外贸函电Unit 05 报价和发盘.ppt

1、Unit 5 Quotation and Offer 报价和发盘,目的：掌握发盘的基本约束，以及如何进行报价和发盘的信函书写。 在国际贸易中，发盘（Offer）又称发价，在法律上又称“要约”，是指买方或卖方向对方提出的各项交易条件。发盘通常是一方收到对方的询盘之后所提出的，但也可不经过对方询盘而主动向对方提出。,5.1 Introduction（简介）,在实际业务中，当发盘针对一个或几个特定的受盘人明示或暗示发盘人在明确、完整和最终的条件下订立合同的明确意图时，该盘就为实盘Firm Offer。受盘人一旦在发盘的有效期内有效地表示接受，这个实盘就为不可撤销，并会对发盘人和受盘人双方产生约束力。

2、因此，实盘又称为“有约束力的发盘”。报实盘时必须注意以下三点： （1）发盘必须注明是实盘。 （2）发盘必须明确、清楚、完整、具有最终效力并列出所有的主要交易条件。 （3）发盘必须注明有效期。,完整的报价和发盘应包括以下内容： （1）对询价表示感谢。 （2）提供所要求的所有信息，如价格、折扣及付款条件等细节。 （3）对交货期或装运期的承诺。 （4）如为实盘，应注明有效期。 （5）希望对方接受报价订购货物。,5.2 Writing Skills（写作技巧）,报价和发盘信函的写作步骤及常见表达方式：,5.3 Specimen Letters（样函）,Letter 1：Request for quot

3、ation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When

4、replying, please state: (1)discounts allowable, (2) terms of payment, and (3) earliest possible date of delivery. Truly yours, Fred Jackson,Letter 2：Exporters quotation Dear Ms. Chen, Thank you for your letter of 5th April, requesting for a further supply of our crockery, we are pleased to quote as

5、follows: TeacupsUSD500.00 per hundred Tea SaucersUSD200.00 per hundred Tea PlatesUSD180.00 per hundred Tea-pots, 2-pint USD3.00 each Net CIF Francisco,The above quotation is subject to our final confirmation. You are allowed a discount of 5% for items ordered in quantities of 500 or more. The terms

6、of payment are by letter of credit at sight to be opened through the Bank of China and the shipment is to be made within four weeks upon receipt of the covering letter of credit. We hope you will find these terms satisfactory and look forward to the pleasure of your order. Yours faithfully, Leon All

7、en,Letter 3：A firm offer from the seller Dear Sirs, As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1 000 dozen cotton shirts at USD60 per dozen CIF New York. The shipment is to be made during June. We require payme

8、nt by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we are sending you some samples separately. Yours

9、very truly, Chun,Letter 4：A non-firm offer Dear Sirs, We welcome your inquiry of April 17th and thank you for your interest in our Wanlida DVD. Our products are super-thin. The voice quality is better and pictures are clearer than same sort of products. We are pleased to offer you USD150 per set at

10、CIF New York. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. Please note that there is no commission on our products, but a discount of 5% may be allowed if the quantity of your order is more than 1 000 sets. We hope you will agree to our offer and look forward to rec

11、eiving your order. Thank you again for your inquiry. Yours faithfully, Manager,Letter 5：A special offer Dear Sirs, In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows. Art. No.: 81000 Printed Shirting Desi

12、gn No.: 72435-2A Specifications: 30367269, 35/ 3642 yards Quantity: 12 600 yards Packing: in bales or in wooden cases, at sellers option Price: USDXXX per yard CIFC 5% Vancouver,Shipment: to be made in three equal monthly installment; beginning from June 2002 Payment: by confirmed, irrevocable L/C p

13、ayable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await your trial order with keen interest. Sincerely yours, John Leeds,5.4 Focal Words（焦点词汇）,advise vt. 通知，告知 We are studying your list of commodities and will advise you of ou

14、r present interest. Please advise us when you will ship the goods. advisable: adj. 可取的，明智的 It is advisable that you should ship the goods by s.s. Red Star. advice: n. 通知，报告 We have duly received the advice of opening an L/C.,certify vt. 证明 This is to certify that we, the undersigned, have inspected

15、the quality of the above-mentioned goods and found the result as follows. When contractor shall have completed the work, he shall certify in writing, completion of the work to the owner. certificate: n. 证明书 The Inspection Certificate of Quality, Quantity and Weight issued by the Shanghai Import and

16、Export Commodity Inspection Bureau shall be final.,offer n. 报盘，报价 This offer will remain effective for another 10 days from 15th May. vt. 报盘 We offer you firm 50 long tons of Tin Foil Sheets at Stg.135 per long ton CIF Shanghai for delivery in June. vi. 给予，提供 For quantities of 10 tons and over, we c

17、an offer a discount of 15% on list prices.,price n. 价格 If prices are right, we should place a first order for 400 raincoats. vt. 定价 All our table-cloths are exquisitely made and moderately priced. Our low-priced tweeds have a great market in East African Areas. price list: n. 价格表，价目单 Will you please

18、 send us a price list of your portable transistor sets.,quote vt. 引用，复述 The buyer is always requested to quote the number of this Sales Confirmation in the L/C to be opened in favor of the seller. vt. 给报价 Please quote us your lowest price. vi. 报价 Will you please quote for the supply of approximately

19、 100 reams of good quality white poster paper.,5.5 Useful Sentences（实用语句）,1. 发盘用语 to offer/ to make an offer/ to submit an offering to offer firm/ to make a firm offer to offer subject to goods being unsold to hold an offer open/ to keep an offer open to withdraw an offer/ to cancel an offer to alte

20、r an offer to extend an offer,2. In our offer, we shall make it our business to charge you the lowest possible price for any quantity you may require, in order to give you an entire satisfaction and to retain your customers. 3. If your prices are most favorable than those of other suppliers we shall send you an order. 4. This offer is firm subject to your immediate reply, which should reach us not later than the end of this month. There is little likelihood of the goods remaining unsold once this particular offer has lapsed.,5. The offer will remain firm u