商务英语函电课件：Enquiry,Offer,Counter-offer Acceptance

ENQUIRY,OFFERCOUNTER-OFFER&ACCEPTANCE

StepsinBusinessNegotiationEnquiryOfferCounter-offerAcceptance

Project1EnquiryAims

befamiliarwiththebasicknowledgeofenquirykeywords,termsandsentencepatterns

beabletoputwhathasbeenlearntintopracticeMainPointsgeneralenquiryandspecificenquirywritingguidestudents’practiceAimsandMainPointsBusinessnegotiationininternationaltradeusuallystartswithanenquiry.Enquiriesaregenerallymadebytheimporterseitherorallyorinwriting

totheexporterstoinquireaboutinformationoncertaingoodsorserviceandthetermsandconditionsoftransactions.EnquiryGeneralEnquirySpecificEnquiryBackgroundInformationSpecificEnquiryInadditiontoreferencematerials,theimportermayrequiredetailedinformationon

thegoodsheisinterestedin,suchasspecifications,quantity,price,termsofpayment,dateofdelivery,packing,etc.GeneralEnquiryTheimportermayonlyaskforpricelist,sample,catalogue,orsomeotherreferencematerialsfromtheexportertochoosesomethinghemaybeinterestedin.Enquiry

Enquirymaybesentouttoasinglesupplierorseveralsuppliers.Althoughitisnotlegallybindinguponeithertheimporterortheexporter,itisthefirststeptowardssuccessfulbusiness,whichshouldbehandledwithgreatcare.Agoodenquiryshouldprovidesufficientinformationfortheexportertoquoteefficientlyandaccurately.Alltheinformationconveyedshouldbeclear,concise,reasonableandtothepoint.Mostenquiries,especiallythosefrom

regularcustomers,maybeveryshortandsimplein

content.Task1AGeneralEnquiryTask2ASpecificEnquiryTasks

Task1AGeneralEnquiry

（A）某进口商从商会获悉某出口商供应毛毯后，现致函出口商，作自我介绍并请对方提供相关产品信息以便进一步了解。（B）出口商在收到进口商的询盘后，及时回复并寄送相关资料。CaseStudy

enquiry

chamberofcommercesupply

FOBhandle

appreciateinformation

询盘，询价商会供应；提供船上交货（填入指定装运港）经营；处理

感激信息，资料Words&Expressions

term

quantity

inquireenclose

hesitateanticipate

条件，条款；术语数量询问（随函）封入，附寄犹豫，踌躇盼望，期待(A)AGeneralEnquiryDearSirs,WehavenotedfromyourChamberofCommercethatyouareexportersofhigh-fashionblanketsandwouldliketoknowwhetheryoucansupplyusonFOBbasis.Asoneofthelargestimportersinourcountry,wehavebeen

handlingtextilesfornearly20years.Variouskindsofblanketssellfasthere,especiallythosefineinqualitybutlowinprice.Itwillbehighlyappreciatedifyoucouldsendsomebrochuresorpicturessoastogiveusmoreinformationaboutthequalityanddesignofyourblankets.Ifthegoodsandtermsaresatisfactory,weshallprobablybuyinlargequantities.Yoursfaithfully,SampleLetter(B)ReplyDearSirs,Thankyouforyoure-mailofFeburary14,2020inquiringaboutourblankets.Enclosedpleasefindourlatestbrochuresaswellassomepictures.WeareextendingourbusinesstotheNorthAmericanmarket,andhopetostartbusinesswithyouinfuture.Formoreinformation,pleasedonothesitatetosendusane-mailandweshalldoourbesttosatisfyyou.Yourearlyreplyisanticipated.Yoursfaithfully,

enquiryn.

询盘，询价generalenquiryspecificenquirymake/send/give(sb.)anenquiryforsth.询某种商品（价格）Wewanttomakeanenquiryfor5,000setsofAirConditioners,ModelNo.KFR-26GW.

我们想询购五千台型号为KFR-26GW的空调。

enquirev.

询盘，询价ThegoodsyouenquiredforinyourfaxofMay15areourbestsellers.

你方五月十五日传真中所询商品是我们的畅销品。一般询盘

具体询盘LanguagePointssupplyv.&n.供应；提供Wearepleasedtosaythatwecansupplyyouwithallthegoodslistedinyoure-mailofJuly4.欣告你们七月四日邮件中所列的各种商品，我们均可供应。Thegoodsyouneedareinashort/scarce/free/sufficientsupply.所需商品目前供应短缺/敞开/充足。Newsuppliesofmilkpowderareexpectedtoarrivenextmonth.奶粉有望下月到货。suppliern.供货商，供应商Supplierandpurchaserarethetwocounterpartsinatransaction.供货方和购货方是一笔交易中两个不同的当事人。FOB船上交货（填入指定装运港）

全称FreeonBoard，另外两个常用价格术语为：CFR（CostandFreight）成本加运费（填入指定目的港）CIF（Cost,InsuranceandFreight）成本、保险加运费（填入指定目的港）Incoterms®2020适用于任何单一多个运输方式EXW 工厂交货FCA 货交承运人CPT 运费付至CIP 运、保费付至DAP

目的地交货DPU

卸货地交货DDP 交税后交货

适用于海运及内河水运的术语FAS

船边交货FOB 船上交货CFR 成本加运费CIF 成本、保险加运费handlev.经营；处理MostofthegoodshandledbythemcomefromEurope.他们经营的大部分商品来自于欧洲。Howtohandlethesocialcrisiswillinfluencethegovernmentalimagedirectly.如何处理社会危机事件将直接关系到政府的形象。appreciatev.感激Wereallyappreciateallthehelpyouhavegivenus.感谢你给我们的种种帮助。Itwillbehighlyappreciatedifyoucangiveussomesuggestioninthisrespect.你方如能在这方面给一些建议，我们将不胜感激。appreciationn.感激Wepresentthisgiftasatokenofourappreciation.谨借此礼物表示谢意。informationn.信息，资料forone’sinformation顺告；供某人参考Foryourinformation,thisisourbestprice.顺告，这是我们的最低价。Somesamplesandpamphletshavebeensentbyseparateairmailforyourinformation.已另航一些样品和小册子供你参考。Pleasesendussomeinformationaboutdesignandproductionprocess.请向我们提供一些有关设计和生产过程的资料。informv.通知；告诉IfyouhaveFORMA,please​

inform​usofHS-Code.如果你们有FORMA，请告知海关编码。Theexporter

informedusthatthegoodslistedinthebrochureareavailablewithin30days.据出口商告知，产品册中所列商品三十天内可以供应。quantityn.数量alargequantityof/largequantitiesof大量的inquantities/largequantities大量地

Withincreasesinbothquantityandprice,thesalesamountduringthepast6monthsreachedalmostRMB￥5billion.由于量价齐升，过去六个月的销售额达到五十亿人民币。

inquirev.询问

I’dliketoinquireaboutflightstoParisfromShanghaiPudongInternationalAirport.

我想了解从上海浦东国际机场飞往巴黎的航班信息。Theauthoritiesareinclinedtogiveafreehandtobusinessestoinquireintoclients’buyinghabits.

有关机构倾向让企业自由调查消费者的购买习惯。

inquiryn.询问Iadviseyoutomakeathoroughinquiryabouttheenterprisebeforeyouembarkonit.

建议你在进入这家企业前对其做个深入了解。

enclosev.

(随函)封入，附寄IenclosehereinthetestingreportissuedbySGSforyourreference.现随函附上SGS的检测报告供参考。Enclosedisourcompany’sintroductioninChineseandEnglishversion.随函附上我公司的中英文介绍。Enclosedpleasefindmyresumeandtherelevantdocumentsrequired.随函附上我的简历以及所需的相关材料，请查收。enclosuren.（缩写Encl.或Enc.）附件

Thetasksanddutiesareasdescribedintheenclosure.具体任务和日常工作在附件里作了描述。

anticipatev.盼望，期待

Weanticipatethepleasureofhearingfromyousoon.

盼早日收到你方回复。Thesuppliersanticipatedafallinpriceinthecomingmonths.

供货商们预计未来几个月价格会下跌。

I.TranslatethefollowingexpressionsfromEnglishintoChinese:1.generalenquiry2.FOBDalian

3.sellfast4.forone’sinformation

5.largequantity6.inquireabout了解，咨询一般询盘

大连船上交货价畅销顺告，供参考大量的PracticeII.Fillintheblankswithproperformsofthewordsorexpressionsgivenbelow:DearSirs,Asanewly-establishedcorporation_________variouskindsofelectricappliances,wehavenotedthatyoucan________largequantitiesofelectricheaterswithtimeswitch.handling

appreciatequality handle exporthearfrom price cataloguelineexportPleasegiveusyourlowest_________FOBShanghaifor4,500sets,AC100V,50/60Hz.Weshall____________itverymuchifyouwillsendussomesamplebooksand___________soastoacquaintuswiththe_________andspecificationsofyourbusiness________.Wehopeto____________yousoon.Yoursfaithfully,priceappreciatecataloguesqualitylineshearfromIII.CompletethefollowingsentencesinEnglish:Weareinterestedinyourproductsand______________________(现随函附上我方询盘).2.Theillustratedcatalogue__________________________________

(将提供各类产品的详细情况).areenclosingourenquirywillgiveyoudetailsofvariousproducts_______________________________(作为中国最大的玩具出口商),wewouldliketoenterintodirectbusinessrelationswithyou.4.Yourfullcooperationinthisdeal________________________(将不胜感激).AsthelargesttoyexporterinChina

willbehighlyappreciated5.Wearegladtolearnthat________________________________

_________________(所询商品均可大量供应).6.Pleaseletushaveyourcomments_________________________(一俟你方收到样品).assoonasyougetthesampleinlargequantitiesallthegoodsneededcanbesuppliedIV.TranslatethefollowingsentencesfromEnglishintoChinese:1.Weneedallnecessaryinformationregardingtheproductssuppliableforexportnow.我们需要目前可供出口产品的所有信息。Wewouldliketoknowthequantitiesneededforeachdesign.我们想知道每种款式所需要的数量。3.Inmyopinion,themarketfornewenergyvehiclesinourcountrywillbeverybig.依我之见，我国新能源汽车的市场会很大。

4.Couldyougiveusdetaileddescriptionoftheperformanceofyourproduct?能否提供有关你方产品性能的详细说明？5.We’reafraidthatyourproduct’squalitywon’tsatisfyChinesecustomers.恐怕你方产品质量达不到中国客户的要求。6.Weshouldliketotakethisopportunitytoinquireaboutthepriceoftennisracket.我们想借此机会了解网球拍的价格。V.TranslatethefollowingsentencesfromChineseintoEnglish:1.顺告，我们是中国大米的主要进口商之一。Foryourinformation,weareoneoftheleadingimportersofChineserice.

2.一直以来你们的手机在我处市场很畅销。Yourmobilephoneshavebeensellingfastinourmarket.3.请告知能否在五月份向我供应三千辆自行车。Pleaseinformuswhetheryoucansupplyuswith3,000piecesofbicyclesinMay.4.如能寄来最新价目单和样品供我方参考，不胜感激。Itwillbeverymuchappreciatedifyou’llsendsomelatestpricelistsandsamplesforourinformation.5.我们想了解你方的交易条款。Wewouldliketoinquireaboutyourtradetermsandconditions.

6.只有质优价廉的产品才能吸引我方客户。

Onlytheproducts(whichare)fineinqualitybutlowinpricecanattractourcustomers.

Task2ASpecificEnquiry

某客户对出口商的蓝牙键盘感兴趣，现致函该出口商，要求报给成本加运费价格，说明最早交货期和支付方式，并提供一份出口商品的清单。CaseStudy

specific

brandbluetoothkeyboard

approach

quotation

Art.No.furthermore

exportlist

dealcontactdemand明确的；特定的品牌蓝牙键盘联系；靠近报价货号此外出口清单经营；与……有往来；交易接触，联系需求；要求Words&ExpressionsASpecificEnquiry

DearSirs,Oneofourcustomersisinterestedinyour“Light”BrandBluetoothKeyboardandasksustoapproachyouforquotationsandsamples.Themarkethereforcomputeranditscomponentsisenormous.PleasequoteusyourlowestpriceCFRVancouverfor7,500piecesofArt.No.FK-990,indicatingtheearliestdateofshipmentandpaymentterms.Furthermore,wewouldalsoappreciateacopyofyourexportlistregardingallthegoodsyouaredealinginsothatwecancontactyouatanytimewhenthereisademand.Wearewaitingforyourreply.

Yoursfaithfully,SampleLetterspecificadj.明确的；特定的Thedescriptionofyourgoodsshouldbespecificandconcrete.货物的描述必须明确具体。Thepricedependsmuchonthecharacteristicsofthegoodsaswellastheirspecifictransportrequirement.价格在很大程度上取决于货物的性质以及它们特定的运输要求。LanguagePointsapproachv.&n.联系；靠近

Mr.Hollandhasapproachedthatbankseveraltimesforloan.霍兰德先生已就贷款一事多次与那家银行联系。Astheproductionisapproachingcompletion,youarerequestedtofaxusasearlyaspossible.由于生产接近尾声，请尽快传真与我们联系。Wehavehadanapproachfromaforeigncompanytobuyourequipments.一家国外企业已与我们接洽，准备购买我们的设备。quotationn.报价quotationsheetmake/send/give(sb.)aquotationforsth.报给（某人）某种商品的价格WelookforwardtoreceivingyourbestquotationCIFLondonfor4,000setsofWashingMachines,ModelNo.XQG70-BS.请报四千台XQG70-BS型洗衣机最低成本、保险加运费伦敦价。报价单Samplequotev.报价quote(sb.)apricefor/onsth.报给（某人）某种商品的价格PleasequoteusyourbestpriceCIFLondonfor4,000setsofWashingMachine,ModelNo.XQG70-BS.请报四千台XQG70-BS型洗衣机最低成本、保险加运费伦敦价

。Art.No.货号

(全称articlenumber)articlen.货物，商品Wecansupplyourcustomerswiththiskindofarticleatareasonableprice.我们可以合理价格向客户供应这种货物。

deal

v.经营;与……有往来

n.（一笔）交易

Theseenterprisesmainlydealinlightindustrialproducts,textilesanddailynecessaries.

这些企业主要经营轻工业品，纺织品和日用品。

Wehavebeendealingwiththecompanyformorethan20yearsandfoundthemquitereliable.

我们与这家公司有二十多年的生意往来，认为该公司十分可靠。JapanwillhavetodoadealwiththeU.S.onriceimports.

日本被迫就水稻进口问题和美国达成交易。

contactv.&n.接触，联系Wecontactyouforcommentsonournewproducts.我们想了解你们对我们新产品的建议。Weshouldstayincontactwithformerclientsforfurtheropportunities.为了发掘更多机会，我们应该和以前的客户保持联系。demandn.需求；要求v.要求

Thereisalarge/strong/heavy/steady/growing/increasing/littledemandforourproductsintheAfricanmarket.非洲市场对我们的产品有大量的/稳定的/不断增长的/少量的需求。Weregrettosaythatweareunabletomeetyourdemandforsteelpipesforthetimebeing.抱歉暂时无法满足你们对钢管的需求。Thebuyerdemandsofthesellertocontactthefactoryasearlyaspossible.买方要求卖方尽早与工厂联系。TheydemandthatwegoandmeettheminGuangzhouatthebeginningofnextmonth.他们要求我们在下月初去广州见面。I.TranslatethefollowingexpressionsfromEnglishintoChinese:1.specificenquiry2.quotationsheet3.Art.No.4.exportlist5.dealin6.atanytime货号具体询盘在任何时候报价单出口清单

经营

PracticeII.Choosethebestanswer:1.ThankyouforyourenquiryofMay3______ourchildren’stoys.A.ofB.forC.onD.in2.Weareverygladtosaythatwecansupplyyou______

allthegoodsneeded.A.forB.ofC.toD.withDB3.Asoneofthechiefexporters,we’vebeenexportinglargequantitiesoffoods

______

Europe.A.fromB.atC.toD.in4.Ourcustomerswouldliketoreceiveaquotation

______you.A.fromB.toC.withD.byCA5.Itisimportantthatyoupaymoreattentiontothequality______

thegoods.A.withB.aboutC.ofD.within6.Weregrettoinformyouthatthereisnodemand

______thegoodshereatpresent.A.forB.byC.onD.ofCAIII.CompletethefollowingsentencesinEnglish:Weareexperiencedinmarketingproductssimilartoyoursand_____________________________________(熟悉顾客的需求).Itwillbeappreciatedverymuch___________________________________________(如蒙报给最低成本、保险加运费新加坡价)forthefollowinggoods:priceCIFSingaporequitefamiliarwithourcustomers’demandifyouwillquoteusthelowest______________________________________(我们经营各种自行车)since1981andareingoodrelationshipwithmanycustomers.4.______________________(随函附上的小册子)mayhelpyoutochoosethebestsuitabletypesforyourpurpose.WehavebeendealinginvariousbicyclesTheenclosedbrochuresWe______________________________(期待你们的报价)fortheconsumergoodslistedinoure-mail.6.Weknowthat,astheleadingexporteroffruits,_______________________________________(你们能提供我们需要的商品).

lookforwardtoyourquotationsuswiththegoodsneededyoucansupplyIV.TranslatethefollowingsentencesfromEnglishintoChinese:1.Thequotationwillbesenttoyouassoonaswereceiveyourspecificenquiry.一收到你们的具体询盘，我们立即给你们报价。2.Wouldyoupleasegiveusaroughideaofthequantityyourequire?能否告知你们需要的大概数量？3.Foryourinformation,allourquotationswillbeonFOBbasis.

顺告，我们所有报价均为船上交货（填入指定装运港）价。

MayIhavesomeinformationaboutyourbusinessscope?

我想了解你们的经营范围。

5.PleasestudythesamplescarefullyandsendusyourCFRprice.请认真研究样品，并报给成本加运费（填入指定目的港）价。

6.Arethepartsusedinyourmachinesimportedfromothercountries?

你们机器的零部件是从其他国家进口的吗？

V.ReadthefollowinglettercarefullyandthentranslateitfromEnglishintoChinese:DearSirs,Wehavereceivedmanyenquiriesforyourleather.EnclosedisourEnquiryNoteNo.739.Ourcustomersareinurgentneedofthegoodstostarttheirpoduction.Ifyoucansupplyimmediately,pleasegiveusyourbestquotationFOBShanghaifor8,000ounceseachofArt.Nos.2and5and5,000ounceseachofArt.Nos.9and11,statingyourtradetermsandconditions.Wewilltryourbesttopushthesaleofyourproductsaslongastheyaregoodinqualityandreasonableinprice.

Lookingforwardtoyourreply.

Yoursfaithfully,敬启者：我们收到了有关你方皮革的大量询盘。现随函附上我们的第七三九号询价单。我们的客户急需皮革开始生产，如能立即供货，请报二号、五号货物各八千盎司，九号、十一号货物各五千盎司的最低上海船上交货价并说明交易条款。只要货物质优价廉，我们一定会尽最大努力推销。

XXX

谨上1.WehaveobtainedfromChinaDailythatyouexportofficefurnitures.2.Asoneoftheleadingexportersofbicycles,wehavebranchesinmanycountries.3.WeintendtoimportcookwarefromChinaandareseekingsuppliers.4.WeshouldappreciateyourquotationCFRAntwerpfor3-4modelswithdetailedspecifications.5.PleasequoteusyourCIFpricefor100unitsofArt.No.5inyourcatalogue.UsefulSentences6.WouldyoucaretosendussomesampleswithFOBprices?7.Whenoffering,pleaseinformusofthepackingandpaymentterms.8.Couldyouprovideuswithmoredetailsabouttheirrange,size,qualityandprices?9.Ifyourtermsarefavorable,weareinterestedinlong-termpartnershipwithyou.10.Pleasenotethatattractivepriceswillbringmorebusiness.Indicatesourceofinformationandmakeabriefself-introductioninthecaseofafirstenquiry./Acknowledgereceiptofthee-mail/fax,ifany.Statepurposeofsendingthise-mail/fax.

Makerequestsforinformationonthegoods,catalogue,pricelist,sample,etc.Lettersconcerningenquiryshould:Expressexpectationforafavorablequotationoroffer.Closingsentence.WritingGuideTask1加拿大CARTERS公司的JoeBrown先生对东方进出口公司在广交会上展出的自行车非常感兴趣。回国后经过市场调查，JoeBrown先生向该公司发去询盘，了解交易条件并索要产品资料。请根据上述背景资料，向东方公司发一封询盘函。SkillTrainingTask2

盛荣外贸进出口公司已从法国某公司多次进口食品饮料，双方合作愉快。为满足市场需求，盛荣公司准备再进口五千瓶法国葡萄酒，希望知道对方的CIF价格及交易条款。请根据上述背景资料，向法国公司发出具体询盘，请对方告知有关交易条件。

Project2OfferAims

befamiliarwiththebasicknowledgeofofferkeywords,termsandsentencepatterns

beabletoputwhathasbeenlearntintopracticeMainPointsfirmofferandnon-firmofferwritingguidestudents’practiceAimsandMainPoints

Enquirymeanspotentialbusiness,soit’sproperfortheexportertosendanimmediatereplytoanenquirynomatterwhetherheisabletosupplyornot.Anaffirmativereplyisactuallyanoffer,whichisaninvitationforcontract.Thepersonmakingtheofferiscalled“offeror”whilethepersonreceivingtheofferiscalled“offeree”.Theofferoroftenputsforwardinanoffercertaintermsandconditionsonwhichhewouldliketosupplythegoods.Anoffermaybeclassifiedinto:firmoffer(offerwithengagement，有约束力的发盘)

non-firmoffer(offerwithoutengagement，无约束力的发盘)BackgroundInformationAfirmofferisapromisetosellthegoodsatastatedpricewithinthestatedperiodoftime.Allthemaintermsandconditionsshouldbestatedclearly.Afirmofferhasbindingforce.

Theofferoristotallyengagedandnotallowedtomodifyorwithdrawhisofferwithinthevalidity.

PromiseClearlyBindingValidityFirmOffer

InformalNon-firmOffer

NotBinding

Inducement

Anon-firmofferisan

informaloffer.Anon-firmofferisnotbindingupontheofferor.Theofferorcanmodifyorwithdrawhisofferatanytimebeforeaccepted.Anon-firmofferisaninducementtobusiness.Itisusuallyindicatedbymeansofsendingcatalogue,quotationsheetorproformainvoicewithreserveclauses.∙∙Task1AFirmOfferTask2ANon-firmOfferTasks

Task1AFirmOffer

某出口商在收到进口商有关电动牙刷询盘后，致函进口商，报给包括主要交易条件的实盘，同时邮寄相关资料和样品供客户参考。CaseStudy

offer

electrictoothbrush

MOQdetailedspecification

asperattachedsheet报盘，发盘电动牙刷最低订货量详细的规格根据，按照附件，附页

Words&Expressions

firm

subjecttoDHL

documentnumbermarket

furtheraccept确定的；有效的/地以……为准，以……为条件

敦豪国际快递单据号

市场；行情更多的，进一步的；继续地接受（邀请，报价等）AFirmOffer

DearSirs,Thankyouforyoure-mailofJune1,2020requestingaquotationfor“Smart”BrandElectricToothbrush.WearepleasedtoofferyouourToothbrush,ModelNo.S-10,atUS$12perpieceCFRAuckland,MOQ1,000pieces,instandardexportpacking,shipmentinAugust,2020(detailedspecifications

aspertheattachedsheet).Paymentistobemadebyanirrevo-cable,confirmedL/Cpayablebydraftatsight.Theofferisfirm,

subjecttoyourreplyreachingusbeforeJune8,2020.SampleLetterSomecataloguesandsampleshavebeensenttoyoubyDHLthismorningtoshowexactlythedesignandworkmanshipofourgoods.Thedocumentnumberis1770441632.Informationindicatesthatthemarketwillgoupfurther.Wehopeyouwillfindourquotationattractiveandacceptitassoonaspossible.

Yoursfaithfully,Encl.:Asstatedoffern.&v.发盘，报盘；提供

firmoffernon-firmoffermake/give/send(sb.)anofferfor/onsth.报给某人某种商品acceptanoffer接受发盘cancelanoffer撤销发盘withdrawanoffer撤回发盘LanguagePoints实盘（offerwithengagement

有约束力的发盘）虚盘（offerwithoutengagement

无约束力的发盘）Wearemakingyouanofferfor6,000piecesofMarkers,CH6004,

at

US$1.6perpieceCIFLondoninboxesof12pieceseach.现报你方六千支CH6004型马克笔，每支成本、保险加运费伦敦价一点六美元，纸盒包装，每盒十二支。Pleaseofferus2,000yardseachofthefollowingdesignsFOBShanghai.请报以下花样各两千码的上海船上交货价。Thankyouforthesupportyouhaveofferedinthistransaction.感谢你方在这笔交易中给予的合作。

detailedadj.详细的

We’11bepleasedtoinviteyourrepresentativeoverfordetaileddiscussion.

我方将邀请贵方代表过来详谈。

detailn.详情，细节v.详述

Itwillbemuchappreciatedifyouwillfurnishuswithalldetailsregardingthesizesandpackingoftheproductwe’reinterestedin.

如能提供我们感兴趣产品的尺码和包装详情，则不胜感激。

Thecomputer’scharacteristicsarefullydetailedinthebrochure.

计算机的性能在小册子里有详尽说明。

asper根据；按照Wehaveaskedthemanufacturerto

make

quotations

as

per

yourcustomers’

samples.

我们已经要求工厂根据客户提供的样品报价。

firmadv.确定地adj.确定的；有效的；坚挺的

Weareofferingyoufirm30tonsofGreenMungBean,GradeA,asfollows:

现报三十吨一级绿豆实盘如下：Theofferisfirmfor5days.(=Theofferisvalid/open/goodfor5days.)

本报盘有效期五天。Theofferisfirmtill/untilOctober9.本报盘有效期至十月九日止。Themarketisfirmwithanupwardtendency.

行情坚挺且有上涨趋势。subjectto

以……为准，以……为条件

Thisquotationisforreferenceonlyandsubjecttoanymodificationwithoutfurthernotice.本报价仅供参考，可随时变动，不另通知。Wearemakingyouanofferasfollows,subjecttoyouracceptanceherewithin3days:

现报盘如下，以你们三日内接受为准：DHL敦豪国际快递全称Dalsey,HillblomandLynn，是一家国际快递公司其他国际快递公司还有：UPS(UnitedParcelService)联合包裹公司EMS(ExpressMailService)邮政特快专递FedEx(theFederalExpress)联邦快递TNT(ThomasNationalTransport)天地快递

marketn.市场；行情Wearebecomingoneoftheleadersinthefashionindustryintheinternationalmarket.

我们正在成为国际市场上时装业的领军者之一。

有关行情的表达有：

Themarketisstrong/firm.Themarketisweak/easy.Themarketisdeclining/goingdown/rising/advancing/soaring/strengthening/goingup.

行情在下跌/上涨。行情坚挺。行情疲软。

furtheradj.更多的，进一步的

adv.继续地，进一步地Thedurationoftheagencyistwoyears,anditisrenewableforafurtherperiodoftwoyears.

代理期限为两年，还可以再延长两年。Wehopetopromote,byjointefforts,ourfriendshipandbusinessfurther.

希望通过共同努力，进一步促进我们的友谊和贸易。

acceptv.接受（邀请，报价等）WehaveacceptedhisinvitationtovisittheirboothattheAutumnFair.

我们接受了秋交会参观他们摊位的邀请。acceptancen.接受Unlesswehaveyouracceptancebeforetheendofthisweek,wewillhavetoputtheofferout.

除非你们在本周末前接受，否则我们将普遍发出报盘。acceptableadj.可接受的Thesolutiontothisproblemisacceptabletoall.

这个问题的解决方案大家都能接受。I.TranslatethefollowingexpressionsfromEnglishintoChinese:1.firmoffer2.MOQ3.asper4.attachedsheet5.subjectto6.goup

实盘根据；按照最低订货量附页以……为准以……为条件

上涨PracticeII.Fillintheblankswithproperformsofthewordsorexpressionsgivenbelow:1.Weshallappreciateyourmakingusan_______CIFRotterdamforthegoodslistedbelow:2. Wearegladto

_______

youthatthegoodsyouneedwillbeavailableinaweek.informoffer

goodsenquiryinformofferquantitysubject3.Pleasesendusyourreplybyfax,indicatingpacking,_________availableandtimeofshipment.4.Wewouldliketodrawyourattentiontothefactthatdemandforour_______