《商务英语函电》课件-Module 3 询盘的回复

BusinessCorrespondences外贸英语函电Module3ReplytotheEnquiry询盘和回复目的:了解询盘回复的基本写作技巧3.2WritingSkillsofReplies写作步骤表达方式（1）感谢对方的询价Manythanksforyourenquiryof…（多谢您于……日的询价。）Thankyouforyourenquiryandforyourinterestinourproducts.（感谢你方询价以及对我方产品的兴趣。）Wethankyouforyourenquiryof…（对你方在……日的询价信深表感谢。）（2）表示很高兴寄……给对方Wearepleasedtoenclose…（我们很高兴附寄给您……。）Wehavethepleasureofenclosing…（我们很高兴附寄给您……。）Wearesendingyouourlatestpricelistandcatalogue.（我们附寄给您我们的最新价格表和产品目录。）写作步骤表达方式（3）说明所能提供商品的详细信息及优点Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.（我们确信，您将会认为我方产品是市场上最好的，大大优于竞争对手目前所供的产品。）Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.（寄去的样品会使您相信我方制造的医疗器械质量上乘。）写作步骤

表达方式（4）表明所提供的价格是合理的和具有竞争性的且说明实行价格的期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.（这是我们能做到的最低报价，您会承认，在我们的竞争者中没有一家能提供与我们一样的报价。）PriceisvaliduntilDec.31.（这些价格至12月31日有效。）Subjecttobeingunsold.（在未出售前有效。）写作步骤

表达方式（5）阐明所能接受的付款条件和可能的交货期Ourtermsofpaymentarecashondelivery.（我们的付款条件是货到付款。）Weshouldrequirepaymentbybanker’sdraftonreceiptofourproformainvoice.（我们要求在收到形式发票后通过银行汇票付款。）Wecanusuallydeliverwithinthreeweeksofreceivinganorder.（通常我们在收到订单后三个星期内就可供货。）写作步骤表达方式写作步骤表达方式（6）希望客户对报价满意并能很快收到订单或希望未来长期开展交易Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.（我们希望您对我们的报价满意并期盼您的订货。）wefoundthatoneofyourgoodsistooursatisfaction.Welookforwardtodoingbusinesswithyou.（我们盼望与你方洽谈业务。）SpecimenLetter1--GeneralEnquirySubject:InquiryaboutBarbiesCollectionGirl’sWear.

DearAmy, WearetheimportersandmanufacturerofvariousChildren’sWearinIndia.IamlookingfortheBarbiesCollectiontobesuppliedinIndiaonaregularbasis.LookingforSkirtsandlongpants.Kindlyreplyonanurgentbasis. ContactName:Mrnareshshukla Company:i-care Country/Territory:India BusinessEmail:naresh.shukla@Telephone:91-11-30825970Fax:91-11-308259751Web:SpecimenLetter2--AReplyDearMr.Naresh,SogladreceivingyourenquiryforourBarbies'collectionfromAdatedXXX.Thanksalot.Wearealeadingmanufacturerinchildren’swearinChinaandourproductshavebeenexportedtocustomersallovertheworldsuchas****.TheBarbiesCollectionisthemostpopularstyleinourfactory,sellingfast.However,detailedpricelistfortheskirtsandlongpantswillbe

senttoyoubasedonyourspecificfurtherproductdescriptionsuchascolor,specification,specialdesignrequirementetc.PleasecheckthefollowingstylesphotowhichshouldbesuitableforyourIndianmarketandtellusmorerequirementsontheexactskirtsandlongpants.Pleasedonothesitatetocontactusifanyquestionandwearewaitingforyourreply.Bestregards,SpecimenLetter3--ASpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseblanketcoverandarewillingtoestablishbusinessrelationswithus.

Atpresent,weareinterestedinblanketcoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonblanketcover,soastoacquaintuswithmaterialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.

Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenSpecimenLetter4--AReplytotheAboveDearSirs,ThankyouverymuchforyourletterofApril28,2004.Wearepleasedtosendyousamplesandallthenecessaryinformationonblanketcoverunderseparatecover.Atyourrequest,wearedelightedtomakeyouanoffer,subjecttoyourfinalconfirmation,asfollows:Commodity:“GoldenCock”BrandBlanketCoverNo.21Size:180cm×200cmColor:AllkindsofcolorsQuantity:1000piecesPrice:GBP20eachpieceCIFLondoninclusiveof3%commissionShipment:DuringAugust/SeptemberPayment:By100%confirmed,irrevocableL/Cinourfavorpayablebydraftatsighttoreachthesellersonemonthbeforeshipment,andremainvalidfornegotiationinChinatillthe15thdayaftershipment.Youwillrealizefromthecataloguewesentyou,ourblanketcoverisaperfectcombinationofwarmth,softnessandeasycare.Wearesurethatyoucangetbenefitfromourproducts.Welookforwardtoyourpromptreply.Yoursfaithfully,Baicu发盘函写作------实盘FirmOffer发盘函的内容1.确认收到询盘，回复客户提出的要求

2.强调产品优势和特色3.按客户要求发盘，列明主要交易条件4.说明报价的有效期5.鼓励客户订货6.礼貌性结尾确认收到询盘，回复客户提出的要求WearepleasedtoreceiveyourenquiryofMar.13,inwhichyouaskedaboutourplushtoys.Thesamplesyouaskedforwillbesent

toyoubyseparatepost.sent：空邮：airmailedbyseparatepost：另邮。还可以说byseparatemail/underseparatecover强调产品优势和特色Wethinkyouhavemadeanexcellentchoiceinselectingthefouritems,andonceyouhaveseenthesamples,wearesureyouwillbeimpressedbythequalityofinnerandouterfabric.优良工艺fineworkmanship独特的设计uniquedesignArt.No.CommodityNameMin.OrderQuantityUnitPriceCIFRotterdam20’FCLBasisLCLBasisKB0278TwinBear400setsUSD9.79/setUSD11.49/setKB0677BrownBearwithRedBow400setsUSD14.79/setUSD16.37/setKB5411TwinBearinBalletCostume400setsUSD11.69/setUSD13.39/setKB7900BearinPinkT-Shirt400setsUSD15.67/setUSD17.25/set按客户要求发盘，列明主要交易条件(规格、数量、包装、装运、价格、付款、保险)Asrequested,wewouldliketoquoteourfavorablepricesasfollows:按客户要求发盘，列明主要交易条件Packing（包）:KB0278&KB5411:2pcs/set,4sets/ctn,1008sets/20’FCLKB0677&KB7900:3pcs/set,8sets/ctn,1080sets/20’FCL

纸箱包装方式集装箱容纳数量Payment（付）:BysightL/C(也可以说成L/Catsight)其他支付方式还有什么呢？L/Cat30days’sight/L/C30daysaftersight;L/C30daysafterB/Ldate;D/P;D/A;T/TShipment（装）:Tobeeffectedwithin30daysfromreceiptoftherelevantL/C.

uponreceiptof…:等…一收到；等…一寄到

若订货早于本月底，到证后30天内交货：with(相当于“条件是，若”)

yourordernolaterthan

theendofthismonth能在5月出运，但信用证必须在2009年3月底前开到：withtherelevantL/CreachingusbytheendofMarch2009Insurance（保）:For110%invoicevalue

coveringAllRisksandWarRisks.

说明投保加成率说明投保险种说明报价的有效期Becauseoffluctuatingexchangerates,theofferisvalidfor21days/3weeks.实盘：是发盘人在一定期限内愿按所提条件达成交易的肯定表示。实盘的发盘人在其规定的有效期限内受到所发实盘的约束，即在发盘有效期内发盘人非经收盘人同意，不得撤回、变更或修改。受盘人在有效期内如无保留地接受，交易即告成立。除以上表达方式以外，还有如：Theofferisfirmsubjecttoyourreplyreachingusby5p.m.,March19,ourtime.3月19日我方当地时间下午5点前收到你方答复为准。虚盘：非承诺性的表示，没有时限的规定。如：Theofferissubjecttoourfinalconfirmation鼓励客户订货WebelieveyouwillfindareadysaleforourproductsinNetherlands

ashaveotherretailersthroughoutEuropeandAmerica,andwedohopewecanreachanagreementonthetermsquoted.areadysale：畅销，很快卖出去的礼貌性结尾Thankyouforyourinterest;welookforwardtohearingfromyousoon.必不可少！注意事项发盘的内容需完整，对于客户在询盘函中指定的某项交易条件，即使同意都应在发盘函中作明确的表述。WewouldliketopointoutthatweusuallysettleouraccountsonD/Pat30daysaftersight.WerequesttheDecemberdelivery.在发盘函中对客户感兴趣产品的卖点予以突出强调。Onceyouhaveseenthemachineinoperation,youwillbeimpressedbyitstrouble-freeperformance.对于客户在询盘函中的特殊要求或询问，一定及时作出回应。Sincewehavereceivedarushoforders,weregrettosaythatweareunabletomakedeliveryuntilJanuary.发盘时应明确数量。数量的改变会直接影响到国内费用的分摊！所以在报价时，必须说明每一个价格所对应的数量。报LCL时，告知客户工厂所提出的最低起订量。报FCL时，告知客户整箱所对应的商品数量。实盘范文：DearSirorMadam,Wehavereceivedyourletterdated

日期

andappreciateyourinterestIn

ourproducts.(Wewerepleasedtoreceiveyourletterof

日期

andthankYou

foryourinterestinourproducts.)Youwillnotefromourcablethatweareinapositiontoofferyouproductasfollows:Quality:Size:Weight:Color:Quantity:Price:Shipment:Payment:Thisofferisfirmsubjecttoyourimmediatereplywhichshouldreachus

notlaterthan

具体日期。阐述其它事项Weshouldsuggestinyourinterestthatyouplacetheorderwithuswithoutdelay.Unit3EnquiriesandReplies询盘和回复Unit3EnquiriesandReplies询盘和回复目的:学习询盘相关范文。

询盘（Enquiry）在对外贸易中，询盘，也叫询价(inquiry或enquiry)是买方或买方对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起点，可以分为：一般询盘(ageneralinquiry):

索取普通资料，诸如：目录(acatalogue)、价目表或报价单(aprice-listorquotationsheets)、样品(asample)、图片(illustratedphotoprints)等。具体询盘(aspecificinquiry):具体询问商品名称(thenameofthecommodity)、规格(thespecifications)、数量(thequantity)、单价(theunitpriceFOB…CIF…),装船期(thetimeofshipment)、付款方式(thetermsofpayment)等。询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。利用E-mail写询盘信，无须写的过分客气，只需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件;有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍。SpecimenLetter1--ASpecificEnquirySubject:EnquiryDearSir,

Weareinterestedinbuyinglargequantitiesofsteelscrewsinallsizes.

WewouldbeobligedifyouwouldgiveusaquotationperkilogramC&FLiverpool,England.Itwouldalsobeappreciatedifyoucouldforwardsamplesandyourprice-listtous.Weusedtopurchasetheseproductsfromothersources.Wemaynowprefertobuyfromyourcompanybecauseweunderstandthatyouareabletosupplylargerquantitiesatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofyourproducts.WelookforwardtohearingfromyoubyreturnE-mail.Sincerely,主题：询盘亲爱的先生：本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。如蒙惠赐上述报价单，不胜感激。如能惠寄样本和价格表，亦必感激不尽。本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。盼复。你真诚的xxxSpecimenLetter1--ASpecificEnquiryDearSirs,WelearnwithpleasurefromyourletterofApril12,2004thatyouareexportersofChineseblanketcoverandarewillingtoestablishbusinessrelationswithus.Atpresent,weareinterestedinblanketcoverandshallbepleasedifyouwillsendusbyairmailsamplebooksandallnecessaryinformationonblanketcover,soastoacquaintuswithmaterialandworkmanshipofyoursupplies.Meanwhile,pleasequoteusthelowestpriceCIFLondon,inclusiveofour3%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverytimeacceptable,weshallplacealargeorderwithyou.Yourstruly,LeonAllenSpecimenLetter2--ASpecificEnquiryDearSirs,Wearealeadingdealerinwaterproofgarmentsinthiscity.Ourcustomershaveexpressedinterestinyourraincoatsandenquiredabouttheirquality.Providedqualityandpricearesatisfactorythereareprospectsofgoodsaleshere.Butbeforeplacinganfirmorder,weshouldbegladifyouwouldsendus,onfourteenday'sapproval,

aselectionofmen'sandwomen'sraincoats.Anyoftheitemsunsoldattheendoftheperiod,andwhichwedecidenottokeepasstock,wouldbereturnedatourexpense.Welookforwardtohearingfromyousoon.Sincerelyyours,Anderson常用句型(1)Couldyougiveussomeideaaboutyourprice?请介绍贵方的价格好吗?(2)DoyouofferFOBorCIF?你们报船上交货价还是到岸价?(3)Howlongdoesyourofferremainvalid/firm/open?你们的报价多长时间有效?(4)Willyouletusknowwhatyourtermsofpaymentare?能否告知贵方付款条件?(5)Pleasemakeusanofferwithinthismonthsincewehavemadeaninquiryforyourproducts.我们已对你们的产品进行询价，请在本月内给予报盘。(6)PleasesendusyourbestofferbyInternetstatingpaymenttermsandtimeofshipment.请用互联网向我们报最优价，说明支付条件和装运期。(7)Fullinformationastoprices,quality,quantityavailableandotherrelativeparticularswouldbeappreciated.请详告价格、质量、可供数量及其它有关情况。Module3-1Enquiry询盘Introduction

询盘是商务洽谈中真正的第一步。“询盘”是指交易的一方欲买、卖某项商品向交易方的另一方询问买、卖该项商品的各项交易条件的一种表示。包括一般询盘（GeneralEnquiry）和具体询盘（SpecificEnquiry）。而一般询盘指买方或卖方向对方索取商品目录、价目表、样品等，具体询盘指买方或卖方就指定商品要求对方发盘。询盘信函要求简短，具体，合理，有礼貌写作要点及要求:

询盘要点：开头：1）说明写信的目的，消息来源和感兴趣的商品。正文：2)具体说明想了解的商品的有关细节，如商品的目录、价格、交易条件等；

3)介绍本地对商品的需求情况等；结尾：4)期望；希望尽快收到报盘。写作要点及要求:

回信要点：开头：1）感谢对方的询盘；正文：2)具体介绍商品：名称、质量、数量和规格；

3)进一步介绍商品的价格、优惠条件、贸易术语和装运等；

4)如果是实盘，说明报盘的有效期；结尾：5)期望；希望报盘能得到对方接受。每封信件的具体内容会有变化，需要根据实际情况加以调整。注：针对买方的询盘回复，其实就是一封报盘信。TeachingobjectivesUponcompletionofthischapter,youshould:beawareoftheinformationtobecoveredingeneralinquiryandspecificinquiry.beabletomakeinquiriesonthedetailedinformationaboutdifferentproducts.beabletouserelatedwordsandphrasestomakeinquiries.Warming-up:Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

enquiry（询盘）offer（发盘）counteroffer（还盘）acceptance（接受）Soenquiryisthefirstrealstepinbusinessnegotiation.Q:

1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?2.Eachoftheabovestepsismadeby(prospective)buyersorsellers?Suggestedanswers:1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction.2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（约束）andofferisusuallymadebytheprospectivesellerwithengagement(firmoffer实盘)orwithoutengagement(non-firmoffer虚盘).EnquiryTheimportanceofenquiry:Enquiryisthefirstrealstepinbusinessnegotiation.Thenatureofenquiry:Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement（约束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit询盘or询价inChinese.Theclassificationofenquiries:I.GeneralEnquiries:

（一般询盘）requestforpricelists,literature宣传资料orcatalogue,etc.II.SpecificEnquiries:

（具体询盘）(strongerintensiontomakeanorderthangeneralenquiries)requestforquotations/offersordetailedtradetermssuchasprices,tradeterm,discount,packingconditions,timeofshipment,termsofpayment,specifications,insuranceorotherinformationforcertainarticles.GeneralinquiryIftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.(Generally,itisalsoafirstinquiry.Thatisaninquirywritingwithoutfirstwritingalettertoestablishbusinessrelations).Generalinquiry一般询盘——买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等一般信息。GeneralinquiryStructureThesourceofinformationandabriefself-introductionTheintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)StatingthepossibilityofplacinganorderGeneralinquiry初次询盘信一般包含以下内容：简单告知如何获得卖方的名址，写一些你方的业务情况。你地市场需对方经营的货物告知对方你所需的信息3.StepsinwritinganEnquiryletter:1)Introducingyourfirmandtheproductsitdealsin

2)Statingthepurposeoftheletter

3)Explainingwhatyouwanttherecipienttodo4)Endingwithanoptimisticnoteandrequestanearlyreply

SpecificinquiryIftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotationforthegoods.Thatisaspecificinquiry.Whatisthedifferencebetweenofferandquote?OFFER是外贸业务恰谈的第一步,是交易的一方向另一方提出买或者卖某种商品的各项交易条件．并表示愿意按这些条件达成交易．在报盘的有效期内，一经对方接受，合同即告成立．报盘的主要内容应该包括商品名称，品质，数量。包装，价格，交货日期和方式，及支付方式等．报盘还有实盘和虚盘之分．实盘是指可以从报盘的内容上判明发盘人有肯定的订立合同的意图．此报盘一经接受，发盘人就不得更改或撤销报盘的内容，否则将承担法律责任．它具有内容名确（ＣＬＥＡＲ），内容完整（ＣＯＭＰＬＥＴＥ）和无保留条件（ＦＩＮＡＬ）三个特点。虚盘则是指从报盘的内容上可以看出发盘人有某种保留并无肯定的订立合同的意图．此报盘对发盘人来说，无任何法律约束力．它的特点就是内容不明确，主要交易条件不完整或有保留条件．ＱＵＯＴＥ是卖方报价，一般是指只报出价格，而未提出其他条件．OFFER：报盘QUOTE：报价SpecificinquiryStructureMentioningthepreviousletteryou’vereceivedfromtheexporter.Enquiringaboutthedetailsofthegoodssuchasnames,descriptions,specifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.Wordsandphrases价格price合理的价格reasonableprice具有竞争力的价格competitiveprice优惠的价格favorableprice单价unitprice

总值totalvalue

金额amount

佣金commission净价netprice折扣discount

批发价wholesaleprice

零售价retailprice

现行价格（时价）current/prevailingprice国际市场价格world(International)marketprice离岸价（船上交货价）FreeonBoardFOB成本加运费价（离岸加运费价）CostandFreightCFR到岸价（成本加运费、保险费价）cost,insuranceandfreightCIFWarming-UpIfyouareinterestedinthefollowingproductsandwanttoknowsomethingaboutthem,whatwouldyouwriteinyourletterofinquiry?SampleletterDearSirs,WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelain（瓷的）TeaSetNo.TSM001.Weshallbepleasedifyouwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.Shouldyourpricebecompetitiveanddateofshipmentacceptable,weintendtoplacealargeorderwithyou.Yourearlyreplywillbehighlyappreciated.Trulyyours,1. inquiry(enquiry)n.询盘，询价make(or:send,give,fax)sb.aninquiryforsth.向某人询购某种商品Wethankyouforyourinquiryforsunflowerseeds.我们感谢你方有关向日葵籽的询盘。Uponreceiptofyourspecificinquiry,weshallsendyouourquotationsandsamples.一收到你方具体询盘，我方立即给你方寄出我方的报价及样品。Atpresent,therearelargeinquiriesforour“Cool”BrandAirConditionerinourmarket.目前，我们市场有大量对我“凉爽”牌空调的询盘。NewWords&ExpressionsNewWords&Expressionsinquirev.询价，询购，询问inquireforsth.询购某种商品ThankyouforyourletterofSeptember1Theladies’pyjamasyouareinquiringforarenowoutofstock.你方现询价的女士睡衣没货。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在询购糖和咖啡的货源。NewWords&Expressions2. beinterestedin…对(某商品)有兴趣，常用以表示有意购买某种商品，是打算购买某种商品的初步表示。WeareinterestedintheimportofChinesesilkneckties.我们对进口中国丝绸领带感兴趣。TheyhavecustomerswhoareinterestedinyoursixdesignsofOrnamentalCloth.他们有客户对你方六种图样的装饰布感兴趣。NewWords&Expressions3.quotequotev.报价quotesb.apricefor(or:on)sth.报给某人某种商品的价格Pleasequoteusyourlowestpricesforpersonalcomputers.请报个人电脑的最低价。WequotedthisarticleatUS$278percase.这种商品每箱报价二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.请报一千件皮夹克的最好大连船上交货价Languagepointssend…underseparatecoverWehavethepleasureofsendingyouunderseparatecoverourlatestcatalogue.我们很荣幸给你方另寄我方最新的商品目录。请另寄一个样品。Pleasesendasampleunderseparatecover.Languagepointsregardingcovering关于1.请寄给我们一个关于你方新产品的商品目录.Pleasesendusacatalogueregardingyournewproducts.2.我们将寄关于这些产品的价格单供你方参考。Weshallsendthepricelistregardingtheseproductsforyourreference.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(1)请报最低价。Pleasequotethelowestprice.(2)请报上海船上交货最低价。Pleasequotethelowestprice,F.O.BShanghai.LanguagepointsPleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(3)请报最低价，包括3%的佣金。Pleasequotethelowestprice,including3%commission.(4)请报最低价，说明最早的装运期。Pleasequotethelowestprice,statingtheearliestdateofshipment.Languagepointscompetitive具有竞争力的1.他们的价格更具有竞争性。Theirpricesaremorecompetitive.2.我们的商品卖的很快因为它们的价格具有竞争力。Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.Languagepointsreasonable/favorable合理的/优惠的1.我们的价格很合理。我们不能降价。Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.2.我们的价格非常优惠，所以我们建议你方立即购买。Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.Languagepointsacceptablecanbeaccepted可接受的1.如果你方的价格可接受，我们将大量购买。Ifyourpriceisacceptabletous,wewillbuyinlargequantities.2.我们不能接受你方价格。我们只好在别处购买Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.Languagepointsplaceanorderwithsb.forsth.向某人定购某商品如果你能降价，我们将大量订购。Wecanplacealargeorderifyoucanreducetheprice.Languagepointsappreciate感激，感谢1.Weshallbeappreciatedifyoucouldsendusabrochure.如果你方能寄给我们一个商品小册子，我们将不胜感激。2.WeshallappreciateitifyoucanshipthegoodsbeforeAugust.如果你方能在八月前装运货物我们将不胜感激。Usefulexpressionsforenquiries1.说明信息来源2.直截了当说明要买的货物pattern1:take(have,feel)interestinWetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:beinterestedin/beofinteresttosb.Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.Pattern3:beinthemarketforsth.Weareinthemarketforthemechanicaltoysillustratedinyourcatalogue.Pattern4:bedesirousofsth.

Wearedesirousofyourlowestquotationsforfrozenrabbit.3.请求对方寄送目录，价格表和样品Willyoupleasesendusyourillustrated/latestcatalogueandpricelist?Kindlyletushaveadescriptionofyour….Weshouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.4.强调对方报价合理Providedpricesareright,…Ifyourquotationisreallycompetitive,….Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5.询问对方所能提供的折扣。写清所能接受的支付条件和期望的交货时间Weshouldliketoknowifyouallowdiscounts.PleaseletusknowyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyourbestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6.表示订购货物的可能性Willyoupleaseletusknowby4Aprilsothatwecanplaceourorderpromptly?Pleaseletusknowbyreturnofpostwhetheryouwouldbeinterestedinsuchanorder.SummaryInquiryLanguagepointsGeneralinquiryquoteStructureofgeneralinquiryinclusiveofSpecificinquiryCompetitive/favorableStructureofspecificinquiryplaceanorderwithsb.forsth.

appreciateAssignmentsCasestudyTask:Workinpairs.Readthefollowinglettersanddiscusswithyourpartnerwhatyoushoulddobeforesendingtheelectronicfiles.discusshowtoreplyincasesomeoneenquiresforBottlePod.discusswithyourpartnerhowtoreplytothethirdletterifyoudonotproduceMulti-FunctionTripods?WritingYouarerequestedtowritethreelettersonthebasisoftheresultsofyourdiscussionabove.Letter1DearSirorMadam:WehaveseenthebriefintroductionaboutyourGorillaPodandarequiteinterested.Wouldyoupleasesendusmoreinformationastothepriceterm,minimumquantity,etc.Meanwhile,aswewouldalsoliketoknowaboutsomeotherlinesyouhandle,yourillustratedcatalogbye-mailwillbeappreciated.YourssincerelyLetter2DearMr.Johnson,LastyearweboughtfromyouaconsignmentofBottleCameraPods,andtheysoldwellhere.Doyoustillmakecamerapodsofthistype?Ifso,pleaseletusknowthepricesforquantitiesofnotlessthanonegreatgross.Deliverywithinsixweeksoforderwouldbehighlyappreciated.Bestregards,Letter3DearSirorMadam:1.AsoneoftheleadingimportersandwholesalersofphotographicequipmentinAustralia,weareveryimpressedbythenewesttripodsyoudisplayedattherecentexhibitioninNewYork.2.Thereisasteadydemandherefordifferenttypesoftripods,especiallythefashionablerangeswithhighquality.Wehavebeenreceivinganumberofenquiriesfromourtradeconnectionsinthisareaforthefollowingtripod:3.ProductName:Multi-FunctionTripodsFeatures:1.Threewayultra-smoothphoto/videofluid-effectpanheadwithquick-releaseplateandbubblelevel2.Panhandletensionlockforsecurepositioningandeasyadjustment3.2bubblelevelsforfineadjustmentsFour–sectionlegswithrubberfeetandretractablespikesQuick-leverleglocksforfastandeasysetupDiameterof1stleg:20mmExtendedheight:144cmFoldedlength:45.0cmGrossweight:1kg.Max.load:2.0kg.Willyouplease,therefore,quoteusyourlowestpriceC.I.F.Sydney?Thiswouldenableustomaintainlowsellingpricesthathavebeenanimportantreasonforthegrowthofourbusiness.Wemaybeabletoplaceregularorderswithyouifyourpricesarecompetitive.Wearelookingforwardtoreceivingyourearlyreply.Yoursverytruly,Module3-2Offer报盘发盘/报盘函是指卖方在销售某种商品时，向买方报价、介绍商品情况、提出交易条件，包括商品名称（commodity）、品牌(brand)、规格(specifications)、数量（quantity）、单价（Unitprice）、包装（packing）、装运（shipment）、付款方式（payment）、交货日期（date）等。发盘有实盘（firmoffer）和虚盘（no-firmoffer）之分。实盘是发盘人在规定的期限内愿按所提条件达成交易的肯定表示。发盘人所发实盘的内容具有达成交易的全部必要条件。实盘的发盘人在其规定的有效期限内受所发实盘的约束，即在发盘有效期内发盘人非经受盘人同意，不得撤回、变更或修改。受盘人在有效期内如无保留地接受，交易即告成立。虚盘是指对发盘人无约束力的发盘。凡是不具备实盘条件和要求的发盘都是虚盘。例如发盘的内容不肯定、不明确；或主要交易条件不完备；或发盘人有保留条件等。Introduction

简之：实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条