuallyafirstenquiry.SampleLetterOne

DearSirorMadam,WesawyourreflectivematerialsatChinaImportandExportFairheldinGuangzhouinApril.Thereflectivematerialsyoushowedwouldbequitesuitableforourmarket.WearetheleadingtrafficsignproductsdistributorinAustralia.Weareinterestedinyourproducts,forthereisasteadydemandinourmarketforreflectivematerialsofhighquality.

Wouldyoupleasesendusyourlatestcatalogueandpricelist,quotingyourbestprices?Itishelpfulifyoucouldalsosupplysamplesoftheproductavailable.Welookforwardtoyourearlyreply.Yoursfaithfully,XXXSampleLetterTwoDearSirorMadam,WelearnedfromtheTradeNewsthatyouarealeadingdistributorofcottonclothproducts,andnowyouareinthemarketforcottonblanket.We,therefore,arewritingtoenterintobusinessrelationswithyouonthebasisofequality,mutualbenefitandtheexchangeofneededgoods.Weareastate-ownedcorporation,dealingexclusivelyinbothimportandexportofcottonclothproductsandenjoyahighreputationasregularsupplierstoover80countriesandregions.Toacquaintyouwiththegoodswehandle,wearesendingyouunderseparatecoveracataloguetogetherwithsomesamples.

Weassureyouofourfriendlycooperationatalltimesandshallbepleasedtohearfromyouatyourearliestconvenience.

Yoursfaithfully,XXXSampleLetterThreeDearSirorMadam，

YourfirmhasbeenrecommendedtousbyJohnKelly&Co.withwhomwehavedonebusinessformanyyears.WespecializeinexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifyouareinterestedinanyitem.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,XXXLanguagePoints11.ChinaImportandExportFair中国进出口商品交易会，即广交会，也叫做CantonFair,每年春秋两季在广州举办2.reflectivematerial反光材料3.suitablea.适宜的，适用的，后跟介词fore.g.Webelievethatthequalityofourtextilecommoditiesissuitableforyourmarket.我们相信我方的纺织品质量适合你方市场。LanguagePoints14.asteadydemand稳固的需求

anactivedemand畅销

e.g.Therehasbeenasteadydemandinourmarketforthiskindofwashingmachine.

在我方市场上这款洗衣机需求稳定。LanguagePoints15.quotev.报价，外贸函电中的常用语,如quotesb.apriceforsth.quotationn.报价make/send/givesb.aquotationforsth报给某人某种商品的价格e.g.Pleasequoteusyourlowestpriceforthetoys.请向我方报玩具最低价。Forchildren’sunderwear,wequoteUS＄50perdozenCIF.对儿童内衣，我们报CIF价每打50美元PleasemakeusyourbestquotationCFRCanadafor2000casesofducktoys.请报到加拿大的两千箱鸭子玩具的最低本钱加运费价。LanguagePoints21.beinthemarket想要购置，求购e.g.Wefind,however,thatthepriceyouquotedisnotcompetitiveenoughtofindamarkethere.然而，我们却发现，你方所报的价格在此地没有足够的竞争力来找到销路。Ourwalnutshavejustcometomarket.我们的核桃刚刚投放市场。Ourqualityisfarbeyondcomparison.Besides,themarketisadvancing.我们的质量是无与伦比的，而且行情上涨。LanguagePoints22.enterintobusinessrelations建立贸易关系［同义］establishe.g.Weshallbepleasedtoenterintobusinessrelationswithyourrepresentatives.我们将乐于同你方代表建立贸易关系.3.onthebasisofequality,mutualbenefitandtheexchangeofneededgoods在平等互利、互通有无的根底上LanguagePoints24.astate-owned/state-operated/state-runcorporation国有企业

e.g.Ourcompanyisawhollystate-operatedcorporationunderthedirectleadershipofthemunicipalgovernment.

我公司是市政府直接领导的国有企业.5.enjoyahighreputation享有很高的声誉

e.g.Yoursilksenjoyahighreputationintheworldmarket.

你们的丝绸在世界市场上声誉很好。LanguagePoints26.acquaintsb.withsth使某人了解或熟悉

e.g.Inordertoacquaintyouwithournewproducts,wearesendingalatestcatalog.

为了使你方熟悉我们的新产品，我们将寄去最新商品目录。

Wehopetoacquaintourselveswiththedemandpositionofelectricfans.

我们想了解一下电扇的需求情况。LanguagePoints27.under/byseparatecover另函，另邮e.g.Weshallsendyoupricelistunderseparatecover.价目表将另邮寄出。8.atyourearliestconvenience译为“请你方尽早/尽快〞e.g.Pleasesendussampleswithyourpricesatyourearliestconvenience.请尽早寄来样品并附上价格。9.pharmaceutical[,fɑ:mə'sju:tikəl]n.药品；药剂；成药ASpecificEnquiryWhenonepartyofthetransactionmakesarequestforanofferoraquotation

onacertaincommodityhewishestopurchase,heismakingaspecificenquiry.Suchaspecificenquiryincludesmoredetailedinformation,suchascommodity’sname,quality,quantity,specification,termsofpayment,priceterms,timeofdelivery,package,discountandsoon.Therefore,specificenquiriesareusuallywrittenamongpartnerswhohavealreadyestablishedbusinessrelations.SampleLetterOneDearSirorMadam，Weboughtfromyouaconsignmentof“LittlePanda〞brandcottonbed-sheetslastyear,whichhavebeenquitesatisfactory.Atpresent,wearewritingtoknowwhetheryouarestillproducingandexportingbedsheetsofthiskind.Whenquoting,pleasestatetermsofpaymentandaquantitydiscountyouwouldallow,sinceweusuallyplacesubstantialorders.WewouldlikeyoutosendustheProformaInvoiceintriplicatefor5000setsoftheabovearticleswithpricesCIFAmsterdam.WearealsointerestedinmarketingyourproductsassoledistributorinNetherlandstoothermanufacturersandconsumers.

Wethankyouinadvanceandhopetohavepromptandfavorablereplyfromyousoon.Yoursfaithfully,XXXSampleLetterTwoDearSirorMadam，

WearepleasedatthesigningoftheTradeAgreementbetweenourtwopartiessometimeago,which,webelieve,willbeoffar-reachingsignificanceinthedevelopmentofourbilateraltrade.WearenowinthemarketforthepersonalcomputersmentionedintheattachedlistandshallappreciateitifyouwillairmailtousatyourearliestconvenienceyourbestquotationCFR/CIFHamburgport,showingfullparticularsastospecificationsandtimeofdelivery,alongwiththreecopiesofdescriptiveliteratureinEnglish.Shouldyoubeunabletosupplythegoodsexactlyasspecified,wouldyoupleaseoffergoodsofthenearestspecificationsorpassthisenquirytoyourassociatewhoisabletomaketherightoffer?Whenreplying,quotingorsendingrelevantcatalogsorsamples,pleaseindicatethenumberofthisenquiryforeasyidentification.Wehopeyouwillreplyussoon.Yoursfaithfully,XXXLanguagePoints11.consignmentn.一批货，托付物e.g.anewconsignmentofgoods新到的一批货物2.discountn.折扣aquantitydiscountn.数量折扣，指订购货物到达一定数量时卖方给予买方的优惠折扣e.g.Ifweplacealargeorder,couldyougiveusaquantitydiscount?如果我们大量订购，你方能给数量折扣吗?Wewillallowyou6%discountontheannualtotalpurchasesaboveUS$30,000.如果你方年总购置量超过3万美元，我们愿给予6%的折扣。LanguagePoints13.placea(substantial/considerable)orderwithsb.forsth.向某人〔大量〕订购某商品e.g.Wewishtoplaceanorderforsportswearwithyourcompany.我们愿意向贵公司订购运动装。Weshallgiveyouconsiderableordersifyourqualityissuitableandthepricesmoderate.如果贵公司产品质量适当、价格适中，我们将向你们大量定货。4.intriplicate一式三份induplicate一式两份inquadruplicate一式四份e.g.Thecontracthasbeenwrittenintriplicate.这份合同已一式三份。Thisagreementisdoneinduplicate.本协议书一式两份.LanguagePoints21.bilateraltrade双边贸易multilateraltrade多边贸易e.g.Wewishtoofferyouanopportunitytodevelopbilateraltrade.我们愿为开展双边贸易提供时机。2.particularsn.细节、详细情况e.g.particularsofgoods货物明细单Wiremefullparticulars.请将详情电示。Glossary1.illustratedcatalogue/catalog2.thelineofbusiness3.asteadysale4.wholesaledealers5.internationalpractices6.financialstanding7.asrequested8.regularcustomer9.ceilingprice10.fallwithintherangeofUsefulExpressionsTheCitibankhasinformedusthatyouareoneoftheleadingimportersofstainlesssteeltoolsandthatyouareinterestedintradingwithusinthisline.Toacquaintyouwiththeelectronicproductswehandle,wearesendingyoubyseparateairmailseveralpamphletsforyourreference.

Asthereisagrowingdemandforthistypeofequipment,wehavetorequestforaspecialdiscount.Pleasequoteusyourlowestprices,CIFLiverpool,includingour4%commission.Weareawareofyourhighreputationinmanufacturingglasswareandwouldappreciateyoursendingusparticularsofyourcurrentlines,wholesalepricesanddiscountsforvolumepurchases.Ourcustomerisalargedowntownsupermarketaccustomedtovolumepurchasing.Thus,acompetitivepricewouldresultinlargeandregularorders.PleasemakeusanofferfortheabovegoodsonFOBDalianbasis.Manyofourcustomersareinterestedinyour“Seagull〞brandhouseholdscissorsandwewishtohaveyourC&FShanghaiquotations.Pleasquoteusyourbestpriceandletusknowtheminimumquantityforeachorder.Pleasquoteusforthegoodslistedontheenclosedinquirysheet,givingyourprocessCIFJakarta.Howmuchdiscountcouldyouofferonanorderofthissize?Exercises:

I.TranslatethefollowingphrasesfromEnglishtoChineseorviceversa.1.quantitydiscount7.形式发票2.quotesb.aprice8.随函寄去3.awell-establishedexporter9.供你方参考4.byseparatepost10.合理的价格5.latestpricelist11.现货供给6.importlicense12.定期订购II.Choosethebestanswertofillintheblanks1.Wearewholesalersand_______tohandlelargequantities.A.atapositionB.ofapositionC.inapositionD.intheposition2.Weareveryimpressedbythe______ofyourproducts.A.largeselectionB.widerangeC.largechainD.wideinformation3.Wearewriting______behalfofourclientswhoarenow______themarketforofficefurniture.A.in,onB.on,onC.in,inD.on,in4.Thegoodslistedinthecatalogueare_______atcompetitiveprices.A.quotedB.quotingC.quoteD.beingquoted5.Shouldyourquotation_______foundacceptable,weshallplaceanorderwithyou.A.isB.areC.beD.tobe6.Wehave_______exportingtextileproductsfortenyears.A.dealtwithB.dealtinC.dealtoutD.dealtof7.Iwouldappreciate_______meanup-to-datecatalogueforyourproducts.A.yousendingB.yoursendC.yousendD.yoursending8.We’dliketotakethis_______tointroduceourselvesasoneoftheleadingimportersinthiscity.A.chanceB.opportunityC.timeD.occasion9.Weare_______youourlatestpricelist.A.forwardingB.forwardC.forwardedD.Forwards10.Weanticipate_______yourearlyreply.A.toreceiveB.receiveC.receivingD.havingreceivedReplytoEnquires:OfferMainContentsReviewNewLectureSummaryPhrasesSentencesFirmofferNon-firmofferQuestionsExercisesReview1.quantitydiscount2.quotesb.aprice3.awell-establishedexporter4.byseparatepost5.latestpricelist6.importlicense7.形式发票8.随函寄去9.供你方参考10.合理的价格11.现货供给12.定期订购1.数量折扣2.向某人报价3.信誉良好的出口商4.另邮5.最新价目表6.进口许可证7.ProformaInvoice8.enclosedpleasefind9.foryourinformation10.reasonableprice11.supplyfromstock12.placeregularordersI.TranslatethefollowingphrasesfromEnglishtoChineseorviceversa.II.Translatethefollowingsentences.1.Somesamplesandcatalogueshavebeensenttoyoubyairmailforyourreference.我们已空邮一些样品和产品目录供你方参考。2.WeareinterestedinyourwoolcarpetandpleaseletushaveyourlatestpricesCFRtogetherwithyourtermsofpaymentandstateyourearliestdeliverydate.我们对你方的羊毛地毯很感兴趣，请将最新的CFR报价和支付方式告知我方，并说明最快的交货日期。3.Duetothefiercecompetition,itisimportantthatyourquotationshouldreachusnotlaterthantheendofthismonthsoasnottomissthebusinesschance.由于市场竞争剧烈，贵方最好在月底之前将报价通知我们，以免错失良机。4.Weshouldbegladifyouwouldsendusfullparticularsofyourranges,includingcolors,sizesandpricesinclusiveofpackinganddeliverycharges.我们希望贵方能提供所经营的此类产品的具体情况，包括花色、尺寸及包装与运费计内的价格。5.Wearealeadingblackteadealerinthiscountry.Ifthequalityyoursuppliesissatisfactoryandthepricesacceptable,weplantoplaceregularorders.我公司是国内首要的红茶进出口商。如贵公司的产品符合我们的要求且价格可以接受，我们打算定期订购。6.Weareoneoftheleadingimportersdealinginelectronicproductsinarea,andtakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelations.我公司是该地区电子产品的主要进口商之一。我们借此时机与贵方接洽，希望与贵方建立贸易关系。7.WeoweyournameandaddresstotheCommercialCounselor’sofficeofyourEmbassyinShanghai.承我国驻上海大使馆商务参赞处介绍，得知贵公司的名称、地址。8.Wewillappreciateithighlyifyouairmailthecatalogueandpricelistofthegoodsavailableatpresent.如你方能航邮最新的产品目录和价目表，我方将不胜感谢。9.Thehighqualityofourproducts,whichhaswonpopularapproval,couldnotbeacquiredatthesamepricesfromelsewhere.我们的产品质量优异，受到了广泛的欢送，如以同样的价格从别处购置这样的产品，恐怕不可能。10.OurwinesaremuchinfavorontheContinent,andthereisalsoagrowingdemandforthemintheFarEast.我方提供的葡萄酒很受欧洲大陆欢送，即使在远东地区，需求量也大量增长。Offer〔Part1〕Objectives:Afterthissectionyouwill:beabletotranslateandmakefirmoffer.beabletoutilizeusefulwords&expressions.NewLecture:OfferWhatisanoffer?Anofferistheexpressionofthewishofthesellertosellparticulargoodsunderstatedterms,includingquantity,prices,shipment,termsofpayment,etc.Itusuallyfollowsaninquirythatiseitherwrittenororal.Anoffermaybemadeinareplytoanenquiryormadevoluntarilyaimingtoexpandbusiness.Itisusuallysentfromthesellertothebuyer,whichisaSellingOffer(售货报盘)，butsometimesthebuyersendsanoffertotheseller,whichisaBuyingOffer(购货报盘)oraBid(递盘)。发盘〔报价、报盘〕：交易的一方向另一方提出买或卖某项商品的各种交易条件并愿意按所提出的条件与对方达成交易，这种口头的或书面的表示即称之为报盘〔报价、发盘〕offer.Inpractice,offersfallintotwotypes:

firmoffer:anoffer,usu.inwrittenform,whichstatesitmaynotbewithdrawn,revoked,oramendedforaspecificperiodoftime.实盘

non-firmoffer:anofferwhichisnotbindinguponthesellersandthedetailsoftheoffermaychangeincertainsituations.虚盘实盘(firmoffer)

即指有约束力的发盘。是发盘人有肯定订立合同的意图。实盘一旦由交易的另一方〔受盘人〕有效接受，发盘人对其发盘的内容，在有效期内不得随意变更或撤销，否那么发盘人将承受违约的法律后果。实盘所列的交易条件必须肯定、明确，不能模糊和模棱两可；也不应有任何保存。FirmOffer〔实盘〕Fourindispensableconditionsforafirmoffer实盘的4个要件Validityofafirmoffer实盘的有效期Withdrawalandrevocationofafirmoffer实盘的撤回和撤销Terminationofafirmoffer实盘的终止Contentofafirmoffer实盘的内容Fourindispensableconditionsforafirmoffer〔实盘的4个要件〕

1〕Specificperson(s)2〕Intention3〕Completeness,clearnessandfinality4〕CommunicationofofferSpecificperson(s)Specificperson(s)meansthatanoffershouldbeaddressedtooneormorespecificperson(s),ratherthantothepublic.AccordingtoArticle14(2)ofUnitedNationsConventiononContractsfortheInternationalSaleofGoods(CISG),“aproposalotherthanoneaddressedtooneormorespecificpersonsistobeconsideredmerelyasaninvitationtomakeoffers,unlessthecontraryisclearlyindicatedbythepersonmakingtheproposal.〞IntentionIntentionorcontractualintentsuggeststhatthepurposetomaketheofferisnootherthanenteringanagreementwiththeoffereeuponacceptance.Indicationofcontractualintentcanbemadeeitherbystating“offer〞,“firmoffer〞orbystipulatingthetimeofvalidityoftheoffer,orimplicitlywithacustomarywaytobothparties.Completeness,clearnessandfinalityThismeansthecontentsoftheoffershouldbecomplete,clearandfinal.Completenesssuggeststhecontentsofanoffermustbecomplete,containsdescription,quantity,quality,packing,price,deliveryandpaymentofthegoods.Forthesakeofconcisenessandconvenience,peopleusuallysimplifyoffersbystatingjustdescription,quantityandpriceofgoods.Withouttheabovethreeitems,anofferwouldbeconsideredincomplete.Clearnessrefersthecontentsoftheofferintermsofdescription,quantityandpricemustbeindicateddefinitely.Suchexpressionsinoffersas“about〞or“referenceprice〞wouldbeconsideredunclear.Finalitysuggeststhattheoffershouldbemadewithoutreservation.Termslike“subjecttoourconfirmation〞wouldbedeemedasanofferwithoutengagementoranon-firmofferratherthanafirmoffer.CommunicationofofferAnofferbecomeseffectivewhenitreachestheofferee,whichindicatestheeffectivedateofanofferiscalculatedfromthetimewhentheoffereereceivestheoffer.Onlywhentheofferisreceivedbytheoffereecanitbecomevalid.Afirmofferusuallycontainsavaliditydatethatimposesabindingeffectupontheofferor,duringwhichtheoffercanneitherberevokednorbeamendedbytheofferor,andiftheofferisaccepted,acontractisthenconcluded.Thevaliditydateinanoffercouldbestipulatedeitherbytheindicationofthelatestdateforacceptance,suchas“theofferremainsvaliduntilWednesdayourtime(报盘有效期至我方星期三)〞;orbytheindicationofaperiodoftimeafterreceipt,suchas“theofferisvalidforthreedays(报盘有效期三天)〞,“theofferissubjecttoyourreplyinsixdays(报盘限六日复到)〞.Validityofafirmoffer

(实盘的有效期)Withdrawalandrevocationofafirmoffer

(实盘的撤回和撤销)Withdrawalofanofferstandsforthenoticeofthewithdrawalreachingtheoffereebeforeoratthesametimeastheoffer;whilerevocationofanofferusuallyreferstothenoticeofcancellationreachingtheoffereelaterthantheoffer.Inpractice,anoffermaybewithdrawnorrevokedifthewithdrawalortherevocationreachestheoffereebeforehehasdispatchedanacceptance.However,anoffercannotberevokedunderthefollowingconditions:1.Theofferindicated,whetherbystatingafixedtimeforacceptanceorotherwise,thatit’sirrevocable;2.It’sreasonablefortheoffereetodependontheofferasbeingirrevocableandtheoffereehasactedinrelianceontheoffer.Asmostfirmoffersincludeavaliditydate,theyaredeemedasirrevocableininternationalpractice.However,weconsiderthatafirmoffercanbewithdrawnbutirrevocablesoastopreventsubsequentconfusion.Terminationofafirmoffer

(实盘的终止)Terminationofanofferrefersthattheofferorisfreefromthebindingforceoftheoffer,ortheoffereelosestherightofacceptingtheoffer.Inbothcases,itindicatestheofferisnotvalidanymore.Anoffercanbeterminatedif:1.theofferisnotacceptedwithinthevalidity2.theoffereerejectstheoffer3.theoffereemakesacounter-offerContentofafirmoffer

(实盘的内容)Afirmofferlettershouldinclude:1.Anexpressionofthanksfortheenquiry.2.Detailsofprices,discounts,termsofpayment.3.Clearindicationoftermofprice(CIF,FOB,etc).4.Anundertakingastodateofdelivery.5.Theperiodforwhichtheofferisvalid.6.Expresshopethattheofferwillbeacceptedandassurethecustomerofgoodservice.实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘(firmofferorirrevocable).但即或有实盘或不可撤销字样，也不是构成实盘的必要条件。如果具备构成实盘的上述必要条件，没有实盘字样也是实盘。另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期时，要根据不同的商品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。在当前的国家贸易中，使用实盘报价较多。但遇到以下情况之一，实盘立即失效：1〕受盘人在实盘有效期外表示接受，发盘人不受约束。2〕受盘人对实盘中的一项明确表示拒绝或修改，该项实盘立即失效。3〕一经受盘人作出还盘，原发盘也随之失效。HowtomakeanofferParagraphOne:thanksfortheinquiryParagraphTwo:explanationsofthedetailsParagraphThree:validityoftheoffer

ParagraphFour:hopeforacceptanceoftheofferSampleletter1实盘Sampleletter2实盘Sampleletter3实盘LanguagePoints1.acknowledgereceiptof收到

haveforacknowledgement收到

inreceiptof收到

e.g.WeacknowledgereceiptofyourletterofMarch13.

我方收到贵方3月13日的邮件。2.inreply兹复，一般放于句首，答复信函时常写成inreplytoe.g.InreplytoyourletterofMarch3,wemakethefollowingoffer.

兹复你方三月三日来函，我方报盘如下。3.offern.报盘、发盘

make/send/givesb.anofferforsth.e.g.Pleasemakeusanofferfor800piecesofcottonjackets.

请给我们报盘800件棉夹克。

offerv.报盘、发盘

e.g.Wecanofferyouvariouskindsofhand-madegloves.

我们可以给你报盘各种手工制的手套。4.subjectto…以……为准，为条件，为有效

e.g.Wesendyouafirmoffer,subjecttoyourreplyreachingherebeforetheendofSeptember.

我方向贵公司报实盘，以你方答复于九月底前复到为有效。5.asper按照

e.g.Weareinterestedinyourtransportmachinery,detailsasperthelistattached.

我们对你方的运输机械感兴趣，详情见附表。6.favorableadj.优惠的，有利的

e.g.Adeeperunderstandingwillbefavorabletoourbusiness.

进一步的了解将对我们的业务有利。7.excellentinqualityandreasonableinprice物美价廉8.irrevocableL/C〔LetterofCredit〕不可撤销信用证e.g.Pleasenotethatpaymentistobemadebyconfirmed,irrevocableL/C,availablebydraftatsight.请注意，付款方式是保兑的、不可撤销的见票即付的信用证支付

9.looseadj.散装的e.g.aloosepackage松散的包裹loosecargo散装货、未经捆扎的货物10.kegn.小桶e.g.Thegoodsarepackedinkegs.此货用小桶装。11.netadj.净的，纯的netprice净价、实价netweight净重netprofit纯利e.g.Theaboveisnetprice,notincludingcommission.以上是净价，不包括佣金。Offer(Part2)Objectives:Afterthissectionyouwill:beabletotranslateandmakeanon-firmoffer.beabletoutilizeusefulexpressions.Non-firmoffer(虚盘)Comparedwithafirmoffer,anon-firmofferjustshowstheintentionoftheofferorandisunbindingontheofferor.Thecontentofanon-firmofferisnotascompleteandclearasthatofafirmone.Inhasnotermofvalidityandismoreflexibletotheofferorashecanmakechangesfreely.Anon-firmofferiswithreservation.Ifanyofthefollowingexpressionsappearinanoffer,theofferisdefinitely